RCS Sales & Marketing

Kickoff FY2004

Delivered by:
HarryWolfington,
Enrollment Director

RCS Enrollment Team

FY 03 Re-Cap

03 Individual Goals at a Glance

Month

1 Anderson

2 Adley

Quarter(3)

YeartoDate(6month)

Full Year

72,600.00

217,800.00

435,600.00

871,200.00

74,800.00

224,400.00

448,800.00

897,600.00

3 Jimmy Brooks

96,500.00

289,500.00

482,500.00

1,158,000.00

4 Rick Burk

85,250.00

255,600.00

511,500.00

1,023,000.00

5 Mac McPherson

114,950.00

344,850.00

689,700.00

1,379,400.00

6 Rick Friedman

103,000.00

309,000.00

618,000.00

1,236,000.00

7 Dan Reese

97,900.00

293,700.00

587,400.00

1,174,800.00

8 Sue Scheive

72,600.00

217,800.00

363,000.00

871,200.00

9 Mauro Schifino

103,000.00

309,000.00

618,000.00

1,236,000.00

10 Sue Skinner

114,950.00

344,850.00

689,700.00

1,379,400.00

11 Nick Wang

97,900.00

293,700.00

587,400.00

1,174,800.00

12 Stu Teitelbaum

85,250.00

190,500.00

255,750.00

1,023,000.00

TOTALS:

$ 3,290,700.00

6,287,350.00

1,118,700.00

$ 13,424,400.00

6 Month Mark:
1 Anderson
2 Adley
Bob Friedman
3 Jimmy Brooks
4 Rick Burk
5 Mac McPherson
6 Rick Friedman
7 Dan Reese
8 Sue Scheive
9 Mauro Schifino
10 Sue Skinner
11 Nick Wang
* Tim Turner
12 Stu Teitelbaum
Subaru Business (HJW)

$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

TOTALS:

72,600.00
74,800.00
96,500.00
96,500.00
85,250.00
114,950.00
103,000.00
97,900.00
72,600.00
103,000.00
114,950.00
97,900.00
85,250.00
87,500.00

$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

241,200.00
451,440.00
150,900.00
95,340.00
290,700.00
171,280.00
249,660.00
181,180.00
244,500.00
39,600.00
160,800.00
259,920.00
133,450.00

$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

217,800.00
224,400.00
289,500.00
289,500.00
255,600.00
344,850.00
309,000.00
293,700.00
217,800.00
309,000.00
344,850.00
293,700.00
190,500.00
262,500.00

$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

1,302,700.00 $ 2,669,970.00 $ 3,842,700.00 $

384,840.00
509,580.00
249,630.00
139,800.00
312,610.00
318,290.00
365,940.00
201,080.00
436,110.00
190,140.00
314,368.89
362,520.00
327,250.00

$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

435,600.00
448,800.00
482,500.00
482,500.00
511,500.00
689,700.00
618,000.00
587,400.00
363,000.00
618,000.00
689,700.00
587,400.00
255,750.00
525,000.00

$
$
$
$
$
$
$
$
$
$
$
$
$
$
$

479,390.00
834,400.00
35,200.00
442,315.00
386,389.00
688,881.00
620,290.00
759,820.00
345,210.00
738,630.00
603,020.00
516,068.89
46,460.00
362,520.00
605,300.00

4,112,158.89 $ 7,294,850.00 $ 7,463,893.89

108.00% 1 Anderson
186.00% 2 Adley
7.00% *Bob Friedman
92.00% 3 Jimmy Brooks
76.00% 4 Rick Burk
100.00% 5 Mac McPherson
101.00% 6 Rick Friedman
129.00% 7 Dan Reese
95.00% 8 Sue Scheive
120.00% 9 Mauro Schifino
87.00% 10 Sue Skinner
89.00% 11 Nick Wang
n/a *Tim Turner (consultant m)
142.00% 12 Stu Teitelbaum
115.00% *Subaru Business (HJW)
Team Average:

Where We Are Now (9.27.03)

RCS Enrollment Team

FY 04 Overview

Products for RCS Enrollment 2004

FORD TCT SINGLE POINT

FORD TCT MAINTENANCE
FORD BDC
FORD RTCM- ECOMMERCE
SERVICE PRICE GUIDES
VEHICLE COST MANAGEMENT
AUTOMARK
CUSTOM CONSULTING

