matthew egan end of assignment presentation
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Internship End of Assignment ReviewMatthew EganTechnical Sales InternHanover, MDJuly 21st 2015
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About Me – Matthew Egan
University of Pittsburgh Graduation: December 2015 Major: Mechanical Engineering
Eaton History 1st Rotation – Horseheads, NY
Vacuum Interrupter Plant - Manufacturing Rotation
2nd Rotation – Moon Township, PA Electrical HQ – Design and Marketing Rotation
3rd Rotation – Warrendale, PA PSEC – Design Engineering Rotation
4th Rotation – Hanover, MD Sales office – Technical Sales Rotation
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Overview
o Sales Process
o BidManager Takeoffs
o Results
o CES Training
o PROS Training
o Distributor Counter Days
o What I’ve Learned & Future Plans
o Questions
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Sales Process
Specs and Drawings
• Read specifications from customer
• Analyze electrical one-line diagrams
BidManager Takeoff
• Create project to meet specs and one-line
Pricing and Quotation
• Price products and send quote to customer
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BidManager TakeoffsCreated takeoffs to meet specs and drawings
Focused on CDPA and RWDD
• Residential Breakers• Loadcenters• Group Metering
• Enclosed Breakers• Safety Switches• Transformers
• Panelboards• Switchboards
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Results – Total QuotesPricing
Learned multiple pricing methods
Based on customer, products, sales cycle
Total Quotes 53 total quotations More than $4,100,000
Total Sales 3 immediate sales - $9,000 Projected (based on market share) - $1,200,000
Number of Quotes in each price range
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Results - Average Quote Price per Week
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Organized CES Training
CES BidMan Training Limited BidMan experience
Occupied sales team time
Two solo branch visitsBeltsville, Rockville
Successful takeoffs after visit
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Rexel PROS Training
PROS Program Project Rebate On Stock
Give rebate to distributorsfor selling stocked product
Ambiguity with order process
Trained 7 gear employees
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Distributor Counter Days
Maurice Counter Day Visited Joppa counter day
Marketed new quickconnect & plug-on neutral loadcenters
Organizing Shepherd Counter Day Leading counter day at Fredrick location
Promoting discounted loadcenters
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What I’ve Learned & Future Plans
Sales Process Specs and Drawings → BidManager → Quotation
Technical Knowledge Gained insight into many different products
Working with Customers Communication in person, phone, email
Organization Skills Prioritizing projects and meeting deadlines
Future Plans Fly to London! – August 2015 Graduation – December 2015
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Special Thanks
Curtis Breit
Joanne Smith
Matt Foglia
Josh Barney
Dan Baker
Andrew DeSalle
Narissa Handler
Alesia Davis
The entire Hanover office!
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Questions?
What questions can I answer for you?
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