property management improvement plan
TRANSCRIPT
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?