Creating the By-Product Sales

Funnel
Specialist Productivity!
Recurring Revenue
Orders Received
Win Rate!
Proposals Outstanding ;
Enrollment Team
Readiness

Typical Funnel

Trade Cycle Tech. Products [TCT-SPT; TCT-MAIN; TCTUpgrade] funnel

Goal:
200 contracts; 2000 Days; $3.486M
Universe: Ford 5500
Limits:
Not SPT for 12 months
A Group: 5500 Max Earnback
B Group: 5500 Finished IMBO or BDC
C Group: 5500 Is an ERA Customer

BDC Funnel [ Wave 2; Phase 1]

Goal: 400 contracts; 4800 Days; $8.4M
Universe: Ford Top 1200
Limits:
400 [Ford Set] of top 1200
A Group: Top 1200 Selected by Ford Zone
B Group: Top 1200, not one of Ford Targets
C Group: Not in Top 1200; approved by Ford

BDC Funnel [ Wave1; Phase 2]

Goal: contracts: 67; Days: 804; $1.407M
Universe: Ford Top 1200
Limits:
67 [R & R limitation]
A Group: Top 1200 Wave 1 Phase 1 who did
Not renew
B Group: Same as A
C Group: Same as A

RTCM-ECom Funnel
Goal: 200; 2000 days; $3.486M
Universe: Ford 5500
Limits:
600 [Ford Division]
A Group: Attended meeting in their area
B Group: Area had their meeting, but dealer did
not go
C Group: Did not have meeting in area, but BDC
customer

Service Price Guide Funnel

Goal: 300; 1200; $2.880M
Universe: 2000 SPG without PFP
Limits:
*must have SPG
A Group: ERA users More than 1000 New/Year
B Group: 1000 New/Year & uses other ERA-based
products
C Group: Less than 1000 New/Year, but ERA
customer

Vehicle Cost Management Funnel [Desking (BUNDLE) add-on]

Goal: 150 Contracts; 1350 Days; $2.754M
Universe: Reynolds Customers
Limits:
*must have VMS software
A Group: Large volume/ metro/ SPG or PIM
B Group: ERA user
C Group: non- ERA user

Automark C.I.P. Funnel

Goal: 50 Contracts; 200 Days; $408K
Universe: Reynolds Dealers with AutoMark Site
Limits:
*must have AutoMark Site
A Group: Large volume/ metro/ Contact
Management -user
B Group: Medium or Small volume ERA users
C Group: non- ERA user with AutoMark

Custom Consulting Funnel

Goal: 956 Contracts; 3824 Days; $6.883M
Universe: Reynolds Customers
Limits:
NONE
A Group: Large volume/ metro/ SPG or PIM user
B Group: Medium or Small volume ERA users
C Group: non- ERA user

How do We Reach These Goals?

Over- All Marketing Plan: Phone Blitzing,
In-dealership appointments, Campaigns, Enrollment Team training &
Rollouts
Product by Product: Individual Product Campaigns
throughout FY04
Parish Priority: In alignment with the localization effort, we will
be selling to optimize business in the RCS regions & individual consultantparishes
Inside Sales: Assistance through appointment making, logistics, &
administration

Team Resources

Director (1): Harry J. Wolfington

Staff(2):AshleyWatson & Ellen Dearborn
Team (12): Sean Adley, Jimmy Brooks,
Gary Buchanan, Rick Friedman, Bob
Librizzi, Mac McPherson, Dan Reese, Sue
Scheive, Mauro Schifino, Stu Teitelbaum,
Nick Wang.

2004 Team Expansion

There will be 3 additional Enrollment
Consultants added at the beginning of
2004
Another 5 will be added in the New
Year, making a team of 21 ECs to
work toward the $27.6M goal!

INDIVIDUAL GOALS BY EC

Individual Projections at a Glance

1
2
3
4
5
6
7
8
9
10
11
12
13
**
**

Ecs
Sean Adley (1.5M)
Bill Anderson (1.5M)
J immy Brooks (1.5M)
Gary Buchanan (1.5M)
Rick Burk (1.5M)
Rick Friedman (1.5M)
Bob Librizzi (1.5M)
Mac McPherson (1.5M)
Dan Reese (1.5M)
Sue Scheive (1.5M)
Mauro Schifino (1.5M)
Stu Teitelbaum (1.5M)
Nick Wang (1.5M)
Ecs

