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Regional Sales (Propulsion Sales Tool Box (FABs (MTA (Weight, Installation…
Regional Sales
Propulsion Sales Tool Box
ESC
Factory
Pricing
Tug Package
Parts Availability Promise
Free crew training
2-year warranty
Free annual health check for 5 years
Parts Availability
FABs
MTA
Weight
Installation Process / benefits
Oil Volume
Increased Power Density
Upper gear size
MTT
MPP
Installation Costs / Process
Commissioning Costs / Process
Benefits to
Shipyard
Designer
Owner / Operator
Product Support
Dealer network benefits
CSAs
ESCs
Parts Availability
Financial Support
CAT Finance
Payment Terms
Credit Limits
PDP Objectives
Key Account Management
Salesforce
OPACC
Units
Revenue
Approach to Sales
Bring in more SMEs to help win
More time as a team in front of prospects (Dealer + CAT)
Use all the tools we have to try and win
Relationship building strategy and plan with Key Accounts
Focus on shipyard benefits
Salesforce
Account Qualification
Action Plan Governance
Desk Reviews driven from Salesforce
Dealer Capability
Capability Hub
Singapore Training Center
SMEs supporting specific projects