AM Notebook-5

1

2020 Calendar

January February March April May June

1 We New Year's Day 1 Sa 1 Su 1 We 1 Fr 1 Mo
2 Th
2 Th 2 Su 2 Mo 3 Fr 2 Sa 2 Tu
4 Sa
3 Fr 3 Mo 3 Tu 5 Su 3 Su 3 We
6 Mo
4 Sa 4 Tu 4 We 7 Tu 4 Mo 4 Th
8 We
5 Su 5 We 5 Th 9 Th 5 Tu 5 Fr
10 Fr
6 Mo 6 Th 6 Fr 11 Sa 6 We 6 Sa
12 Su
7 Tu 7 Fr 7 Sa 13 Mo 7 Th 7 Su
14 Tu
8 We 8 Sa 8 Su 15 We 8 Fr 8 Mo
16 Th
9 Th 9 Su 9 Mo 17 Fr 9 Sa 9 Tu
18 Sa
10 Fr 10 Mo 10 Tu 19 Su 10 Su 10 We
20 Mo
11 Sa 11 Tu 11 We 21 Tu 11 Mo 11 Th
22 We
12 Su 12 We 12 Th 23 Th 12 Tu 12 Fr
24 Fr
13 Mo 13 Th 13 Fr 25 Sa 13 We 13 Sa
26 Su
14 Tu 14 Fr 14 Sa 27 Mo 14 Th 14 Su
28 Tu
15 We 15 Sa 15 Su 29 We 15 Fr 15 Mo
30 Th
16 Th 16 Su 16 Mo 16 Sa 16 Tu

17 Fr 17 Mo Presidents' Day 17 Tu 17 Su 17 We

18 Sa 18 Tu 18 We 18 Mo 18 Th

19 Su 19 We 19 Th 19 Tu 19 Fr
20 Fr
20 Mo Martin L. King 20 Th 21 Sa 20 We 20 Sa
Day

21 Tu 21 Fr 21 Th 21 Su

22 We 22 Sa 22 Su 22 Fr 22 Mo

23 Th 23 Su 23 Mo 23 Sa 23 Tu

24 Fr 24 Mo 24 Tu 24 Su 24 We

25 Sa 25 Tu 25 We 25 Mo Memorial Day 25 Th

26 Su 26 We 26 Th 26 Tu 26 Fr

27 Mo 27 Th 27 Fr 27 We 27 Sa

28 Tu 28 Fr 28 Sa 28 Th 28 Su

29 We 29 Sa 29 Su 29 Fr 29 Mo

30 Th 30 Mo 30 Sa 30 Tu

31 Fr 31 Tu 31 Su

2

July August September October November December

1 We 1 Sa 1 Tu 1 Th 1 Su 1 Tu
2 We
2 Th 2 Su 3 Th 2 Fr 2 Mo 2 We
4 Fr
3 Fr Indep. Day 3 Mo 5 Sa 3 Sa 3 Tu 3 Th
4 Sa (observed) 4 Tu 6 Su
7 Mo Labor Day 4 Su 4 We 4 Fr
Indepen-dence 8 Tu
Day 9 We
10 Th
5 Su 5 We 11 Fr 5 Mo 5 Th 5 Sa
12 Sa
6 Mo 6 Th 13 Su 6 Tu 6 Fr 6 Su
14 Mo
7 Tu 7 Fr 15 Tu 7 We 7 Sa 7 Mo
16 We
8 We 8 Sa 17 Th 8 Th 8 Su 8 Tu
18 Fr
9 Th 9 Su 19 Sa 9 Fr 9 Mo 9 We
20 Su
10 Fr 10 Mo 21 Mo 10 Sa 10 Tu 10 Th
22 Tu
11 Sa 11 Tu 23 We 11 Su 11 We Veterans Day 11 Fr
24 Th
12 Su 12 We 25 Fr 12 Mo Columbus Day 12 Th 12 Sa
26 Sa
13 Mo 13 Th 27 Su 13 Tu 13 Fr 13 Su
28 Mo
14 Tu 14 Fr 29 Tu 14 We 14 Sa 14 Mo
30 We
15 We 15 Sa 15 Th 15 Su 15 Tu

