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Hilti Productivity Script > How to Tell The Productivity Script > Flashcards

How to Tell The Productivity Script Flashcards

Memorize the Script

1
Q

Introduction - Positive Opening

A

Hi (customer name) thank you very much for taking the time to meet with me today. I know your time is very valuable, so thank you for meeting.

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2
Q

Introductions - Who you are?

A

I’m Sam Kroon the regional manager for the mechanical trades. I assist our AM’s in coordinating all of the Hilti resources to service your company.

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3
Q

Introductions - Purpose

A

The purpose of today’s meeting is to learn more about you and your company, and then determine how I might be a better business partner for you.

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4
Q

Opening Questions - Start

A

I would like to start by learning more about you.

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5
Q

Opening Questions - Long Company

A

How long have you been with the company?

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6
Q

Opening Questions - Long Role

A

How long have you been in your role?

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7
Q

Opening Questions - Vision

A

What is your vision for the company in the next three to five years?

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8
Q

Opening Questions - Bring to…

A

What are you and your management team doing to bring this to life?

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9
Q

Opening Questions - Challenges

A

What are the challenges that are getting in the way?

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10
Q

Opening Questions - Overcome

A

What are you and your management team doing to overcome this challenge?

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11
Q

Opening Questions - Other Challenges?

A

What other challenges are you facing?

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12
Q

Opening Questions - Overcome that…

A

What are you doing to overcome that challenge?

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13
Q

Opening Questions - Thank you

A

Thank you for sharing this with me. It sounds like you and your management team are working on bringing this vision to life.

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14
Q

Opening Question - Tips - Tell…

A

“Tell me more” - Get them to elaborate.

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15
Q

How Hilti can be a productivity partner - May I…

A

May I ask what are your thoughts about Hilti?

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16
Q

How Hilti can be a productivity partner - Thanks for…

A

Thanks for sharing your thoughts with me. You are like many of the customers that think of us for 1-2 main product lines, but we are much more.

17
Q

How Hilti can be a productivity partner - We have been working…

A

We have been working hard to become a real productivity partner for construction companies. To do this we have moved beyond products to now include software and services as well.

18
Q

How Hilti can be a productivity partner - We know that the…

A

We know that the construction industry is facing many challenges in line with what you discussed, and we are focused on increasing productivity, improving worker safety, and assisting construction companies with their sustainability journey.

19
Q

How Hilti can be a productivity partner - A few more…

A

A few more questions for you or maybe you could help confirm our research. Our research shows that about 55% of a construction companies revenue is deployed to cover labor costs. Does that seem correct?

20
Q

How Hilti can be a productivity partner - This research suggests…

A

This research suggests that roughly 35% or revenue is deployed to cover material costs. Does that seem reasonable?

21
Q

How Hilti can be a productivity partner - We then assume…

A

We then assume roughly 5% is deployed to cover other costs, like rent, vehicle leasing, financing, etc. Does that seem reasonable?

22
Q

How Hilti can be a productivity partner - The remainder…

A

The remainder is earnings before interest and taxes. Which suggests the national average is roughly 5%. Does that seem correct to you?

23
Q

How Hilti can be a productivity partner - Our research…

A

Our research also shows that of the 35% spent on material, about 1% is related to products similar to what Hilti offers. 30% of 1% is such a small number, its really just a rounding error on your annual P&L.

24
Q

How Hilti can be a productivity partner - However, where Hilti…

A

However, where Hilti Can save you money is in the labor cost. We believe if you invest that 1% with Hilti, we can reduce your labor expense significantly more than this small investment.

25
Q

How Hilti can be a productivity partner - In other words…

A

In other words, if your labor cost is 55%, and you select Hilti for that 1% of your organization’s spend, we would only need to deliver 1% productivity to cover half of the material costs, and at 2% productivity, we are increasing your bottom line.

26
Q

Why is Hilti the best partner - So why do…

A

So why do we believe that Hilti is the best partner for construction companies on that 1%?

27
Q

Why is Hilti the best partner - We Spend…

A

We spend $500 million annually on research and development. This is not manufacturing costs, this is idea generation, solely focused on the construction industry. We do not make toasters or blenders or car parts, we only make solutions for the professional contractor.

28
Q

Why is Hilti the best partner - In developing our…

A

In developing our solutions, we look at your work packages and we understand that your packages are really a series of stops. We then develop our solutions to do three things.

29
Q

Why is Hilti the best partner - First, we…

A

First, we see if we can eliminate steps. As an example, our chemical anchors solution safe set eliminated the need to clean holes delivering instant productivity to our customers.

30
Q

Why is Hilti the best partner - Second, with the remaining…

A

Second, with the remaining steps, we seek to speed them up, this can be faster drills, battery dispensers, or preformed solutions.

31
Q

Why is Hilti the best partner - And finally, we invest…

A

And finally, we invest to simplify the steps so that you can assign these steps to lower-skilled technicians on your projects and thereby redeploy your skilled technicians to your more critical applications and work packages.

32
Q

Why is Hilti the best partner - Beyond Hilti’s investment in…

A

Beyond Hilti’s investment in R&D, we deploy the largest field based team of product specialists and engineers to walk your projects and assist your teams in choosing the right solution and providing on-site training to ensure the application is done correctly the first time, reducing the need for rework.

33
Q

PA Script Flow IOHW

A

Introductions
Opening Questions
How Hilti can be the best partner
Why is Hilti the Best Partner

34
Q

Set the Stage - Steps

A

Be a gracious guest
Show Appreciation
Leverage Discovery
Share the Purpose

35
Q

The Art of Mastering the Management Meeting - PSURPA

A

Prepare
Set the stage
Understand the customer
Recognize and Handle Behaviors
Present the value
Ask for commitment

Hilti Productivity Script (2 decks)

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