Cash Management. Sales Strategy Training. Carlos Massa Vice President, Cash Management North America (513)

Transcription

1 Cash Management Sales Strategy Training Michael Falk Regional Sales Manager Cash Management (330) Carlos Massa Vice President, Cash Management North America (513) Gunnebo Security Group 8 August, 2016 page 1

2 Cash Handling Portfolio Deposit Solutions D1 Range D1 D3 Deposit Solutions D10 Range D11 D12 D51/52 D100 Range D180 D300 Gunnebo Security Group 8 August, 2016 page 2

3 Cash Management Portfolio Recycling Solutions Key Features Fast Deposit Direct storage into cassettes Feeding speed of 10 notes/s Large Capacity 3,400 notes / RB 2,800 notes / AB (overflows and unfit notes) Total: 17,000 notes / machine Flexible Cassette Configuration Recycling, Accept Only 2 denominations per RB cassette (Max. 8-denomination recycling) Gunnebo Security Group 8 August, 2016 page 3

4 Cash Management Sales Overview of Contents Why Target Cash Management / Retail Market Sales Process Opening Target Point of Contact Programmers No-Programmers Return on Investment Sample Target Customer Segments Where to Find Target Customers/Contacts Gunnebo Security Group 8 August, 2016 page 4

5 Declining Core Business (Banks) Source: - July 24, 2015 Gunnebo Security Group 8 August, 2016 page 5

6 Retail Opportunities Gunnebo Security Group 8 August, 2016 page 6 Source: NACS

7 Market Penetration = Opportunity 11 % QSR & C-Stores 4 % Grocery, liquor stores, bars, Pharmacies 14% compound annual growth projected through 2020 Gunnebo Security Group 8 August, 2016 page 7

8 Click here to see the Video: Gunnebo Security Group 8 August, 2016 page 8

9 Growth, New Opportunity, Hunt We all are looking for Growth Business & Profits Think outside of the comfortable & normal Hunters vs. Farmers Gunnebo Security Group 8 August, 2016 page 9

10 Opening (most of the time to reception or an office administrator) 1. Hello, I was hoping you could help me out and point me in the right direction I am not sure who at your company would handle this in regards to your 2. Great Thank you. (If they say they will try ) 3. My name is Michael I work with Gunnebo US, we are a smart safe (manufacturer/supplier). Smart safes are typically used in (Quick Service Restaurants/Fast Casual Restaurants/ Convenience Stores), like your to automate the cash handling process, improve reconciliation and also security. Do you know who would handle that for your (Restaurants/Stores)? 4. Thank you If they say they can take a message or put you through to their voic 1. Make sure to get their name and position 2. Ask if they work better through voic or , if ask for it. 3. Ask if there is a better time of day to get a hold of them 4. The more information the better, if you are polite the GK will give you more info which will help you make contact with the person down the road. The easy part is getting to the GK the hard part is going to connect with the POC. Typically we are looking for: Director, Vice President, or C-Level in the following areas (Operations, Store Operations, IT, Finance, Accounting, Development, Loss/Prevention, Risk Mgmt) NO PURCHASING!!! Gunnebo Security Group 8 August, 2016 page 10

11 Cash Management Buzz Words (Benefits) Reduced Shrinkage & Theft Improved Security Improved Customer Service & Satisfaction Levels Increased Productivity Reduced Frequency & Cost of Cash Collections Reduced Discrepancies in Till Counts Enhanced Control, Tracking, and Visibility Reduce Bank Fees Use of Funds Accelerated Reduce Time Spent on Reconciliation Provide Increased User Confidence in Handling Cash Zero Cash Discrepancies Real-time Web-based Monitoring of Cash Levels Agnostic Solution (CIT-Bank) Improved & Remote Data Management Gunnebo Security Group 8 August, 2016 page 11

