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SHELTER     RSM SUPPLY   THE ROOF DEPOT   FOWLER & PETH   PACIFIC SUPPLY
DISTRIBUTION
Identifies    Links our   The Skills
 Process
               our        Value to     required
that maps
            everyday         our         to be
 our path
            Activities   customers    successful
Setting   Accounta
Goals       bility




Reward    Tracking
Branch Manager

  Inside Sales

   Outside Sales

  Sales Director

District/Regional Manager
Respo     Deliver   Accura
                    nds       ies        te
                   Quickly             Billing
         Quality                                 Competit
         Produc                                     ive
           ts                                     Pricing

 Easy To                                               Credit
    Do
 Busines                                               Suppor
  s With                                                  t
                                                         Resour
                              Custo                       ce To
                               mer                       Improv
Safety
                             Experie                        e
                               nce                       Busine
                                                            ss
Techno   Industr
       logy       y


Selling                  Traits
          Skill
Identifies    Links our   The Skills
 Process
               our        Value to     required
that maps
            everyday         our         to be
 our path
            Activities   customers    successful
• Live Safety from the Ground Up
  • OPR – Develop Our People
  • PAVS + T – Leader and Best
        • BMs are Royalty
        • Double Digit O/I
    • Fix and Maintain Pricing
Developing Our Employees In Every Position
   From: Baker, Dylan
   Sent: Thursday, April 12, 2012 3:34 PM
   To: Carnes, James
   Cc: Gardner, Kent; Carnes, Robert
   Subject: Big win for Lenexa
   Importance: High

   James,

   As of this week both Kennyboy Beck and Mike McHardie have passed both written
   and performance exam to get their class B CDL and William Comacho will complete
   his exam this weekend for class A. Mike Noser and I have and will continue to do in-
   house training to get them ready to go. These two guys in less than one year have
   gone from W/H to loader and soon to be driver. I will be making this a big deal in our
   Monday meeting to promote the success of growing within the company and the
   importance of cross-training!!!

   Dylan Baker
   Branch Manager
   Shelter Distribution #951
   15500 W. 108th St.
   Lenexa Ks. 66219
   (O) 913-871-1943
   (F) 913-438-5715
   (C) 785-925-6521
•   Safety First
•   World Class Selling Organization
•   Producers of Great Talent
•   12.5% or better Operating Income
•   All Branches in the top 50 %
• Institutionalize SAFETY
• Exceptional Branch and Customer SERVICE
• Strategic GROWTH
• Manage the P&L and Own your RESULTS
• Develop Our PEOPLE
Goals
• 20% Sales Growth
                                                            Grow Sales Profitably
• 25% Gross Margin
                                          Grow Sales        • Grow existing customers
• 17% Operating Expense
                                          Profitably        • Grow new customers
• 8% Operating Income
                                                            • Sell windows
• 50% Reduction in Safety Violations
                                                            • Sell waterproofing
                                                            • Use LogicTrack
                                                            • Sell solar accessories
Take Care of Our People                                     • Build Decra two-step business
• Institutionalize safety                  PSC FY12         • Price competitively
• Plan careers                              Vision          • Improve regional buying
• Complete timely and thorough                              • Manage credit risk wisely
  reviews
                                Exceed Customer Expectations            Exceed
              Take Care of      • Build the best sales, warehouse,     Customer
              Our People          and delivery operations in the      Expectations
                                  industry
                                • Over-communicate with each
                                  other and customers (sales,
                                  service, and credit)
•   Stay Safe
•   Sell the Right Stuff
•   Lead Sales (Branch Level and PAVS + T)
•   Manage Costs / Q2 / Operational Leverage in Q3
•   24 / 16 / 8 – Margin / Costs / Operational Income
Goals
 of the
Meeting
Develop & Demand our
Develop & Demand our
Develop & Demand our
“We can do this”
Potsdam Conference
• Held July 16 to August 2, 1945
• Post World War II Conference to divide Germany and Berlin
• 3 countries represented: US, USSR, UK
• 3 different types of government: Democracy, Communism,
  Monarchy
• Gathered to decide how to administer punishment to the
  defeated Nazi Germany
• The goals of the conference also included the establishment of
  post-war order, peace treaties issues, and countering the effects
  of war
• Complications at the time
    –   The Soviet Union was occupying Central and Eastern Europe
    –   Britain had a new Prime Minister
    –   America had a new President, and the war was ending
    –   The US had tested an atomic bomb

