Education & HealthCare Vertical Markets Marilyn Collins - - PowerPoint PPT Presentation

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Education & HealthCare Vertical Markets

Marilyn Collins Business Developm ent Education and Healthcare

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Goal of a Vertical Market Sales Call

1. Meet at least ONE of THE CUSTOMER’s Goals

• That means find out what their goals are…

2. Convey Who in the World is ASSA ABLOY? 3. Find Out More About the End User’s Facility, Plans, Needs, Issues & Trends

• This helps us configure the right solution…

4 . End Users are our “Voice of Customer”

Determ ine if ASSA ABLOY is a potential resource for the com plete door opening package Security – Life Safety – Aesthetic Design - Energy Efficiency

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I ndustry Leading Brands…Life-Safety, Security, Access Control… the door AND everything on and around the door!

W ho ( in the w orld) is ASSA ABLOY?

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Vertical Market Focus: Becom e a Resource …then Bring in Business in 2 0 1 0

Our goal is to position vertical market reps as a RESOURCE and a PARTNER to schools, colleges, hospitals, healthcare facilities, military bases, etc

– Becoming a “resource” takes building relationship to a higher level

Give reps tools to access decision makers and “purse holders” Provide reps with useful market information ( dem ographics drive

these vertical m arkets)

Let reps know how end users GET money and where facilities SPEND money Help reps add value to and through the distribution channels Example: REMS grants for K-12 schools; Door gap measuring tools for Joint Commission compliance in Healthcare

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W hat are W e about?

Design Solutions, Preinstalled Doors, Sustainable Buildings, Green Products, I nfection Control, W ireless Access Control, Life-Safety…the w hole package

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ASSA ABLOY Partners w ith Healthcare

From architectural meetings, planning, specification writing, broad distribution, certified installation, after-install service and more…

Securing Buildings and Keeping People Safe

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W hat W ill Business Developm ent Focus

• n in 2 0 1 0 ?

Supporting Strategic Growth Opportunities

DOORS, EEO, etc…

Talent Management – maximize efforts Tools and Processes – aid productivity Alignment & Collaboration

– Example: working more closely with Architectural Reps to get in on the project at earlier phases, so we can influence the door selection. Four Critical Opportunities For Adding Value To DSS Team s…

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THANK YOU…

How can w e help you in 2 0 1 0 ?