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Michael Rao
President
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Janet Rao
Vice President
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Natalie Foster
Director of Marketing
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Heather Lenhart
Administrative Support
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Renee Petro
Administrative Support
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Katy Hosenfeld
Market Development Representative
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Rich Butler
Sales Representative
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Josh Forster
Specialty Account Representative
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Brian Hosenfeld
Sales Representative
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Chuck Lenhart
Sales Representative
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Randy Manning
Sales Representative
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Mark Petro
Sales Representative
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Matt Ross
Sales Representative
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Gunnar Smith
Specialty Account Representative
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Scott Worley
Sales Representative
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Bill Goosic
Event Specialist
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SALES CALLS
Sales Calls are at the core of personal interaction between R&R Marketing representatives and our customers. We establish a profile for our accounts to clearly outline the unique needs of each. Schedules are coordinated to deliver the highest level of service and are documented with our administrative staff. We work closely with each of our customers to understand their needs, focus and challenges. This enables us to determine how products from our clients can contribute to sales success and profitability. Regular and timely sales calls lead to many opportunities. New product presentations, product updates or revisions, inventory evaluation, staff training, warranty and return management, catalog and website review, pricing updates and strategies, policy updates and understanding, and general dissemination of information are all components of the sales calls we make every day. Our sales calls are scheduled, documented, tracked and reviewed to ensure an effective sales and service effort.
We make many sales calls on customers of our accounts. Often referred to as “Jobber Calls”, we maintain a high level of contact with retailers, installers, engine builders, chassis builders and specialty businesses that buy from our accounts. This helps us to “pull through” sales via our account base and ensure that the people who have the closest relationship to the end consumer are armed with all of the resources they need for successful selling. These sales calls are equally important for gathering critical product and market information to assist our clients. We document and track each of these “Jobber Calls” and maintain a database of key information for use in a variety of ways, especially for ongoing communication.
PROSPECTING
Prospecting is a critical component of our sales strategy. In addition to the growth and maintenance of existing accounts, we are always seeking new opportunities for growth. Each representative dedicates a significant amount of time to prospecting as part of their sales and territory management plan. We utilize a number of methods to generate quality sales leads for our prospecting activity. Leads are generated from inbound calls to our clients and office, trade show contacts, web based searches, referrals from existing customers, industry publications, membership directories and phone listings. Each lead is documented with our administrative staff to ensure appropriate exploration and follow-up. Leads are tracked from generation to completion and entered into a database for future reference. We strive to convert all quality leads into long term sales.
PIPELINE INVENTORY MANAGEMENT
Modern consumers have come to demand near instant gratification after making a purchasing decision. This trend makes effective Pipeline Inventory Management an increasingly important role in our sales strategy. We analyze economic fluctuation, sales trends and market demand to evaluate the level of distribution in each territory. Each representative works closely with the accounts to review inventory levels, re-order points, base stock levels, logistics and distribution of inventory across multiple locations. We provide relevant data to our clients and accounts to help them forecast manufacturing and inventory demands. It is critical that each territory has an adequate and appropriate availability of products to provide a vehicle to quickly satisfy consumer demand.
MARKET STRATEGY & PLANNING
Strategic planning is a key to successful territory sales management. Each territory is reviewed on a regular basis to ensure that a healthy balance of customers and accounts are in place to meet our goals and objectives. We set realistic goals and objectives for each territory in harmony with the needs of our clients. Efforts to grow existing accounts and development of new accounts must be executed methodically and deliberately to sustain healthy distribution. We work in unison with our clients to determine and implement effective territory management plans.
SALES CONSULTING
With many years of experience and access to thousands of contacts throughout the industry, R&R Marketing Consultants, Inc. can offer a wealth of knowledge and advice. We specialize in consulting on policies, new products, market development, advertising and marketing strategy, pricing, consumer feedback and numerous other areas of concern. We can help you gather accurate information from the field to assess your situation and guide appropriate actions. Our clients and accounts, alike, have come to respect and appreciate our experience and ability in this arena.
COMMUNICATIONS & REPORTING
Communication is an essential part of successful selling. We employ many forms of technology so we can customize our communication vehicles to fit your needs and expectations. We provide Call Reports to document the details of our sales calls and ensure that you have an accurate assessment of activity at each account. Jobber Reports are an excellent tool to understand what is happening in any given market and help our clients increase effective communication to the end consumer. Items of great importance or urgency are immediately communicated via telephone, text, or e-mail so action can be taken right away. R&R Marketing regularly holds conference calls with all or part of our staff and our clients are welcome to participate at any time. We hold at least four formal sales meetings throughout the year, often visiting multiple clients as a part of our meeting agenda. We recognize the importance of communication and always strive to embrace new technologies and methods of improvement.
FIELD SALES TRAINING
Knowledge of the products we sell is critical. We often visit our clients’ facilities for tours and formal education so we can be experts in the field. Training for our accounts and their staff is a part of every territory management plan. Our sales people host training seminars and webinars for the accounts on a scheduled and regular basis. Clients are always welcome to participate in these events. When possible we host training events at the manufacturing facility, races and shows, and even assemble all accounts and jobbers in a region for group sessions. We dedicate a great deal of time to training exercises and firmly believe in their effectiveness.
PROMOTIONS
R&R Marketing Consultants, Inc. may very well be known best for our sales promotions. We have sponsored some of the most inventive and outrageous sales promotions in the industry. Phone room sales spiffs, cash back rebates, consumer rebates, prize giveaways, jobber and retail sales spiffs and even a promotion that pitted two fierce competitors against each other in the sales room and on the race track! We have a great deal of fun with sales promotions and sponsor them throughout our territories.
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