United Electronic Recycling Training!

Transcription

1 United Electronic Recycling Training!

2 Why Recycle with UER? We help with Reducing landfill consumption We Normally Pick up at no Cost to the Customer We help with Creating less toxic chemical emissions We help people to buy used computers at an affordable price We help Conserve energy use in manufacturing plants We can be used as source of lead for other product We Provide useful donations for charity organizations Our Mission We will lead the way in innovation for electronic recycling We are committed to our Customers, our environment and a sustainable business model that exceeds certification requirements With the support of our families and employees we will aim to successfully grow United Electronic Recycling, while maintaining long standing business partnerships with both our Customers and Vendors

3 Training (Phase 1) Tele-Locator is our Primary marketing strategy. Discuss the other hands of marketing strategies if you have expertise in these areas. Executive to Executive Large Corporations- Fortune 500 Tele-Locator Simply call and locate Company s with Product! Direct Sales Business to Business Work thru civic Groups, Chambers, Kiwanis Club, Rotary s etc Set up Recycle Events

4 Strategy Find & Focus on Niche market or Territory 1. Have your Grand Opening contact all previous employers, business owners, colleagues that you currently know and bring them up to date what your doing. Many will point you in the right direction and want to help you! 2. Target a Past knowledgeable industry, such as Growing Medical Field, Educational Institutions, Insurance Companies, leasing Companies, Banking Association, etc 3. Tele-locator strategy is 100+ calls per day minimum! 4. Learn basic Script and get comfortable being the best call of the day to Corporate America.

5 Internal Evaluator Internal Evaluator They will give you and the Customer an evaluation weather the Inventory is Profitable or Not and when it can be picked up. Many things to consider, such as Location & how many locations, quantity, type of product, shipping, breakdown of particular product. They may want the customer to contribute partial or all cost of shipping product to our Dock. In some cases we may pay Profit sharing to the customer for valuable products. We may pick up Product at a Loss to get future business that will be profitable & to contribute our part in the Go Green Cause. We want to protect all of mankind as much as we can.

6 The Approach Hello, this is, with UER, I was calling regarding Corporate AMERICA Recycle Month with our company! I wanted to find out who I would talk to regarding your END OF LIFE, ELECTRONIC EQUIPMENT, SUCH AS COMPUTERS AND OLD COPIERS, printers ECT....Would that be the IT Dept? Get the right contact on phone and repeat the same thing to them. If they have Product, Ask them to send you an inventory list by and give them your information. Go ahead get Address, contact & company name. Let them know that We normally Have a NO COST solution to pickup from companies, We also provide a Free Data Destruction Certificate verifying all the Hard-drives are wiped clean by DoD 3 Pass Software. If you have identified a True Potential Customer that Valuable items & would want us to bid on product or give a quote on product they have, then get the Work Order information and inventory list if possible and it in. The internal Analyst will review and consider. If there questions you don t know, Just say, well to better serve your questions and needs let me find out the information or have someone call you back.

7 The Approach (continued) Hello, this is, with UER, I was calling regarding CORPORATE AMERICA RECYCLE Month with our company. (You may feel more comfortable just asking for IT!) I wanted to find out who I would talk to regarding your END OF LIFE, ELECTRONIC EQUIPMENT, SUCH AS Computers AND OLD COPIERS ECT.. Would that be IT??..Get the right contact on phone and repeat the same thing to them. If they do not have any inventory at this time, ask these questions before thanking them and moving on. 1. Can I send you a with link to our company for future needs? Customer power-point Or give you are website to save to favorites? 2. Do you have any other companies or customers that could be updating their computer system or have downsized that might be a good referral for our Corporate Recycle crusade?

8 FAQ and Overcoming Objections How long have you been in business? Well the management collectively has 22 years of experience in the industry and have goals to become the leading Go Green Electronic Recycling Company in the State! What Certification do you have? We are EPA Certified with a Good Standing and we are a member of, ISRI. Another is the identity Theft FACTA Compliance Certification which we now are in full compliance with the Federal Mandate and is enforced by the Federal Trade Commission. What type of materials do we receive? Everything with an electrical plug or Battery operated. Are most pick-ups Free? The majority are at no cost to the customer for pick-up! There can be a $5 charge for Monitors and Tv s Charges are dependent on total inventory review!