12 First Point of Contact 1. Good Morning, I was passed to you and I was hoping you could help me out or point me in the right direction. 2. Great Thank you. (If they say they will try ) if they say nothing continue 3. My name is Michael I work with Gunnebo US, we are a smart safe (manufacturer/supplier). Smart safes are typically used in (Quick Service Restaurants/Fast Casual Restaurants/ Convenience Stores), like your to automate the cash handling process, improve security and also reconciliation. Do you handle that for your (Locations/Restaurants/Stores)? 4. It can go a couple of ways from here 1. Yes we are in a contract 2. We buy our safes through 3. What are Smart Safes 4. Not interested Gunnebo Security Group 8 August, 2016 page 12

13 Yes, we are in a contract That s great, proper cash management can be a valuable business asset, With our solutions and route to market we have been able to show retailers a significant reduction in spend on their program. Are you available to meet and discuss how, I will be in your area and? We were able to work with an 11 location convenience store in the same situation and show them a $10,000 a year savings vs. their current program, are you available to sit down and see we can show the same savings for your locations, I will be in your area and? We are in a contract for (x) more years The customer above was in a contract as well, wouldn t you rather find out now vs. 5 years or $50,000 dollars from now if you re being over charged Gunnebo Security Group 8 August, 2016 page 13

14 11 Location Example (Negotiated) Current Weekly Mthly (1 loc) Yrly (1 loc) 5 Locations 6 Locations Total 11 Locations 1 pick up a week cost $75.50 $302 $3,624 $18,120 $46,056 2 pick ups a week cost $97 $388 $4,656 $27,936 CIT Costs (Only Pickup) Negotiated CIT (cost - 20%) CIT Savings $51.25 $ $2, $12,300 $72.00 $ $3, $20,736 $41.00 $ $1, $9, $57.60 $ $2, $16, $34.50 $ $1, $8, $39.40 $ $1, $11, $33,036 $26, $19, Summary 5 yrs w/ Comp. $230,280 Savings $61, total Summary 5 yrs W/ Gunnebo $12, per year $168, Summary 10 yrs w/ Comp. $460,560 Savings $171, total Summary 10 yrs W/ Gunnebo $34, per year $289, Gunnebo Security Group 8 August, 2016 page 14

15 What Are Smart Safes/We buy our safes through 1. Do you purchase standard safes or are these intelligent safes (Smart Safes/Note Validating Safes) 1. Smart safes are designed to secure and automate the cash handling process in most cases vs. the standard drop safe, Cash Management safes can show a 70% savings in spend, often having an ROI on the equipment of less than 1 year. Do you have some time next week to discuss how, I will be in your area and. Gunnebo Security Group 8 August, 2016 page 15

16 Time/Cost Other Cost/Time Adding Items How Many Registers do have? 3 What if there is a Counting/Deposit error? How Many ROI Shifts per Calculator day? 2 How Long does it take to correct the error? Number of Employees Involved in Count? 2 How often do errors happen? Count In (Beginning of Shift) 8min Who takes the Deposit to the Bank? Count Out ( End of Shift) 15min How long does the deposit/travel take? Total Count time (1 employee) 23min Deposit Count Time (1 employee) 7min Employees Pay per Hr? Min wage $7.25 $ 7.25 Cost per Count (1 Employee): (Wage/60)*# of Mins $ 2.78 Cost per Deposit (1 Employee): (Wage/60)*# of Mins $ 0.85 Costs Savings Daily $33.35 $23.20 Weekly $ $ Monthly $ $ Yearly $12, $8, Banking Costs What does the bank charge per doposit? $10.00 How many deposits a week? 3 Costs Savings Daily $4.29 $2.86 Weekly $30.00 $20.00 Monthly $ $80.00 Yearly $1, $1, Shrinkage/Theft Do you know your figures (Mthly/Yrly)? Mthly Sales? $30, US Average (1.5%; of that, 75% is employee shrinkage and theft) Costs Estimated Shrinkage - Daily $10.71 Weekly $75.00 Monthly $ Yearly $4, Proposed Unit 2 X D12, 1,200 bunch ($8,235 ea MSRP) $ 16, Gunnebo Security Group 8 August, 2016 page 16 Return On Investment 0.28 Years

