Time & Territory Management Form

Time Management Exercise to Demonstrate The Number of Days/year available for sales calls, the number of "door crossings per year" and hot to
split up the sales calls between various prospect categories to maximize current and future bonus dollars.

INPUT CELLS ARE ALL CODED IN BLUE

DO NOT CHANGE ANY CELLS IN GREY ~ THESE CONTAIN FORMULAS AND CALCULATE AUTOMATICALLY

Calculating available field days. Selling Statistics

Estimate number of days you now sell 25 Number of Actual Sales Days 9
Average # of Sales Call Per Day 5
Days in Year 365 Total Available Sales Calls 45 Number of Calls Per
Weekend Days 104 Account
Weekend Days Worked 10 Number of Targets % Time Allocated Montly Yearly
Holidays 12 This Year High Potential 0 60%
Sales Meeting Days (Incl. Regional Meetings) 0 Must Keep/Can't Lose 0 30%
Vacation Days 15 Next Year High Potential 0 10%
Admin/Office Days 225
Travel Days 10 Total 0 100%
Sick Days 0
Other (Kids, school, partial days, etc) 0

Total Number of Actual Sales Days 9 NUMBER OF TARGETS IS

AUTOMATICALLY FED FROM
Note: Make allowances for travel and FUNNEL SHEET.
unexpected opportunities or problems.

# of Calls Required To Estimated Yearly

Number of Targets Close The Sale (Est.) Calls (Total) Differrential In Estimate Vs. Actuals
This Year High Potential 0 6 0 Total Available Sales Calls 45
Must Keep/Can't Lose 0 4 0 Estimated Required Sales Calls 0
Next Year High Potential 0 2 0
Differential 45
Estimate of Required Calls To Close All Accounts 0

* In the box on the bottom of this page, each Value Selling participant should enter their best estimate of the number of
calls required to close a specific account to arrive at the estimated number of calls per year. This should be compared to
the "Total Available Sales Calls" in the box above to understand their ability to follow through and close accounts.

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Funnel With Sorting Mechanism

Total Expected $'s In Funnel ($000's) $0

INPUT CELLS ARE ALL CODED IN BLUE

DO NOT CHANGE ANY CELLS IN GREY ~ THESE CONTAIN FORMULAS AND CALCULATE AUTOMATICALLY

Account Classification (1
Expected
= This Year HiPot, 2 = Potential Probability Of Competitor / Start Date Expected Close
Customer Application Revenue Calls Allocated Contact Name Sales Resp. Sales Partner Win/Lose Notes
Must Keep Can't Lose, 3 = ($000) Getting Order (%) Product (mm/dd/yy) Date
($000's)
Next Year HiPot)

$0
$0
FUNNEL
TOP 6

$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0
$0

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Precall Planning Worksheet
Company Name:
Contact Name:
Contact's Title:
Contact's Telephone Number:
Contact's Address:

Date of Prior Meeting (mm/dd/yy):

Follow Up Deadline (mm/dd/yy):

Precall Planning Checklist

Is the individulal I'm meeting with the individual responsible for decision making?

Have I scheduled the appointment with this individual?

Have I prequalified this lead effectively?
Do I have a full understanding of competitor's products (advantages/disadvantages) being pitched to this customer?

Precall Planning Questions

1. What is my long range sales target for this account?

2. What is my specific objective for this call?

3. What do I plan to show? (Product, demo, sample, chart, etc.)

4. What needs analysis questions do you intend to ask?

1.
2.
3.
4.
5.
6.
5. What benefit or solution can you provide to this customer?

6. What is your competition and what are their disadantages? What is their primary advantage?

7. What is the monetized value of your solution?

8. What is your "BIG BENEFIT" question?

9. What is your seller's leverage?

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 1.
2.
3.
4.
5.
6.
10. What objections do you anticipate?
1.
2.
3.
4.
5.
6.
11. How do you plan to overcome these objections?
1.
2.
3.
4.
5.
6.
12. What closing techniques/statements will you use? (Write Them Out)
1.
2.
3.

REMEMBER
Clarify: clarify and confirm key pieces of your conversation
Consense: define the forward moving action plan with responsibilites for both parties.
Confirm: make sure you and your customer agree on the plan forward
Deliver: deliver on your commitments and follow up on their's if they are late.

VSELL FORMS ENG REV2 OCTOBER 9, 2003

mer?

