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December 2009 - Careers at DH Pace Company

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Stories from the Winners Circle<br />

Investing in Customer Yields Big Returns<br />

K<strong>at</strong>hleen Avery<br />

After the Sales Follow Up Pays<br />

Ken Daegele<br />

In the spring of 2008 Ken sold about $10,000 worth of Knock &<br />

After several months of rel<strong>at</strong>ionship building, K<strong>at</strong>hleen was<br />

Lock sections to a distribution center customer. In early <strong>2009</strong>,<br />

able to get a meeting with the Oper<strong>at</strong>ions Manager for a<br />

Ken made a cold call to the contact person to see how the<br />

large group of auto dealerships th<strong>at</strong> consists of 11 buildings<br />

Knock & Locks were working out. He found th<strong>at</strong> they were very<br />

and over 85 overhead doors and openers. During th<strong>at</strong><br />

happy with them. The customer then took him to one of their<br />

meeting, we found out th<strong>at</strong> our service and competitive<br />

other distribution centers. Ken sold $ 27,000 worth of Knock &<br />

pricing made them want to continue a rel<strong>at</strong>ionship with us as<br />

Locks to th<strong>at</strong> facility. Most recently the customer has<br />

their vendor of choice. They loved our professionalism and<br />

purchased Knock & Lock sections totaling $ 21,000 for the<br />

thought our priority service r<strong>at</strong>es were just right for them.<br />

original loc<strong>at</strong>ion and $49,000 for the second loc<strong>at</strong>ion of the. It<br />

They accepted our proposal and allowed K<strong>at</strong>hleen to walk all<br />

definitely pays to follow up!<br />

11 facilities. K<strong>at</strong>hleen met with each facility manager,<br />

numbered all the doors, logged the sizes and provided each<br />

of the managers with a detailed report of their doors.<br />

K<strong>at</strong>hleen said the best part for her was pulling off our<br />

Workign the 2 nd Circle<br />

Todd Loynachan<br />

competitor’s sticker and putting OHD Red Ribbon Banners in<br />

We have hadn’t done much business with a community college<br />

their place.<br />

outside of St. Louis. Stan Fitch saw some potential with this<br />

customer, and set up a meeting for Todd to talk to the Director<br />

of Maintenance about door hardware in March of ’09. Although<br />

Seize Every Opportunity<br />

things started out slow, we are going to end this year around<br />

Greg St. Amand<br />

$10,000, and we have a blanket PO set up for them to<br />

This past summer Greg got a call from a large customer.<br />

He initially said th<strong>at</strong> our service department had previously<br />

installed we<strong>at</strong>her seal on his exterior rolling door. He was<br />

purchase all of their hardware from us in the future. This<br />

customer should only grow in the future, with most of the<br />

campus being about 40 years old.<br />

looking to get we<strong>at</strong>her seal installed on two more rolling<br />

doors to help keep birds out, if possible. Greg booked an<br />

appointment for a site visit.<br />

Bid Follow Up Wins the Day<br />

Tom Harvey<br />

Top KAR by Month<br />

Jan Don Hicks -$193<br />

Feb Scott Davis - $308K<br />

Mar Don Hicks - $168K<br />

Apr Don Hicks - $184<br />

May Don Hicks - $144K<br />

Jun Steve Whitfield - $512K<br />

July Don Hicks - $100K<br />

Aug Don Hicks - $134K<br />

Sept Ken Daegele - $201K<br />

Oct Steve Whitfield - $108K<br />

Nov Don Hicks - $205K<br />

Top TBR by Month<br />

Jan Steve Tharp - $197K<br />

Feb Steve Tharp - $160K<br />

Mar Chuck Newcity - $110K<br />

Apr Mike Mackey - $166K<br />

May Jeff Curtis - $249K<br />

Jun Tom Harvey - $256K<br />

July Jerry Barman - $191K<br />

Aug Jerry Barman - $174K<br />

Sept Chuck Newcity -$102K<br />

Oct Brett Steinheider-$317K<br />

Nov Jerry Barman - $117K<br />

Tour de <strong>Pace</strong> Sales<br />

Team Performance<br />

The following teams are <strong>at</strong><br />

100%+ of their YTD sales<br />

goal:<br />

KC CED-AM<br />

LV CED-New<br />

SCK CED-New<br />

KC PSI<br />

While walking the site, Greg pointed out two fire doors th<strong>at</strong><br />

were linked improperly. At this same opening, he noticed a<br />

draft th<strong>at</strong> was entering the hall from the docks. He also<br />

walked past a rusting set of hollow metal doors th<strong>at</strong> were in<br />

bad shape. While Greg has not sold the $1,755 worth of<br />

we<strong>at</strong>her seal yet, he has sold a fire drop test, two new rolling<br />

fire doors, a sectional door and oper<strong>at</strong>or and a set of entry<br />

doors totaling about $15,000.<br />

No m<strong>at</strong>ter how small an opportunity may seem, you never<br />

know wh<strong>at</strong> it may grow into if you just make the calla nd look<br />

for additional opportunities.<br />

We were contacted to bid on a difficult project replacing 5<br />

garage doors and enlarging the height of 4 doors. There were<br />

3 other companies bidding on this project. Tom hand delivered<br />

the bid on the day th<strong>at</strong> it was due and reviewed it with the<br />

customer thoroughly. He was told th<strong>at</strong> we were the low bid by<br />

a substantial amount <strong>at</strong> th<strong>at</strong> time, but one of the bids was not in<br />

yet. Through constant follow up over the next week, Todd<br />

learned th<strong>at</strong> Martin Door actually came in a couple of hundred<br />

dollars lower than we were. The customer chose to go with<br />

Overhead Door because, Martin Door never bothered to follow<br />

up after faxing their bid in. The customer felt more comfortable<br />

going with a company th<strong>at</strong> showed th<strong>at</strong> they really wanted to<br />

do the work and take care of their needs. We were then<br />

awarded a $14,000 job.<br />

Resi Sales Team Contest<br />

1 st KC<br />

2 nd SCK<br />

3 rd Stl<br />

4 th Spgd<br />

5 th Atl<br />

6 th Ank<br />

Resi Olympics Standings<br />

High Profit<br />

1 st John Huddleston<br />

2 nd Phillip Steckbauer<br />

3 rd Robert Southwood<br />

High Revenue<br />

1 st Dick Neuhalfen<br />

2 nd Craig Snyder<br />

3 rd John Huddleston

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