9 FAQ and Overcoming Objections Why Should our Company use UER vs. another company? Our Company first of all, Is family owned and operated with the true intent of putting customers needs first. Our company has been built with the reputation of putting value on integrity, the environment, and most of all a Strong Relationship with our customers for repeat long term partnership. We do everything possible for companies not to have to come out of pocket to manage end of life equipment. That helps the bottom line of any and all companies. What is the process of Determining if a load can be picked up? This goes thru our Internal Evaluator who receives a rough inventory of what a customer has and where it is located and starts determining the process from beginning to end. Then we let the customer know what we can do and when we can do it at their convenience.

10 Training- Telemarketing New Customer Steps Steps to Process Load! 1. Get Estimated Inventory list. Example: 150 Computers, 20 copiers, 1 box of misc, mice, keyboard etc 2. Get New Customer Contact information Called the Work Order, Customer Processing instruction sheet. it in! telephone #, fax #, address, physical address, building location. 3. Set a target date along with other pickups in that area and we will confirm or set new time to pick up. 2 or 3 week time frame out of state, 1 week if in Tx. 4. Add new & Potential customer to Excel Pipeline Daily *****All documents and training is on website under login. Username is uerteamrecycle Password- recycle

11 Training- Telemarketing Call List Call List Yellow Book Call list We can provide Chamber of Commerce Directory School Directory Etc Each Tele locater will have specific areas to focus in so we don t overlap calls. Such as Zip Codes and Industry, etc

12 Requirements 1. Keep a Calendar 2. Create a Week at a Glance Schedule of days and times you will be working and give it to UER. 3. Know and have all telephone # for internal evaluators along with website address and customer power point presentation to be ed. 4. Keep log of how many calls your making per day so we evaluate your ratio of Contacts to Deliveries. 5. Contact Your Managers often to touch base with your activity, results, pipeline and questions. 6. Give a weekly Excel report of contacts and results by , due Friday Evening by 6 pm. To John Hayes 7. Treat every prospect and customer with Total Respect. 8. Make sure your call is the best call that Prospects Get that day. 9. Tele-locator Conference call Every Friday Morning 8:30 am Dial pin

13 Work Order Advocate Name: Today s Date: Account name: Location Address: Contact Name: Contact Phone Number: Contact Address: Date and Time of Pick up: Inventory: Work Order Special Instructions: Location of Equipment: Dock: Yes or No Freight Elevator: Yes or No Palletized: Yes or No

14 Pipeline Example Whole Sheet Opportunity Name Customer Contact Tele#- State Address Forecast Amount Contacted Follow Up Pick-Up Resource Locator % shared Test Kim Abercrombie joe@gmail.net 2/1/2010 2/1/2012 referral? Name City of Ada Trudy Nevland S townsend ada /10/2011 Jan has 2 year contract now. John Latta Schools Debbie Lynch debbielynch@latta.k12.ok.us Dec Jan Jun-12 John Byng Schools Mark Abbott mabbott@byngschool.com Dec Jan Jan 17? John Fenton Motor Group Roger Nitzel /26/2011 jan ref-ford John Metal Recyclers Jeff hill- Owner- James Reed John 12/30/2011 Jan/ Jason john Expanded View (just to see example better) Opportunity Name Customer Contact Tele#- State Address Test Kim Abercrombie joe@gmail.net City of Ada Trudy Nevland S townsend ada Latta Schools Debbie Lynch debbielynch@latta.k12.ok.us Byng Schools Mark Abbott mabbott@byngschool.com Fenton Motor Group Roger Nitzel Metal Recyclers Jeff hill- Owner- James Reed John Sherman Recycling/ no longer thei Don Kent Division-Gamtex Expanded View (just to see example better) Forecast Amount Contacted Follow Up Pick-Up Resource Locator % shared 2/1/2010 2/1/2012 referral? Name 10/10/2011 Jan has 2 year contract now. John Dec Jan Jun-12 John Dec Jan Jan 17? John 12/26/2011 jan ref-ford John 12/30/2011 Jan/ Jason john Jan John

15 UER Contacts President & COO Joey Foster Vice-President & CEO Jason Keller General Manager Steve Foster Midway Rd. Suite E. Carrollton, TX FAX Main or 855-UER-team Sales Manager John Hayes Office Manager Jerry Walker

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