Kirby Risk Electrical Supply Got a Jump on 2016 Planning
Kirby Risk Electrical Supply, headquartered in Lafayette, IN got a jump on planning for 2016! Dave Heaviland, Kirby Risk’s Director of Marketing and Sales Administration gave us a sneak peek into how they plan for success.
Due to Kirby Risk’s size and geography, their company executes five regional planning events each year: one event in Ohio; two events in Indiana; and two events in Illinois. At each of the five events that Kirby hosts, they have a minimum of twenty four suppliers in attendance. Approximately eighty five KR Field Sales Team members are involved in the events and are held accountable for their goals.
During the last week of October, Kirby Risk had over fifty of their Field Sales Team members in attendance to join their Sales Management and Executive Teams at their Indianapolis, IN location. The KR team divided their Account Managers into pairs to meet with each of the participating suppliers. During these individual sessions, the goal was to plan their sales and marketing efforts for the upcoming 2016 calendar year and meet three company requirements. While meeting with their supplier partners, each Account Manager was required to select a minimum of four target accounts for each supplier. The second requirement was to select what type of activity they would target for each customer (i.e. training activity, counter day, sales call, inventory management, etc.). The third requirement was to plan what time of the year they would focus these efforts.
In addition to incorporating AD’s “Together We Win” theme, Kirby Risk creatively co-branded the event with their 2016 Kirby Risk President’s Club Program. This Program is an annual sales growth competition where KR sales and operations team members compete amongst their peers for a chance to become an “elite member” of the President’s Club Team.
Kirby Risk sets the bar high for planning and executing AD Field Marketing Summits on a regional level.
Great job Kirby Risk! What is your company doing to plan for success in 2016?
Pictured: Kirby Risk (Indianapolis, IN) FMS Attendees (Account Managers; Area Sales Managers; Marketing; and Executive Team)