Matco Training and Support

Transcription

Setting You Up for Success
Matco Training and Support
You are probably wondering, “How do I become a successful franchisee?” It’s simple – through
our industry-best training and on-going support. Matco makes sure that you feel comfortable and
confident, not just with your decision to join the Matco Tools family, but also day-to-day in your store.
We are here to help you through your entire Matco journey, so you can turn your dreams into reality.
Training starts before you even step foot in a Matco store and continues throughout your entire career.
We know that time is money, so we created targeted training and tools that are aimed to really help
you achieve your goals and make the most of your time.
Matco provides twice the sales and business training as the other mobile tool franchises and is the
only mobile tool franchise to employ dedicated training professionals. Combined, our instructors have
nearly 150 years of experience under their tool belts!
With our program, we look past today and focus on your long-term success, training you on virtually
all areas of owning your own business. We take a 360˚ approach that goes beyond getting started – it
focuses on growing and maintaining your business and reaching your personal goals.
Continue reading to see what’s in store for a full year’s training plan.
You will quickly see that we take the time to get you ready to drive
a successful business.
Training Begins Before You Sign

Your completed Tell Me More form is the starting
point. Both you and your spouse/business partner
will sit down with one of our Franchise Sales
Managers to review your budget and discuss the
business in more detail to learn what it’s going to
take to achieve your financial goals.
©2014 Matco Tools #14188
Phase 1 – Your first days of training
The franchise program begins with what we call “Zero Week” training, where you and your Matco District
Manager will spend two to three days driving your route and stopping in each business location on your “list of
calls.” This gives you a chance to individually meet your potential customers, shop owners and shop managers
before attempting to sell to them.
We understand the importance of developing relationships before the sale – no cold calling practiced here!
The remainder of the week will be spent taking an inventory of your initial order and learning how to
merchandise your mobile store.
You’ll begin with:
• Basic sales concepts in our online training school - Matco University
• How to manage your territory
• An assessment quiz to prep for your upcoming classroom training
Phase 2 - Matco business system
basics classroom (10 days)

