Waste Management
The FrontRow clients in the waste management industry wanted to focus on obtaining accurate information oncompetitive contracts expirey. This information is critical to securing new contracts, new business and growth. The FrontRow sales report is focused around obtaining contract information. Sales reps also have the usual responsibilities such as product presentation, service discussions, pricing and contract negotiation. However, information on upcoming contract opportunity is king.
The following sales report was submitted by Jim through the FrontRow Sales app on his Blackberry device. It took Jim less than 30 seconds to complete this report.
- Jim had a pre-arranged appointment with Todd, the plant manager at OTC Manufacturing on Sept. 17 at 10:50 am.
- This was Jim’s 4rth sales call of the day and his 1st call to OTC.
- Jim introduced his company to Todd and learned that OTC currently has a contract with a competitor, Blue Sky which expires on March 31, 2013.
- He also learned that pricing is the key to this contract.
- Jim booked a follow up appointment for Jan. 15/13 at 1 pm.
- Jim forecasted $22,000.00 as the value of this contract.
This report was received by Jim’s boss within seconds of it being sent. An alert was automatically posted regarding the contract and expiry date.
Sales reps in this industry appreciate FrontRow because it is fast and easy to use. As a bonus, contract expiry dates are automatically set as alerts and follow up appointments are automatically populated into each sales rep's calendar.
The company appreciates that compliance with sales reports is over 95% making the data collected real and meaningful. The insight gained from every rep and every sales call with regard to competitive contract expiry and competitor information is critical. Reports that show contract information by district or region are available for any given time period. A growing database of competitive accounts and competitive activity provides valuable insight into business opportunities.
