PUMP UP THE SALES – October 2011

To:  All KBC Team Members, From: Paula 

PUMP UP THE SALES!

Here are a few tips and tricks to increase sales and keep clients happy from the branches:

1. Put sale flyers in each pick up bin so they are given out with all orders.

2. Keep carbide inserts in marked insert cartridges so it’s easier for customers to identify and reorder.  (You can get extra ones fromMichigan.) ….and sell inserts in packs of 10!

3. If you pull the last of something popular, make sure to notify your branch manager or buyer.

4. Make sure to put a part number on those items that clients don’t end up taking at the pick up counter…..and get them back on the shelf the next time you walk into the warehouse.  If you can’t find something, you can’t sell it.

5. Call clients who have purchased consumable items prior that are on sale now.  Let them know that the item is on sale, get an order, and use it as a way to start a conversation and a bigger order. (You can do the same with clients who have previously bought an item that is currently being deleted or discontinued.)

6. Make a visit to KBC fun and enjoyable.  Offer coffee, tell a joke, be helpful.  Dress up for Halloween – you should see our handsome devils at the front counter!  Show the client something new.  Thank the client for his/her business.

7. If a husband and wife come into the showroom, or any group of two or more, make sure to speak to everyone in the group.  Don’t leave anyone feeling left out or ignored.  Ask questions of everyone.

8.  Search for blanket orders.  Isn’t it great to know what and how much your clients use month after month and have it on the shelf ready for them?  Ask, “Do you use this on a regular basis?”  If yes, find out how many they use in a year, and if they would like to lock in pricing and delivery.

9. Create a goal, and go for it.  As a branch you should be finding out what your average sales and your total sales goal for the fiscal year is any day. (That’s October – September sales.)  Now you have to create a personal goal to work on.  It’s fun and motivating.

10. Smile! Help your clients and your fellow team members! Ask for the order! Ask for more!

YES OR NO?

Rachel and Karly, the dynamic duo of please, please, please, keep asking for things, and I keep saying NO, NO, NO, NO….NOOOOOOOOOOOOO!  I wonder how many times a day they hear NO.  It’s disheartening to keep saying NO, and it’s a whole lot more fun to say YES. 

When our clients ask for something special, do we immediately say NO?  Can we figure out a way to say YES or at least not say NO? 

Here are a few examples: 

Mommy, mommy can we have ice cream with sprinkles with hot fudge and gummy worms? Pllllllllease!  Well, darlings, once you’ve finished all your spinach I can see if we have some more strawberry frozen yogurt for dessert.  How’s that?

John, can I get that double end mill shipped out today by Polar Express?  Well Mr. Client, I can get that out for you today by UPS Express, and it will get to you first thing tomorrow morning.  Does that work for you?

Laura, can I get an extra discount on that box of inserts?  I am such a good customer.  Why Ms. Client, I can give you an extra 5% off of 3 boxes of inserts, and you’re right, you are a good client.  Can I have a P.O.?

Have a great month.  Have fun.  Cut through the cobwebs.  Scare up the sales…..and SELL! sell! SELL!

p

PUMP UP THE ACCOUNTS RECEIVABLE – October 2011

TO: ALL BRANCH MANAGERS AND A/R AND A/P TEAM MEMBERS

PUMP UP THE A/R

Dear Team,

I think I’ve reached the bottom of the idea barrel today, so I will post my top 10 points that you have all heard from me before as I go over your outstanding A/R – you can post these on your wall and anticipate which one I will say for each situation.  I have also found a few goodies on line to share with you – although not funny, they are good.

Thanks for keeping our world going round and round by ensuring that when stock leaves, money comes in.  I personally thank you every day….and especially when my check comes in every 2 weeks!

Have a great October….and bring the money in!

-Paula

TEN

1. Why do you have a C.O.D., prepaid, or bankcard client on your over 60 day listing?

2. How come you have a client in current, over 30, over 60, over 90, etc.?  Cut them off or create a payment plan that gets more money coming in than going out.  Remember: A sale is not a sale until it’s paid.

3. The economy has improved a lot since 2008, now is the time to have the conversation with your constantly delinquent client that you have allowed to keep the pattern going.  Time to start paying on time. 

4. Check your old invoice balances and write off small credits.

5.  Why is your client waiting for a credit for over 30 days?  Get it taken care of if it’s our issue.  If the client has still not returned the product, give them a choice: return it within 5 days or pay it within 5 days.

6.  Train your newest accounts.  If their accounts are getting overdue, call!

7.  What do you know about that client that is suddenly doing big business with you?  Are they growing too quickly? 

8. Be consistent with your clients.  If you say you’re going to call, CALL.  ….and call again and again.  Be specific with your clients.  Ask for specific amounts to arrive within a specific time.  Ask for a phone call within a specific time period.  Don’t be wishy washy – you can’t nail Jello to the wall!

9.  They say when you are dating not to listen to a man’s words, but to look at his actions.  The same is true of your clients.  If they say they are sending the check, but don’t, believe the actions and not the words.

10.  Yesterday when I walked in the door from work my two little darlings began a campaign of whining, pleading, cajoling, and begging so that I would take them out for dessert or stay in and watch a movie.  They just wouldn’t take no for an answer….and neither should you.  Don’t feel bad asking for the money that the client owes.  It’s our money, and it’s our right to collect….so keep asking, whining, pleading, cajoling, begging, faxing, e-mailing, mailing, calling, etc. (By the way, I didn’t cave last night.  We went for a walk with the dog, read stories, and had milk.  But, hey, you never know about tonight!) 

Tips from the internet:

Make your payment policies clear at the time your services are retained. If your payment policies are stated clearly on your contract, bid, or whatever document you use to bind the contract, you are ahead of the game.

Always let the customer pay when they offer. One of the dumbest things business owners do is shoot themselves in the foot by not accepting a check when it’s offered. Many times, a client will ask, “Do you need a check now?” and the business owner says, “No, that’s okay, we’ll get it at the end.” Don’t do this! If the customer is happy to pay up front – let him!

The top 10 excuses for late payment

1. “We haven’t received the invoice” – Send regular statements of account, with note asking the debtor to contact you if missing individual invoices.

2. “I’m too busy to deal with this now” – Politely ask them to specify when they’ll be free to talk to you, then make sure you call them at this time.

3. “The relevant person is not available” – Ask the debtor to specify when the relevant contact will be available and call again at the time. Or go through to a different department and ask them to transfer you.

4: “The computer is down” – Establish how serious the problem is. If systems are down for a long time, all reputable companies will implement manual payment procedures.

5: “We only pay on original invoices” – This suggests the original has been lost. Send over the fax copy overlaid with the message “This is a bone fide copy of the original”. Sign and date this message to fulfill legal obligations.

6: “Our terms are XX days”– All that matters is what’s on the agreed terms document. Fax them a copy and persist with the terms agreed by the debtor before the goods were supplied.

7: “We don’t have a payment run until next month” – Insist on an alternative form of payment such as a manual payment cheque. For future reference find out when their cheque runs are.

8: “I am unable to raise manual cheques” – Rather than unable to, they mean they can’t be bothered. Persist in requesting one until they relent.

9: “There are no cheque signatories available” – Most businesses require two signatures. If only one is available, ask for one to go ahead and tell them to authorize their bank to pass the cheque with just one signature. If neither’s available, remind them of your own payment terms and conditions.

10: “The cheque is in the post” – Yes, this old chestnut is still in use. However, this excuse is only viable for a limited time period. Call again a couple of days later if the payment does not materialize. Then ask for cheque number, address it was sent to and whether it was sent first or second post.