Total Door Systems Playbook for Success
undefined
Playbook for Success
2
0
2
2
Why create Playbook?
Who We Are
Why Sales Representatives?
Tools & Resources
2020 Goals
2
Why are we creating a Playbook?
3
1
Provide a road map
to success
2
Clarify roles and
expectations
3
We have
your back
1
4
Road Map to Success
F
a
c
t
o
r
y
:
•
Quality Product, on time delivery. No exceptions!
•
Expertise (manufacturing, code compliance, fire ratings, etc.)
•
Tools (presentations, DoorBuilder, Construct Connect, Training Modules etc.)
•
Rapid Response Team (website, quoting, service., etc.)
Clarify Roles and Expectations
5
S
a
l
e
s
R
e
p
:
•
Identify & open distribution
•
Develop & train distributor network
•
Promote Total Door through AIA & code presentations
•
Monitor close rates through DoorBuilder
•
Provide feedback to the Rep Advisory Council
D
i
s
t
r
i
b
u
t
o
r
:
•
Attend factory Sales & Installation training
•
Close projects
•
Project manage projects including proper installation
•
Service existing projects in the area
We Have Your Back
6
Who We Are
8
What you can expect from Total Door Systems
W
e
h
a
v
e
y
o
u
r
b
a
c
k
.
W
e
s
t
a
n
d
b
e
h
i
n
d
y
o
u
,
o
u
r
p
r
o
d
u
c
t
,
a
n
d
o
u
r
w
o
r
d
.
1
2
3
F
u
l
l
c
a
c
h
e
o
f
t
o
o
l
s
a
n
d
r
e
s
o
u
r
c
e
s
M
-
F
8
a
.
m
.
–
5
p
.
m
.
E
S
T
p
h
o
n
e
s
u
p
p
o
r
t
Q
u
o
t
e
s
r
e
t
u
r
n
e
d
w
i
t
h
i
n
t
h
e
s
a
m
e
d
a
y
4
5
6
R
e
s
p
o
n
d
t
o
a
l
l
r
e
q
u
e
s
t
s
w
i
t
h
i
n
2
h
o
u
r
s
I
m
m
e
d
i
a
t
e
r
e
s
p
o
n
s
e
t
o
i
n
-
f
i
e
l
d
s
e
r
v
i
c
e
c
a
l
l
s
10
Who We Are
Privately-held
Made in the USA
Fiercely independent
Operate & communicate
with integrity
Lean & sustainable
processes
Continuous improvement
11
Certifications
A
N
S
I
/
B
H
M
A
A
1
5
6
.
3
2
–
S
t
a
n
d
a
r
d
f
o
r
I
n
t
e
g
r
a
t
e
d
D
o
o
r
O
p
e
n
i
n
g
A
s
s
e
m
b
l
i
e
s
U
L
E
P
D
C
e
r
t
i
f
i
c
a
t
i
o
n
I
n
t
e
r
t
e
k
C
e
r
t
i
f
i
c
a
t
e
o
f
C
o
m
p
l
i
a
n
c
e
12
How We Work
Rules of
Engagement
Promote
from within
Always
Training
Company
Culture
13
Why Sales
Representatives?
15
Sales Representative Role and Responsibility
Develop & Grow a Territory
•
Distributor criteria – vetting your
network
•
What should your network look like?
- Current target market
- Recession proof plan
•
Distributor role & responsibilities
Commit to Training
•
Trained in all Total Door sales tools
•
Train your Distributors with the
sales tools
Commit to Promoting Total Door
•
Give AIA presentations
•
Identify code events in your
territory
•
Grow your market
16
Sales Reps Expectations
Respect the relationship with independent
manufacturers
Understand your market (territory)
Build the distribution base
Understand your market (territory)
Thoughtful feedback to help us refine approach
to market
Promote Total Door
1
2
3
4
5
17
How We Start Selling
1
•
Estimating
•
Accessing resources
•
Identify projects and leads
•
Evaluating openings
Total Door Process
Where to
Specify
•
The Total Door System
difference
•
The benefits to an
integrated door system
About the Product
Meeting a New
Customer: The
Basics
Our Leading
Applications
Code focus
New Projects
End users &
Retrofits
2
3
4
5
6
5
6
18
Total Door Systems Rep Advisory Council
Advisory Council members are the best way to communicate your needs and insights to us!
