Fod universityv2

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Fod universityv2

  1. 1. Fitness On Demand University
  2. 2. Training Overview
  3. 3. Agenda • Product Knowledge • Business Planning • Sales Training 101 Day 1 • Sales Training 201 • Order FulfillmentDay 2 • Administration • Year 1 GTM • Business Systems Day 3
  4. 4. Lift Brands – Elevate Wellness Companies •Superior Security •SWAT Team
  5. 5. Team Introductions BDD (Garrett Marshall) SBDE - Fitness, Key Accounts (Joey Aunan) BDE - East (Chad Larson) BDE - West (Mark Smilek) SBDE - Muni, Key Accounts (Armin Krienke) Muni - West (Tony Fillipi) Muni - East (Spencer Murphy) Police and Fire (TBD) Youth Care Facilities (Mike Bemis) Medical Wellness SBDE - MFH (John King) MFH - East (John King) MFH - West (Moses Anariva) Active Aging/Student (Lorene Kessler) SBDE - Education (Surrogate: JA) BDE (Placeholder) BDE SBDE - Corporate (Armin Krienke) BDE (Placeholder) SBDE - Hopsitality (Surrogate: JK) BDE (Eric Bugenhagen) Live-In/Golf Comm. (TBD) SBDE - Gov (TBD) BDE - Gov (Mike Herlihy) BDE - Gov (TBD) NON-SALES Brand Ambassador (Alyssa Burns) Office Clerk (Sarah Garritson) Dev Lead Dev 1 - Web (Josh Olson) Dev 2 - Kiosk (Eric Rodewald) Dev 3 - NA (TBD) SSST (Nick Kowalski) SSST (Zach Okerman) Exec Admin/Content Mngr (Sienna Suiter)
  6. 6. Product Knowledge
  7. 7. The Solution Video Delivery System Management Tools Programming
  8. 8. Programming  Over 130 classes now available  4 new classes added monthly  Elective Content Menu
  9. 9. Management Home Get Started Play History News Settings Location details Class/tag preferences Security groups Users Instructors Equipment Schedule Live/FOD Public Calendar RSVP/Facebook Reports Resources Help
  10. 10. FOD Web Accessible Control Panel  What are the benefits to your client?  What are the pass through benefits to your end user?  Fitness  Municipalities  Education  Hospitality  Multi-family Housing  Government
  11. 11. Products
  12. 12. Video Delivery Systems • https://www.dropbox.com/sh/6gx5co6r20gbq gx/OPXq-8-ejb • Video Delivery Systems • Audio Enhancements • Group Fitness Peripherals • Facility Design Products • PASSPORT™ Service Program
  13. 13. Competitive Analysis Hardware Cost (MSRP w/ installation) Monthly Cost Content Partners/Providers Video Display Options Audio Options Class Updates Frequency Warranty Online Scheduling Social Media Lead Generation Support Hours Advantages/Drawbacks See Competitive Analysis Supplement for details.
  14. 14. Audio Enhancements MP# Link - $299 Audio Cabinet Link – $299 Wireless Mic Package - $1099
  15. 15. Group Fitness Accessories
  16. 16. Facility Design Services
  17. 17. Facility Design Services
  18. 18. Facility Design Services
  19. 19. Content Management Service $149.99 /month Online Management Site Access Monthly Class Updates 365 Customer Support
  20. 20. Sales Process Overview
  21. 21. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed
  22. 22. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed Prospect  Research  Identify  Target  Lead List  Campaigns
  23. 23. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed Initial Contact  Source  Intrigue  Hot Buttons  Info Gather  Product Guide  Website  Social Media
  24. 24. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed Qualification  Understand Needs  Product Guide  Website  Social Media
  25. 25. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed Product Presentation  Product Education  Provoke Areas of Optimization  Product Presentation Webcast  Program Analysis
  26. 26. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed Value Proposition  Restate Needs  Present Resolution  Corroborate Financially  Objection Handling  Competitive Comparison  Guide  References  Testimonials  Case Studies
  27. 27. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed Proposal/ Negotiation  Ask For Order  Create Urgency  Proposal  Financing Sales Sheet  Promotional Sales Sheet
  28. 28. Sales Stages Prospect Initial Contact Qualification Product Presentation Value Proposition Proposal/ Negotiation Closed Closed  Order Form  Deposit  Pre-installation Guide  Orientation Video  7-Day Follow Up
  29. 29. Sales Support Collateral
  30. 30. Business Planning
  31. 31. Sourcing Leads How to target prospects in each market segment?  Fitness  Municipalities  Education  Hospitality  Multi-family Housing  Government
  32. 32. Clients
  33. 33. Sales Forecasting Self-generated Leads 100 Contacts 10 Qualified Leads 10% 1 Win 1% 60 Day Sales Cycle Inbound Leads 10 Leads 7 Qualified Leads 70% 2.3 Win 22% 30 Day Sales Cycle
  34. 34. Sales Process: Front End
  35. 35. Prospecting  Create social list (10)  Create geographical list (10)  Create client-model list (10)
  36. 36. Initial Contact  “The Art of Delivering an Opening Statement”  Create 2 opening statements for each market  Fitness  Municipalities  Education  Hospitality  Multi-family Housing  Government
  37. 37. Qualification/Program Analysis Budget Authority Need Timeframe Alternatives
  38. 38. Qualification/Program Analysis •What are you looking to spend? •Have you allocated budget for this? •Is this something you’ve planned to purchase? Budget •How did you hear about us? •How do you make decisions? •Is there anyone else who needs to be involved in this decision? •What information will you be using to share this with your team? (executive summary) •How can I assist you in presenting this to your board? Authority •What motivated you to look into this? •What are you looking to get out of your group fitness program? •What made you pick up the phone today? •How do you plan to use this product? •What are your expectations of this product? •How will this impact your business? •How long have you been thinking about this? Need •What is your timeframe for this? •When do you plan to open? •How fast do you need it? •When will you be making capital decisions? Timeframe •What other alternatives are you considering? Alternatives
  39. 39. Sales Process: Back End
  40. 40. Product Presentation • Public Webcast – Tuesdays, 3pm Central – Thursdays, 10am Central • How to register • Automated follow-up
  41. 41. Value Proposition Ask for the order Need Solution Benefit
  42. 42. Handling Objections Not sure if my users will like Too Expensive Ramp-up with interest theory Need to assess cost Out of our budget
  43. 43. Order Fulfillment Complete Order Form • Signed Order Form • $2000 • PO Deliver Via Echo-Sign • Counter signed Thank You Email • On-Boarding Video • Pre-Installation Guide • Ancillary Products Info
  44. 44. SalesForce  Lead creation  Account contact creation  Opportunity conversion  Follow-up tasks  Performance tracking  Email sync

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