2. Goals
iCulligan NA Sales App
Multi-media tool for conducting
in-home sales presentations
Opportunity to be more effective when
communicating with prospect
Ability to hold a visual sales conversation
Projects innovation and forward thinking
Align branding w/ collateral & website
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3. Benefits to Dealer Network
Paper
VS.
Mobile Technology
Outdated presentation Ahead of competition
Static format Engages the customer
No Interaction Interactive
Requires carrying:
Informative hotspots
● Paperwork ● Calculator
iPad3 Hi-Res built-in
● Brochures ● Camera
Saves time/money
● Manuals ● Dealer info
● Laptop or Paper Flip Chart Professional/Innovative
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6. Sales Presentation Slide Example
Hotspots for each
contaminant
Video links
Maps
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7. Sales Presentation Slide Example
Hotspots with factoids
Link to Savings Calculator
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8. Sales Presentation Slide Example
Hotspots w/ factoids
Video links
Culligan Solutions
Brochure links
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9. Solution Center Tool
Customer identifies water problem
Tap and Solutions pops up
Solutions Link to Brochures
Aligns with .com site
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10. Resource Library
Categorized for easy location
Instant Access
Dynamic site – instantaneous updates
User can add custom documents to “My Documents”
Pinch & Zoom capability
Email capability
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13. Adoption
On-going Dealer support and training is critical to Success!
Project Team Support
Beta Team support
Beta Demo at Culligan dealer convention in April
Internal Support – Regional Sales Directors
Dealer Marketing Sub-Committee
Bulletin Communication
Monthly Webinars
Included info in various Regional Meetings
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14. Culligan NA Sales App Stats
Launched June 1, 2012
+225 NA Culligan Dealers have requested “Admin” access
+360 NA Culligan Sales Reps have individual app access
Begin to measure ROI in 2013
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15. Culligan Dealer Testimonials
“iPad app is awesome!
“Very unique system to have for information and visual
for customers.”
“This is one, if not the best tool that has come available
to us. I cannot say enough good things about this tool.”
“This is the best tool I have seen in 17 years to help
sales or service. I just used it on 2 calls and the
customers were very impressed. Oh and by the way, I
sold them both.”
Culligan Confidential
16. Future Planning
Although it may seem revolutionary,
it is in fact, evolutionary!
Residential NA Sales App Commercial & Industrial Sales App Service Tech App
V1.1: Q4 2012 Launch: Nov. 2012 Launch: Nov. 2012
V1.2: Q1 2013
Culligan Confidential
The Culligan sales app will give you a compelling way to communicate with visual aids. It ’s leaps and bounds better than the laminated flip chart and much better than a laptop presentation. The ability for “instant on” and multi-media is a much more effective way to communicate based on today’s technology. An iPad presentation projects innovation and forward thinking and as a salesperson, it ’s how you want to be perceived. Culligan Confidential (#)
It ’s a game changer in how we conduct a sales call. It ’s engaging, interactive. Can help close more sales in the home. And the content is dynamic! Culligan Confidential (#)
The Residential App has 3 main sections…
The imagery and graphics are consistent with the look and feel of .com & .ca helping to maintain brand consistency. Custom slides can include pictures of your dealership, local information you use in your presentations today, referral letters, etc. There is also a link to .com & .ca when you click on the Culligan logo on the Home Page Culligan Confidential (#)
Culligan Confidential (#)
Although our dealers were excited, we also knew it wouldn ’t be as simple as “Build it and they will come” Significant financial investment Cahnge in the way they conducted sales calls transitioning from paper to iPad. Required training from a technology and content perspective Support from our Project Committee and other dealer sub-committees Developed an on-going communication plan
After 5 months, we have 35% of the dealer network participating. Of that 35%, there are over 360 individuals set up with user access. This is significant considering the learning curve from paper to iPad and a significant investment in the purchase of iPads for the sales teams. (i.e., one dealer owner has 31 locations with over 80 sales reps) Culligan Confidential (#)
Our dealer network has embraced the technology and we continue to get positive feedback
Based on our dealer feedback, we will continue to improve the residential app and add more content. We also are in beta testing for 2 additional Culligan apps.