17 Sample introduction Subject: Passed from your offices (their store name) Cash Handling Cash Management Introduction Gunnebo Body: Warren, I was passed to you from your office. I am not sure if you are the correct contact, if not could you please pass me to who is? I work with Gunnebo/Hamilton Safe we are a manufacturer of safes, more specifically intelligent safes for the retail sector (quick service/fast casual restaurants). These products and our route to market have been able to show many restaurants, like your Pizza Hut and Taco Bell locations a significant reduction in spend on handling cash while improving the security (theft, shrinkage, counterfeit) and efficiency related to their stores. I have included our free assessment Is handling cash costing you time and more importantly money?, 2 data sheets for of our more popular products in the restaurant space (Gunnebo D1 and D12), and information on our cash control software to provide visibility and, if your bank allows, same day provisional credit. Are you available to speak further on the above later this week or next? Lastly, if you could please reply to this note letting me know it was received. On Average it takes 7-10 contacts to make a sale (Dr. Jeffery Lant s Rule of 7) with higher volume sale it will take longer Gunnebo Security Group 8 August, 2016 page 17

18 Not Interested Unfortunately in sales not everyone is willing to listen Try back again later Try to find one of the other positions or business areas listed Gunnebo Security Group 8 August, 2016 page 18

19 Target Customer Segment Quick Service/Fast Casual Restaurant/Franchisees Taco Bell, Chipotle, Pizza Hut, TGI Fridays, Starbucks, Food Courts Convenicence Stores/Gas Station Speedway, Casey s General, Get Go Pharmacy/Drug Stores RiteAid, CVS, Walgreens Liquor Stores and Bars A ton of locals Grocery Giant Eagle, Kroger, Albertsons/Safeway Check Cashing Casinos High Cash Retail Dollar General, Pull-A-Part, Family Dollar Gunnebo Security Group 8 August, 2016 page 19

20 Target Customer Segment, Where to find? The Internet!!! Google, Yahoo, D&B, Hoovers, Manta, etc Fortune 500 (per segment) Convenience Store Products CSPnet.com and CSPedia.net Top Franchisees / Franchisors Chambers of Commerce LinkedIn Publications Retailing Today, C-Store News, National Grocers Associations NACS, NRF, RILA, Convenience/Petroleum Marketers, etc Gunnebo Security Group 8 August, 2016 page 20

21 Banks as a sales conduit They have the retail customers who like them already CIT Institution Benefits Grows fee income revenue and gain additional client wallet share opportunities Creates more profitable long term relationships with your currency clients Offers a flexible pricing smart safe solution allowing you to protect specific clients or help target new prospects Expands the banks ability to add relationships beyond geographic retail footprint Flexible and robust online dashboards and reporting capabilities provide 24/7 visibility of your clients cash levels Seamlessly integrates with the account processing system Turn handling cash to a money maker vs. money taker Cash is one of the most expensive aspects of a bank and their branches Target Contact Departments Cash & Currency Services, Currency Processing, Vault Services, X Product Manager, Cash Management, Treasury Services Gunnebo Security Group 8 August, 2016 page 21

22 Cash Management Solutions Global References Gunnebo is a global leader in the retail cash automation sector. The equivalent of over 100 billion dollars pass through Gunnebo cash management solutions every year. Today, we have more than 35,000 automated cash management solutions deployed all over the world. Gunnebo Security Group 8 August, 2016 page 22

23 Cash Management Webinar Questions? Gunnebo Security Group 8 August, 2016 page 23

24 Michael Falk Regional Sales Manager Cash Management (330) Carlos Massa Vice President, Cash Management North America (513) Gunnebo Security Group 8 August, 2016 page 24