SHERWINWILLIAMS INTERNSHIP 2016 MEMPHIS PROPERTY MANAGEMENT PRESENTED BY

SHERWIN-WILLIAMS INTERNSHIP 2016 MEMPHIS: PROPERTY MANAGEMENT PRESENTED BY: TAYLOR WILHITE AND KELSEY LAWRENCE

SAFETY GRABBERS ENSURE SAFE FOOTWEAR • Wear close-toed, sturdy shoes • Non-slip grip • No sandals PROTECT YOUR EYES • Wear safety goggles while tinting paint • Some colorants splash easily • Goggles are in your store’s Live. Safe kiosk

MEET THE INTERNS

KELSEY LAWRENCE • Hometown: Memphis, TN • Auburn University, ‘ 18 • Industrial Design major, Sustainability Studies minor

TAYLOR WILHITE • Hometown: Memphis, TN • University of Memphis, ‘ 16 • Business Management major

OUR STORE • Cordova, TN #7453 • Manager: Jason Hester

OUR STORE: MARKET SEGMENTATION 3. 4% 2% 0. 4% Commercial 8. 1% 32. 1% Res Repaint Prop Maint 23. 6% DIY New Res 29. 1% Healthcare Ind/Marine

THE PROJECT FOCUS • Identify smaller property management customers who have zero sales or who may be overlooked • Work with the property management reps to target these customers • Plan a store lunch with activities and Red Carpets • Create a follow-up plan

S-W WEST AREA INCOMES TO AFFORD A TWO-BEDROOM APARTMENT Source: City. Data. com

TARGET: THE PROCESS FOR TARGETING ZERO SALES ACCOUNTS Talk with the store managers and sales reps Arrange the details of the event Reach out to the zero sales customers Gather information about them and invite them Enact the Red Carpet Experience Trace your efforts with a follow-up

TALK WITH THE MANAGERS AND SALES REPS • Obtain the store’s zero sales report through SOURCE • Rule out accounts • Ask property management sales reps for info on zero sales accounts • Pick up multi-family property rental books

FORRENT. COM SUBURBAN APARTMENT LISTINGS Paint Suppliers Results 7. 8% 1. 9% Sherwin-Williams (37) Farrell-Calhoun (10) 19. 2% PPG (4) 71. 1% Big Box Stores (1)

COLD CALL RESULTS Attended event (2) 6. 4% Out of town (2) 22. 5% 12. 9% 16. 1% 35. 4% Said they would come but did not (4) Did not answer phone (11) Would not disclose contractor (5) Firm about loyalty to another company (7)

ARRANGE THE DETAILS OF THE EVENT • Day and time • Order food • Coupons and promotional info • Have the warehouse and sales floor ready for a Red Carpet tour • Possible activities include: • Rolling out paint products • An expectations survey • A raffle or contest

ARRANGE THE DETAILS OF THE EVENT: SURVEY QUESTIONS 1. Rank the following: Price, Quality, Location, Delivery 2. Do you spray, or brush and roll? 3. What line of paint do you use for most of your work? 4. Where do you buy your sundries? 5. Are you interested in receiving promotional information? (Coupons, texts, emails, Test Drives, etc. )

REACH OUT TO THE ZERO SALES CUSTOMERS • Pre-call planning • Use: • Lead Generation on SOURCE • Sales reps • Store management

REACH OUT TO THE ZERO SALES CUSTOMERS • Multi-Family Call Action Plan • Prioritize leads • Research target calls • Team selling • Plan call

GATHER INFORMATION ABOUT THEM AND INVITE THEM • Find out about their job • How many units? • Interior/exterior? • How many workers? • Look back at previous purchases • Why did they start doing business elsewhere? • Invite them to the event • What’s in it for them?

ENACT THE RED CARPET EXPERIENCE • Warehouse tour • STAR shipments • Food • Coupons • Activities • Engage in conversation • What’s in it for them?

ENACT THE RED CARPET EXPERIENCE

ENACT THE RED CARPET EXPERIENCE: SURVEY RESULTS 8 7 6 5 Quality Location 4 Price 3 Delivery 2 1 0 Level of Importance

ENACT THE RED CARPET EXPERIENCE: SURVEY RESULTS 2. Do you spray, or brush and roll? 1. Kathy: Brush and roll 2. Anthony and AJ: Mostly spray 3. What line of paint do you use currently for most of your work? 1. Home Depot and Lowe’s 4. Where do you buy your sundries? 1. Home Depot and Lowe’s 5. Are you interested in receiving promotional information? 1. Kathy: Yes, selected emails on credit application. 2. Anthony and AJ: No

TRACE YOUR EFFORTS WITH A FOLLOW-UP

RED CARPET EVENT RESULTS • Two charge accounts • $1, 005 in merchandise sold • New valuable relationships with satisfied customers

WHAT WE LEARNED • Cold calling requires confidence • Product knowledge is key • People are shy of commitment • Importance of relationships • Maintain through follow-up • Ongoing customer education

CONCLUSION • Identified small/overlooked property management customers • Worked with management and sales reps • Planned and enacted Red Carpet luncheon • Created follow-up plan • Gave info to appropriate sales representatives