sales operations and coverage increase generation of crm sales leads detected by call center new...

Sales operations and Coverage

• Increase generation of CRM sales leads detected by Call Center

• New general construction machines distribution. Increase participation index in construction and agricultural market

• Improve customer retention and prospecting. Key account customers loality.

• Increase after sales MaK brand Engines market share. Increase euros per Kilowatt installed.

• Increase Lift Truck’s market share business through coverage reengineering

• Establish RUN (Rental-Used-New) Model

• Improve Sales Velocity (Sales Administration)

• Improve sales team efficiency and salesmen commissions model for new machines sales

• Power Systems Retail Market Coverage

Rental Business

• Reduce commercial process costs to rent core and heavy machines keeping customer satisfaction

• Improve rental coverage for heavy machines

• Establish RUN (Rental-Used-New) Model

• Increase rental fleet gross margin through operating cost reduction

Used Equipment Business

• Increase gross profit in used trade-in machines operations coming from new product sell

• Establish RUN (Rental-Used-New) Model

• Increase sales of used machines coming from rental fleet, trade-in and external purchases

• Establish salesmen commissions model for used machines sales

Marketing and CRM

• Increase generation of CRM sales leads detected by Call Center

• Improve customer retention and prospecting

• Increase after sales MaK brand Engines market share. Increase euros per Kilowatt installed.

• Customer Micro-Segmentation. Increase Marketing campaigns efficiency so participation rate can be improved • Machinery price definition. Increase gross margin keeping market share.

Work tools and Attachments Business

• Work Tools business market share increase

• Work Tools Stock Optimization. Establish accurate work tools stock for market demand.

• Establish salesmen and product support sales representative commissions model for work tools business

After Sales Business

• Global Mechanics Dimension According Market. Increase service support market share strengthen the difference with competition. Increase customer satisfaction and loyalty.

• Increase hydraulics segment spare parts and service market share

• Increase Customer Service Agreement sales through new machines sold. This will increase product support market share and customer Loyalty

• Labor Price adjustment to market demand. Balance market share, net profit and customer satisfaction from labor service.

• Increase after sales MaK brand Engines market share. Increase euros per Kilowatt installed.

• Turn Canarias, Valladolid and Malaga Branches to breakeven point

• Improve power system after sales marine sales in Spain and Portugal