Page 7 - Guide to selling TMS Pro_031618

LEARN TO DRIVE IT’S ABOUT WHO YOU’RE SELLING TO!

You will be provided with web-based training. There will be a certification Over the past year, we have gained a lot of experience pitching the
process that you will go through, which will require you to demo the system. TMS Pro product to potential customers.

The training will help get you into a position where you are comfortable with
being able to manage and demonstrate the Gelnius product to your customers. From this, we have learned the following valuable lessons when it comes to understanding
who the players are in the organization:
Beyond this, a user guide will be available to support both yourself and the customer.
Who are the ‘Door Openers’? Who are the ‘Blockers’?
Ultimately, the benefit in selling the TMS Pro product is the low cost associated with implementation/setup/
onboarding and training, which equates to more money in your pocket. • Procurement Managers/Directors/CPOs • Logistics Managers

• Financial Managers/Directors/CFOs • Transport Managers

Additional tutorials available: • Supply Chain Directors/CSCOs • Supply Chain Managers

• Logistics Directors/C-Level Anyone beneath this level, we have found
‘Get the right goods to the right place, at the right time, at the least cost’ to be a significant blocker for us in the sales
This product needs to be pitched at Director or C-Level, process due to the impact the solution has
** A video and user guide will be provided as additional support material** as this product is about reducing cost and generating on their jobs directly, as well as their roles as
‘How to’ tutorials will be created, demonstrating: savings - which often means reducing jobs. These incumbent suppliers.
people are interested in;
• ‘How to create a shipment’
• Streamlining administration
• ‘How to track a shipment’ FOR A C-LEVEL PERSON
• Reducing the number of suppliers
• ‘How to run and create a report’, etc. THIS PRODUCT IS CHEAP,
and/or carriers
• Reducing the number of supplier invoices FOR A MID-LEVEL MANAGER
• Consolidating supplier spend THIS PRODUCT IS EXPENSIVE.

• Increasing shipment visibility for
competitive advantage

• Increasing shipment visibility for month end billing
purposes (revenue recognition)

• Cutting internal costs
• Reducing headcount
• Demonstrating savings (procurement)

• Increasing visibility to data, to gain central control over
a disparate business model.

Example:
A company who’s grown through
acquisition has a lot of small business units,
which don’t use any central systems.

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