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Transcript of WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products –...
![Page 1: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/1.jpg)
WEBINARWEBINAR
![Page 2: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/2.jpg)
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
![Page 3: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/3.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
How, where and whyHow, where and why
![Page 4: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/4.jpg)
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
![Page 5: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/5.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Target the right market
![Page 6: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/6.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Select media that matches target focus
• Design books
![Page 7: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/7.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Select media that matches target focus
• Design books• Sister publications
![Page 8: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/8.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Select media that matches target focus
• Design books• Sister publications• Product tabloids
![Page 9: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/9.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Select media that matches target focus
• Design books• Sister publications• Product tabloids• Value added advertising
![Page 10: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/10.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Public Relations – Releases, Features
![Page 11: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/11.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Print Ads – Positioning with call to action
![Page 12: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/12.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Web advertising to match target focus
![Page 13: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/13.jpg)
Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Collecting user data from tolomatic.com
SPECIALDOCUMENTOFFERS
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Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Generate quality inquiries
1080 Inquiries received from Jan – June 2007
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Promoting Tol-O-Matic ProductsPromoting Tol-O-Matic Products
√Generate quality inquiries
178
144
106
165
121121
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How, where and whyNew processes for optimal results
Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program
![Page 17: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/17.jpg)
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
![Page 18: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/18.jpg)
Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program
Processing Inquiries the New Way
![Page 19: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/19.jpg)
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!
![Page 20: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/20.jpg)
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
![Page 21: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/21.jpg)
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?
![Page 22: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/22.jpg)
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
![Page 23: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/23.jpg)
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
![Page 24: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/24.jpg)
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
![Page 25: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/25.jpg)
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
![Page 26: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/26.jpg)
Tol-O-Matic’s New Lead ProgramTol-O-Matic’s New Lead Program
New lead definitions
QUALIFIERS:• No specific project or interest
• Collecting information
![Page 27: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/27.jpg)
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
![Page 28: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/28.jpg)
• 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
![Page 29: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/29.jpg)
Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools
Making it easier to close the sale
![Page 30: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/30.jpg)
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
![Page 31: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/31.jpg)
Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools
Brochures with strong positioning messages
• Pneumatic products – Rodless Cylinder Leader
Engineered for long life with
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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
![Page 33: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/33.jpg)
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!
![Page 34: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/34.jpg)
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
![Page 35: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/35.jpg)
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
![Page 36: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/36.jpg)
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
![Page 37: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/37.jpg)
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
![Page 38: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/38.jpg)
Tol-O-Matic Sales ToolsTol-O-Matic Sales Tools
Focused effort on developing application stories
SEND US YOUR APPLICATION STORIES!
![Page 39: WEBINAR. Presenters: Mona Rauen Marketing Communications Manager Promoting Tol-O-Matic products – How, where and why Theresa Wallace Sales Support Supervisor.](https://reader035.fdocuments.in/reader035/viewer/2022062806/56649c915503460f9494c581/html5/thumbnails/39.jpg)
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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WEBINARWEBINAR
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WEBINARWEBINAR