BDC Wave1 BDC Wave 2

RTCM/ E-bus
TCT
10%
40%
10%
10%
25%
20%
2%
3%
3%
5%
5%
5%
2%
2%
2%
5%
25%
5%
10%
10%
35%
5%
20%
20%
5%
20%
5%
10%
15%
5%
15%
15%
5%
10%
20%
10%
BDC Wave1 BDC Wave 2
RTCM/ E-bus
TCT

64%

$ $ 960,000.00

47

Contracts
14
15
16
17
18
19
20
21
%
2
3
5
10
15
20
25

ADD 1
ADD 2
ADD 3
ADD 4
ADD 5
ADD 6
ADD 7
ADD 8
DollarAmount Key:
$
30,000.00
$
45,000.00
$
75,000.00
$
150,000.00
$
225,000.00
$
300,000.00
$
375,000.00

--------%
30
35
40
45
50
55
60

185%

155%

PFP: SPG
20%
25%
2%
5%
2%
30%
10%
30%
30%
8%
35%
40%

Automark
5%
5%
55%
15%
20%
15%
10%
15%
15%
20%
10%
5%
35%

PFP: SPG

237%

PFP: VCM
5%
5%
5%
5%
2%

Custom
5%
5%
10%
10%
10%
10%

20%
5%
10%
5%
5%
5%
15%

5%
2%
5%
5%
Automark

190%

PFP: VCM

59%

Custom

5%
100%
5%
100%
20%
100%
50%
100%
100%
60%
100%
10%
100%
5%
100%
5%
10%
100%
40%
100%
10%
100%
10%
100%
40% Projection for
Current Team: 65% !!!!!

230% $

80%

$ 2,775,000.00 $ 2,325,000.00 $ 3,555,000.00 $ 2,850,000.00 $ 885,000.00 $ 1,200,000.00 $ 3,450,000.00

233 340(4day); 780
130
221
50
89
1438

--------$
$
$
$
$
$
$
$

--------450,000.00
525,000.00
600,000.00
675,000.00
750,000.00
825,000.00
900,000.00

---------

---------

---------

---------

---------

18,000,000.00

Contract Projection: 95%

2208 (95%)

For Reference: % of 1.5M Goal

%
2
3
5
10
15
20
25

DollarAmount Key:
%
$
30,000.00
$
45,000.00
$
75,000.00
$
150,000.00
$
225,000.00
$
300,000.00
$
375,000.00

30
35
40
45
50
55
60

$
$
$
$
$
$
$
$

450,000.00
525,000.00
600,000.00
675,000.00
750,000.00
825,000.00
900,000.00

Sean Adley: 2004

$1.5 Million Goal:

BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

10%
40%
10%
20%
5%
5%
5%
5%

total 100%

Bill Anderson: 2004

$1.5 Million Goal:

BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

10%
25%
20%
25%
5%
5%
5%
5%
total 100%

Jimmy Brooks: 2004

$1.5 Million Goal:

BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

2%
3%
3%
2%
55%
5%
10%
20%
total 100%

Gary Buchanan: 2004

$1.5 Million Goal:

BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

5%
5%
5%
5%
15%
5%
10%
50%
total 100%

Rick Friedman: 2004

$1.5 Million Goal:
BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

5%
25%
5%
30%
10%
5%
10%
10%
total 100%

Bob Librizzi: 2004

$1.5 Million Goal:

BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

10%
10%
35%
10%
10%
15%
5%
5%
total 100%

Mac McPherson: 2004

$1.5 Million Goal:
BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

5%
20%
20%
25%
15%
5%
5%
5%
total 100%

Dan Reese: 2004

$1.5 Million Goal:
BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

5%
20%
5%
30%
15%
5%
10%
10%
total 100%

Sue Scheive: 2004

$1.5 Million Goal:
BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

2%
8%
15%
8%
20%
2%
5%
40%
total 100%

Mauro Schifino: 2004

$1.5 Million Goal:
BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

5%
15%
15%
35%
10%
5%
5%
10%
total 100%

Stu Teitelbaum: 2004

$1.5 Million Goal:
BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

5%
10%
20%
40%
5%
5%
5%
10%
total 100%

Nick Wang 2004

$1.5 Million Goal:
BDC (wave 1)
BDC (wave 2)
RTCM/ECom
TCT
SPG
Automark
VCM
Custom

2%
2%
10%
2%
35%
2%
7%
40%
total 100%