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					                                                                  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?

				
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posted:9/8/2012
language:English
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