VSELL FORMS ENG REV2 OCTOBER 9, 2003

Product Category / Possible Specific Possible Quantified
Major Features General Benefits Customer Benefit Value to Customer
Can interface w/Profibus ,
Network communications Devicenet, Modbus Flexibility, lower interface cost Save money on hardware
PLC Integration Single Operator Interface Only train on one interface Save money on training
Mounting cheaper - no holes in
DIN Rail Mount Smaller Panel Lower installed cost panel

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Danaher Corporation Points of Difference Worksheet

Danaher Product:
Competitive Product:

Craft open-ended transition

Relevant Danaher How does this point-of Craft closed-ended
Customer Importance questions to get the
Competitor's Weakness Corporation Point-of difference benefit the questions to get a
Rating (1-5 scale, with customer to discuss these
Difference customer? commitment.
5=most important) benefits.

If we can reduce your

Difficult to configure PLC for How long does it take you to setup/programming costs
0 Ease of configuration Less setup time and cost
temp. control set up your control system? would you be interested in
evaluating our system?

If we can show you how a

more responsive control can
Less accurate temp. control by More responsive to process Less scrap, better yield, more How is temperature control
0 reduce your scrap rate would
PLC variations/tighter control profitable related to scrap?
you be interested in evaluating
our system?

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Monetize Your Benefits
Six Steps to Monetization BENEFIT 1 BENEFIT 2 BENEFIT 3 BENEFIT 4 BENEFIT 5 BENEFIT 6 BENEFIT 7

Whom or what are

1 you selling against?

2 State the benefit

3 Quantify the Benefit

4 Monetize the Benefit

Express the Total
Monetized Benefit in
5 "per unit" terms
Demonstrate the true
net cost of your
6 product

List Data Gaps:

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Investment Return Analysis (IRA)
Warranty Cost Savings (Value of Lower PPM) Delivery
Inventory Carrying Cost Savings Due to
Reduction in claims: 12 Reliable Delivery From Danaher
Savings Per Claim: $25 Reduction in Average Inventory Held $100,000
Total Savings $300 Annual Carrying Cost(%) 5%
Savings $5,000
Service and Support
Improved Marketability of End-Product
Hours of on-site training provided 10 Incremental Unit Sales 1000
Standard cost of training (Per Hour) $10 Gross Margin ($) Per Unit $20
Training Savings $100 Value Provided By Danaher $20,000

Time Savings per Drawing (hours) 2 Downtime Avoided

Hourly Drawing Rate $45 Downtime Avoided (Hours) 100
Number of Drawings Created/Changed 10 Cost of Downtime (Per Hour) $2,000
Drawing Cost Savings $900 Value Provided By Danaher $200,000

Total Service and Support Savings $1,000 Total Value of Improved Delivery: $225,000

Reduced Transaction Cost Operations (Sub-assembly Outsourced)

Capital Savings
Reduction in Transactions Processed 1000 Capital Dollars Saved $15,000
Processing Cost Per Transaction $25 Average Cost of Capital 15%
Total Value Added $25,000 Value Provided By Danaher $2,250

System Component Savings (From Prior Proposals) Labor Savings

Number of Associates Building Sub-assembly 10
Purchase Price Savings Per Product 1 $15 Expense Per Associate $50,000
Total Number of Units 1000 Percent of Associate's Time on This Assembly 25%
Piece Price Savings $15,000 Total Labor Savings $125,000

Purchase Price Savings Per Product 2 $15 Total Value of Outsourcing $127,250
Total Number of Units 1000
Piece Price Savings $15,000
Total Value Added By Danaher $408,550
Total System Savings $30,000 Sums all boxes from above

VALUE GUIDELINES
Low Est. High Est Low Est. High Est.
Cost of Capital 12% 20% Cost Per Transaction $40 $190
Inventory Cost 20% 30%

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Needs Analysis Sheet

Needs Analysis Sheet

Questions Order
Selected Original
General

General 1 1 How’s business?

General 2 2 Tell me about your company and business, ok?
General 3 3 How is your organization structured?
General 4 4 What is your position?
General 5 5 What are your responsibilities?
General 6 6 How many people work here?
General 7 7 What do you make?
General 8 8 How many do you make?
General 9 9 How do you make it?
General 10 10 To whom do you sell?
General 11 11 How many customers do you have?
General 12 12 Who else will be involved in this decision?
General 13 13 Is there a protocol, procedures in place to follow?
General 14 14 What are your criteria for evaluating suppliers?
General 15 15 How do your customers use our types of products?
General 16 16 What application do you wish to discuss?
General 17 17 Help me out, describe the problem, ok?
General 18 18 Why did you call us?
Other companies like yours have run up against time consuming programming, is that
General 19 19 familiar to you?
General 20 20 Where did you hear about us? Why did you respond to that ad?
General 21 21 What one, two, or three considerations are you going to make your decision on?
General 22 22 What are your expectations for the solution?
General 23 23 Who is your biggest competitor? How do you deal with them?
General 24 24 How does your product compare to your competition?
General 25 25 How do we arrange a plant tour?
General 26 26 Why did you agree to see me?
General 27 27 What is your timetable?
General 28 28 What is this issue costing you?
General 29 29 What is your budget to solve the problem?
General 30 30 What are your expectations . . . what did you hope I could do for you?
General 31 31 What other solutions are you considering?
General 32 32 How important is this project to you?
General 33 33 Why is this project important to you?
General 34 34 How are you compensated?
General 35 35 If you see a solution, are you prepared to go ahead?
General 36 36 What do you envision you can do for your company?
General 37 37 Could you describe your process to me?
General 38 38 Where are you in the lifecycloe of this machine's design? (Is it up for redesign soon?)

