"It has been just 3 days since 5 of my sales people and myself completed the Most Valued Customer Workshop. My enthusiasm is still running high. The time spent was truly valuable. We now have 2 strategic plans per sales person to implement. We are now ready to show competition how business can be done. It will be done on our terms, which will add value for both the customer and our dealerships. I'm excited and confident in our ability to dramatically improve sales volume, profitability and market share. I personally recommend this program."Most Valued Customer/Teamwork Workshop©
(2 Days - Conducted on-site for the Entire Dealership)
Who is a Most Valued Customer (MVC)?
This is one of those few-in-number, high-value customers that usually make up a major part of a dealer's business. This is a repeat customer whose dollar volume and ability to buy big makes him a target for competitive dealers.
Who Attends the Workshops?
Sales people attend both days. Half of the rest of the dealership employees attends the first day and the other half attends the second day. The Dealer Principal and/or the Sales Manager should attend both days.Each day's group is divided into teams led by the sales people.
Workshops are conducted on-site at the dealership.
What It Is...
Called a miracle workshop, this is a 'knock-your-socks-off' workshop designed exclusively for the Agricultural Dealership. It teaches, in a very practical way, how to close the gap between what the dealership's best customers spend with them and what their total expenditures are - whole goods, rentals, parts and service. It also shows them how to obtain more of these Most Valued Customers. This is a nuts and bolts intensive 2-day learning experience with exclusive materials and follow-up.Realities the Workshop Addresses
- Only a small number of customers contribute most of the income of a dealership.
- It is essential to retain all of these customers.
- Most, if not all, of these customers do not purchase all their needs from the dealership.
- Losing 2 or more of these customers could seriously cripple a dealership.
- Getting these customers to increase their business with the dealership by just 10% could mean substantial dollar increases.
- To expand strategically, a dealership must acquire more of these customers.
- The only source of such new customers is the competition.
- It is always better to acquire this new Most Valued Customer on your terms rather than to 'buy' him through price-cutting.
- To accomplish all the above, the dealership must work as a team and sales people should assume the roles of team leaders.
- They know and agree with the above statements - but knowledge and agreement does not often translate into action.
- They claim to be too busy - they don't have time!
- Even if they did have the time, they often don't know what to do.
- Those who know what to do, don't do it consistently and systematically.
If dealerships can show them what to do, how to do it, and hold them accountable, they will do it.
Sales Academy's Most Valued Customer/Teamwork Workshop© may be the answer.
Sales Academy's Most Valued Customer/Teamwork Workshop© may be the answer.
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