Page 10 - 2017 Essilor Experts Vol3

SFDC Target/ Portfolio Initial Business
STAGE Sell-in Contracted Recommendation Planning Quarterly Business Review

Desired 0-45days post contract 45-90 days 90 days – 2 years (repeats quarterly)
Business Quarterly Training and
ACTIONS Sell-in Welcome Check up Initial Business Training & Lab Business Lab Sales
Call Planning Mtg Sales Calls
Mtg Review Calls

Sell –In Initial Business Lab Sales Calls Quarterly Business Lab
Contract Planning Meeting • Review of Review Sales Calls
• Sell in Partnership • Both LAB and BRAND Performance to • Both LAB and BRAND • Review of
Performance to
Agreement & set
Lab Sales Activities • Load completed • Prior to meeting – Brand • Address • Prior to meeting – • Address
will execute this with
agreement
will execute this with the
agreement
up lab account
the ECP.
requirements
ECP.
requirements
where needed.
Brand and Lab will have
questions/concerns
and Lab will have a pre-
and full contract
questions/
a pre-call to plan and
• Follow-up on IBR
call to plan and align on
into SFDC.
concerns
align on focus for the
goals and plan
focus for the meeting.
• Enter date for
meeting.
implementation
“Lab Acct Set-up
goals and plan
• Review of
Complete” to • During Meeting: LAB • Other topics as • During Meeting: LAB • Follow-up on IBR
implementation
SFDC. Essilor Services Group verifies Performance to needed • Review of • Other topics as
contract information & ensures agreement Performance to needed
location are in Salesforce requirements, support agreement
Brand discussion, etc requirements, Training
Business • During Meeting: BRAND Training support Brand • INSIDE BRAND
Welcome Call • INSIDE BRAND • Review of what ECP • INSIDE BRAND • During Meeting: BRAND • Product training
discussion, etc
Check-up Mtg
Brand Sales Activities • Approx. 1 Hr. with • Overview of EE Prioritization, Busn • BRAND • Align on NEW focus • BRAND
has received to date:
• Product training
webinars
• Review progress to
Dashboard, Locator
webinars
• INSIDE BRAND
• Video
established goals-
• Video engagement
engagement
Dashboard.
Check Up, Etc. They
Decision Maker
Dashboard
will align and focus on
• Review program &
• Review of current
• Office Partnership
• Office
areas & goals such as
specific goals such as
contract obligations
Training (RISK)
performance
Partnership
↑Optical Transaction,
↑Optical Transaction,
• Ongoing Education
• Coordinate
• Portfolio
Training (RISK)
Capture Rate.
Capture Rate.
Dashboard
Installation with GPN
Education
Action/training Plan
to achieve goals
• Verify locator Recommendation • Customize Action Plan • Customize • Ongoing
Information • Capture merchandising to achieve goals Experts
information Workshops
Digital
Locators Dashboard Merchandising Advertising • Experts ECP
Service
Vendor Activities • ECP Locations • Occurs prior to Busn. • This will happen after the • Once BRAND completes • 2 times a year
Consultant
initial Business Mtg.
Check up mtg.
are loaded &
OPT training or EE
timing & location
prioritized on all • GPN contacts ECP to
Rep’s to prime acct
Workshop, digital
TBD
install Dashboard
Brand locators.
during mtg. for initial
• Unsupported PMS will
default to RX Analysis survey and install visits. advertising will kick off.