he four most important success
T
drivers for a Matco franchisee:
• Sales
• Collections
• Financial Management
• Business Management
Learn More.
Find out how Matco’s training and
support stacks up against other
franchise systems by completing
the Tell Me More form.
Your initial 10 days of classroom training will kick off at the
Matco Tools headquarters in Stow, Ohio.
What Will I Learn?
During your 10-day classroom training on the four main drivers
for success, you will learn about:
• Using the Matco Distributor Business System (MDBS)
computer applications software
• Inventory management
• Marketing tactics
•S
pecial programs, such as branded merchandise
•H
igh-end products, like Diagnostics and Integrated Storage
Systems
• Selling consumables
• Getting the most from Matco Expo
• Selling lucrative Matco toolboxes
• A variety of online classes on specific Matco products
Sales
Matco spends more time working with our distributors in the classroom
on selling techniques and concepts than any other mobile tool franchise.
You don’t need to know every detail about the tools in your store, but
you need to know the tools to help you successfully sell with confidence.
Your instructor will use role play to help you practice what you will soon
experience in the field with actual customers. Practice makes perfect!
The Basic Sales Training Module includes:
• Basic sales concepts
• Selling packages for greater profit margins
• The “show and sell” approach to selling more tools
• A “sales plan worksheet”
• Reading “buying signals” from your customers
Collections
Take the
Next Step.
Work with our team of
experts to find out if a Matco
franchise is right for you.
You will quickly see the power of putting tools in the hands of your
customers and letting them know that they don’t have to pay for it all
right now with our flexible payment options. Roughly seven out of every
ten sales you make will be “on account.” You’ll begin your business with
a “Time Payment Line of Credit” with Matco, which will allow you to offer
credit to your customers.
We provide two core modules on the Time Payment System:
1. Building a “Time Payment” awareness in your business – Using tools
specifically designed to help you plan, schedule and monitor payments
from your customers
2. Managing your Time Payment Account – Managing your payments and
tying them to your inventory turns
You’ll learn how to manage your inventory so that you don’t have too
much or too little at any one time and can turn or replace your inventory
more frequently during the year. Don’t worry – if you don’t understand
the concept of inventory turns now, you’ll know all you need to by the end
of the training.
Financial Management
You will need to properly manage all the money that’s flowing through
your hands, and we understand that you and many of our new
Distributors may not have any formal business or financial management
training. You may also be nervous around computer systems. This is
completely normal. That’s why we spend a lot of time making sure that
everyone leaves the building completely comfortable navigating the
various elements of the MDBS.
This module will teach you:
• How to read, interpret and use your monthly statement
•H
ow to use the Matco Distributor Business System (MDBS)
computer system
Business Management
On top of running your business, it is important to work on growing your
business. We don’t just get you started – we make sure you have the tools
and information to drive a booming business.
In this section, you’ll learn a variety of top business strategies.
We’ll show you how to properly balance your Active Time Payment
customers, get a higher collection rate and turn your inventory every
twelve to fourteen weeks. Also, you will learn why it is so important
to be consistent, dependable and create the right expectations with
your customers.
Phase 3 - Matco field training
week one (5 days)
You will leave the classroom with a strong knowledge of how to use the MDBS computer system, sell effectively
and work with live customers. Then it’s time to put this information in motion!
All of the following field training sessions are hands-on and occur with your District Manager,
Regional Manager or a Field Instructor using your store, your route and your customers.
In the first week of your field training, your District Manager or Field Instructor will join you to practice what
you covered in the classroom:
• Show and sell model
• Build customer relationships
• Use the MDBS computer software
• On the job training
• Product knowledge
• Warranty and returns
Fast track your way to owning a Matco Tools
• Closeout procedures
franchise by submitting the Tell Me More form.
• Financial reports
• Ordering and shipping process
• Handling repairs and warranty issues
Ready to Start?
week two (5 days)
Your District Manager or Field Instructor will join you in Week 2 of field training to cover the following:
• How to increase Time Payment (TP) sales
• Introduce sales closes and put them into action
• Review your weekly reports – interpreting and using the reports
• Evaluate your actual performance compared to your budget worksheet
•C
omplete the “Product Ordering” segment to know how to order products, maintain your inventory and
optimize your inventory turns
• Complete the online course from Matco University
• Identify areas in which you would like more one-on-one assistance
You’ll also begin building your Week 5 sales plan, where you’ll create an actual plan for meeting your desired
sales objectives and revenue goals.
week four (3.5 days)
Your Field Instructor will join you, typically in Week 4 of field training to work on the following:
• Reinforce and optimize your use of Time Payment (TP) sales
• Focus on how to optimize “shop owner” sales
• Complete the Fast Start program
• Review your business plan for Week 5
• Use
the highly lucrative Package Selling form
the most of sales meeting specials and “hidden promotions”
