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Making The Most of the FCCC Contracts in California
Vendor Sales Staff Training
The Right Choices, For The Right Reasons
Agenda
Introductions FCCC Goals & Support for Contract Your Company’s Support for Contract The Contract’s Value Added Benefits to Consortium Selling the Contract – Rep and Dealer Perspective Selling the Contract – End User’s Perspective Selling the Contract – Purchasing’s Perspective Vendor’s Contract Questions and Answers
Thanks for Being Here!
Introductions
Your Name Your Company and Position Your Personal Goal for This Training Session
The Foundation’s Goals and Commitment
Who We Are Marketing
– Website Links– Collateral– CCFC Event
Training– Purchasing Directors– Facilities Directors
Your Company’s Commitment
KI – Deanna Zimmerman
Your Company’s Commitment
VS – Carmen Braun Saxton Bradley - Ray Near
An Exercise in Two Parts
• As a group, develop the list of criteria that a Community College client usually uses to make their final decisions between which vendor/product to use for their product
• List in order of priority • By Decision Maker
An Exercise in Two Parts
Now, individually please answer these questions:
1. Why do clients buy from KI or VS today?
2. Why do clients buy from you today?
The Results
How Is It Typically Done?– Who’s involved– What are criterion for selection– When does the process occur– The common result– The long-term financial impact on the CCD
Value Added Benefits
Total Cost of Ownership Approach Performance Specifications vs. Technical
Specifications Leveraging Taxpayer’s Investments Enterprise Level Partnerships
Why These Vendors, Why These Products
Disabled Stud.
Tech
Facilities
Community
Purchasing
Administration
Faculty
Students
Decision Criteria
Ease of movement
Long term comfort
Attraction/Retention
Simplicity of Ordering
Professional Environment
Cleaning and Maint.
Access for changes
Ease of use
PRIMARY ISSUES
Why These Vendors, Why These Products
Bringing the organization into alignment on selection criteria– Decision Criteria Process– Creating Performance Specifications
Making effective decisions with Performance Specifications– Evaluation Process– Project Applications
Why These Vendors, Why These Products
What are Performance Specification really?– Manufacturer Expectations– Service Provider Expectations– Product Expectations
Why do they matter?
Breaktime!
15 Minutes, Please! Restrooms are on either side of the lobby,
down to your right about 100 feet, or to you left and then left again
Selling The Contract
Before the break, we touched on Performance Specifications
– Aligns actual business issues with product solutions– Focuses clients on what matters most, from a broad
perspective rather than just their own– Makes recommending a specific product easier to justify to
their internal staff
Selling The Contract
Value of Performance Specifications From A Vendor’s Perspective
– Reduced marketing time to determine “fit” with client needs– Increased opportunity with clients who utilize DC approach– Reduced time in pursuing projects that are not in alignment
with performance based decision making (avoiding low price scenarios)
Selling The Contract
Value of Performance Specifications From An End User’s Perspective
– Better understanding of Features and Benefits of products from their perspective
– Simplified, objective approach to evaluating product– Get more product for their money
Selling The Contract
Value of Performance Specifications From A Purchasing/Buyer’s Perspective
– No need for expensive bidding– Less push back from non-aligned vendors– Value added services that reduce the confusion of who
should be doing what– Easier management of post-purchase services (warranty,
etc.)
Selling The Contract
What you should emphasize:– Product Offering
– Manufacturer-held Contracts
– Value-added Services
Selling The Contract
How To Prepare:– Read
– Understand
– Know
– Help
Consultative Selling in Tough Times
Vendor Services Above And Beyond Manufacturer’s Commitments to Long Term
Value Pre-Qualified, Appropriate Products Buying Power of Entire System Supporting Publicly Funded Education
Consultative Selling in Tough Times
Working with your company’s team, please spend 10 minutes outlining what you will do in the next 90 days to approach a new client with this contract.
Thanks!
Questions that we have not yet covered? Points that we should go over again?
Thanks!
Most interesting thing learned today? Something that did not add value to this
session? How do you plan to use this data in the
selling of your products to Community Colleges in the future?
What do you want to learn more about that will make you more effective?