General 39 39 What changes do you have planned that might impact your (encoder, controller, recorder)?
General 40 40 What is your ordering cycle? (to understand invbentory needs)
General 41 41 How many units (controllers, encoders) do you ship as field replacements?
General 42 42 What are your warranty return rates? What’s wrong with the returns?
General 43 43 How long is the warranty on your machine?
General 44 44 How difficult is putting this machine together?
General 45 45 How important is the length of warranty for your encoders?
General 46 46 What percent of your sales are for export?
General 47 47 What agency approvals are important to you?
General 48 48 How is this machine maintained (wash-down……never touched)?
General 49 49 Do you sell through distribution? Direct?
General 50 50 What kind of field support concerns do you have?
General 51 51 How long does it take you to produce and ship?
General 52 52 Are you now using or plan on using a Bus architecture such as DeviceNet?

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Needs Analysis Sheet

General 53 53 Where do you see your product line going in the next two years?
General 54 54 What other markets are you interested in entering?
General 55 55 What types of capabilities will you need to get into these markets?
General 56 56 What are we doing right?
General 57 57 What could we do better?
General 58 58 What is your best customer asking of you?
General 59 59 What do you know about Danaher Controls?
General 60 60 What else do you need to decide?
General 61 61 What are you working on for new products?
General 62 62 Who is your best supplier today? Why?
General 63 63 What are the CONSEQUENCES of…
(NOTE: This is a question you should be using throughout your needs assessment. This
question forces your customer to consider the risks and costs involved with not using your
solution. For example: "What are the CONSEQUENCES of a mis-wired encoder during
installation and start-up?"
Other Temperature Controller Questions

Temp 1 1 Do you use temperature controllers?

Temp 2 2 Why do you need a temperature controller?

Temp 3 3 How do you currently control your process (or how do you intend to control your process)?
Temp 4 4 What type of sensor do you plan to use? Why?
Temp 5 5 What type of agency approvals do you require?
Temp 6 6 What do you want to control (temp. pressure, level, flow)?
Temp 7 7 Do you need communications capability? What kind?
Temp 8 8 What kind of display do you want?
Temp 9 9 What size do you need?
Temp 10 10 Do you need alarm outputs?
Temp 11 11 Do you need to re-transmit the set point or process variable?
Temp 12 12 How many loops of control do you need?
Temp 13 13 What are your power requirements?
Temp 14 14 What is your accuracy requirement?
What kind of inventory arrangement is best for you? How much current inventory do you
Temp 15 15 have on hand?
Temp 16 16 What type of environment will your product see . . . acid, dust, inside, outside, etc.
Temp 17 17 Would you be interested in a private label arrangement?
Temp 18 18 Are you interested in the replacement aftermarket?
Temp 19 19 What is your lead-time to your customer?
Temp 20 20 What is your timetable on making a decision?

Encoder Questions

Encoder 1 1 How long does it take to install your encoders?

Encoder 2 2 What do you like about your current encoder supplier?
Encoder 3 3 What don’t you like about your current encoders?
Encoder 4 4 If you could change one thing about your current encoder, what would it be?
Do you have mechanical issues (or challenges) that come up in conjunction with your
Encoder 5 5 encoders?
Encoder 6 6 Why do you use an encoder?
Encoder 7 7 What feature of the encoder is most important to you (e.g. speed, position)?
Encoder 8 8 If you were to design an encoder today, what features would you include?
Encoder 9 9 Do your motors have feedback on them?
Encoder 10 10 Do you buy machines, motors with encoders already on them?
Encoder 11 11 Is the encoder output analog or digital (which type is it)?
Encoder 12 12 Do you have the capability/interest in mounting the encoder yourself?
Encoder 13 13 What does this encoder’s electrical output feed into?
Encoder 14 14 How do you "reference" the machine (linear—find its "home" position)?
What kind of an environment is your encoder in (e.g. moisture, chips, noise, high
Encoder 15 15 temperature)?
Encoder 16 16 What other solutions are you looking into?

