0
TRAINING MODULE 1
<ul><li>Welcome to the Already Gear’s Sales Training session. </li></ul><ul><li>This session is to get you familiar with t...
INTRODUCTIONS Chametria Jones (972) 971-6407 Donnie Fields (972) 658-3451 D’Angelo Graves  Fleet/Courier Operations Manage...
INTRODUCTIONS …cont. Alex Goss (469) 324-8206 Demekia Biscoe (214) 543-7695 Chris Grant (214) Winfred Davis (214) 497-7840
Overview  <ul><li>In order to be the best and do our best we must first know the ends and outs of what it means to be a sa...
Our Mission <ul><li>Who are we? </li></ul><ul><ul><li>We are a promotion/marketing company whose goal is to help our clien...
Job responsibilities <ul><li>Understand your products and services. </li></ul><ul><li>Drive sales of your products and ser...
W ho  are our  COMPETITORS? <ul><li>Assessing strengths and weakness of the competition will help determine who our custom...
Topic One <ul><li>Examples of Vector Designs </li></ul><ul><li>Words you should know </li></ul><ul><li>Forms and materials...
T-shirts designs <ul><li>Already Gear provides high quality screen printing. Part of high quality screen printing is provi...
Illustrator CS <ul><li>One of the industry leaders in vector-based drawing . </li></ul><ul><li>View a  demo  of Illustrato...
Vocabulary <ul><li>Vector   –  often used to create logos because they can be resized without loss of resolution. Allows f...
Vocabulary <ul><li>eps (encapsulated postscript)  –  files are typically vector files, but in some instances Photoshop wil...
The job of a WORKORDER <ul><li>Used to process the order by office personnel. </li></ul><ul><li>Used by embroiderer or scr...
Work Order Form &quot;Ship to&quot;  information must be filled out completely on ALL orders.  PO#  should be the part of ...
The job of a QUOTE form <ul><li>Used to inform client of the total amount of sale. </li></ul><ul><li>Used by office person...
Quote Client /organization name Address, Phone# Quantities, product description pricing for the client Sign off informatio...
Very important! The work order and quote form must be submitted together to place an order. Without those (2) forms, the o...
Ordering process –Step 1 Meeting the client Sales rep sets appointment With client Verifies quantities due dates &  specif...
Topic Two <ul><li>Researching products </li></ul><ul><li>Important question to ask when researching a product </li></ul><u...
Ordering process – Step 2 Researching the product Researching product Get lead times,  net pricing, and product  availabil...
Question to ask when researching <ul><li>Is product available and if so, is it available in the color that is need? </li><...
Know the local suppliers? <ul><li>Staton </li></ul><ul><li>Broder </li></ul><ul><li>San Mar </li></ul><ul><li>SunCap (Niss...
What are ASI price codes? <ul><li>This is a coded  pricing  systems used by wholesalers who are members of the ASI buying ...
How does it work? <ul><li>The code is “C” which means the product has a mark up of 40%. So to figure out my price (NET). I...
How does it work? <ul><li>The client needs 24 chairs so the catalog price is $9.89.  </li></ul><ul><li>So, $9.89 x .40 = $...
ASI price codes 30% E or t NET Z 10% X 15% H or W 20% G or V 25% F or U 35% D or S 40% C or R 45% B o Q 50% A or P Discoun...
Order processing – Step 3 Placing the order Rep submits  work order:  Email, fax, or  placed in order  folder by 9am  Rep ...
Topic Two <ul><li>Commissions form </li></ul><ul><li>Forms needed to complete the  commissions packet </li></ul><ul><li>Wh...
Commission Form Total from invoice sales rep gives to customer. This amount should  be the total without tax. Customer Inf...
FORMS NEEDED FOR COMMISSION PAYMENT PACKET   <ul><li>COMMISSION FORM </li></ul><ul><li>WORK ORDER </li></ul><ul><li>QUOTE ...
S ecure your client’s  B usiness!! <ul><li>Be prepared. Have catalogs, quote sheets, etc… </li></ul><ul><li>Define and the...
<ul><li>To continue our quest to provide you with helpful tools and information, we would welcome any feedback you may hav...
You are now ready to advance to: Training  Module 2
END OF MODULE 1
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Introduction to Already Gear

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Overview of our company and the industry.