J
e
f
f
A
d
d
i
s
M
a
y
o
A
s
s
o
c
i
a
t
e
s
P
h
o
n
e
:
6
7
8
.
5
7
6
.
5
7
5
3
|
e
m
a
i
l
:
j
a
d
d
i
s
@
t
e
a
m
m
a
y
o
.
c
o
m
C
o
n
s
t
i
t
u
e
n
t
s
:
Connection Network Agency
The Bekon Group
Smoot & Associates
G
a
r
y
D
e
t
e
r
A
r
c
h
i
t
e
c
t
u
r
a
l
D
o
o
r
C
o
n
s
u
l
t
a
n
t
s
P
h
o
n
e
:
7
1
4
.
8
5
1
.
0
3
0
3
|
e
m
a
i
l
:
g
a
r
y
.
d
e
t
e
r
@
g
m
a
i
l
.
c
o
m
C
o
n
s
t
i
t
u
e
n
t
s
:
D.A. Loss Associates, Inc.
The Moyer Agency
Hardware Specialty Group
Stewart D. Walker, Inc.
P
e
t
e
r
E
l
l
i
o
t
t
E
l
l
i
o
t
t
A
s
s
o
c
i
a
t
e
s
P
h
o
n
e
:
o
f
f
i
c
e
:
3
0
3
.
4
2
9
.
0
1
3
3
e
x
1
2
c
e
l
l
:
3
0
3
.
8
1
7
.
3
3
8
8
|
e
m
a
i
l
:
p
e
t
e
r
@
e
a
s
a
l
e
s
.
c
o
m
C
o
n
s
t
i
t
u
e
n
t
s
:
The Eisen Group
Architectural Sales & Associates
Southwest Architectural Sales
D
a
n
A
r
t
h
u
r
P
J
P
o
l
k
e
C
o
m
p
a
n
y
Phone: 973.464.1540 | email:
darthur@pjpolke.com
C
o
n
s
t
i
t
u
e
n
t
s
:
P.B. Walker & Associates
Architectural Marketing Associates
Oberting & Associates
19
Total Door Systems Rep Advisory Council
Recommend tools
needed to market
Total Door Systems
Identify and prioritize
unmet customer needs
Gather feedback
from constituents
(minimally quarterly)
Identify product
opportunities
Provide oversite during
execution of assigned
projects
Tools & Resources
Tools & Resources found on our website
h
t
t
p
s
:
/
/
w
w
w
.
t
o
t
a
l
d
o
o
r
.
c
o
m
•
Role driven website
1
2
3
M
a
r
k
e
t
i
n
g
M
a
t
e
r
i
a
l
s
o
n
t
h
e
P
a
r
t
n
e
r
P
o
r
t
a
l
o
f
t
h
e
w
e
b
s
i
t
e
P
o
w
e
r
P
o
i
n
t
p
r
e
s
e
n
t
a
t
i
o
n
s
:
•
Architects
•
TD Intro & more
4
5
6
A
n
i
m
a
t
i
o
n
v
i
d
e
o
s
o
f
h
o
w
a
T
o
t
a
l
D
o
o
r
w
o
r
k
s
a
n
d
Y
o
u
T
u
b
e
V
i
d
e
o
s
o
f
c
o
m
m
o
n
i
n
s
t
a
l
l
a
t
i
o
n
&
r
e
p
l
a
c
e
m
e
n
t
p
r
o
c
e
s
s
e
s
T
D
S
D
o
c
u
m
e
n
t
s
&
F
a
c
t
o
r
y
B
u
l
l
e
t
i
n
s
22
Sales Tools
Presentations
•
AIA CES Presentations
•
Total Door Introduction
•
Total Door Product Training
•
Total Door Project Management Module
•
DoorBuilder
23
Cont’d
•
Total Door Installation Class
(Factory or
On-site)
•
Total Door Sales Class
(Factory or On-site)
•
Pop-ups
Sales Tools
24
Digital Tools
•
Total Door Website
- Specifications and Details
- Architect Page
- Know Your Code
•
AEC Daily
(Online CE class)
•
Construct Connect
•
Master Spec / BSD SpecLink (RIB Software)
Sales Tools
25
Resources
Service
•
Total Door
Installation
Classes
– delivered at the
factory or in the field
•
YouTube
installation and
service tutorials
Management
•
Sales Rep and Distributor
Partner Pages
•
Total Door Systems
DoorBuilder™
Communication
•
Newsletters (Sales rep and
Distributor)
•
Social Media Channels
•
Factory Bulletins
Codes/Standards
•
Certified to
BHMA 156.32
•
Tested as an assembly to
UL1784
(w/o artificial bottom
seal)
We have your back!
2022
G
O
A
L
S
2022 Goals
Assess Distributor
Network
•
3 Distributors to quote in
each market
•
1 Service Company in
each market
Create a SMART
Plan
•
Specific
•
Measurable
•
Achievable
•
Relevant
•
Timely
Update project
status & win/loss
status on
DoorBuilder
Schedule Training
Curriculum for
Distribution
28
We are excited to roll out our new playbook for success. And of course we would like to thank our esteemed Rep Advisory Board for their contribution, efforts and direction. This has truly been a team effort.
Total Door Systems has created a comprehensive Playbook for Success, providing a roadmap to success, clarifying roles and expectations, and ensuring sales representatives, factories, and distributors work seamlessly. The playbook emphasizes quality products, on-time delivery, expertise in manufacturing, and continuous support, highlighting the company's commitment to customers and partners.
Download Presentation
Please find below an Image/Link to download the presentation.
The content on the website is provided AS IS for your information and personal use only. It may not be sold, licensed, or shared on other websites without obtaining consent from the author. Download presentation by click this link. If you encounter any issues during the download, it is possible that the publisher has removed the file from their server.
E N D
Presentation Transcript
2022 2022 Playbook for Success
Why create Playbook? Who We Are Why Sales Representatives? Tools & Resources 2020 Goals 2
Why are we creating a Playbook? 1 1 2 3 Provide a road map to success Clarify roles and expectations We have your back 3
Clarify Roles and Expectations Factory: Factory: Quality Product, on time delivery. No exceptions! Expertise (manufacturing, code compliance, fire ratings, etc.) Tools (presentations, DoorBuilder, Construct Connect, Training Modules etc.) Rapid Response Team (website, quoting, service., etc.) Sales Rep: Sales Rep: Identify & open distribution Develop & train distributor network Promote Total Door through AIA & code presentations Monitor close rates through DoorBuilder Provide feedback to the Rep Advisory Council Distributor: Distributor: Attend factory Sales & Installation training Close projects Project manage projects including proper installation Service existing projects in the area 5
What you can expect from Total Door Systems We have your back. We have your back. We stand behind you, our product, and our word. Quotes returned within the same day day same 1 4 Respond to all requests within 2 2 hours hours 2 5 Full Full cache of tools and resources Immediate Immediateresponse to in-field service calls 3 6 M M- -F 8 a.m. F 8 a.m. 5 p.m support 5 p.m. EST phone
Who We Are Privately-held Made in the USA Fiercely independent Operate & communicate with integrity Lean & sustainable processes Continuous improvement 10
Certifications Certifications ANSI/BHMA A156.32 Standard for Integrated Door Opening Assemblies UL EPD Certification Intertek Certificate of Compliance 11
How We Work Always Training Rules of Engagement Promote from within Company Culture 12
Why Sales Representatives?
Sales Representative Role and Responsibility Develop & Grow a Territory Commit to Training Commit to Promoting Total Door Distributor criteria vetting your network What should your network look like? - Current target market - Recession proof plan Distributor role & responsibilities Give AIA presentations Identify code events in your territory Grow your market Trained in all Total Door sales tools Train your Distributors with the sales tools 15
Sales Reps Expectations Respect the relationship with independent manufacturers 1 Understand your market (territory) 2 Build the distribution base 3 Thoughtful feedback to help us refine approach to market 4 5 Promote Total Door 16
How We Start Selling Total Door Process Meeting a New Customer: The Basics New Projects Where to Specify Estimating Accessing resources Identify projects and leads Evaluating openings 1 2 3 4 5 6 5 6 About the Product Our Leading Applications Code focus End users & Retrofits The Total Door System difference The benefits to an integrated door system 17
Total Door Systems Rep Advisory Council Advisory Council members are the best way to communicate your needs and insights to us! Gary Deter Gary Deter Architectural Door Consultants Architectural Door Consultants Phone: 714.851.0303 | email: gary.deter@gmail.com Constituents: Constituents: D.A. Loss Associates, Inc. The Moyer Agency Hardware Specialty Group Stewart D. Walker, Inc. Peter Elliott Peter Elliott Elliott ElliottAssociates Associates Phone: office: 303.429.0133 ex 12 cell: 303.817.3388| email: peter@easales.com Constituents: Constituents: The Eisen Group Architectural Sales & Associates Southwest Architectural Sales Dan Arthur Dan Arthur PJ PJ Polke PolkeCompany Company Phone: 973.464.1540 | email: darthur@pjpolke.com Constituents: Constituents: P.B. Walker & Associates Architectural Marketing Associates Oberting & Associates Jeff Addis Jeff Addis Mayo Associates Mayo Associates Phone: 678.576.5753 | email: jaddis@teammayo.com Constituents: Constituents: Connection Network Agency The Bekon Group Smoot & Associates 18
Total Door Systems Rep Advisory Council Recommend tools needed to market Total Door Systems Identify and prioritize unmet customer needs Gather feedback from constituents (minimally quarterly) Identify product opportunities Provide oversite during execution of assigned projects 19
Tools & Resources found on our website https://www.totaldoor.com https://www.totaldoor.com Role driven website PowerPoint presentations: PowerPoint presentations: Architects TD Intro & more 1 4 Animation videos Animation videos of how a Total Door works and YouTube Videos common installation & replacement processes YouTube Videosof 2 5 Marketing Materials Marketing Materials on the Partner Portal of the website 3 6 TDS Documents & Factory Bulletins TDS Documents & Factory Bulletins
Sales Tools Presentations AIA CES Presentations Total Door Introduction Total Door Product Training Total Door Project Management Module DoorBuilder 22
Sales Tools Cont d Total Door Installation Class (Factory or On-site) Total Door Sales Class (Factory or On-site) Pop-ups 23
Sales Tools Digital Tools Total Door Website - Specifications and Details - Architect Page - Know Your Code AEC Daily (Online CE class) Construct Connect Master Spec / BSD SpecLink (RIB Software) 24
Resources Service Management Communication Codes/Standards Total Door Installation Classes delivered at the factory or in the field Sales Rep and Distributor Partner Pages Newsletters (Sales rep and Distributor) Certified to BHMA 156.32 Tested as an assembly to UL1784 (w/o artificial bottom seal) Total Door Systems DoorBuilder Social Media Channels YouTube installation and service tutorials Factory Bulletins 25
2022 GOALS GOALS
2022 Goals Create a SMART Plan Specific Measurable Achievable Relevant Timely Schedule Training Curriculum for Distribution Assess Distributor Network Update project status & win/loss status on DoorBuilder 3 Distributors to quote in each market 1 Service Company in each market 28
