Image works  focus dealer program ppt 1.0
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  • 1. ImageWorks Focus Dealer Program(Program Review for Independent Representatives) July 1, 2012 Pete Steinhausen
  • 2. ImageWorks - Focus Dealer Program• If we keep doing what we have always done, we will………………………… July 1, 2012 Pete Steinhausen 2
  • 3. ImageWorks - Focus Dealer Program• If we keep doing what we have always done, we will get what we always got. July 1, 2012 Pete Steinhausen 3
  • 4. ImageWorks - Focus Dealer Program• Lets try something simple to improve our results.• Let’s try by keeping the best of what we have and make incremental improvements. July 1, 2012 Pete Steinhausen 4
  • 5. ImageWorks - Focus Dealer Program• Objective: To increase your sales July 1, 2012 Pete Steinhausen 5
  • 6. ImageWorks - Focus Dealer Program• Objective: To increase your sales from dealers (branches) identify those that represent: – The best dealers we currently have July 1, 2012 Pete Steinhausen 6
  • 7. ImageWorks - Focus Dealer Program• Objective: To increase your sales from dealers (branches) identify those that represent: – The best dealers we currently have – And dealers with which we want to grow or establish new business. July 1, 2012 Pete Steinhausen 7
  • 8. ImageWorks - Focus Dealer Program• Objective: To increase your sales from dealers (branches) identify those that represent: – The best dealers we currently have – And dealers with which we want to grow or establish new business.• Strategy: This is an additive strategy. – We are not suggesting anything be stopped. We all keep doing the best we can. Keep doing what you are doing that works. July 1, 2012 Pete Steinhausen 8
  • 9. ImageWorks - Focus Dealer Program• Objective: To increase your sales from dealers (branches) that represent: – The best dealers we currently have – And dealers with which we want to grow or establish new business.• Strategy: This is an additive strategy. – We are not suggesting anything be stopped. We all keep doing the best we can. Keep doing what you are doing that works. – What we add is: • We Focus ImageWorks resources on a select group of dealers to ensure everybody in the company is giving 200% to support the “Focus Dealers” that each ImageWorks Representative selects. July 1, 2012 Pete Steinhausen 9
  • 10. ImageWorks - Focus Dealer Program– The program therefore is designed to start with your suggestions. • You select the dealers • You select the Products • You select and run the strategy • You are not just asked to “produce results”, while you are asked for results, you are also asked if you have what you need to produce the result you identify. – If there is something you need, identify and request it. • There will be no mystery – Management will know what you need. Expectations will be clear. July 1, 2012 Pete Steinhausen 10
  • 11. ImageWorks - Focus Dealer Program– The program therefore is designed to start with your suggestions. • You select the dealers • You select the Products • You select and run the strategy– The program will be run by you in your area. • To ensure you get the support you need you will review it with Marc (or Pete). Marc will report progress weekly to Scott to ensure you get the support you and Marc (Pete) agree. July 1, 2012 Pete Steinhausen 11
  • 12. ImageWorks - Focus Dealer Program• You (& each ImageWorks Representative) will select: – Target Dealers • 2 or 3 Dealers (Branches) we are currently doing business with that the you feel can drive significant additional business for ImageWorks July 1, 2012 Pete Steinhausen 12
  • 13. ImageWorks - Focus Dealer Program• You (& each ImageWorks Representative) will select: – Target Dealers • 2 or 3 Dealers (Branches) we are currently doing business with that you feel can drive significant additional business for ImageWorks • 1 or 2 Dealers (Branches) we are currently doing little or no business with, but which offer potential and represent the type of dealer you (we) want for future growth. July 1, 2012 Pete Steinhausen 13
  • 14. ImageWorks - Focus Dealer Program• You (& each ImageWorks Representative) will select: – Target Dealers • 2 or 3 Dealers (Branches) we are currently doing business with that you feel can drive significant additional business for ImageWorks • 1 or 2 Dealers (Branches) we are currently doing little or no business with, but which offer potential and represent the type of dealer you (we) want for future growth. – To start select 1 (or more) dealers from each of the above categories » Dealer 1: _________________________________________ » Dealer 2: _________________________________________ July 1, 2012 Pete Steinhausen 14
  • 15. ImageWorks - Focus Dealer Program• You (& each ImageWorks Representative) will select: – For each of these Target Dealers • You set a target for each product category (EVA, Intraoral X-Ray, Pan-Pan/Ceph, Processors, Chemistry, and eventually CBCT) that you feel fits the Dealers situation – Dealer 1 Product category: ________________________________ – Dealer 2 Product category: ________________________________ » Dealer 1 Product Target: _____________________________ » Dealer 2 Product Target: _____________________________ July 1, 2012 Pete Steinhausen 15
  • 16. ImageWorks - Focus Dealer Program• You (& each ImageWorks Representative) will select: – For each of these Target Dealers • You set a target for each product category (EVA, Intraoral X-Ray, Pan-Pan/Ceph, Processors, Chemistry, and eventually CBCT) that you feel fits the Dealers situation – Dealer 1 Product category: ________________________________ – Dealer 2 Product category: ________________________________ » Dealer 1 Product Target: _____________________________ » Dealer 2 Product Target: _____________________________ • What is required (Resources from who) to achieve this Target? – Dealer 1: ______________________________________________ – Dealer 2: ______________________________________________ July 1, 2012 Pete Steinhausen 16
  • 17. ImageWorks - Focus Dealer Program• Each ImageWorks Representative will select: – For each of these Target Dealers • Sets a target for each product category (EVA, Intraoral X-Ray, Pan- Pan/Ceph, Processors, Chemistry, and eventually CBCT) that the rep feels fits the Dealers situation – Dealer 1 Product category: ________________________________ – Dealer 2 Product category: ________________________________ » Dealer 1 Product Target: _____________________________ » Dealer 2 Product Target: _____________________________ • What is required (Resources from who) to achieve this Target? – Dealer 1: ______________________________________________ – Dealer 2: ______________________________________________ • Product Targets and incremental resources (if any) need be negotiated and approved in writing. July 1, 2012 Pete Steinhausen 17
  • 18. ImageWorks - Focus Dealer Program• There will be recognition and rewards, beyond your increased commissions, for those who perform significantly above the norm. July 1, 2012 Pete Steinhausen 18
  • 19. ImageWorks - Focus Dealer Program• There will also be a Focus Dealer Performance model set up to: – Analyze performance at the territory level. – Analyze the return on investments made at the territory level – Identify, and share, common corrective actions that make a difference. – Bi-Weekly calls or news letters with/to IW representatives who participate in the program. July 1, 2012 Pete Steinhausen 19
  • 20. ImageWorks - Focus Dealer Program• I will share more details shortly July 1, 2012 Pete Steinhausen 20