YOUR PARTNER FOR GRINDING SOLUTIONS PDF created with pdfFactory trial version www.pdffactory.com
Introduction Neary Technologies is part of the Foley Belsaw Company that is based in M inneapolis, M N. We were acquired by the Foley United division in 1998 and have been manufacturing grinders and accessories for the Turf Industry since 1979. We are in a new facility in River Falls, Wisconsin that was designed specifically for manufacturing various types of sharpening equipment. PDF created with pdfFactory trial version www.pdffactory.com
Neary Technologies, Foley United, United Industrial Division, and Foley Belsaw Foley M artens – Arab, Alabama The Duplication Factory – Chaska, M N PDF created with pdfFactory trial version www.pdffactory.com
AGENDA TOPICS OF DISCUSSION � Why You Should Sell Grinders � Salesmen vs. Order Takers � Defining Your Prospects � Creating Discontentment � Express Dual Customers � Foley United Customers � Addressing the “Fast & Easy” Sales Pitch � NEARY Customers � Product Review PDF created with pdfFactory trial version www.pdffactory.com
Why you should be selling Neary grinders! � Significant dollar transaction & comparatively speaking a high margin product � Y ou can promote what your main line supplier advocates for reel maintenance – OEM Specs � Provides a product to sell to customers where the competition may dominate � Having Neary puts you in a position to sell the “ Fast & Easy” process like Express, but with the added value of OEM spec capability. � Y ou are the BEST SALESM AN in your area and you deserve the reward of the sale! PDF created with pdfFactory trial version www.pdffactory.com
SALESM EN vs. ORDER TAKERS Determine Prospects: Define your prospects by make & age of grinders at every customer. Focus on older machines and courses with no machines that could be trade-in candidates or 181SRI prospects. Create Discontentment: The largest market are those that already have grinders. Y our challenge is “ upgrading” them to the newer technology and selling them on the benefits over their current units. Close the Sale: After you have peaked interest and desire for upgrade is known, follow up is key. Once the sale is made, you and your company are in a position to generate a strong testimonial & referral list. PDF created with pdfFactory trial version www.pdffactory.com
Salesmen Determine Prospects How are you defining your prospect base & who are they? Complete a“ User’s List” for your territory! PDF created with pdfFactory trial version www.pdffactory.com
SALESM AN NAM E: Distributorship & Territory SUPERINTENDENT GOLF COURSE NAM E ADDRESS CONTACT REEL GRINDER BEDKNIFE AGE PDF created with pdfFactory trial version www.pdffactory.com
STEVE M ILLER: STI Coastal Area PROSPECTS WITH UNITS OVER 10 YEARS OLD COUNTY STATE CLUB ADDRESS CONTACT SPIN BEDKNIFE AGE PENDER NC Olde Point GC Terry Warlick 3096 384 15 Pender NC Topsail Greens GC John DeM atteo Neary None 15 CRAVEN NC The Emerald GC Jim Lanier Neary Neary 15 CARTERET NC Silver Creek GC Eddie M cNeil Neary Neary 15 ROBESON NC Pinecrest CC Chris Jackson 3096 384 15 Robeson NC Scothurst CC M arvin Rea 3096 None 15 NEW HANOVER NC Cape Fear CC M ike Claffey 3096 3084 13 COLUM BUS NC Whiteville CC Geoff Lewis 388 384 12 New Hanover NC Echo Farms GC Brian Stachowitz Accu-600 3084 10 New Hanover NC The Cape GC Ron Carlton Accu-600 384 10 ONSLOW NC Paradise Point GC Gary Appleton 3096 384 10 Craven NC Carolina Pines GC Damon Libby 3096 None 10 Carteret NC Brandywine Bay GC Phil Tankard Neary Neary 10 Carteret NC Bogue Banks GC Justin Warren Neary Neary 10 PDF created with pdfFactory trial version www.pdffactory.com
UNITS 5 TO 10 Years Old New Hanover NC Porters Neck CC Dale Young Accu-600 3084 9 Brunswick NC Sandpiper Bay GC Alan Jarvis Accu-600 None 9 Horry SC Prestwick CC Paul Kaufman Accu-600 3084 9 GEORGETOWN SC Pawleys Plantation GC Sam Hocutt 3096 384 9 Horry SC Arrowhead GC Dave Meda Accu-600 3084 7 Brunswick NC Members Course Conrad Broussard Peerless Peerless 6 Horry SC Surf Club Brian Keck Express Express 6 Horry SC Belle Terre GC Jay Johnson Express Express 6 Brunswick NC Angels Trace GC Phil Holkum Neary Neary 5 Brunswick NC Carolina National GC Billy Lewis Neary Neary 5 Brunswick NC Bald Head Island GC Paul Corder 630 670 5 Carteret NC Morehead City CC Jeff Davis Peerless Peerless 5 Horry SC Dunes Beach & GC Steve Hamilton Express Express 5 Horry SC Man-O-War GC Andy Apple Neary Neary 5 Horry SC Bay Tree GC John Shaver Neary Neary 5 This is a ONE TIM E exercise and can come to us in the easiest or most logical format that you want. PDF created with pdfFactory trial version www.pdffactory.com