16 Th 16 Su 16 Fr 16 Mo 16 We

17 Fr 17 Mo 17 Sa 17 Tu 17 Th

18 Sa 18 Tu 18 Su 18 We 18 Fr

19 Su 19 We 19 Mo 19 Th 19 Sa

20 Mo 20 Th 20 Tu 20 Fr 20 Su

21 Tu 21 Fr 21 We 21 Sa 21 Mo

22 We 22 Sa 22 Th 22 Su 22 Tu

23 Th 23 Su 23 Fr 23 Mo 23 We

24 Fr 24 Mo 24 Sa 24 Tu 24 Th

25 Sa 25 Tu 25 Su 25 We 25 Fr Christmas Day
26 Mo
26 Su 26 We 27 Tu 26 Th Thanks-giving 26 Sa
Day

27 Mo 27 Th 27 Fr 27 Su

28 Tu 28 Fr 28 We 28 Sa 28 Mo

29 We 29 Sa 29 Th 29 Su 29 Tu

30 Th 30 Su 30 Fr 30 Mo 30 We

31 Fr 31 Mo 31 Sa 31 Th

3

“I consider it my job first and foremost to create a
company climate in which every single individual is able to
develop the will to succeed and a sense of commitment
while still having fun at work.” -Martin Hilti

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6

7

EXECUTIVE SALES CYCLE

EXECUTIVE QUESTIONS

• What are your top priorities for this year?
• Where do you see your company in 5 years? 10 years?
• What areas within your infrastructure are you looking to improve this

year? Why?
• What major projects are you working on this year or targeting to work

on?
• If price were equal, how would you determine which products,

services, or software you would choose?
• If I could do a deep dive into your business to find areas where Hilti

can improve your profitability, safety, and productivity, would you be
open to a business review presentation?

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9

Create an elevator pitch to explain the value of Fleet and ON!Track

1. Write 1 Very Impactful question to ask during a VIP meeting that can
facilitate the conversation towards services, and 2 highly effective
follow up questions (think SNIB: Situation, Needs, Implication,
Benefits)

2. List 3 accounts that you will focus on – who is the decision maker?
What are the challenges with each customer?

• Example Pitch: Hilti has been a global innovator of products, software,
and services for the construction industry for over 75 years. Our goal
is to develop best practices to help our customers be the best in their
field. Our expertise has been developed over the years by our close
relationships with our customers, and a constant drive towards
innovation. We have identified some common challenges in the way
construction professionals manage their assets that add additional cost
to their organization. Some of these challenges include lost/stolen
assets, old/unproductive technology, improper/lack of maintenance,
managing certifications for equipment and employees, and time
wasted searching for items. Through an integration of technology and
Hilti’s commitment to customer service we have developed a solution
to help our customers track and manage all their assets eliminating
many of the challenges that drive-up costs. Combining our asset
management software with our tool management service, we can help
our customers increase productivity, minimize risk, and streamline their
internal asset management process which has a positive impact on the
overall profitability of their business. Through an onsite consultation
and analysis, we can help our customers identify their current
operational challenges, add transparency into the current costs, and
offer customized solutions to integrate into their current business

• Example Questions –

• Have you recently adapted any process changes in your organization
that have impacted your bottom line?

• How often do you change your construction methods to improve your
onsite productivity?

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11

INP STICKER SPOT

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13

RED THREADS

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Notes

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Customer New Reno Shell Tenant Fit
Job Name/Address Out
Job Value (BC Trade)

Type of Project

Project Scope
Concrete Pour Schedule

PM
Foreman
Projected Completion Date
Measure
How do you currently lay out your jobsites?
How many hours have you estimated to layout the project?
Do you use Auto Cad/Revit design in-house or sub-out?
Can we schedule an onsite demo with your layout points?
Do you have to scan before coring/drilling?

