VIEWS: 33 PAGES: 14 POSTED ON: 9/8/2012
Projects This program is registered with the AIA/CES for continuing professional education. As such it does not include content that may be deemed or construed to be an approval or endorsement by the AIA of any material of construction or any method or manner of handling, using, distributing, or dealing in any material or product. Questions related to specific materials, methods, and services will be addressed at the conclusion of this presentation. Agenda • Why Projects? • What constitutes a project? • Sources for leads • How to sell to projects • After sales support / service • Best practices • Questions Why Projects? • Generally are large sales - $$$$$ • Grow the Delta/distributor portfolio that helps drive future business • Projects often prefer branded product – Technology – Warranty – Service Hilton Plantations, Trinidad What constitutes a project? Jamaica Medellin, Colombia Quito, Ecuador Manila, Philippines Intercontinental Playa Bonita- Panama Sources for leads • Local networking – Builders – Architects/designers – Contractors • Government permit offices • Job site signs – contractor information (drive around) Sources for leads • Trade Shows • Training/”lunch and learns” for Architects and Designers • Delta Faucet – professional contacts with hospitality chains, and decision makers. Shangri-La, Macau How to sell to projects • Must identify who “the” decision makers are – Designers – Architects – Specifiers/engineers – Contracting company • Be a solution provider, not an order taker – Understand customer needs – design Marriot, Santiago Chile – What is the design of the rooms? – What is the budget? How to sell to projects • No two projects are a the same!!!! • Items to find out: – Project’s internal processes – paper work, special Venetian Las Vegas codes/product demands – Competing brands – Delivery time line Venetian Macau How to sell to projects • Get DFC model in the written spec • Follow up – defend your spec – Are they going to value engineer the spec? – Has the design changed? – Is there a decision maker you have not won over yet? • Recommendations: – Have a project specialist Burj Dubai, United Arab Eremites – Be timely and persistent – Ask if they have any other projects they are planning or working on Service and Support • Be willing to help with technical issues • Provide after sales training for the maintenance staff • Have a supply of repair parts Court Yard Marriott, Port of Spain Trinidad Renovation Hotels renovate every 7 -10 years Best Practices Ocean Trump Towers Panama Best Practices Punta Cana, D.R. Questions?
Pages to are hidden for
"Projects"Please download to view full document