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Distribution Sales Development
Power Skills for the Relationship Manager
Reading People Beneath the Surface: The Unfair Advantage of Decision Engineers
Putting Your Accounts Through a SPIN Cycle
Using Financial Tips to Build Loyalty
WAR COLLEGE
Market Analysis and Planning System (MAPS)
Contractor Training
Fiscal Fitness
Service Management
Throughput-- How to Boost Productivity and Increase Profits
Service Agreements
You Priced That Job HOW?
No-frills Business Plans
Communication Styles: A Beginner's Guide to
Neuro-Linguistics
Selling More by "Selling" Less
In
the workshop descriptions that follow, you will see a link to a
"Workshop Preparation Kit." This Kit is designed to help you plan
a workshop and contains a timetable with checklist (for planning
purposes), a complete workshop description, workshop objectives,
workshop logistical issues, tips on how to sell the workshop to your
territory managers and/or dealers, a workshop cost estimating sheet, a
sample invitation letter, a sample confirmation letter, and a suggested
room layout diagram. When you click the link, you may save the
Kit to your computer by clicking File, then Save As, and pointing to a
location on your local computer. The Kits are all written in
Adobe Reader (PDF) format.
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Focus on Distribution Sales Development
Lodestar’s
primary focus is on assessing the skills of HVAC distribution sales
personnel and then designing and delivering training that imparts the
skills necessary for sales success in the 21st century. This
includes not only training for sales representatives, but also
assistance in customer segmentation and creation of innovative market
approach models.
Workshops include:
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Power Skills for the Relationship Manager: a
two-day workshop that teaches powerful territory and relationship
management skills to sales representatives in a fun and stimulating
environment. Topics covered include the rapidly changing role of
a field sales force and what skills must be mastered for success in the
new environment, becoming maximally effective in the now (time
management), goal setting, contractor growth cycles, customer
segmentation methodologies, call planning, teamwork, conflict
resolution, and recruiting. There is extensive practice of
scenarios with the facilitator playing the role of a dealer and the
relationship managers working as teams to create a communication
sequence that achieves specific goals for the call. Course comes
with a 120+ page workbook and CD-ROM with Excel and Word files. To download the Workshop Preparation Kit,
click here.
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Reading People Beneath the Surface:
The Unfair Advantage of Decision Engineers: a one
and one-half day workshop that gives territory managers the skills needed to
read non-verbal communication and frame a sales message in the non-verbal
context of the customer. (Did you know that 93% of what we communicate is
non verbal?) This practical hands-on and practice-filled workshop teaches
how to quickly build strong relationships with contractors, fellow workers,
family members-- anyone with whom you have contact! Skills taught include
interpreting eye accessing cues, decoding decision strategies, mirroring and
matching, and more. Extensive role play with the facilitator and in small
teams. Includes a 100 page workbook and CD-ROM with an Excel-based profiling
tool. To download the Workshop Preparation Kit,
click here.
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Putting Your Accounts Through a SPIN Cycle:
a one-day workshop that teaches territory managers how to use Neal
Rackham's "SPIN" question methodology with power, tailored to the HVAC
industry. Participants learn how to create powerful SPIN
questions and use them effectively to gather information and motivate a
contractor to take action. Extensive practice ("role plays") with
the facilitator and in small teams. Includes a 100 page
workbook. To download the Workshop Preparation Kit,
click here.
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Using Financial Tips to Build Loyalty:
a two-day workshop that teaches territory managers how to dispense
financial tips in such a way that contractor loyalty increases.
Topics covered include the basics of the income statement and balance
sheet; throughput; basic ratios; labor rates; service agreements, and
more. Includes workbook and CD-ROM with Excel programs.
To download the Workshop Preparation Kit,
click here.
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WAR
COLLEGE:
A two-day workshop that teaches Territory Managers how to analyze their
territory for business potential and then build specific plans to go
forth in the coming 12 months and get more business, from both existing
customers and new customers. Includes powerful War Room software
(Excel-based). On the first day, TMs learn how to use the
software and then start crunching the numbers for their own
territories. On the second day, they present their war plans to
the entire group, one TM at a time, while the sales manager and
workshop facilitator take notes and ask clarifying questions. To download the Workshop Preparation Kit,
click here.