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Pv8

  • 1.
  • 2. SHELTER RSM SUPPLY THE ROOF DEPOT FOWLER & PETH PACIFIC SUPPLY DISTRIBUTION
  • 3. Identifies Links our The Skills Process our Value to required that maps everyday our to be our path Activities customers successful
  • 4. Setting Accounta Goals bility Reward Tracking
  • 5. Branch Manager Inside Sales Outside Sales Sales Director District/Regional Manager
  • 6. Respo Deliver Accura nds ies te Quickly Billing Quality Competit Produc ive ts Pricing Easy To Credit Do Busines Suppor s With t Resour Custo ce To mer Improv Safety Experie e nce Busine ss
  • 7. Techno Industr logy y Selling Traits Skill
  • 8. Identifies Links our The Skills Process our Value to required that maps everyday our to be our path Activities customers successful
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15. • Live Safety from the Ground Up • OPR – Develop Our People • PAVS + T – Leader and Best • BMs are Royalty • Double Digit O/I • Fix and Maintain Pricing
  • 16. Developing Our Employees In Every Position From: Baker, Dylan Sent: Thursday, April 12, 2012 3:34 PM To: Carnes, James Cc: Gardner, Kent; Carnes, Robert Subject: Big win for Lenexa Importance: High James, As of this week both Kennyboy Beck and Mike McHardie have passed both written and performance exam to get their class B CDL and William Comacho will complete his exam this weekend for class A. Mike Noser and I have and will continue to do in- house training to get them ready to go. These two guys in less than one year have gone from W/H to loader and soon to be driver. I will be making this a big deal in our Monday meeting to promote the success of growing within the company and the importance of cross-training!!! Dylan Baker Branch Manager Shelter Distribution #951 15500 W. 108th St. Lenexa Ks. 66219 (O) 913-871-1943 (F) 913-438-5715 (C) 785-925-6521
  • 17. Safety First • World Class Selling Organization • Producers of Great Talent • 12.5% or better Operating Income • All Branches in the top 50 %
  • 18. • Institutionalize SAFETY • Exceptional Branch and Customer SERVICE • Strategic GROWTH • Manage the P&L and Own your RESULTS • Develop Our PEOPLE
  • 19. Goals • 20% Sales Growth Grow Sales Profitably • 25% Gross Margin Grow Sales • Grow existing customers • 17% Operating Expense Profitably • Grow new customers • 8% Operating Income • Sell windows • 50% Reduction in Safety Violations • Sell waterproofing • Use LogicTrack • Sell solar accessories Take Care of Our People • Build Decra two-step business • Institutionalize safety PSC FY12 • Price competitively • Plan careers Vision • Improve regional buying • Complete timely and thorough • Manage credit risk wisely reviews Exceed Customer Expectations Exceed Take Care of • Build the best sales, warehouse, Customer Our People and delivery operations in the Expectations industry • Over-communicate with each other and customers (sales, service, and credit)
  • 20. Stay Safe • Sell the Right Stuff • Lead Sales (Branch Level and PAVS + T) • Manage Costs / Q2 / Operational Leverage in Q3 • 24 / 16 / 8 – Margin / Costs / Operational Income
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 33. “We can do this”
  • 34. Potsdam Conference • Held July 16 to August 2, 1945 • Post World War II Conference to divide Germany and Berlin • 3 countries represented: US, USSR, UK • 3 different types of government: Democracy, Communism, Monarchy • Gathered to decide how to administer punishment to the defeated Nazi Germany • The goals of the conference also included the establishment of post-war order, peace treaties issues, and countering the effects of war • Complications at the time – The Soviet Union was occupying Central and Eastern Europe – Britain had a new Prime Minister – America had a new President, and the war was ending – The US had tested an atomic bomb

Editor's Notes

  1. The WestRegion includes Shelter Midwest and Southwest, RSM Supply, The Roof Depot, Fowler & Peth, and Pacific Supply. The Blue Line represents one over Sales Strategy universal to all regions within the West Region.The Sales Strategy is made up of only 4 words and will laid out in less than 10 minutes.
  2. The WestRegion includes Shelter Midwest and Southwest, RSM Supply, The Roof Depot, Fowler & Peth, and Pacific Supply. The Blue Line represents one over Sales Strategy universal to all regions within the West Region.The Sales Strategy is made up of only 4 words and will laid out in less than 10 minutes.
  3. The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
  4. Process – our Strategy includes a Process that maps our path. The pathincludes Goal Setting, Accountability, Tracking and Reward
  5. Process – our Strategy includes a Process that maps our path. The pathincludes Goal Setting, Accountability, Tracking and Reward
  6. Activity – Our Strategy identifies the everyday Activities of the Branch Manager, Inside Sales, Outside Sales, Sales Director and District or Regional Manager.
  7. Value is only Valuable to someone who needs it. Roofing Contractor Magazine conducts a survey every few years and have identified the needs that contractors say are why they choose a distributor.The problem some of us have is being able to articulate our values when a pain or need is identified. This section links all of our values to the customers needs.The most important factors to contractors include Safety, Easy To Do Business With, Quality Products,Responds Quickly,Deliveries, Accurate Billing, Competitive Pricing, Credit Support and a Resource to Improve Business.
  8. Skills – Our Strategy identifies the Skills required to be successful in our business. These Skills include Selling, Technology, Industry, Traits
  9. Skills – Our Strategy identifies the Skills required to be successful in our business. These Skills include Selling, Technology, Industry, Traits
  10. The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
  11. The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
  12. SafetyLjDeliveries
  13. The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
  14. The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
  15. The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills