Distributor Best Practice Sharing - Cummins.com

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Best Practice Submissions Sharing Successful Filtration Sales Approaches among Distributors. Initial information Form for possible Best Practice to be shared with Cummins Distributors Title: Distributor: Description: Dist Champion: Today's Date: mm/dd/yy General information Financial information Launch Date: When was the program launched mm/yy Sales: What annualized sales are you realizing $k If less than a year, how much sales since launch $k Prep Time: How many months did it take to get ready to launch # Margin: What % net margins are you realizing xx% Factory support: Did you require any support from the factory yes/no On-going costs: What on-going expenses are there $k If yes, what Support item 1 … List: item 1 $k support item 2 … item 2 $k support item 3 … item 3 $k Markets: What markets/customers are involved Investment: Any capital required (what How much $) $k xxx markets item 1 $k xxx customers item 2 $k Products: What products are involved Manpower/people required prior to launch # - mo. xxx products (how many / % of people time for how many months Benefits: What key benefits have you seen What non-people expenses were needed $k benefit 1 … item 1 $k benefit 2 … item 2 $k benefit 3 … item 3 $k Challenges: What challenges did you overcome Payback: What was your expected payback time in months # challenge 1 … challenge 2 … What was your actual payback time in months # challenge 3 … Applicability: State reasons why other distributors should, or may not, see the same benefits. (focus, structure, environment, etc) Other: Any other information you believe is important to understand about this program 10
Prioritization Process & Criteria Category Weight Score Definition (1-10 scale) Annual Sales realized 10 1 for every $10k (ex - $20k = 2; $100k+ = 10) Margin / net profit 10 1 for every point over 10% (ex - 12% = 2; 20%+ = 10) Implementation time 7 10 minus # months (ex - 1 mo. = 9; 6 mo. = 4) Payback time 10 same as implementation time Investment required - capital 7 Annual margin minus capital spend (10 max) Investment required - people 10 10 minus #peopleXimplementation months applicability to other distributors 10 # of distributors (ex - 2 = 2; 10+ = 10) Difficulty 8 subjective: 10 = super simple; 1 = very difficult (avg. votes in room) Alignment with CFBU strategy 7 subjective: 10 = direct hit; 1 = stretch to connect (avg. votes in room) Factory support needed 7 10 minus $10k needed per distributor Proven-ness 8 # of months worth of demonstrated results (10 max) TOTAL Highest priority projects will be those that have proven to yield high results with minimal investment or rapid payback. 11
Page 1 and 2: K. C. Hall Cummins Distributor Succ
Page 3 and 4: Best Practice Sharing - Team Russ B
Page 5 and 6: MSA Study & Capability Analysis Tod
Page 7 and 8: Data Collection: VOC - “KJ Lite
Page 9: Communication Timeline Guidelines G
Page 13: Tool for On-Going Monitoring of Sta

Distributor Best Practice Sharing - Cummins.com

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