Deliv Chicago Market
90 Day Ramp up
Overview
I’ve identified several action items, goals, and strategic initiatives that through proper implementation
will co...
30 Day Goals
Develop A Sales Process
Establish Personal Metrics: i.e “Lead Gen” 15 Accounts per day, 45- 50 Dials per day,...
30 Day Activity Metrics
40 New SMB Accounts Closed
Launch a special holiday initiative
Fully Ramped
25-50 Appointments mon...
30 Day Target Accounts & Strategic Initiatives
*Akira-Chicago
*Downtown Hotels -{Trump Hotel & Towers}
*Magnificent Mile-D...
Akira is located in densely populated
commercial centers within the Chicago Market
Potential Decision Maker:RJ Mac Linkedin
Downtown Hotels
Chambers of Commerce-Mass Adoption
The most important aspect of Deliv’s business
model is that it is not a customer facing...
“The Breakdown” 30 Day
Educate the local business community
Position our services as a way to drive additional revenue dur...
60 Day Target Accounts
Area Dry Cleaners-CD One Price Cleaners
Select Grocers-Mariano’s
Law Offices
Flower Shops
Shopping ...
60 Day Metrics
80 New SMB Accounts Closed
60-75 Appointments per month
900 Generated Leads in Salesforce.com
Shopping Centers/Tourist Attractions
I’ll approach this important bloc of potential clients, with a strategy focused on
fo...
Navy Pier is a strong tourist
attractions and it is adjacent to most
of the large hotels downtown.
The foot traffic is an ...
Cleaners provide an almost essential service. Each time
a buyer “digs into his or her’s wallet”, they do so while
processi...
I suggest that we only allow select items to be
available for delivery. Mariano’s is in the
process of aggressively expand...
60 Day Breakdown
Build relationships with service providers that are more aligned with essential
services.
Focus on drivin...
90 Day Target Accounts
Groupon.com
Ideeli.com
Karmaloop.com
Rent the Runway.com
Luxury High Rises
Senior Citizen Communiti...
90 Day Activity Metrics
120 Accounts Closed
100 Solid Appointments per month (3 per day)
1200 Leads Generated in SalesForc...
Key Customer Base-Millennials
Millennials are important to our strategy, if we are going to increase volume in our market,...
Karmaloop is popular with millennials and they’ve launched a mobile applications. More purchases are
being made via mobile...
Menards is headquartered in Eau Claire, Wisconsin and doesn’t present much of a hurdle for us while
prospecting this large...
This site was recently acquired by Groupon, almost entirely because of its popularity amongst
millennials. Ideeli also has...
90 Day Breakdown
By this time we should implementing a three prong strategy meant to increase deliveries per day
during th...
Salary and Compensation Plan
Salary: 58K(base) 75K(100% of plan)
mobile phone
mileage reimbursement(company standard)
Lapt...
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Nate's 30-60-90