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 Needs Analysis Sheet

Circular Chart Recorder

In addition to the questions below, see Temperature Controller Questions above. Many of
those questions can be repeated for Circular Chart Recorders.
ChrtRcrdr 1 1 How important is documentation to you?
ChrtRcrdr 2 2 What kind of recorders are you using?
ChrtRcrdr 3 3 Why are you documenting?
ChrtRcrdr 4 4 Describe/show me your documents?
ChrtRcrdr 5 5 Who reads your documentation?
ChrtRcrdr 6 6 Do you save your charts… for how long?
ChrtRcrdr 7 7 How many variables do you need to measure?
ChrtRcrdr 8 8 What size chart?
ChrtRcrdr 9 9 Where does the information come from?
ChrtRcrdr 10 10 Are you also controlling?
ChrtRcrdr 11 11 What type of controller do you use?

IRA-Related Questions

Questions like these must be asked on order to build accurate investment return analyses.
IRA 1 1 What is your labor rate?
IRA 2 2 What is your scrap rate?
IRA 3 3 How many warranty claims due to temperature controllers?
IRA 4 4 What is the overall sale price of the product you sell (e.g., furnace)?
IRA 5 5 How long does it take to build your machine?
IRA 6 6 What is your current delivery situation?
IRA 7 7 What is your current failure rate?
IRA 8 8 WHAT ARE THE CONSEQUENCES OF…?

VSELL FORMS ENG REV2 OCTOBER 9, 2003

Needs Analysis Sheet
Questions Order
Selected Original
General

General 1 1 How’s business?

General 2 2 Tell me about your company and business, ok?
General 3 3 How is your organization structured?
General 4 4 What is your position?
General 5 5 What are your responsibilities?
General 6 6 How many people work here?
General 7 7 What do you make?
General 8 8 How many do you make?
General 9 9 How do you make it?
General 10 10 To whom do you sell?
General 11 11 How many customers do you have?
General 12 12 Who else will be involved in this decision?
General 13 13 Is there a protocol, procedures in place to follow?
General 14 14 What are your criteria for evaluating suppliers?
General 15 15 How do your customers use our types of products?
General 16 16 What application do you wish to discuss?
General 17 17 Help me out, describe the problem, ok?
General 18 18 Why did you call us?
Other companies like yours have run up against time consuming programming, is that
General 19 19 familiar to you?
General 20 20 Where did you hear about us? Why did you respond to that ad?
General 21 21 What one, two, or three considerations are you going to make your decision on?
General 22 22 What are your expectations for the solution?
General 23 23 Who is your biggest competitor? How do you deal with them?
General 24 24 How does your product compare to your competition?
General 25 25 How do we arrange a plant tour?
General 26 26 Why did you agree to see me?
General 27 27 What is your timetable?
General 28 28 What is this issue costing you?
General 29 29 What is your budget to solve the problem?
General 30 30 What are your expectations . . . what did you hope I could do for you?
General 31 31 What other solutions are you considering?
General 32 32 How important is this project to you?
General 33 33 Why is this project important to you?
General 34 34 How are you compensated?
General 35 35 If you see a solution, are you prepared to go ahead?
General 36 36 What do you envision you can do for your company?
General 37 37 Could you describe your process to me?
General 38 38 Where are you in the lifecycloe of this machine's design? (Is it up for redesign soon?)

General 39 39 What changes do you have planned that might impact your (encoder, controller, recorder)?
General 40 40 What is your ordering cycle? (to understand invbentory needs)
General 41 41 How many units (controllers, encoders) do you ship as field replacements?
General 42 42 What are your warranty return rates? What’s wrong with the returns?
General 43 43 How long is the warranty on your machine?
General 44 44 How difficult is putting this machine together?
General 45 45 How important is the length of warranty for your encoders?
General 46 46 What percent of your sales are for export?
General 47 47 What agency approvals are important to you?
General 48 48 How is this machine maintained (wash-down……never touched)?
General 49 49 Do you sell through distribution? Direct?
General 50 50 What kind of field support concerns do you have?
General 51 51 How long does it take you to produce and ship?
General 52 52 Are you now using or plan on using a Bus architecture such as DeviceNet?
General 53 53 Where do you see your product line going in the next two years?
General 54 54 What other markets are you interested in entering?
General 55 55 What types of capabilities will you need to get into these markets?
General 56 56 What are we doing right?
General 57 57 What could we do better?
General 58 58 What is your best customer asking of you?
General 59 59 What do you know about Gems Sensors?
General 60 60 What else do you need to decide?
General 61 61 What are you working on for new products?
General 62 62 Who is your best supplier today? Why?
General 63 63 What are the CONSEQUENCES of…
(NOTE: This is a question you should be using throughout your needs assessment. This
question forces your customer to consider the risks and costs involved with not using your
solution. For example: "What are the CONSEQUENCES of a mis-wired encoder during
installation and start-up?"

