December 2009 - Careers at DH Pace Company
December 2009 - Careers at DH Pace Company
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