Published on: Mar 3, 2016
Source: www.slideshare.net


Transcripts - Nate's 30-60-90

  • 1. Deliv Chicago Market 90 Day Ramp up
  • 2. Overview I’ve identified several action items, goals, and strategic initiatives that through proper implementation will correlate with our company’s vision and exceed our success standard. 30 Days: During the first 30 days on the job, I’d like to devote time to training, meeting team members, learning the organization’s procedures, systems, products and services. I should be conducting sales appointments, networking, and establishing daily protocol with my management team. Furthermore I’d like to identify special projects based on special occasions and theorized spikes in volume. I will be fully ramped and actively closing new business.
  • 3. 30 Day Goals Develop A Sales Process Establish Personal Metrics: i.e “Lead Gen” 15 Accounts per day, 45- 50 Dials per day, 5-10 appointments per week Identify commercial centers/areas with the highest growth potential Identify Travel Centers-i.e O’Hare Oasis-Surrounding Areas Identify Top 50 Accounts within the Chicago market Participate in product training Review sales materials Establish working relationship and expectations with directs, team members, and business partners Become fully acclimated with our company’s culture and mission.
  • 4. 30 Day Activity Metrics 40 New SMB Accounts Closed Launch a special holiday initiative Fully Ramped 25-50 Appointments monthly 600 Generated Leads in Salesforce.com
  • 5. 30 Day Target Accounts & Strategic Initiatives *Akira-Chicago *Downtown Hotels -{Trump Hotel & Towers} *Magnificent Mile-Downtown Retailers *Chambers of Commerce-{Strategic Initiative-Mass Adoption} * Target Neighborhoods with a “commuter culture”{Strategic Initiative} i.e. Wicker Park, Lincoln Park, Logan Square, River North {Map of Chicago Neighborhoods}
  • 6. Akira is located in densely populated commercial centers within the Chicago Market Potential Decision Maker:RJ Mac Linkedin
  • 7. Downtown Hotels
  • 8. Chambers of Commerce-Mass Adoption The most important aspect of Deliv’s business model is that it is not a customer facing brand, our technology is a key point of competitive differentiation within the marketplace for SMB clients, and it levels the playing field for brick and mortar retailers facing mounting competition from online marketplaces. Engaging the SMB owners directly will increase the likelihood that our services will become fully integrated into business operators customer service strategy, and that in-turn will lead to increased volume in short more deliveries per day.
  • 9. “The Breakdown” 30 Day Educate the local business community Position our services as a way to drive additional revenue during the holiday season. Become aligned with hotels and position the product as a way to add value to a customer’s experience.
  • 10. 60 Day Target Accounts Area Dry Cleaners-CD One Price Cleaners Select Grocers-Mariano’s Law Offices Flower Shops Shopping Centers/Outlet Malls Tourist Attractions-Navy Pier
  • 11. 60 Day Metrics 80 New SMB Accounts Closed 60-75 Appointments per month 900 Generated Leads in Salesforce.com
  • 12. Shopping Centers/Tourist Attractions I’ll approach this important bloc of potential clients, with a strategy focused on foot traffic. Woodfield Mall attracts an estimated 27 million visitors annually, and Navy Pier attracts about 8.69 million.
  • 13. Navy Pier is a strong tourist attractions and it is adjacent to most of the large hotels downtown. The foot traffic is an excellent indicator of potential volume.
  • 14. Cleaners provide an almost essential service. Each time a buyer “digs into his or her’s wallet”, they do so while processing the perceived value of a service or product. Laundering and cleaning clothes is apart of every Americans hygiene regimen.
  • 15. I suggest that we only allow select items to be available for delivery. Mariano’s is in the process of aggressively expanding in the Chicago Market, with the exit of Dominick’s from Chicago; this has left 9% of the market open. Simply this is in line with my strategy to sell the product as a point of competitive differentiation. FYI: This chain has approximately 6 new stores planned in Chicago.
  • 16. 60 Day Breakdown Build relationships with service providers that are more aligned with essential services. Focus on driving volume, through aggressively closing service providers. Target businesses that are apart of a consumer’s daily routine
  • 17. 90 Day Target Accounts Groupon.com Ideeli.com Karmaloop.com Rent the Runway.com Luxury High Rises Senior Citizen Communities Home Improvement Stores- I.E. Menards Note: The online marketplaces that I’ve targeted are all well known amongst millennials, millennials have been identified by many blogs, publications and competitors as among the most likely early adopters of same day delivery. Note: Senior Citizen Communities are another trial balloon that I’d like to float, offering same day delivery to seniors is altruistic and good sound public relations; social business is acceptable and business operators are willing to deal with perceived limitations in exchange for the good press.
  • 18. 90 Day Activity Metrics 120 Accounts Closed 100 Solid Appointments per month (3 per day) 1200 Leads Generated in SalesForce.com Delivery per day goal: 1500 Delivery per day Launched Special Holiday Initiative
  • 19. Key Customer Base-Millennials Millennials are important to our strategy, if we are going to increase volume in our market, we have to find out when and where millennials are making purchases. By 2014, Millennials will make up 36 percent of the country’s workforce. Currently, the demographic is on pace to reach 80 million this year. Figuring out just what this voluminous generation wants is the Rosetta Stone of 21st Century marketers, and some early findings are starting to point the way. The Boston Consulting Group (BCG), along with Barkley and Service Management Group, recently surveyed 4,000 Millennials to try to understand what makes them tick when it comes to their consumer behaviors.The survey found that the generation is obsessed with instant gratification. In fact, they shop for groceries at convenience stores twice as often as non-Millennials. For apartment firms, this means that customer service models need to reflect the speed, ease, and efficiency the group has come to demand. And this is a generation actively engaged in consuming, and influencing. Millennials are far more engaged in online activities, like rating products and services, than non-Millennials (60 percent, versus 46 percent). Source
  • 20. Karmaloop is popular with millennials and they’ve launched a mobile applications. More purchases are being made via mobile applications, this a popular form of shopping amongst millennials. Most if not all of the purchases being made on Karmaloop are items that are depreciable; typically the cost of the items come out consumers discretionary income, which is tied to impulse buying and instant gratification.
  • 21. Menards is headquartered in Eau Claire, Wisconsin and doesn’t present much of a hurdle for us while prospecting this large retailer. The majority of the stores are located in the Midwest and Chicago is clearly the largest market, which makes pitching the idea as a trial/holiday only strategy very effective. Key points: 285 stores in and around the Midwest Home Depot has already made progress in pursuing same day delivery service Menards has a distribution center in Plano, IL {not all orders will have to originate in the stores}
  • 22. This site was recently acquired by Groupon, almost entirely because of its popularity amongst millennials. Ideeli also has mobile apps with heavy participation. Ideeli's business model is based on acquiring excess or sample merchandise and selling it quickly at very steep discounts to their members. Sales typically last less than 48 hours. To keep up with the turn over, ideeli operates their own photography studio to roll over their digital catalog every day. {Wikipedia}
  • 23. 90 Day Breakdown By this time we should implementing a three prong strategy meant to increase deliveries per day during the holiday season; this initiative will also establish key relationships that will create sustained growth within the Chicago Market. Direct engagement of Business owners/integrate into SMB owners overall market strategy. Partner with essential service providers and companies that are apart of consumer’s daily routines Engage large scale tourist attractions, online marketplace/retailers, and shopping centers during the Holiday Season.
  • 24. Salary and Compensation Plan Salary: 58K(base) 75K(100% of plan) mobile phone mileage reimbursement(company standard) Laptop Computer

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