Dealer Boot Camp Training
Overview
Dealers and manufacturers are finding it increasingly difficult to hire experienced contract furniture salespeople and managers. They are looking to ‘grow their own’ with sales and management talent from outside of the industry that have the right skill sets to find and secure new business opportunities and bring fresh and innovative ideas to the company.
With any new hire it takes an investment of human resources, time and energy to bring sellers and managers up to speed on the nuances of the furniture industry. We help owners and managers alleviate the challenge of ‘on-boarding’ with Dealer Boot Camp training. As a result of this course, participants will:
- Gain Insights and Knowledge About the Industry
- Acquire More Confidence and Professionalism
- Develop a Plan of Action for Getting Started
- Accelerate Ramp-up Time and Boost Productivity
Course Outline
Led by instructors who have years of successful sales and management experience in the contract furniture industry the modules are fun, interactive and informative. Training modules include:
- Introduction-overview of the contract furniture industry, dealer and vendor relationships
- Products- basic product overview and industry terms
- Vendors -market position and core competencies of key manufacturers
- Dealer Services -types of services, increasing profits by selling services
- End Users, Industry Influencers-calling on end users, brokers, contractors, A&D, other influencers
- Networking -understand the importance of building networks of referral partners
- The Sales Cycle -overview of the sales process from prospecting to close
- Pricing, Discounts, Contracts-terminology, calculating discounts and negotiating buying agreements
- Proposals, Bids-pricing strategies, effective bid and proposal responses
- Floorplans, Basic Codes -navigating through reading floorplans, measuring and basic codes
- Order Fulfillment Process-overview of the process from generating a design to invoicing
- Success Maps -goal setting and planning daily activities
Who Should Attend
New Salespeople and Managers to the Industry, Designers/Project Managers and Others Involved in the Sales Process or Transitioning Into a New Sales Position.
Format
Two day course at an OFDA sponsored location (contact us for more information). Training can be tailored and delivered at your site to meet your specific training and logistical needs.