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Contractor Training
Lodestar’s secondary focus is on contractor training and development. In this capacity, Lodestar stands ready to deliver courses on a wide range of topics, including:
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Fiscal Fitness:
a two-day software driven class (the contractor keeps the CD-ROM!)
using the problem-based learning approach. It teaches contractors how
to read financial statements and how to use them to solve a large menu
of problems they face every day, from job pricing, to labor rates, to
service management, service agreements, and much more. Includes
workbook and CD-ROM. To download the Workshop Preparation Kit,
click here.
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Service Management:
A one-day computer based workshop that lets you explore your service
operation from the inside out, helping you set a profitable street rate,
correctly price parts, price service agreements, and many, many more. You
will need your laptop and Excel 2003 (or later). To download the Workshop Preparation Kit,
click here.
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Throughput -- How to Boost Productivity and Increase Profits:
one-day workshop on how to generate more profits with the resources
available. Includes over 80 simple but effective strategies to
add dollars to the bottom line. Includes workbook. To download the Workshop Preparation Kit,
click here.
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Service Agreements:
one-day workshop on the why's, how's and wherefore's of service
agreements, using a different approach than the ones that heretofore
have not obviously been very effective (as evidenced by the low number
of contractors who offer them). Includes workbook and CD-ROM with
PDF files and Excel worksheets. To download the Workshop Preparation Kit,
click here.
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You Priced That Job HOW?:
one-day workshop on the best way to price jobs given the company's
fiscal constraints. Topics covered include the infamous
single-divisor method, the COWL method, the DORM method, and seasonal
pricing. Includes workbook and CD-ROM with Excel files. To download the Workshop Preparation Kit,
click here.
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No-frills Business Plans:
a one-day workshop that uses a novel approach to business planning that
takes the drudge work out of it. This approach focuses on using
resources to maximize throughput and profits. Includes workbook
and CD-ROM with Word files. To download the Workshop Preparation Kit,
click here.
- Communication Styles: A Beginner's Guide to Neuro-Linguistics: a
one-day workshop for managers that teaches them how to use the
basics of Neurolinguistic Programming (NLP) to facilitate communication
among managers and co-workers. Includes workbook. To download the Workshop Preparation Kit,
click here.
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Selling More by "Selling" Less:
Let’s face it: there are dozens of courses in this trade for in-home
selling. Most of them are very good, but none of them work 100% of the time.
No matter what sales model you have learned, though, Selling More By
“Selling” Less can make you more effective! Using new insights from the
psychology of sales and the role of “high-gain” questions, you will learn
how to flex your favorite approach to what works best for the customer. Many graduates of this workshop are excited to
see that they have significant (and often large) increases in their numbers and production. Includes workbook. To download the Workshop Preparation Kit,
click here.
In addition, Lodestar can custom-create courses for contractors and distributors to fill almost any developmental need.
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Lodestar’s Code of Ethics
Clients
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We will serve our clients with integrity, competence, and objectivity.
- We will keep client information and records of engagements confidential
and will use proprietary client information only with the client’s
permission.
- We will not take advantage of confidential client information for
ourselves or our firm.
- We will not allow conflicts of interest which provide a competitive
advantage to one client through our use of confidential information from
another client who is a direct competitor without that competitor’s
permission.
Engagements
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We will accept only engagements for which we are qualified by our experience
and competence.
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We will assign staff to client engagements in accord with their experience,
knowledge and expertise.
- We will immediately acknowledge any influences on our objectivity to our
clients and will offer to withdraw from an engagement when our objectivity
or integrity may be impaired.
Fees
- We will agree independently and in advance on the
basis for our fees and expenses and will charge fees and expenses that are reasonable,
legitimate, and commensurate with the services we deliver and the responsibility we accept.
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We will disclose to our clients in advance any fees that we will
receive for equipment, supplies or services we recommend to our clients.
Profession
- We will respect the intellectual property rights of our clients, other consulting firms,
and sole practitioners and will not use proprietary information or methodologies without permission.
- We will not misrepresent the consulting profession, consulting firms, or sole practitioners.
- We will report violations of this Code of Ethics.
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Fee Structure
The fees for engaging Lodestar are dependant upon the breadth and depth of the work for which Lodestar is engaged.
Generally speaking, the more time required of the engagement, the lower the daily rate.
In addition, Lodestar offers clients the option to purchase a
block of days at special discounts to be used by the client as the
client dictates during the year. Call for complete fee details.
Engaging Lodestar
To engage Lodestar, contact us by email (
Lodestar51@cox.net ), telephone (480-275-2764), or normal mail at the address shown below.
Richard Harshaw
President, Lodestar Consulting Systems, Inc.
email:
Lodestar51@cox.net
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