6. Respo Deliver Accura
nds ies te
Quickly Billing
Quality Competit
Produc ive
ts Pricing
Easy To Credit
Do
Busines Suppor
s With t
Resour
Custo ce To
mer Improv
Safety
Experie e
nce Busine
ss
8. Identifies Links our The Skills
Process
our Value to required
that maps
everyday our to be
our path
Activities customers successful
9.
10.
11.
12.
13.
14.
15. • Live Safety from the Ground Up
• OPR – Develop Our People
• PAVS + T – Leader and Best
• BMs are Royalty
• Double Digit O/I
• Fix and Maintain Pricing
16. Developing Our Employees In Every Position
From: Baker, Dylan
Sent: Thursday, April 12, 2012 3:34 PM
To: Carnes, James
Cc: Gardner, Kent; Carnes, Robert
Subject: Big win for Lenexa
Importance: High
James,
As of this week both Kennyboy Beck and Mike McHardie have passed both written
and performance exam to get their class B CDL and William Comacho will complete
his exam this weekend for class A. Mike Noser and I have and will continue to do in-
house training to get them ready to go. These two guys in less than one year have
gone from W/H to loader and soon to be driver. I will be making this a big deal in our
Monday meeting to promote the success of growing within the company and the
importance of cross-training!!!
Dylan Baker
Branch Manager
Shelter Distribution #951
15500 W. 108th St.
Lenexa Ks. 66219
(O) 913-871-1943
(F) 913-438-5715
(C) 785-925-6521
17. • Safety First
• World Class Selling Organization
• Producers of Great Talent
• 12.5% or better Operating Income
• All Branches in the top 50 %
18. • Institutionalize SAFETY
• Exceptional Branch and Customer SERVICE
• Strategic GROWTH
• Manage the P&L and Own your RESULTS
• Develop Our PEOPLE
19. Goals
• 20% Sales Growth
Grow Sales Profitably
• 25% Gross Margin
Grow Sales • Grow existing customers
• 17% Operating Expense
Profitably • Grow new customers
• 8% Operating Income
• Sell windows
• 50% Reduction in Safety Violations
• Sell waterproofing
• Use LogicTrack
• Sell solar accessories
Take Care of Our People • Build Decra two-step business
• Institutionalize safety PSC FY12 • Price competitively
• Plan careers Vision • Improve regional buying
• Complete timely and thorough • Manage credit risk wisely
reviews
Exceed Customer Expectations Exceed
Take Care of • Build the best sales, warehouse, Customer
Our People and delivery operations in the Expectations
industry
• Over-communicate with each
other and customers (sales,
service, and credit)
20. • Stay Safe
• Sell the Right Stuff
• Lead Sales (Branch Level and PAVS + T)
• Manage Costs / Q2 / Operational Leverage in Q3
• 24 / 16 / 8 – Margin / Costs / Operational Income
34. Potsdam Conference
• Held July 16 to August 2, 1945
• Post World War II Conference to divide Germany and Berlin
• 3 countries represented: US, USSR, UK
• 3 different types of government: Democracy, Communism,
Monarchy
• Gathered to decide how to administer punishment to the
defeated Nazi Germany
• The goals of the conference also included the establishment of
post-war order, peace treaties issues, and countering the effects
of war
• Complications at the time
– The Soviet Union was occupying Central and Eastern Europe
– Britain had a new Prime Minister
– America had a new President, and the war was ending
– The US had tested an atomic bomb
Editor's Notes
The WestRegion includes Shelter Midwest and Southwest, RSM Supply, The Roof Depot, Fowler & Peth, and Pacific Supply. The Blue Line represents one over Sales Strategy universal to all regions within the West Region.The Sales Strategy is made up of only 4 words and will laid out in less than 10 minutes.
The WestRegion includes Shelter Midwest and Southwest, RSM Supply, The Roof Depot, Fowler & Peth, and Pacific Supply. The Blue Line represents one over Sales Strategy universal to all regions within the West Region.The Sales Strategy is made up of only 4 words and will laid out in less than 10 minutes.
The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
Process – our Strategy includes a Process that maps our path. The pathincludes Goal Setting, Accountability, Tracking and Reward
Process – our Strategy includes a Process that maps our path. The pathincludes Goal Setting, Accountability, Tracking and Reward
Activity – Our Strategy identifies the everyday Activities of the Branch Manager, Inside Sales, Outside Sales, Sales Director and District or Regional Manager.
Value is only Valuable to someone who needs it. Roofing Contractor Magazine conducts a survey every few years and have identified the needs that contractors say are why they choose a distributor.The problem some of us have is being able to articulate our values when a pain or need is identified. This section links all of our values to the customers needs.The most important factors to contractors include Safety, Easy To Do Business With, Quality Products,Responds Quickly,Deliveries, Accurate Billing, Competitive Pricing, Credit Support and a Resource to Improve Business.
Skills – Our Strategy identifies the Skills required to be successful in our business. These Skills include Selling, Technology, Industry, Traits
Skills – Our Strategy identifies the Skills required to be successful in our business. These Skills include Selling, Technology, Industry, Traits
The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
SafetyLjDeliveries
The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
The Sales Strategy is made up of a Process that maps our pathidentifies the everyday Activitiesthe Value to our customers and the Skills required to be successfulOur Sales Strategy is PAVS – Process, Activity, Value and Skills
