The 4 th Annual Radiator & A/C. CSR Challenge

Transcription

1 The 4 th Annual Radiator & A/C CSR Challenge

2 Tournament Overview Team Scoring Staying Qualified FSR Scoring Marketing Materials Tips to Succeed Prize Money

3 Tournament Basics Your Team March Radness is a team competition Average of ~25 warehouses per team Tentative team rosters released by 2/3/17 Points Team Score = AVERAGE WAREHOUSE SCORE EVERY warehouse s points MATTER Points reset EACH round (i.e. After preliminary round everyone is back at zero) Exact details of how to accumulate points to be provided on a separate document

4 Hypothetical Team Nick: Warehouse Points WH WH WH WH WH WH Total 342 Warehouse Total on Team 6 Whses Team Score =57

5 Every team competes during all 3 rounds Bracket advancements will be based on each team s performance in the round Divisional Playoffs Semi Finals Finals 4 Weeks February 13 th March 11 th 3 Weeks March 13 th April 1 st 4 Weeks April 3 rd April 29 th

6 Eric s Teams Nick s Teams Brandon s Teams PJ s Teams Winners Advance to Final Four March Radness 2017

7 Eric s Teams Nick s Teams Brandon s Teams PJ s Teams Winner Advances to Championship Winner Advances to Championship 2017

8 Eric s Teams Nick s Teams Brandon s Teams PJ s Teams 3 rd & 4 th Place in Final Four move to The Podium Fight where there will be three contenders competing Podium Fight 3 rd Contender?

9 Eric s Teams Nick s Teams Brandon s Teams PJ s Teams Four Runner-Ups Advance to The Podium Brawl

10 Eric s Runner-Up 1 st Place Becomes 3 rd Contender in The Podium Fight Nick s Runner-Up Brandon s Runner-Up 2 nd, 3 rd, & 4 th Place Go to The Redemption Round PJ s Runner-Up

11 Redemption Team 1 Redemption Team 2 Redemption Champion! Redemption Team 3

12 1 st Place: National Champion 2 nd Place: Championship Challenger 3 rd Place: Podium Fight Winner 4 th Place: Podium Fight Runner-Up 5 th Place: Podium Fight Lowest Scorer 6 th Place: Redemption Round Champ 7 th Place: Redemption Runner-Up 8 th Place: Redemption Round Last Place

13 There will be 5 categories in which each team can score points 1. Visits vs. Weighted Goal 2. National Account Growth 3. Fuel Growth YoY 4. Conversion of Category Non-Buyers* 5. Overall Sales Growth Everyone has 90-day category non-buyers Recognizing these sales opportunities is critical to your growth Eligible PIDs will be flagged pre-contest if they qualify then they are worth points if you sell them a part in that category

14 There will be 5 categories in which each team can score points 1. Visits vs. Weighted Goal 2. National Account Growth 3. Fuel Growth YoY 4. Conversion of Category Non-Buyers* 5. Overall Sales Growth Everyone has 90-day category non-buyers Grow the business = SCORE Recognizing POINTS these sales opportunities is critical to your growth A-D routes, wholesale only, Eligible rads, conds, PIDs compressors, will be flagged pre-contest fans if they qualify then they are worth points if you sell them a part in that category

15 First, your warehouse must remain qualified: Exceed 75% of franchise visit requirement throughout the duration of each round and length of program Speak to your Account Manager for questions or concerns regarding your business s unique requirements

16 For CSRs to remain qualified for the MVP Contest: Averages >$5,000/week in sales the length of the contest *or* Takes >50% of warehouses total call volume Not a franchise owner Speak with your Account Manager regarding specific allowable exceptions ***Intention of these rules are to ensure full-time CSR s are rewarded***

17 The CSR Stack Rank report is going to determine how many points you score This is sent out to the network weekly, and assigns points based on performance in 7 important KPIs: Installer Radiator In-Stock Conversion Compressor Kit Upsell Parallel Flow Upsell Body Shop Items Per SO Hose Lookup % Hose Conversion % Non-Buyer Conversion %

18 Stim Book Core stim book will $50 and $25 off coupons Each coupon includes information about the $1 donation (corporate) will make to the charitable foundation to benefit WWP

19 Radiator Kit Promo Upselling Radiator Kits is something CSRs can control on the phone 5 $10 off coupons when a customer upgrades a Radiator purchase to a Radiator Kit CSR notes will be added to identify hose non-buyers & upsell additional parts

20 Radiator Kit Promo #2 When your customer buys a radiator, allow them to upgrade to a kit for free! Will only be handed out to customers who don t currently buy Radiator Kits

21 All Products Flyer: $25 off customer s next purchase For use with dropouts, decreasers, and shops who could use a small incentive to buy more We will be sending the network a CSR Hot Sheet file prior to the launch!

22 For every flyer/stim coupon redeemed, Radiator (corporate) will donate $1 to the Charitable Foundation which benefits the Wounded Warrior Project As part of the CSR competition, we are inviting you to participate in a 4 week long contest (March Radness Round 1) to see who can raise the most money to benefit the Charitable Foundation

23 From February 13 th March 11 th (MR Round 1), end your phone calls with asking the customer: "Would you like to donate $1 to the Charitable Foundation? Proceeds will go to Wounded Warrior Project to assist and support our heroic veterans." If they agree, then add in the CUC/Item WWP1 and $1 will be added to the transaction. Please DO NOT offer this to National Accounts ***Please check with your manager before proceeding with this program***

24 All donations raised during this time will benefit the Wounded Warrior Project (WWP) WWP is a non-profit organization that provides free programs and services to address the needs of veterans Progress of donations can be seen here: Search 1-800

25 Installer Closing Lines How soon are you going to need this? Do you have a PO number for this invoice? I have a truck leaving soon. Can I put this on the truck? Let me work with you to get this sale where do I need to be? What do I need to do to get you this part?

26 Habits of Top Collision Phone Sellers Do you have a list price you are working off of? Let s them know you are flexible, and that you can match their list price if necessary. Sure, I can always match your list. Saying I can t could cost a lot more than just a single sale. Yes, it s in stock, and can get it to you by Never say, I m out of stock, collision shops don t need same day service in most cases.

27 More Habits of Top Collision Phone Sellers Where are you getting the condenser from? Body shops often order off the estimate, and if wasn t written for the condenser or fan, they won t order it from us. Ask for the sale. What s your RO number? Assumes the sale, and gets them to say yes more often.

28 Over $20,000 in prize money Big payouts to top performing: o Warehouses o Individual staff members Bragging rights for an entire year!

29 Final Team Rankings CSR Ranking 1 st 2 nd 3 rd 1 st Place Team $500 $200 $100 2 nd Place Team $500 $200 $100 3 rd Place Team $500 $200 $100 4 th Place Team $300 $150 $50 5 th Place Team $300 $150 $50 6 th Place Team $300 $150 $50 7 th Place Team $300 $150 $50 8 th Place Team $300 $150 $50

30 The phone rep who gets the most $1 donations to WWP will receive A $250 Visa Gift Card

31 Review the March Radness points guide for complete rules on how to become the CSR MVP! Begin practicing new habits that will make you the most successful over this 11 week program Your Account Manager can help guide you and your manager in any areas you ll need further assistance or training in Everything starts counting on Monday, February 13 th!