this is annie's linde presentation

1. Refresher
Training
Tammy Martin – Operations Manager
Tammi Hicks – Client Development Director
2nd
May 2006

2. Training Plan
1. Who are Linde Material Handling UK Ltd
2. What is the role of Golley Slater Contact Management
3. Overview of K,L,M profiling project
4. Call Management
5. Database Management
6. Operator Key Performance Indicators
7. Client Development Role
8. Questions & Answers

3. Who are Linde Material Handling UK Ltd?
• Part of Linde AG Ltd
• World No.1 for the Design, Manufacturing and Servicing of Material
Handling
Equipment
• UK No.1
• Billings in excess of ¤9.3bn
• Offers the largest range of models in the market
• One of the most comprehensive Sales Network in the UK

4. What is the role of Golley Slater Contact Management?
• To engage
• To understand
• To develop relationships
• To introduce
• To enhance the Linde UK brand

5. What is the role of Golley Slater Contact Management?
What information do we gather?
• Confirm or gather the name of the person responsible for the purchase of fork lift trucks.
• Can you tell me how many forklift trucks you have on site?
• (If over 10, we use the fleet call guide)
For each truck we gather;
• Manufacturer
• Type
• Lifting capacity
• Age
• New or used
• Owned or contract hire
• Likely replacement date
• Who services the truck/s?
• If they have recently purchased a truck ask who did they purchase from and when?

6. Overview of K,L,M/F,G,H & Fleet profiling project
• Total Target K,L,M 31,000
• Total Target F,G,H 7070
• Total Target Fleet 3127
• Total Campaign Target 41,197!

7. Call Management
• Are we speaking to the right people?
• Do we understand enough about their current situation?
• What Next?
• Have we explored every opportunity?
• Have we left the DMC with the right impression?

8. Database Management
• 100% Accuracy
• Record what we have been told
• Where does this information go?
• Who will access the information?

9. Operator Key Performance Indicators
• Attitude
• Professionalism
• Accuracy
• 6.5 DMC’s per Hour/per Operator
• Minimum 2 Truck Leads per Operator/Per Day
• Minimum 2 Driver Training Leads per Operator/Per Day

10. Operator Key Performance Indicators
• Attitude
• Professionalism
• Accuracy
• 6.5 DMC’s per Hour/per Operator
• Minimum 2 Truck Leads per Operator/Per Day
• Minimum 2 Driver Training Leads per Operator/Per Day