doc id © chevron 2005 2007 delo ® performance advantage truck dealer program nov. 30, 2007
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DOC ID© Chevron 2005
2007 Delo® Performance Advantage Truck Dealer Program
Nov. 30, 2007
2DOC ID© Chevron 2005
Introduction
Susan Gorlach - On Highway Specialist,
C&I Direct Sales, CGL NA
Nicole Fujishige - Commerical Automotive Marketing Manager
3DOC ID© Chevron 2005
Safety Moment
Yellow shaded areas represent "blind spots" or areas where a car disappears from a truck driver's view
Trucks have blind spots to the right and rear of the vehicle
Smaller blind spots exist on the right front corner and mid-left side of the truck
4DOC ID© Chevron 2005
Agenda
Overview of OE Dealer Market Segment and Chevron Market Strategy
Summarize OE Dealer Market Study Findings
Overview of Chevron OE Dealer Specialist Roles
Overview of Chevron Marketer Sales Support Needed & Marketer Compensation
How The Delo Performance Advantage Truck Dealer Program Works
Benefits to the Dealer
How to Sell the Delo Performance Advantage Truck Dealer Program
Account Set-Up and Billing
Equipment Funding Assistance
POS Materials
Recent Enhancements to the OED Program
The Delo Performance Advantage OE Truck Dealer Program Binder
The DeloPerformance.com Website
Training Options
Promotions
Question and Answer Session
5DOC ID© Chevron 2005
Overview of the OE Truck Dealer Market Study - Current Status
Local dealerships and service locations have a high demand for service and a growing need for information on programs, promotions and product information that is best satisfied on a local basis
Chevron enjoys the highest commercial factory-fill market share of any supplier to the industry
We want to build on this success by partnering with you to provide sales support that will result in an expanded presence of Chevron-branded products in the OE truck dealer market segment
6DOC ID© Chevron 2005
Overview of the OE Truck Dealer Market Study - Findings
Best Features:
1) Delo Brand Recognition
2) Product Quality
3) Product Availability
4) Outstanding Local Marketer Support
5) Excellent Technical Support
7DOC ID© Chevron 2005
Overview of the OE Truck Dealer Market Study - Findings Contd.
Opportunities:
1) Local contact and communication with dealers
2) Dealer & Sales Training
3) Promotions and merchandising materials
4) Timely Equipment funding
5) Product list cross-referencing OEM part numbers to Chevron part numbers
8DOC ID© Chevron 2005
Overview of the OE Truck Dealer Market Study - Findings Contd.
Enhancements to the Chevron OE Truck Dealer Program:
New promotions
Enhanced training programs
A dedicated OE Dealer website at www.DeloPerformance.com,
Streamlined equipment funding program with reduced turnaround time
Partnering with our Lubrication MarketersPartnering with our Lubrication Marketers
9DOC ID© Chevron 2005
Overview of the Current OE Truck Dealer Sales Strategy – The Chevron Commercial Installed Specialists
10DOC ID© Chevron 2005
Overview of the Roles & Responsibilities of the Chevron Commercial Installed Specialists
Actively call on OE truck dealers and truckstops in their geographic areas
Provide Training to dealer & marketer sales teams
Negotiate and implement equipment agreements and supply contracts
Represent Chevron products and solutions at trade shows & customer events
11DOC ID© Chevron 2005
Overview of the New OE Truck Dealer Sales Strategy – The Opportunity
Chevron aligns sales efforts with marketers to form a partnership
Marketers rewarded for sales efforts with the PL3 service fee
Dealers benefit by enhanced access to Chevron products, people and services
12DOC ID© Chevron 2005
Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation
Marketer must submit a completed registration form to the Lubricants Business Center to receive a PL3 service level on dealer accounts they serve.
Submit forms via fax to Sharon Edelen at 502-420-6073
PL3 service fees will be paid on all Chevron branded deliveries to accounts for which a completed registration form is received
13DOC ID© Chevron 2005
Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation
Retention of PL3 service fees is performance based
Marketer sales rep is required to submit quarterly sales call reports and maintain volume to retain PL3 service fee
Excel document can be downloaded from Chevron Business Point & submitted to delodealer@chevron.com
For those enrolled – first sales report due Dec. 15, 2007
If you enroll after Dec. 15, or are enrolling now, the sales report due date is March 15, 2008.
14DOC ID© Chevron 2005
Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation Contd.
LM NameLM Sales Rep Name
Dealership Name
Dealership Ship-to Account Date of Visit
Dealership Contact Name
Dealership Contact Title
Dealership Email
Who was Contacted During the Call
Stage of Sales Process Call Notes
Marketer Sales Call Sheet
15DOC ID© Chevron 2005
Overview of the New OE Truck Dealer Sales Strategy – Marketer Sales Support Requirements & Compensation Contd.
The Partnership Perks Program:
Rewards the Marketer sales rep for their sales efforts
Promotion runs from Oct. 1 – Dec. 31, 2007
Tied to Delo® branded and select Chevron branded products
To submit claims, log-on to the Partnership Perks Program web site through Chevron Business Point (Marketing/Programs/Business Incentive Programs/Chevron Partnership Perks)
16DOC ID© Chevron 2005
How The Delo Performance Advantage Truck Dealer Program Works – Dealer Benefits
Purchases contribute toward Dealer parts program goals and incentives
Availability to the award-winning Delo® product line
Equipment funding assistance is available
Access to Chevron merchandising materials
Option to use Chevron Business solutions
Variety of training programs designed to fit your needs
Exceptional technical support through LubeTek
Regular industry updates and newsletters
Dealer Open House support including access to the Delo® Truck
A dedicated OE Dealer website at www.DeloPerformance.com
17DOC ID© Chevron 2005
How to Sell The Delo Performance Advantage Truck Dealer Program
Its Easy!
