Marketing
Your
company may already have an established identity as a major player in your market area. However, marketing your
company on a broad basis (Internet, industry publications etc.)
isn’t the hard part. The difficulty is getting sales, service and other trade personnel excited about using your marketing materials, and doing it
consistently on every single sales or service call opportunity.
There
are advantages of being part of the Contractor Support System when it comes to marketing your company's strengths. With
the support of the OVI network
you will demonstrate to your customers that you are not alone in your
ability to get them the results they need. For example, it
encourages the following:
-
Provides
the ability to locate and identify all companies in the OVI
network
for customers with multiple locations.
-
Establishes
a method of sharing job opportunities through cross network
selling.
-
Provides
incentives for inter-company and intra-company sales efforts to the
same customer.
-
Consistently
markets your organization as a national group of contractors
lending your strengths to one another.
-
Updates
all companies in the OVI network with
Industry Knowledge as it occurs
.
-
Establishes
service and project agreement types throughout the OVI network. For
example:
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SERVICE
AGREEMENTS
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TSP
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Total
Service Program
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Full
labor*, parts, materials and supplies
|
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PMP
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Planned
Maintenance PLUS
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Full
labor*, materials and supplies - NO PARTS
|
|
PM
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Planned
Maintenance
|
PM
labor*, materials and supplies - ONLY
|
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CMP
|
Custom
Maintenance Program
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As
designed by customer
|
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BSA
|
Building
System Analysis
|
|
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PROJECTS
/ RETROFITS
|
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DBP
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Design/Build
Project
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As designed by the contractor (terms are consistent; design is creative planning)
|
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PSP
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Plan & Spec
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Plan & Specification as dictated by architect or engineer
|
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CSP
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Custom
Service Project
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Any custom project designed to enhance or improve a
facility
|
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* Full Labor implies: that which is required to provide travel,
inspection, maintenance, repair and emergency service labor. |
|
* PM Labor implies: that which is required to provide travel,
inspection and maintenance labor. |
All
service and project agreements are prepared consistent with corporate terms,
content and policies. And all are presented to the customer in a way
that demonstrates continuity among the represented companies in the OVI network.
Having
your company name and logo on business cards, service reports,
invoices and the side of your trucks just isn't enough. And sales
people are not the only ones in the company that need to have
marketing tools made available to them. Service technicians and trade professionals need them
as well. And they need to be trained on how and when to use them.
When
a customer asks a service technician or trade professional for information regarding other
services available, they should be able to provide that information
right there on the spot. They should also have some sort of
"leave behind" literature for an upcoming promotion or the
introduction of a new product or equipment line that is now
available. Do you want your trade personnel to have the ability to sell
additional services to the customer? Absolutely!
The Market Development Module contains a wealth of information on how to present your company as a community leader which gives the customer the
benefit of having done business with you. Give
everyone in your company, and your customers, the OVI
advantage. Invest in this proven method of promoting, earning and
repeating new business. Review a sample of the market development module for further information.
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