VSELL FORMS ENG REV2 OCTOBER 9, 2003

 IRA-Related Questions

Questions like these must be asked on order to build accurate investment return analyses.
IRA 1 1 What is your labor rate?
IRA 2 2 What is your scrap rate?
IRA 3 3 How many warranty claims due to temperature controllers?
IRA 4 4 What is the overall sale price of the product you sell (e.g., furnace)?
IRA 5 5 How long does it take to build your machine?
IRA 6 6 What is your current delivery situation?
IRA 7 7 What is your current failure rate?
IRA 8 8 WHAT ARE THE CONSEQUENCES OF…?

Level Switch How do you monitor for leaks in the system?

Do you use a "site glass" to monitor liquid level?
Who is responsible to check the "site glass"?
Would there be an environmental impact if your liquid were to leak?
What would happen is the machine were to run out of liquid?
How big a problem would that be?
How long can your machine operate without liquid before there is permanent damage?
Have you ever considered using a light or bell as a low level alarm?
Do you have an alarm to tell you that your tank is about to overflow?
1, REPLACEMENT STRATEGY.
Tell me about your application? A, PROSPECT HAS A TECHNICAL PROBLEM WITH HIS EXISTING SENSOR AND IS TALKING TO YOU ABOUT A POSIBLE SOLUTION.
What is your liquid? B, PROSPECT HAS A DELIVERY OR PRICE PROBLEM WITH HIS EXISTING SENSOR AND IS TALKING TO YOU ABOUT REPLACEMENT.
How many machines do you make a year? C, YOU BELIEVE A PROSPECT IS USING A COMPETITORS PRODUCT AND YOU ARE PROBING FOR CONFIRMATION ARE DETAILS OF THE APPLICATION.
What type of sensor are you using now? D, PROSPECT IS A FORMER CUSTOMER
How has that sensor been working out for you? (Any problems?)
What type of problems have you experienced? TYPES OF APPPLICATIONS
What are the dimensions of your tank? ( size and shape?)
What is your tank material? 2, NEW APPLICATION
Is there anything in your tank besides the liquid? (obstructions) A, ALARM ONLY
Could we mount a sensor in the tank top? Tank side? 1, SINGLE POINT INDICATION
How many levels would you like to sense? 2, MULTIPLE POINT INDICATION
How close to the tank top? Tank bottom? B, CONTROL APPLICATION
Are you interested in a high alarm only? (low alarm only)? 1, ONE LEVEL
Do you want to turn something on and/or off? (Pump, Valve, etc.) 2, TWO LEVEL
What is pressure in your tank ? (high and low) a. PUMP UP
What is the highest temperature your liquid will see? b, PUMP DOWN
What is the lowest temperature your liquid will see? 3, CONTROLS PLUS ALARMS
Is there a lot of turbulence in your tank?
Can you locate the switch away from the source of the turbulence? C, CONTINUOUS INDICATION
Are there magnetic particles in your fluid? 1, VISUAL INDICATION ONLY
Are you recirulating th same fluid? 2, VISUAL INDICATION W/ ALARMS
Is it filtered? 3, VISUAL INDICATION W/ CONROLS
What is your available voltage? 4, VISUAL W/ REMOTE INDICATION

How would you like your sensor wired? (close on increasing level or open on increasing)
What type of devise would you like the switch to operate?
How much power will it draw?
Is your application in what is considered a hazardous location?

use I/O sheet for details

Would you be interested in a continuous indication of our tank level?

Flow Switches
Are you using a liquid to monitor lubrication or cooling?
What liquid?
Do you have any spec's on the liquid?
Manufacturer?
Viscosity?
What is the highest temperature the liquid will see?
What is the highest pressure?
What is your expected flow rate?
What is your line size?
What is the flow rate you would like the switch to sense?
What could go wrong (fault) that would cause the system flow to decrease?
Will the fault cause a complete stoppage of flow?
Will a flow/ no flow switch be adaquate?
Do you have a filter in your system?
What is the size of your filter?
Would you like to know your actual flow at any point in time?
Would you be interested in a continuous flow indicator?

VSELL FORMS ENG REV2 OCTOBER 9, 2003