i. announcement jeffrey clark

RHA Newsletter 2014 1 | P a g e

I. Announcement Jeffrey Clark

Congratulations Jeffrey Clark at RES Hobart on achieving 5 years’ service with Rexel

Electrical Suppliers. I personally thank Jeffrey for reaching this milestone in his career with

Rexel Electrical Suppliers and trust there are many more years ahead.

Regards,

Darren Sanderson.

II. Sales Operations Update for Distribution

Customer contact

During the past month we have worked with Branch & Regional Managers and profiled the

customer and allocating a salesperson to must keep, growing and declining accounts. The

Customer Relationship Management (CRM) system is where we document the sales person

and the last meeting we had with the customer.

During the last month and ongoing, we are training Branch Managers on navigation of CRM

so we all have better visibility on what customers we need to visit and who is tasked to build

our relationship with these customers.

Any Branch or Regional Managers that do not have access and are ready, please let you

manager or myself know.


Who has money to spend?

The CRM is where we document the known opportunities.

All CRM users, Ipad or desktop have a view of your open opportunities. Training will

continue with the goal to show you how to maintain your open opportunities and your

forecast. This is a great tool to remind you who has money to spend and to drive your

appointments for next week.

Today as a company we have $63Mil known open opportunities.

Today we have $26 Mil expected to close this month.

As we continue our focus on sales and setting appointments to win new orders, we will be

providing more CRM training, we are scheduling sales reviews to help identify what we need

to do to assist you to win the order. If you need any assistance please just ask as our only role

is to win orders and ensure customer satisfaction.


The Disciplined Sales Process – How to be successful

Your time is valuable – Choose your fights

1. Identify the number of electricians for potential $$

2. Target the top sales potential with your “Key Objective”

3. Understand how we can add value by selling more

4. Communicate the benefit of our products and services

5. Ask for the order – If they say no, then identify what we need to do?

Regards, Malcom Read.


III. Specialist Solutions Market Making – Value Adding Activities

At Inaco, we’re always looking for new and innovative ways to assist our customers.

That is why we've been working hard on our new Quick Components Catalogue which has

now arrived and is ready for distribution!

Designed to reflect an up to date selection of our fast moving items from all our distributed

brands and suppliers, our QC Catalogue contains everything you need to meet your

customer’s automation needs.

Inside the New Quick Components catalogue you will find:

Ø 2900+ Part Numbers

Ø 283 Pages

Ø A brand new Sensors section with new released products from Rockwell Automation

Ø A brand new Rittal enclosures section with the hot selling enclosures


Ray & David Certified to

operate on the UPS

Ø A new and improved Drives section

Ø A revised Instrumentation/Fluke section with the latest Fluke products

Ø A new UPS section comprising very useful information on surge protection

Ø Very useful information on Inaco and Rexel Energy Solutions Services and Solutions

Ø A very useful new Part Numbers Index

To order your copy: http://www.inaco.com.au/quick-components-catalogue-order

IV. Rexel Energy Solutions - UPS Wins in Health Care

50K in Aug for Healthcare with very healthy margins!

Example site: Sutherland Hospital

Joint Sales Call:

David Vrankar – National Development Manger

UPS

Ray Chytra – Sales Rep - John R Turk

Tough day at work:

“After going for a walk through the hospital to look at the UPS

installed base we discovered there were quite a few, all from

different vendors such as Emerson, Eaton, APC.”

http://www.inaco.com.au/quick-components-catalogue-order


The biggest issue the Hospital faced was that they were “NOT” being provided with any real

service by the vendors, and of the service they did receive, the Hospital deemed it to be un-

satisfactory, due to cost and the difficulty in making contact with the service departments of

the vendors.

This is where we at Rexel stepped in, to not only provide one single point of contact for:

o Any New product requirement (All the Global brands of UPS)

o Any Service requirement they may have.

We can and do provide to our customers:

o (PM) Preventative Maintenance contracts &

o (CM) Corrective Maintenance contracts on ALL global brands of UPS.

Scope of works:

To service the existing 9 UPS systems that were supporting the operating theatre lights in the

event of a power failure. (Think about it, you’re under the knife and the lights go out! )

To provide an assessment of the existing UPS with a detailed report on our recommendation

(in this case it was to replace, due to the units being over 10 years old)

Outcome:

We received the order from the hospital to do the works after hours on a Saturday to remove

off site and dispose of the existing 9 UPS’s in an environmentally friendly manner and install

and commission the New Socomec UPS systems.


