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Published by Do it Best Corp., 2019-07-25 09:48:28

Sales_Initiative_Milwaukee_FLIP

Sales_Initiative_Milwaukee_FLIP

Sales Team Initiative

Milwaukee Elec. Tools

A Strategic Vendor Partnership

Prepared for Do it Best Corp.
Territory Sales Managers

Do it Best Corp and Milwaukee have formed a strategic partnership to drive value and growth to
the power tool and power tool accessory categories for DIB members across the country. Leverag-
ing the strengths of both companies, this partnership brings the very best products, services, and
solutions to your power tool department. We believe our members should lead the industry in the
both categories, and this partnership will support and drive that vision.

01 02 03

MEMBER VALUE OUR YOUR
PROPOSITION MISSION RESPONSIBILITY

01

MEMBER VALUE PROPOSITION:
Our strategic vendor partnerships provide our members with the
best programs, products, and support to win at retail. These partners
have strong national brands driving our members visibility and
credibility at retail. They help our members grow by having the latest
products, complete assortments, superior merchandising, and com-
petitive acquisition costs and retails. They also have staff in place to
support the success of promotions and field sales initiatives.

Strategic vendor partnerships will ultimately result in increased
customer count and higher average sales per customer driving
overall profitability for our members and DiBC.

This initiative is important to Do it Best Corp.
to support the following pillars of growth:

1. Increasing Share of Wallet
2. Increasing Retail Excellence
3. Increasing Market Share

04 05 06

YOUR TOOLS FOR KEY
GOAL SUCCESS CONTACTS

02

OUR MISSION:
For a member to be the market leader in categories supported by
Milwaukee through a collaboration between the member, DiBC
territory sales managers, and Milwaukee field sales team. This
focused collaboration will increase the field engagement between
Milwaukee’s field sales team and DiBC’s territory sales managers.

By access to category expertise, vendor support, and exceptional
product selection we collectively will provide a proven roadmap
for DiBC members to have a thriving power tool and power tool
accessories department that truly becomes a destination, with
increased sales and improved profitability.

03

YOUR RESPONSIBILITY:
• Review Targit data to determine top xx opportunities in territory
focusing on all categories Milwaukee provides

• Walk the targeted members departments to determine existing
conditions, merchandising, and true opportunity

• Collaborate with local Milwaukee representative on opportunities
and timeline for meeting with identified targets

• Leverage Milwaukee representative’s category expertise and data
to jointly present a complete program using the value proposition,
suggested planograms, and programs specific to Milwaukee

• Follow-up on any pressure points from initial meeting and over
come objections.

• Provide a timeline, agreed upon by the Milwaukee representative,
for placing and receiving the initial order and reset completion

• Receive order confirmation from the Milwaukee representative
and re-confirm timeline for delivery and completion of sets. Make
any adjustments necessary to timeline and provide to member

• Upon set completion, Milwaukee representative provides pictures
of the reset to the territory sales manager who will follow-up with
member

04

YOUR GOAL:
Based on Milwaukee research, power tool accessory purchases should
meet a threshold of 25% of total Milwaukee power tool purchases.
Increase overall Milwaukee purchases by xx%

Based on Milwaukee’s data and best practices, power tool accessory
purchases should meet a threshold of 25% of total Milwaukee pur-
chases across all categories. Increase overall Milwaukee purchases by
xx%

to ensure maximum profitability
Partner with Milwaukee Focus our members Milwaukee power tool
and power tool accessories assortment to maximize the sales and
profitability of the category.

05

TOOLS FOR SUCCESS:
• Targit Data

• Inventory and Pricing Dashboard Data

• Field engagement with local Milwaukee representatives with
commitment of timely support

• Milwaukee RSC backed product catalog

06
KEY CONTACTS: MILWAUKEE DIBC NATIONAL ACCOUNT MANAGERS

Kyle Engstrom Tim Laupert
(612) 816-1851 262-389-4495
[email protected] [email protected]

Provide a copy of the Milwaukee field sales team coverage map with
contact information for regional managers and local representatives.

APPENDIX:
SALES COLLATERAL

“How-to” quick reference
for running Targit reports
specific to both Milwaukee
vendor numbers (i.e Choose
vendor numbers 5297 and
4031, proper date etc.),
categories, and sku’s (for
specific initiatives)

Updated RSC backed
Milwaukee product cata-
log - Do all of the available
Milwaukee POG’s have DiBC
POG numbers as well? In
the past they have not.
Most of them only have Mil-
waukee assigned numbers
which means they cannot be
ordered by POG # through
the RSC.

Key categories for growth -
where should we focus for
the best opportunities

Provide a copy of the
Milwaukee field sales team
coverage map with contact
information for regional
managers and local repre-
sentatives.

Sales Team Initiative:
Milwaukee Elec. Tools
A Strategic Vendor Partnership


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