Open
What type of a slab? How thick? (PT Deck or Corrugated
Metal?)
Do you have a pour schedule?
How are you creating your control joints? OSHA Compliant?
Are you tying into any existing slabs?
How much have you budgeted for gas and upkeep of onsite
generators?

Fasten
Are you inserting anchors into the concrete floor decks?
Are you planning to cast-in or post-install your anchors?
Do you need a "code compliant" post installed anchor?
Is there Direct Fastening in the plans for structural walls or
any formwork applications?

Close
Is there any firestop in your scope of work?
Do we need to schedule Firestop training at the project?
Do you need a Firestop submittal? Does the project specify a
Certified Installer?
Is there any exposed concrete in the plans that needs to be
finished?
Are you using any foams or grouts on this project?

General
How are you staying OSHA compliant? Do you have a
WECP?
Are you currently running into any challenges or problem on
site?

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Customer New Reno Shell Tenant Fit
Job Name/Address Out
Job Value (M&E Trade)

Type of Project

Project Scope
Concrete Pour Schedule

PM
Foreman
Projected Completion Date
Measure
How do you lay out Stub Ups and Sleeves?
How many hours have you estimated to layout the project?
Do you use Auto Cad/Revit design in-house or sub-out?
Can we schedule an onsite demo with your layout points?
Do you have to scan before coring?

Open
What type of a slab? How thick? (PT Deck or Corrugated
Metal?)
Do you have a pour schedule?
Are you sleeving this project? What type of sleeves?
Do you have to create Low-Voltage pathways?
Do the sleeves require a UL water rating or a steel stand-off?

Fasten
Are you inserting anchors into the concrete floor decks?
Are you planning to cast-in or post-install your anchors?
Do you need a "code compliant" post installed anchor?
Can you Direct Fasten for 2" pipes and smaller?

Close
Are you self-performing your wall penetrations?
Do we need to schedule Firestop training at the project?
Does the project Spec. require an FM 4991 Certified
Installer?
Do you need a Firestop submittal?
Will your FSC install your Putty Pads?
Can I send you a list of our certified Installers?

General
How are you staying OSHA compliant? Do you have a
WECP?
Are you currently running into any challenges or problem on
site?

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Contacts Names and Titles
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Business Description
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1. _____________________________________________________________
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1. _____________________________________________________________
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1. _____________________________________________________________
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3. _____________________________________________________________

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Notes

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Company __________________________________________________________

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Business Description
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1. _____________________________________________________________
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1. _____________________________________________________________
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1. _____________________________________________________________
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Notes

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Company __________________________________________________________

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Notes

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Company __________________________________________________________

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Notes

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Company __________________________________________________________

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Company __________________________________________________________

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Company __________________________________________________________

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S.M.A.R.T. Meeting Goals
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S.M.A.R.T. Meeting Goals
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S.M.A.R.T. Meeting Goals
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Company __________________________________________________________

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S.M.A.R.T. Meeting Goals
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Company __________________________________________________________

Contacts Names and Titles
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Business Description
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S.M.A.R.T. Meeting Goals
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Our Next Steps & Their Next Steps
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Company __________________________________________________________

Contacts Names and Titles
1. _____________________________________________________________
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3. _____________________________________________________________

Business Description
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S.M.A.R.T. Meeting Goals
1. _____________________________________________________________
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1. _____________________________________________________________
2. _____________________________________________________________
3. _____________________________________________________________

Our Next Steps & Their Next Steps
1. _____________________________________________________________
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Company __________________________________________________________

Contacts Names and Titles
1. _____________________________________________________________
2. _____________________________________________________________
3. _____________________________________________________________

Business Description
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S.M.A.R.T. Meeting Goals
1. _____________________________________________________________
2. _____________________________________________________________
3. _____________________________________________________________

Specific Questions
1. _____________________________________________________________
2. _____________________________________________________________
3. _____________________________________________________________

Our Next Steps & Their Next Steps
1. _____________________________________________________________
2. _____________________________________________________________
3. _____________________________________________________________

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