As well as the NEW product sale, we also sold a 12 month (PM) Preventative maintenance

contract which will provide them with 2 site visits per Year, this keeps Rexel on the frontline

with the Hospital.

Healthcare has money to spend!

Target all the hospitals and health care locations in your area!…..Critical care locations all

need UPS backup!

Call me to assist:

David Vrankar

National Development Manager – UPS Systems

Unit 46, 317-321 Woodpark Road, Smithfield, NSW. 2164

PO Box 143, North Ryde NSW 1670

Phone 02 9578 9000 | Mobile 0409 464 083 | Fax 02 9578 9001

Email [email protected] | Web www.rexelha.com.au

mailto:[email protected]

http://www.rexelha.com.au/


V. Masterfile Update

Hello from the MasterFile team. Our updates for this week are as follows;

• The Voyager work reported last week has now been completed which means we can

bulk update discount groups and pricing templates. We have completed the Bizline work with

the next supplier I would like to correct being Cabac.

• Now that the Bizline trades and buys have been updated in both Pronto and Voyager,

I would like to receive any feedback you have on the pricing.

• We are about to delete from MDM approximately 240K unused Rockwell records. As

mentioned previously we are unable to delete these from Pronto at the moment so we have

added the letters “DNU” to the front of description and made the products POA. So if you see

DNU in the description of a Rockwell product or receive a pop-up box saying confirm the

supplier cost, please notify MasterFile and we will update the record.

• On the supplier front, NHP have sent us a new price file containing around 7K lines

which comes into effect on Sept 29th. We are currently processing this to ensure its loaded

for the 29th.

As always, if you see any anomalies with our product data, please raise either via

[email protected] or [email protected] and we will address them.

Regards

Terry


VI. Management training in South Australia

Last week over 30 Branch Managers, 2ICs and Hunter Reps participated in a Half-Day

‘Introduction to Situational leadership’ course. The course is the first part of a structured

learning & development process that the team will be undertaking.

The participants acquired some useful skills in providing good and effective management and

feedback to people in their teams. All of the participants will be working with their managers

to incorporate some of these techniques into their day-to-day work in order to demonstrate

their learning.

Regards, Malcolm Grant.

VII. Current Opportunity Bulletin

2IC- Sumner Park

Take the next step in your career. Rexel Sumner Park is currently looking for a 2ic who can

hit the ground running and help grow the business. We are ideally looking for someone that

either has 2ic or vast internal sales experience within our business.

The main responsibilities are the following:

- Providing outstanding customer service via our trade counter and incoming sales calls

- Managing customer expectations

- Using initiative and solving problems

- Ensuring commitments to customers are met

To be successful in this role you will have:

- Good communication skill

- A passion for customer service and a proven track record in sale


- Excellent customer service skills with a “can do attitude”

- The ability to work with minimum supervision

- A positive and enthusiastic personality

- Results oriented and driven to succeed

If you are looking for a new challenge and would like to take the next step in your career with

Rexel, don’t wait, forward your application to Conor Quigley now at

[email protected]

Bendigo Branch Manager

We our currently looking for an experienced Branch Manager to take over our Bendigo

branch.

Results driven, you will be looking to grow a career with Rexel and achieve sales results.

You will also be a self-starter with enthusiasm and a passion for sales

Your responsibilities will include, but not limited to:

- Coaching, leading and training all operations employees within our Bendigo

branch to fully meet the expectations of your customers.

- Oversee stock inventory, monthly reporting and annual forecasting.

- Service and maintain our current client base as well as seeking out new clients to

expand our business.

- Ensure compliance with all procedures and further enhance a strong OHS culture.

To be successful in this position you must possess the following:

- You will have a passion for sales and operational excellence, in order to maximise the

profitability of all accounts.

- The Branch Manager will have a strong operational background and understand the

supply chain process.

- You must be a resourceful individual, who is able to solve problems using your own

initiative.



- The Branch Manager must have excellent negotiation and influencing skills and be

commercially astute.

On offer is an exciting and challenging Branch Manager role working in a team environment

within our growing company. This will include a competitive salary package, company car

and bonus.

If you are looking for a new challenge and would like to take the next step in your career with

Rexel, don’t wait, forward your application to Conor Quigley now

at [email protected].


i. announcement jeffrey clark

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