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Transcript of "Introduction to Already Gear"

  1. 1. TRAINING MODULE 1
  2. 2. <ul><li>Welcome to the Already Gear’s Sales Training session. </li></ul><ul><li>This session is to get you familiar with the daily operation of being a sales rep for Already Gear. </li></ul><ul><li>Our overall goal is to provide you with the best tools and knowledge that will empower you. </li></ul>Welcome
  3. 3. INTRODUCTIONS Chametria Jones (972) 971-6407 Donnie Fields (972) 658-3451 D’Angelo Graves Fleet/Courier Operations Manager (972) 748-3797 Joyce Green (Paradigm) (972) 323-4949 John Clay (972) 230-4688 Terry Dural (214) 354-3013 KaRhonda Brown (214) 808-5694 Myra Morris (Forever Memory Blankets) (214) 403-1524 Linda Sanders, Uniform Apparel Manager (214) 333-0180 D’Andra Banks, Office Manager (817) 729-7320 Teresa Beaudoin, COO/CFO (214) 529-7718 Reginald Beaudoin, CEO (214) 537-4551
  4. 4. INTRODUCTIONS …cont. Alex Goss (469) 324-8206 Demekia Biscoe (214) 543-7695 Chris Grant (214) Winfred Davis (214) 497-7840
  5. 5. Overview <ul><li>In order to be the best and do our best we must first know the ends and outs of what it means to be a sales rep. </li></ul><ul><li>Topics to be covered are : </li></ul><ul><li>Different programs used for design. </li></ul><ul><li>Knowing forms used for ordering and invoicing. </li></ul><ul><li>Local vendors. </li></ul><ul><li>Understanding the ordering process. </li></ul><ul><li>Commission - What forms are needed. </li></ul><ul><li>What are ASI price codes and how to use them. </li></ul>
  6. 6. Our Mission <ul><li>Who are we? </li></ul><ul><ul><li>We are a promotion/marketing company whose goal is to help our clients with advertising their image. </li></ul></ul><ul><li>What are our core values? </li></ul><ul><ul><li>Our mission is to deliver quality products and services economically, while remaining at the forefront of the industry and embracing change. </li></ul></ul><ul><li>What do we do? </li></ul><ul><ul><li>We imprint our clients logo(s) on high quality items used to promote and grow their business. </li></ul></ul><ul><li>What do we bring to the table? </li></ul><ul><ul><li>We go above and beyond what’s expected. </li></ul></ul>
  7. 7. Job responsibilities <ul><li>Understand your products and services. </li></ul><ul><li>Drive sales of your products and services. </li></ul><ul><li>Achieve and then exceed your sales quota. </li></ul><ul><li>Represent the company to the marketplace in a professional manner. </li></ul><ul><li>Take care of your customer! </li></ul>
  8. 8. W ho are our COMPETITORS? <ul><li>Assessing strengths and weakness of the competition will help determine who our customers are and what benefits they expect. </li></ul>KMG MasterCraft Ash Almond
  9. 9. Topic One <ul><li>Examples of Vector Designs </li></ul><ul><li>Words you should know </li></ul><ul><li>Forms and materials needed </li></ul><ul><li>Function of the forms </li></ul>
  10. 10. T-shirts designs <ul><li>Already Gear provides high quality screen printing. Part of high quality screen printing is providing artwork in the proper format which is called VECTOR ( ex. PhotoShop, Illustrator, Corel Draw). </li></ul>
  11. 11. Illustrator CS <ul><li>One of the industry leaders in vector-based drawing . </li></ul><ul><li>View a demo of Illustrator CS. </li></ul><ul><li>If you would like, download a trial version (optional) of Illustrator CS. </li></ul><ul><li>(The demo has sound if you have it available. ) </li></ul>
  12. 12. Vocabulary <ul><li>Vector – often used to create logos because they can be resized without loss of resolution. Allows for easier color separation for printers when dealing with 1 or 2 color imprints. </li></ul><ul><li>Resolution – mainstay of a print; measured in terms of pixels per inch (ppi). If the resolution is low, the image will appear blurry. </li></ul><ul><li>Raster – loses resolution when they are resized, but they can produce multi-tonal images. Digital or scanned photos are raster images. </li></ul>
  13. 13. Vocabulary <ul><li>eps (encapsulated postscript) – files are typically vector files, but in some instances Photoshop will save a eps as a raster file. Can be resized without losing resolution . </li></ul><ul><li>jpeg/jpg (joint photographic experts group) – compression format that makes images into much smaller files; when saving or opening a certain amount of data is thrown away and you can’t get it back. Overtime files will become fuzzy due to degradation. </li></ul><ul><li>pdf (portable document format) – used by print designers, especially for all vector needs. </li></ul>
  14. 14. The job of a WORKORDER <ul><li>Used to process the order by office personnel. </li></ul><ul><li>Used by embroiderer or screen printer (how many pieces in the order, imprint color, location of logo, and artwork). </li></ul><ul><li>Used by sales rep in commission packet. </li></ul>
  15. 15. Work Order Form &quot;Ship to&quot; information must be filled out completely on ALL orders. PO# should be the part of the clients name and your initials. This help to identify &quot;YOUR&quot; order. Example: Kimball-db Quantities, item # and color of the items Confirmation of order: Date ordered, Total of order, name of person who placed order and confirmation#. Where is the order going? Alex, R4, or Five Star Artwork information Where is the order? Staton, Broder, San Mar...
