property management improvement plan

PROPERTY MANAGEMENT

IMPROVEMENT PLANDillon Greenway, Scott Hill, Jaime Ortega, and Sarah Winkeljohn

The Sherwin-Williams Company

Columbia District

MISSION STATEMENTOur purpose was to develop a

program to expand the Property Maintenance segment of Sherwin-

Williams to improve sales and grow gallons.

Sherwin-Williams SWOT

Strength•Trademark Service•Knowledgeable employees•Location•Brand Recognition•Sales Rep available support•Free Delivery Weakness• Perceived Higher Pricing• Online Ordering

Opportunity• Property Management

Market share• Increase brand awareness• Utilize existing programs

Threat•Big Box Retailers•Low ball pricing•Local retailers setting own

price•Price Perception•S-W Lowe’s Product Line

Sherwin-Williams

SWOT HOME DEPOT

Strength•Large assortment of

products•Service as “one stop

shopping”•Complimentary color eye

station•Perceived Value

Weakness• Lack of training in

employees• Lack of product

knowledge• Lack of product depth• Self Service model

Opportunity• Easier access to

assorted products• Improve employee

training Threat•Big Box Retailers•Competition for

Specialty Stores

Home Depot

SWOT LOWE’S

Strength•Brand Recognition•Large assortment of

products•Online Ordering•S-W product line•Valspar Paint Truck

Weakness• Lack of product

knowledge• Wait time• No follow-up service

provided

Opportunity• Improve employee

training• Improve product

performance

Threat •Big Box Retailers•Competition from

Specialty Stores

Lowe’s

SWOT PPG

Strength•Pricing•Sales Rep available

support•Large brand

recognition from outside contractors

Weakness• Brand Recognition in

the area• Limited Locations

and Services• Product consolidation

Opportunity• Growth on all

segments• Additional

Locations Threats •Big Box Retailers•Local stores have former

Sherwin Williams employees

PPG

SWOT ROSE TALBERT

Strength•Well known in political

circles•Locally owned and

operated•Local recognition•Local Distribution•Product Labeling

Weakness• Few locations

• No quality control on products

• Brand Recognition• Fewer product selection

• Customer Service

Opportunity• High risk credit

customers• Potential for large profit

based on profit policy

Threat•Lack of financial support•Big Box Retailers•Improvement of Products

Rose Talbert

TARGETED CUSTOMERS

Target CustomersNew potential accountsPast accounts not currently buying from us

Current accounts with an opportunity to grow sales

ResearchApartment Finders/ Internet Resources

Customer Weekly Sales Frequency Report

Phone Interviews

Face to Face interaction

Visited Lowe’s, Home Depot, PPG, Rose Talbert

Contact with Store Managers and Sales Rep

Survey Conducted

Customer Comments “The main reason for Rose Talbert is better

pricing. Sherwin-Williams is a better company, but Rose Talbert is more economical.”

“Some of the issues I encounter is that the people don’t really know what they’re talking about with their products.”

“We love our products with PPG.” “Easy convenience for maintenance workers to

go to Lowe’s based on location of the job.” “I wish Sherwin-Williams offered better and

easier online ordering.”

Objections

Obstacles

encountered

OPPORTUNITIES FOR

IMPROVEMENT

Survey Data

58%24%

6%12%

Paint Suppliers Used

Sherwin-Williams PPG Rose Talbert

Lowe's

*Researched based on: 200+ targeted customers called, 50 surveys conducted

Survey Data

25%

20%

5%5%

40%

5%

Associated Product SuppliersSherwin Williams Lowe's Home Depot

Rose Talbert HD Supply Wilmar

*Researched based on: 200+ targeted customers called, 50 surveys conducted

Manager Survey Results

Product Loyalty 28%

Price Percep-

tion22%

National Accounts 11%

Market Condi-tions 22%

Lead Gen-era-tion 11%

Competition6%

Obstacles in Property Man-agement Sales

*Research based on 18 store managers in the Columbia District

Improvement Approach

Improve Lead Generation calls by revamping the process

Focus on high potential sub-segments

Identify and Train Lead Generation Champions

ATTACK PLAN

The Fantastic Four Step Plan

District Wide Event

60 day Program

20 Prospects

High Potential

Focus

STEP 1: MANAGER PREP

Step 1: Store Manager

STEP 2:PRE-CALL PLANNING

Step 2: High Potential Employee in collaboration with Store Manager & Sales Rep

Research prospects/ Qualify list

Train employee to develop

call questions

Schedule weekly time

for designated

calls

Enter call plan in

Sher-Call calendar

STEP 3: MAKING THE CALL

First Call: Get ‘em In Introductio

n and Discovery

•Invite them to potential luncheon

Attract Interest

•Red Carpet•Demo

Second Call: Get ‘em Going

Identify Needs and Schedule In-Person

meeting

•Determined by current product usage

Sign up•Paint ProText Alerts•ProBuy App

myS-W.com

•Offer online payment•View account activity

Third Call: Get ‘em Up

Face-to-Face Appointment

Propose Sale• Test Drive • Price Comparison

Resolve ObjectionsWhat’s Next & When

STEP 4: MEASURE RESULTS

Step 4:

Review results with Store Manager and

Sales Rep

Grade Success/ Hot

Leads

Adjust and revise the

customer list

Summary Our strategy can work and will work

In-Store Event at store 2076 High Potential account assignment 2330

Successful in multiple sectors of Sherwin-Williams

Compared to Sales Blitz in June, this attack plan will be able to be conducted more efficiently

Finding the right person to be held accountable for making the calls is very important

Teamwork

QUESTIONS?