1) Visit an OE Dealer and ask for the Parts Manager or Service Manager
2) Use the Delo Truck Dealer program binder to show the features and benefits
3) During the sales call, identify the Dealer’s product and equipment needs, then contact the Commercial Installed Specialist in your area with this information when you have closed the sale
4) The Specialist in your area will initiate an account set-up & follow up with the dealer regarding any equipment funding requests
18DOC ID© Chevron 2005
Dealer Billing & Marketer Compensation Under The Delo Performance Advantage Truck Dealer Program
1) Deliveries made to dealer locations are processed as a buyback, and marketers are paid a service fee for each delivery
2) The dealer is billed & given parts credit by the OEM
3) Submit your delivery invoices to receive your Partnership Perks
4) Submit your quarterly sales call report to ensure the PL3 service fee remains in effect
19DOC ID© Chevron 2005
How to Address Equipment Funding Requests
Identify equipment needs and projected product volumes for the dealership
Forward the product volumes & equipment needs to the Commercial Installed Specialist in your area
The Specialist in your area will work with the dealer to secure a cash advance for lubrication dispensing equipment
Funding is tied to an annual volume commitment over the term of the agreement
20DOC ID© Chevron 2005
How to Address Requests for Point-of-Sale Materials
Merchandise brochure available on www.DeloPerformance.com
Available merchandise includes:
Curb signs
Display racks
Illuminated & non-illuminated signs
Banners
Posters
Floor mats
Mirrors
Welcome mats
Menu board…and much more!
Forward merchandising material requests to the Specialist in your area
21DOC ID© Chevron 2005
Recent Enhancements to the OE Dealer Program – The 2007 Delo Performance Advantage Truck Dealer Program Binder
Supplement your sales efforts
Educate current and potential customers
Promote features and benefits of the new program
Maintained and available online on Chevron Business Point
Ease of access to help promote the Delo® product line
22DOC ID© Chevron 2005
Recent Enhancements to the OED Program -Introducing DeloPerformance.com!
23DOC ID© Chevron 2005
Recent Enhancements to the OED Program -Introducing DeloPerformance.com!
Proprietary website providing online access to:
Delo Performance Advantage OE Truck Dealer Program binder
Delo Merchandise Brochure
LubricantsUniversity.com, BusinessPoint.Chevron.com and DeloTruck.com websites
Monthly OE Truck Dealer Letters
Delo Dollars Program
Product cross-reference list for each OEM
Chevron Business Point
Chevron Marketer Locator
Delo Truck Event Calendar
Delo Warranty
Product Information & MSDS
24DOC ID© Chevron 2005
Recent Enhancements to the OED Program - Training
Robust training program has been developed with an emphasis on online training and LubricantsUniversity.com
Traditional customized training
Online training through LubricantsUniversity.com
Free Webinars available via live Internet access
25DOC ID© Chevron 2005
Recent Enhancements to the OED Program - New Account Incentive with Partnership Perks
This incentive program rewards you with double Partnership Perks points for securing sales to new accounts of Delo Performance Advantage products.
New Accounts are defined as those that have not purchased Chevron-branded lubricants and coolants within the past 12 months.
The incentive is tied to the estimated annual purchases of Delo Performance Advantage products by the new account as shown in the table. The new account’s estimated annual purchases must be confirmed by submitting three months of delivery receipts and corresponding MSA invoices.
26DOC ID© Chevron 2005
Recent Enhancements to the OED Program - New Account Incentive Continued
Annual Purchases(Gal) Points
1,000 – 3,999 40,000
4,000 – 6,999 80,000
7,000 – 9,999 120,000
10,000 – 12,999 180,000
13,000 – 15,999 220,000
16,000 – 18,999 260,000
19,000 – 20,999 300,000
21,000 + 340,000
27DOC ID© Chevron 2005
Recent Enhancements to the OED Program - Merchandise and POS material promotion running September 1st through December 31st
28DOC ID© Chevron 2005
Recent Enhancements to the OED Program - Merchandise and POS material promotion running September 1st through December 31st
29DOC ID© Chevron 2005
Recent Enhancements to the OED Program – Delo Dollars for Dealers
Participants earned Delo Dollars when they increased their Chevron branded volume by 500 gallons as compared to the same purchase period in 2006.
Delo Dollars must be redeemed by Dec. 31, 2007 by logging on to www.DeloDollars.com.
30DOC ID© Chevron 2005
Chevron Commercial Installed Specialist Territories
NORTHEAST: Kevin Broughton - 502-409-4590NORTHEAST: Kevin Broughton - 502-409-4590
MIDWEST & SOUTHEAST: Ed Maughan - 770-521-0477MIDWEST & SOUTHEAST: Ed Maughan - 770-521-0477SOUTHWEST & WEST: Eddie Shepard - 480-699-9001SOUTHWEST & WEST: Eddie Shepard - 480-699-9001
31DOC ID© Chevron 2005
Q&A Session
To ask a question…
Type it into the Q&A box in the lower right-hand corner of your screen
or
Click the hand icon to the right and your phone will be unmuted so you can ask your question over the phone
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