Based on the “User’s LIST”, Who Are Your Prospects � New Golf: Either under construction or have completed construction and should have grinders. � Existing Courses With Grinders: Especially Express users because of it’s “one-dimensional” use. � Existing Customers With “ No Grinders” : Typically public, low budget 18 hole facilities; 9 holers, and Sports & Turf Farm customers. � This is elementary, but what is the best approach to selling each one of these categories? PDF created with pdfFactory trial version www.pdffactory.com
New Golf Two Possibilities & Approach: � The package will swing your way: Typically no discounts from list price. � When the package is questionable, grinders are used as a discount tool or lost leader to maintain margins on the rest of the package. When there is NO Chance: � Grinders can be a “stand-alone” purchase as the higher margins can offset your effort. It also provides an opportunity to maintain rapport and showcase your company’s service. PDF created with pdfFactory trial version www.pdffactory.com
New Golf � What did the Superintendent and/or M echanic have previously at another golf course? � What’s their plan for grind frequency, backlapping, etc. � What’s the budget for grinders? Don’t leave money on the table; along the same line, don’t lose by quoting higher priced units when budget is an issue. PDF created with pdfFactory trial version www.pdffactory.com
Existing Courses With Grinders The LARGEST M arket! M AIN FACTORS THAT INFLUENCE AN “UPGRADE” GRINDER PURCHASE: � The course wants more automated technology � The course wants better production � The units are simply worn out � NEW Superintendent � NEW T echnician � No ability to reach OEM Specs � Turf changes and/or top dressing practices PDF created with pdfFactory trial version www.pdffactory.com
Existing Courses With Grinders The LARGEST M arket! � An overlooked market. Course must have a technician and a minimum of fifteen to twenty cutting heads. � Great market to move trade-in’s. The “ User’s List” let’s you pass along names of courses with no machines to a prospect with older units. � We have a low cost solution! Promote the 181 as a reel & bedknife grinder PDF created with pdfFactory trial version www.pdffactory.com
Salesmen Create Discontentment Utilizing the “ User’s List” and noting older grinders is your lead-in to generating interest. � Use the Full-Line Brochure: Use this as a first step toward a grinder discussion. After planting the seed, show the sales CD/ Video on a subsequent trip in. � What is Y our Customer Using: Cater your approach based on what they already have. � Demo and/or Use Y our Neary Rep: Once the interest is peaked, take the steps to close the sale. PDF created with pdfFactory trial version www.pdffactory.com
Using The FULL-LINE Brochure Salesmen are always looking for something new to talk about and this is a conversation piece to explore interest. � By dropping the brochure, you can share that you realize/ notice that their grinder is (?over 8 years old?) and Neary’s new 555SRI is making the job easier and more productive than ever. � This effort should draw a reaction of some sort and if there is no interest, simply share that if they decide to “ upgrade” their grinders, to please keep you in mind. � This not only plants a seed, but hopefully it helps prevent walking in the door and seeing new units from the competitor while not knowing they were looking. PDF created with pdfFactory trial version www.pdffactory.com
What is Y our Customer Using? There are three dominant user bases in the field and it is important to understand the approach to all three: Express Dual Foley United Neary PDF created with pdfFactory trial version www.pdffactory.com
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