  16. 16. The job of a QUOTE form <ul><li>Used to inform client of the total amount of sale. </li></ul><ul><li>Used by office personal when processing order. </li></ul><ul><li>Used by office personal to generate an invoice for the client. ( Sales rep must request invoice by fax, email, or placing quote in INVOICE folder located on the front desk) </li></ul><ul><li>Used by sales rep in commission packet. </li></ul>
  17. 17. Quote Client /organization name Address, Phone# Quantities, product description pricing for the client Sign off information. Client signs as approval of pricing/setup charges. Tax, setup, total of sale
  18. 18. Very important! The work order and quote form must be submitted together to place an order. Without those (2) forms, the order will be on hold until the forms are received.
  19. 19. Ordering process –Step 1 Meeting the client Sales rep sets appointment With client Verifies quantities due dates & specifics Client billing address/phone number Rep takes info & researches product
  20. 20. Topic Two <ul><li>Researching products </li></ul><ul><li>Important question to ask when researching a product </li></ul><ul><li>Local Manufacturers </li></ul><ul><li>ASI price codes and how to use them </li></ul>
  21. 21. Ordering process – Step 2 Researching the product Researching product Get lead times, net pricing, and product availability Get sign off on proofs (artwork & quotes) from client Complete order with client by conducting a final verification of order
  22. 22. Question to ask when researching <ul><li>Is product available and if so, is it available in the color that is need? </li></ul><ul><li>What is my price (NET) for the product? </li></ul><ul><li>What is the LEAD time? (Production of product after art received….How long will it take to receive product?) </li></ul><ul><li>Is there a less than minimum fee? (Fee the vendor charges if the order less than the minimum) </li></ul><ul><li>What is the setup charges or are there any other changes like proof change, run charges, etc...? </li></ul><ul><li>How much are rush charges? (just in case your client changes the due date, you’ll be equipped to give pricing) </li></ul>
  23. 23. Know the local suppliers? <ul><li>Staton </li></ul><ul><li>Broder </li></ul><ul><li>San Mar </li></ul><ul><li>SunCap (NissinCap) </li></ul><ul><li>Dart </li></ul><ul><li>All Color Badge </li></ul><ul><li>Titan Custom </li></ul>
  24. 24. What are ASI price codes? <ul><li>This is a coded pricing systems used by wholesalers who are members of the ASI buying group. </li></ul>
  25. 25. How does it work? <ul><li>The code is “C” which means the product has a mark up of 40%. So to figure out my price (NET). I must take 40% off of the catalog price. </li></ul>#7070 Price Buster Folding Chair with Carrying Bag Pricing: Qty 24 96 144 $9.89 $9.42 $9.19 5C
  26. 26. How does it work? <ul><li>The client needs 24 chairs so the catalog price is $9.89. </li></ul><ul><li>So, $9.89 x .40 = $3.95 </li></ul><ul><li>$9.89 - $3.95 = $5.94 which is my net pricing </li></ul>#7070 Price Buster Folding Chair with Carrying Bag Pricing: Qty 24 96 144 $9.89 $9.42 $9.19 5C
  27. 27. ASI price codes 30% E or t NET Z 10% X 15% H or W 20% G or V 25% F or U 35% D or S 40% C or R 45% B o Q 50% A or P Discount amount Codes
  28. 28. Order processing – Step 3 Placing the order Rep submits work order: Email, fax, or placed in order folder by 9am Rep contacts vendor to verify order has been received Rep re-verifies Pricing and quantities Rep request invoice by submitting signed quote in invoice folder
  29. 29. Topic Two <ul><li>Commissions form </li></ul><ul><li>Forms needed to complete the commissions packet </li></ul><ul><li>Where to submit commissions packet </li></ul>
  30. 30. Commission Form Total from invoice sales rep gives to customer. This amount should be the total without tax. Customer Information Please provide customer name, company/shcool and phone# $10 Courier charge. This is payment for transporting goods from the manufacturer , to the printer, and back to the office when complete. Information from manufacturer's invoice. Please include the name of manufacturer (Staton), confirmation#, amount of goods. Sales rep information must be completely filled out. Information from screen printers/embroidery invoice. Please include the name of printer/embroider (R4, Alex, Five Star), total amount charged for the services.
  31. 31. FORMS NEEDED FOR COMMISSION PAYMENT PACKET <ul><li>COMMISSION FORM </li></ul><ul><li>WORK ORDER </li></ul><ul><li>QUOTE </li></ul><ul><li>ALREADY GEAR INVOICE </li></ul><ul><li>INVOICE FROM VENDOR (Staton, Broder, Hit Promo, SanMar) </li></ul><ul><li>Proof of payment by client (copy of the check, credit card receipt, money receipt, money slip) </li></ul><ul><li>Commissions are given to Teresa Tuesdays & Wednesdays. </li></ul>
  32. 32. S ecure your client’s B usiness!! <ul><li>Be prepared. Have catalogs, quote sheets, etc… </li></ul><ul><li>Define and then confirm client’s need </li></ul><ul><li>Sign off on quotes and art proofs </li></ul><ul><li>Close the sale! </li></ul>
  33. 33. <ul><li>To continue our quest to provide you with helpful tools and information, we would welcome any feedback you may have about this training session. </li></ul>
  34. 34. You are now ready to advance to: Training Module 2
  35. 35. END OF MODULE 1
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