Road Show
Is a Road Show for me? The HIS Road Show Tour and Dealer Service Certification program (DSCP) serve a number of purposes. First and foremost, this is a Sales opportunity. Any time one of our Certified HIS Dealers can partner with a Honeywell Sales Professional in front of a potential end-user, our position in the sales process is improved. Through the Honeywell Roadshow Program, each and every HIS dealer has the opportunity to present the best of what Honeywell has to offer directly to existing and potential customers. This focused sales presentation is centered on driving Short-Term and Long-Term growth. What better way to drive new business than to have your best and our best working together towards a common goal? Second, this is a learning opportunity. Technology today moves at the speed of light. New products, options and features rise and fall often faster than even the best sales person can track. With the Honeywell Road Show program, your company gains hands-on experience and training with the latest features and benefits of Honeywell software. This experience is guided by Honeywell sales and technical experts. If you are concerned that your sales people or technicians are out-of-date with the latest features within our Honeywell product line, then this is the program for you. Third, this is a promotional opportunity. Your company works hard to have proficiency and expertise in your chosen fields. Training, experience and the right personnel can cost a lot of money. With that in mind, Honeywell s DSCP evaluates your company s operational investments and credits your hard work with points towards Silver, Gold and Platinum standings. Your test facilities, engineering drawing capabilities, project management and even certifications you have earned as a provider of solutions will count towards your Honeywell Certification level. This accumulates in addition to the required and optional Honeywell Training and Certification courses that your employees complete. If you have made the investment in your company to become better partners and Honeywell integrators, we will provide the recognition for those actions. With the added incentive of improving your company s buying power as your Certification level increases and our cost to serve you decreases. Finally, this is a partnership. We at Honeywell understand that new opportunities rise every day. We want our entire community of HIS Dealers to know that we are committed to our partnership. We want to provide the very best assistance from a sales and technical standpoint in each and every opportunity your company uncovers. Honeywell recognizes that our most successful dealers deliver the very highest level of quality service to their customers. The DSCP sustains and enhances this level of service and provides several benefits that clearly distinguish a dealer s service level and portfolio from those of the competition. We are willing to leverage our time and effort for you to move more opportunities to close. We are invested 100% in your success and would ask the same in return of any Honeywell Integrated Security Partner.
Program Overview Sales We travel the world, and meet with business owners, sales managers, sales professionals, along with end users, and the most common feedback messages we receive are: Can anyone cut down on my training expense? Technology moves so fast, my team is always learning new systems, but rarely selling any of it! Is there a manufacturer that offers a scalable solution so I do not have to have my technical staff burdened with the task of learning 12 different user interfaces? Can anyone take the complexity out of IP video so that I don't go over on jobs trying to figure out why each IP component behaves differently? At Honeywell we pride ourselves on being a company that offers a true end to end integrated solution regardless of the application, specializing in technology that will make the integrator profitable, while offering an excellent user experience solving real world issues for the end user community. Objective: The primary objective of this program is to strengthen an existing business relationship and/or form a mutually beneficial business planning partnership in which both parties maximize their revenue (exceed blended purchase commitment targets) within six months of program execution. Strategies: Internal Sales Training and External Sales Campaign Tactics: Sales Training (Integrator) - Pro-Watch & MAXPRO VMS integration overview. - A minimum of two sales representatives that sell integrated systems. - A minimum of two technician s attendees that are Pro-Watch certified. Sales Campaign Expansions, Migrations and New Business (End User) - The lunch and learn session delivers live presentations and demonstrations to your existing end user customer base and new prospects. The short term business strategy targets end user prospects in need of a new integrated system as well as competitive conversions that can leverage their existing investments. Example Pro-Watch connects to many Lenel, Mercury Standard and the CASI M5 panels enabling you to upgrade your existing customers and convert your competitors customer. Responsibilities for this event as per pages 2-12 in this document: Honeywell will provide the training resource to train the integrators staff. Honeywell will conduct the end user demonstration. Integrator will provide conference rooms with a projector (1280x1024) and the catering for the event. Integrator will provide invites to the existing end user upgrade candidates, new prospects and conversion targets.
Road Show Agenda Meeting: Road Show Key Roles: Appoint roles in advance Date: Meeting Presenter: Timekeeper: RSM Applications Engineer (AE) & RSM Start Time: 8:00 AM End Time: 3:30 PM People Facilitator: RSM Minute Taker: RSM Location: Conference Room Scribe: RSM Meeting Purpose: Preparation Required: Form a mutually beneficial business planning partnership. Phones Turned Off Participants: Security Sales Professionals, Technical Resources, Managers and Owners TIME TOPIC PURPOSE* (See footer) DISCUSSION LEADER 8:00 8:30 Honeywell equipment setup AE / RSM 8:30 8:45 Welcome, review agenda RSM Review agenda DESIRED OUTCOME 8:45 10:15 Honeywell Integrated Security Live Product Review P & F AE / RSM Top box access and video management solution 10:15 10:30 Break All 10:30 11:30 Honeywell Integrated Security Process Review P & F RSM Increased productivity, Shorten sales cycle, Win more business with Prowatch and integration. 11:30 12:00 Setup for End User Lunch and Learn P All 12:00 1:30 Lunch and Learn P & F AE Access / Video migration options and new installs Target existing customers, new prospects and competitive conversions candidates. 1:30 2:00 Honeywell Equipment teardown P AE / RSM 2:00 3:30 Technical Audit D & PS AE / RSM Integrator Stakeholder/s Certified integrators and/or a recommend program path to achieve certification and/or advance certification level. * P = Presentation Information sharing Short, one-way F = Feedback Information sharing Questions, clarification following presentation PS = Problem Solving Information processing D = Decision Making Information processing Identify and use decision-making style and back-up
Integrator Road Show Registration Participants: Security Sales Professionals, Sales Leaders, Sales Managers, Technical Resources, General Managers and Owners 1 Business - First Name, Last Name Title Phone Email Address Business Address 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 Half a day with a minimum of two sales attendees that sell integrated systems and two Pro-Watch certified technicians.
End User Lunch and Learn Registration 1 Participants: End user exisiting customers as well as new prospects and competitive conversion candidates that would realize the value of an integrated security/surveillance system. Business - First Name, Last Name Title Phone Email Address Business Address 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 End user Lunch and Learn with live presentations and demonstrations.