034 Measuring and Reporting Value Added Savings
Presenter: Tim Underhill
Date: Tuesday, March 10, 2020
Time: 8:00-11:30 am
Level of Complexity: Foundational
Course Description: In this course we will walk you through how to measure value added savings for any solution you provide. It is focused on industrial, construction and heavy commercial sales/contracts. We will provide work sheets and case studies to work through on how to measure the savings. We will also demonstrate tools to help you capture, sell and report value added savings. However, this will not be a class focused on selling, it is primarily focused on the Measurement and Reporting of Value-Added savings.
- How to determine what cost drivers your solution impact
- How to measure these cost drivers in terms of dollar savings
- How to report the savings to customers
Tim is president of Strategic Business Solutions. His focus is to help distributors and manufacturers develop the skills and tools to document their value, develop account penetration/retention strategies, and create unique selling propositions based on total cost. Some of his clients have been able to document total cost savings of 20% or more compared to the annual purchase/sales price involved.
Mike Marks and Mike Emerson
According to authors Mike Marks and Mike Emerson in their book, What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, there is absolutely no relationship between your sales incentive plan and your likely gain or loss in market share.