Maximizing YOUR Impact David Stroop V P Medium

Maximizing YOUR Impact David Stroop V P / Medium Duty Sales Manager Murphy Hoffman Company February 11, 2010 ISACA

Who Is This Guy? (And Why Should I Listen? ) • 25 Years Transportation Sector – Ryder – 13 years – Rental Counter to District Manager – PACCAR Leasing – 8 years – Director of Sales / Mexico GM – MHC – 4 years – Vice President / Medium Duty Sales Manager • Married 28 Years – Becky

First…. The Credits • Steven Covey • A Coffee Cup • Dave Anderson • Ship Picture - • Tim Murphy Successories • My Daughter • Jackson Bulletin Board • Harvey Mac. Kay • Karass Negotiations • My Wife • Sam Parker/Mac Anderson • My Parents

Maximizing YOUR Impact Top 10 1. Lead 2. Listen 3. Maintain a Positive Mental Attitude 4. Prioritize Your Time 5. Take Ownership 6. Live With Integrity 7. Radiate Passion 8. Maintain a Network 9. Sharpen the Saw 10. Put Others First

Maximizing YOUR Impact Lead • Leaders vs. Managers – – – • Managers: title granted, task oriented, inward focus Leaders: title earned, vision oriented, outward focus Manage from the head, lead from the heart Leadership Traits – Highly visible – no one has to be told who the leader is – Energetic • Speed – of the walk; leader determines pack – Builds Consensus – leaders create dialogue, not a monologue – Team Builder • Team entry – difficult to join • Team maintenance – culture corrects non-performers – Vision – turns a job into a cause – people quit jobs, die for causes • Covey – Begin with the end in mind

Maximizing YOUR Impact Listen • Seek first to understand then to be understood – Orange Negotiations • Don’t assume – Jill’s Pet. Smart story • Be in the now – Why travel to the branch to spend your time on the phone? – Why go to dinner with your wife to read your blackberry?

Maximizing YOUR Impact Maintain a Positive Mental Attitude • Difference between man and animal is the 5 second gap that exists between what happens to us and how we respond to it. – Can’t control the world, can control how you respond to it. • Exercise: – What words would you use to describe yourself? – What words would others use to describe you? – Is there a difference? Why? ? ? • Refrigerator in your mind • Mental trash – Issues – Write down concerns and revisit in 60 days - did it happen? – Peoples opinions – Only worry about the opinions of those who

Maximizing YOUR Impact Prioritize Your Time • Grid U – Where do you spend your time? R – Do you ignore what is important? G E – What determines your priorities? N • The task? Or the Requester? T Ringing Phone Some Meetings Meeting Major Project Deadline Busy Work Cleaning your inbox Saturday breakfast IMPORTANT • Covey “First Things First” • Voice in your head - I should, I should have - its never too late – Close the gap between knowing and doing – The power of NOW • If you can’t find the time to do it right, how are you going to take the time to do it over?

Maximizing YOUR Impact Take Ownership • Direct the credit – When it goes right, give credit to the team – When it goes wrong, take the responsibility yourself • Don’t play the blame game – Finger pointing – 1 at them, 4 at you – Fix the problem, not the blame • Decision making – Invite dissenting opinions – generate open discussion – Emerge with an agreed upon solution that ALL publicly support • Are you part of the problem or part of the solution? • Stand Out – Entitlement / Instant Gratification generation • Celebrate success – Recognize the little things – project completion, deal, birthdays

Maximizing YOUR Impact Live With Integrity • Character – Non-negotiable – Like Steel – forged in heat, tested under pressure – Character is who you are when no one but God is watching • Leaders do what is right…. not what is convenient – Anyone can hold the helm when the seas are calm • The Test - Would you still say it if they were standing next to you? – Praise in public, reprimand in private • When integrity defines you, decisions are easy

Maximizing YOUR Impact Radiate Passion • Are you Interested or Committed? – Breakfast commitment – Chicken or Pig? • Can't fake it • Passion is contagious – Phone voice – Intensity – Non verbal • 212° – At 211° water is just water – At 212° it turns to steam – and can power the world – YOU are the extra degree

Maximizing YOUR Impact Maintain a Network • This Meeting – Who is sitting next to someone they already know? – Who is sitting next to someone they just met? • Linked. In – – Business Face Book 1 YOU Search by business Search by person YOUR CONTACTS 100 Mattress Giant • Barry / Steve / Eric – Terex – bypassed a “blocker” YOUR CONTACTS 10, 000 – Recruiting • Candidates 1, 000 YOUR CONTACTS • Reference Checks

Maximizing YOUR Impact Sharpen The Saw • Covey – Physical – eat, sleep, exercise – Social/Emotional - relationships Physical Social – Mental – ongoing learning – Spiritual – inspirational, scripture • Laugh - Maintain a sense of humor • Never stop learning • Grow - Get out of your comfort zone – Me …. right now Mental Spiritual

Maximizing YOUR Impact Put Others First • Eliminate the Noise – Memphis – My agenda vs. Jerry’s agenda • Help Others to Attain their Goals – Are you “value added” – investment vs. overhead – How do you feel about high pressure sales closers? • What is their focus? On the sale? Or on you? • Fouts example – Grindzilla • Raise the water and all boats rise – CFS example

Cross Functional Selling Background Information • Dealership Revenue Streams – Heavy Duty Trucks – Medium Duty Trucks – Used Trucks – Parts – Service – Body Shop

Cross Functional Selling What is Cross-Functional Sales? • Team Selling • Targeted Market Approach • Maximize Each Customers “MHC Spend” • Leverages Existing Relationships • Uncovers Hidden Opportunities / Low Hanging Fruit

HD MD UT Today Body Shop Parts Line Shop

Cross Functional Selling Why The • My new truck customer gets frustrated with the Silos? service department • I don’t want truck guys bugging my parts customer • Your parts prices are too high • Customer will only buy Freightliner, or Navistar or Pete….

Cross Functional Selling What Do We Know About Each Others Silo? 30 Second Commercial. . . “Elevator Speech” “If I had an opportunity to ride in an elevator for 30 seconds with my largest prospect – What would I say? ”

Cross Functional Selling – Our Goal MD HD Body Shop Branch Sales UT Parts / Service

Cross Functional Selling How Do We Get There? Identify Conquest /Target Accounts • Identify Your Current Relationships with Them • Assign “Owners” for Each Account • – Leverage Existing Relationships to Secure Business in ALL Revenue Areas • Review “Revenue Silos” to Find Low Hanging Fruit – Whoever has an Existing Relationship is Responsible for Total Revenue Growth