WEBINARWEBINAR

Presenters:

Mona RauenMarketing Communications Manager

Promoting Tol-O-Matic products – How, where and why

Theresa WallaceSales Support Supervisor

Tol-O-Matic’s new lead program –New processes for optimal results

Jim DrennenMarketing Manager

Tol-O-Matic sales tools –Making it easier to close the sale

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

How, where and whyHow, where and why

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Target the right market

•Design engineers• Engineering Management

– Large OEMs– In-plant automation– Special machine builders

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Target the right market

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Select media that matches target focus

• Design books

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Select media that matches target focus

• Design books• Sister publications

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Select media that matches target focus

• Design books• Sister publications• Product tabloids

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Select media that matches target focus

• Design books• Sister publications• Product tabloids• Value added advertising

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Public Relations – Releases, Features

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Print Ads – Positioning with call to action

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Web advertising to match target focus

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Collecting user data from tolomatic.com

SPECIALDOCUMENTOFFERS

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Generate quality inquiries

1080 Inquiries received from Jan – June 2007

Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products

√Generate quality inquiries

178

144

106

165

121121

How, where and whyNew processes for optimal results

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

Processing Inquiries the Old Way

RESULTS:• Poor quality leads• Not worth the time• Lack of follow-up• Poor use of promotional $• Hard to evaluate ROI or source quality

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

Processing Inquiries the New Way

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

Processing Inquiries the New Way

RESULTS:• Leads you WANT• Pre-idenfitied opportunities• Less quantity – high quality• 100% accountability• Best use of promotional $

Better qualified leads = increase in follow-up rates = MORE QUOTES AND SALES!

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

The new lead processing philosophy

• Inquiries are not leads• Turn inquiries into “Sales Ready” leads• Focus on lead quality not quantity

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

Lead qualification criteria

• Budget – affordably fit customer profile?

• Authority – critical players in decision process?

• Need – motivated with clear need?

• Time Frame – when will decision take place?

• Sales Ready – comfortable with sales contact?

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

New lead definitions

QUALIFIERS:• Ready to see sales representative

• Has an active project/application(within 6 months)

• Lead sent to appropriate channel partner and Regional Sales Manager for follow-up

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

New lead definitions

EXPECTED RESULTS:• Tol-O-Matic will send requested materials

• Sales ready lead sent to channel

• 100% follow-up in 1 week with sales call

• Region Sales Manager to follow-up after 1 week period

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

New lead definitions

QUALIFIERS:• Prospect has a need

(more than 6 months out)

• Interested but may not have active project

• May not be the decision maker

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

New lead definitions

EXPECTED RESULTS:• Tol-O-Matic will send requested materials

• Lead is sent to channel

• Lead is placed in marketing funnel for further communication nurturing- Emails- Newsletters- New product flyers/brochures- Product announcements- Tradeshow or event invitations

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

New lead definitions

QUALIFIERS:• No specific project or interest

• Collecting information

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

New lead definitions

EXPECTED RESULTS:• Tol-O-Matic will send requested materials

• Lead is place on monthly lead report and sent to channel

• Lead is placed in marketing funnel and flagged for follow-up in 6 months

• Identify opportunities early in buying process

• Provide you with sales ready leads with potential opportunities

• Increase your sales effectiveness

• Better sales funnel management

• Sales force accountability

• ROI on lead generation investment

Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program

New objectives produce desired results

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

Making it easier to close the sale

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

Focus on what makes us different

• Stainless steel bands that won’t fatique• Pistons with 50% more bearing area for better

load support• Nickel plated thrust tubes• Protective shipping containers• Best engineering decisions for materials,

seals, finishes, etc.• Test and validate products before we ship

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

Brochures with strong positioning messages

• Pneumatic products – Rodless Cylinder Leader

Engineered for long life with

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

Brochures with strong positioning messages

• Electric products – Linear Solutions Made Easy

Engineered for long life with

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

Brochures with strong positioning messages

• Power Transmission products – Over 50 years of proven performance

Engineered for long life with

COMING SOON!

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

New brochures reinforce key messages• Slide-Rite® Gearboxes available

in 2:1 and 3:2 ratios

• Slide-Rite® Gearboxes now available in metric

Engineered for long life withAT THE PRINTER

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

New sales tools create reasons to contact your customers

• Product conversion sheets make it easier to cross sell

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

New sales tools create reasons to contact your customers

• Product conversion sheets make it easier to cross sell

• Special customer profile reports focus sales efforts

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

New sales tools create reasons to contact your customers

• Product conversion sheets make it easier to cross sell

• Special customer profile reports focus sales efforts

• Fold-out brochures for at-a-glance product offerings

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

Focused effort on developing application stories

SEND US YOUR APPLICATION STORIES!

Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools

Working hard for you

• Select the best promotional tools for quality inquires

• Sales ready lead qualification process

• Sales tools that focus your sales message

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