• Order items on Tuesday to optimize your inventory turns and increase revenue
• Make
Matco always has my best interest in mind, and they also have answers to my questions when I don’t
“know
something. I also love having a Field Manager available to offer advice. It’s almost like having
a business partner that can help you with the things that you may not be an expert on.
”
– Luke Benson, Matco Distributor
week six (2 days)
Your District Manager will join you in Week 6 of field training for the following:
• The District Manager will focus on the weakest two days of the sales week
• How to increase profitability with sales meeting promotions, purchases and hidden promotions
• Review your sales plan, focusing on future sales
• Revisit and emphasize package selling
• Review Purchase Service Agreements (PSA)
• Review all reports and progress, measuring against your goals
• Discuss your upcoming review
• Revisit and optimize your budget according to actuals
• Calculate your break-even point and adjust sales tactics to move your break-even point forward
• Conduct a “business partner and distributor evaluation”
week eight (2 days)
Your District Manager will join you in Week 8 of field training to help you with the following:
• Focus on your weakest two days of the sales week
• Update your budget and break-even point
• Review your profit margin and see ways to increase your margin on sales
• Develop an action plan to increase sales, collections and income
• Review and update your sales plan
• Review showing and selling and package deals
•C
onduct
a “two month business review”
(how you’re doing, how you can improve, etc.)
• Help you implement action plans from your review
•E
valuate your inventory management (turns) and
merchandising
• Discuss the next contest or game you’ll use
• Evaluate and optimize (if necessary) your route schedule
Tell Me More.
Experience a day on the job by riding
along with a nearby Matco distributor to
see if Matco is the right fit for you.
week 12 (month three - 1 day)
Your District Manager will join you on your weakest sales day to help you with the following:
• Focus on your weakest day of the sales week
week 16 (month four - 2 days)
Your District Manager will join you on your weakest sales day to help you with the following:
• Conduct a “Four month business review” (how you’re doing, how you can improve, etc.)
• Evaluate your inventory management (turns) and merchandising
• Discuss the next contest or game you’ll use
•R
eview your progress and address any areas of concern or improvement with your
Regional Manager and District Manager
week 22 (month six - 1 day)
Your District Manager will join you on your weakest sales day of the week to:
• Conduct a follow-up business review
• Review action plan progress
• Identify areas of improvement and revise/adapt action plan
week 34 (month eight - 1 day)
Spend this day with your District Manager to:
• Conduct an “eight month business review” (how you’re doing, how you can improve, etc.)
• Complete an Income Goal Worksheet
•R
eview your progress and address any areas of concern or improvement with your
Regional Manager and District Manager
week 38 (month nine - 1 day)
Spend your weakest sales day during Week 38 with your District Manager to:
•C
onduct a follow-up business review covering action plan progress, sales goals, income
goals, etc.
•R
efine your action plan
week 52 (1 day)
On the last day of your formal first year of field training, your District Manager will join you to:
•R
eview your progress and address any areas of concern or improvement with your Regional Manager and
District Manager
•C
onduct income goal analysis
•R
eview margin analysis
•D
evelop your action plan for meeting income, sales, collections and other goals for your second year
Manager is amazing. He makes himself available when I need him
“My District
and gives me advice on customers and how to sell certain items.
”
– Josh Mellow, Matco Distributor
Ongoing training and support
Training doesn’t end after your first year. It continues as long as you are a Matco Distributor. Your District
Manager and Regional Manager will continue to join you on your route from time to time, to find ways to boost
sales and the money in your pocket.
If you feel like you could use some additional training or need advice, just let us know and we will be there. On
average, Matco provides over 20 new training modules or learning initiatives every year!
You’ll receive a continuous supply of E-catalogs, flyers and special programs throughout the year that will
improve your product knowledge, introduce you to new products and give you more ways to increase your sales.
Matco also hosts events each year to continue your learning and introduce new products and tactics:
• District Sales Meetings (9 per year)
oD
istributors in your area get together to learn about new products, sales techniques, hidden
promotions and package selling among other important topics to help you succeed. You will also
have the chance to exchange best practices and lessons learned in the field.
• Annual Expo
oT
his is your best opportunity to get the scoop on the latest products and deals. You will also receive
additional training on topics designed to help you grow your business.
So, what are you waiting for?
As you can see, we fully support every step in achieving your dreams. We will work with you from the very start
to plan and achieve your goals. Start enjoying the freedom of owning your own business with the help of your
Matco family. We look forward to welcoming you to the team.
Take the next step today by filling out the Tell Me More form. Completing the form does not commit you to
buying a franchise.
Get Started!
Complete the Tell Me More form to get
one step closer to owning a Matco Tools
franchise with no obligation to commit.
www.GoMatco.com
(888) 696-2826

Matco Training and Support

Transcription

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