Gateway for Growth

GATEWAY FOR GROWTH

Guidelines

Table of Contents

PART I: INTRO & DATES………………………………. pg 2

PART II: PURCHASE DATA & GOALS……………….. pg 3

PART III: ANALYSIS & GAMEPLAN…………………… pgs 4-9

PART IV: MARKETING PLAN………………………….. pgs 10-11

PART V: TRAINING & SALES SUPPORT……………. pg 12

***Note: GFG FINAL GOAL ACHIEVED RESULTS MUST BE ENTERED ONLINE BY THE

SPHERE 1 PREFERRED SUPPLIER TO BE A VALID GATEWAY FOR GROWTH PLAN

If you need more information, please contact us at 949-932-3600

PART I: INTRO & DATES

GATEWAY FOR GROWTH

What is it?

A planning & goal setting tool

Goal Setting

Goals must be mutually agreed upon by member and suppler

Rewards Flexibility

·  Rewards are optional.

·  Rewards can be paid as cash, credit, or free goods

·  Achieved rewards are paid/credited directly to members (not thru Sphere 1).

ü Key Action Dates/Timeline Checklist

/ Late Nov (after STAFDA) / Members/Suppliers make picks for the coming year
/ Mid January / Matches are available online
Commence planning and goal setting
/ Mid February - March / Suppliers confirm plans online (check box Y/N)
Previous year’s payouts are due directly to the Member Distributor (not Sphere 1 office)
/ July / Suppliers report mid-Year Progress, online
(check box Y/N)
/ Mid January / ***Final Goal Achieved from previous year reported online (check box Y/N)

PART II: PURCHASE DATA & GOALS

Preferred Supplier: Date of Meeting:

Contact Name:

Member Company:

Contact Name:

Prior Year Purchases List Branch Locations Participating

Total $

% +/-: %

$ +/-: $

Sales Goals/Achievements Notes

Multiple Goals?

Goal $

Mid Year Execution of Plan?

Mid Year Review

Review Date

Jan – Jun $ Mid Year Adjustments Needed?

On Target (Yes or No)

Year End Review Final Year End Notes

Review Date

Jan – Dec $

Goals Achieved (Yes or No)

This page to be filled out by Member and Supplier

PART III: ANALYSIS GAMEPLAN

WORKSHEET

New Product

Introductions:

Member

Participation:

Most Significant

Challenges from

Member’s Perspective:

Most Significant

Challenges from

Supplier’s Perspective:

Besides sales growth, what must be accomplished with this Preferred Supplier during the next 12 months:

This page to be filled out by Member and Supplier

WORKSHEET (CONTINUED)

How does this supplier compare to other suppliers in the following areas: only comment on areas that need to be improved.

a.  Sales & Service Support

b.  Quality of Product

c.  End User Acceptance

d.  Pricing

e.  Brand Strength

f.  Accuracy/Complete Shipments

g.  Training

h.  Quality/Availability of Literature

i.  Warranty Support

j.  Return Goods Policy

k.  Co-op Support & Flexibility

l.  Other (please specify)

m. Other

Does our inventory investment

adequately support this line?

If not, at what level should our inventory be?

This page to be filled out by Member

Key Products used by Category and User

Instructions

Use this form to identify the types of products used by each product category of end user. Note: Make a list of key

product categories in the far left hand column. Next, place and “X” under each type of end user that used that product.

End User/Contractor Type
Product Category

This page to be filled out by Supplier

MARKET ANALYSIS

KEY END-USER CATEGORIES FOR THE MEMBER

DISTRIBUTOR NAME:

Key Users / Excellent / Good / Fair / Poor
Metal Fabricators
General Contractors
Framing Contractors
HVAC / Sheet Metal
Mechanical Contractors
Electrical Contractors
MRO / Industrial
Hospitals
Schools
Remodelers
Municipalities
Drywall
Woodworkers
Coal Mining
Manufacturing
Utilities
Plumbers
Service Trades(Installers, etc.)
Other:

This page to be filled out by Member

Identify obstacles and opportunities and develop an action plan:

Objectives / Obstacles / Products / Strategies

This page to be filled out by Member and Supplier

Specific Target Accounts (hold each distributor Rep & Mfg. Rep accountable and hold quarterly reviews)

Sales Rep Acct. Name Competition Potential Action Steps

This page to be filled out by Member and Supplier

PART IV: MARKETING PLAN

Merchandising (displays, counter racks, etc.)

Promotions (local & National)

Co-op Funds Available

This page to be filled out by Member and Supplier

MARKETING PLAN – ANNUAL WORKSHEET

(Check off completed items)

Distributor Name

Manufacturer Rep/Agency

Jan / Feb / Mar / Apr / May / Jun / Jul / Aug / Sep / Oct / Nov / Dec
Marketing Plan - Proposal
Target Key Users
Joint Sales Calls
Product Training
End User Training
Training Resources
POP Display
Demo - Loaners - Samples
Advertising
Shows & Open Houses
Counter Days
Progress Reviews
Mandatory Mid Year Review / X
Date / Notes

This page to be filled out by Member and Supplier

PART V: TRAINING & SALES SUPPORT

TRAINING (Corporate, Local, Regional, and On-Line)

Date / Type of Training / Location

SALES SUPPORT

Counter Days (provide dates & locations)

Open Houses (provide dates & locations)

Sales Incentives (if applicable)

This page to be filled out by Member and Supplier

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