How to Tell The Productivity Script

Question 1

Introduction - Positive Opening

Answer 1

Hi (customer name) thank you very much for taking the time to meet with me today. I know your time is very valuable, so thank you for meeting.

Question 2

Introductions - Who you are?

Answer 2

I’m Sam Kroon the regional manager for the mechanical trades. I assist our AM’s in coordinating all of the Hilti resources to service your company.

Question 3

Introductions - Purpose

Answer 3

The purpose of today’s meeting is to learn more about you and your company, and then determine how I might be a better business partner for you.

Question 4

Opening Questions - Start

Answer 4

I would like to start by learning more about you.

Question 5

Opening Questions - Long Company

Answer 5

How long have you been with the company?

Question 6

Opening Questions - Long Role

Answer 6

How long have you been in your role?

Question 7

Opening Questions - Vision

Answer 7

What is your vision for the company in the next three to five years?

Question 8

Opening Questions - Bring to…

Answer 8

What are you and your management team doing to bring this to life?

Question 9

Opening Questions - Challenges

Answer 9

What are the challenges that are getting in the way?

Question 10

Opening Questions - Overcome

Answer 10

What are you and your management team doing to overcome this challenge?

Question 11

Opening Questions - Other Challenges?

Answer 11

What other challenges are you facing?

Question 12

Opening Questions - Overcome that…

Answer 12

What are you doing to overcome that challenge?

Question 13

Opening Questions - Thank you

Answer 13

Thank you for sharing this with me. It sounds like you and your management team are working on bringing this vision to life.

Question 14

Opening Question - Tips - Tell…

Answer 14

“Tell me more” - Get them to elaborate.

Question 15

How Hilti can be a productivity partner - May I…

Answer 15

May I ask what are your thoughts about Hilti?

Question 16

How Hilti can be a productivity partner - Thanks for…

Answer 16

Thanks for sharing your thoughts with me. You are like many of the customers that think of us for 1-2 main product lines, but we are much more.

Question 17

How Hilti can be a productivity partner - We have been working…

Answer 17

We have been working hard to become a real productivity partner for construction companies. To do this we have moved beyond products to now include software and services as well.

Question 18

How Hilti can be a productivity partner - We know that the…

Answer 18

We know that the construction industry is facing many challenges in line with what you discussed, and we are focused on increasing productivity, improving worker safety, and assisting construction companies with their sustainability journey.

Question 19

How Hilti can be a productivity partner - A few more…

Answer 19

A few more questions for you or maybe you could help confirm our research. Our research shows that about 55% of a construction companies revenue is deployed to cover labor costs. Does that seem correct?

Question 20

How Hilti can be a productivity partner - This research suggests…

Answer 20

This research suggests that roughly 35% or revenue is deployed to cover material costs. Does that seem reasonable?

Question 21

How Hilti can be a productivity partner - We then assume…

Answer 21

We then assume roughly 5% is deployed to cover other costs, like rent, vehicle leasing, financing, etc. Does that seem reasonable?

Question 22

How Hilti can be a productivity partner - The remainder…

Answer 22

The remainder is earnings before interest and taxes. Which suggests the national average is roughly 5%. Does that seem correct to you?

Question 23

How Hilti can be a productivity partner - Our research…

Answer 23

Our research also shows that of the 35% spent on material, about 1% is related to products similar to what Hilti offers. 30% of 1% is such a small number, its really just a rounding error on your annual P&L.

Question 24

How Hilti can be a productivity partner - However, where Hilti…

Answer 24

However, where Hilti Can save you money is in the labor cost. We believe if you invest that 1% with Hilti, we can reduce your labor expense significantly more than this small investment.

Question 25

How Hilti can be a productivity partner - In other words...

Answer 25

In other words, if your labor cost is 55%, and you select Hilti for that 1% of your organization's spend, we would only need to deliver 1% productivity to cover half of the material costs, and at 2% productivity, we are increasing your bottom line.

Question 26

Why is Hilti the best partner - So why do...

Answer 26

So why do we believe that Hilti is the best partner for construction companies on that 1%?

Question 27

Why is Hilti the best partner - We Spend...

Answer 27

We spend $500 million annually on research and development. This is not manufacturing costs, this is idea generation, solely focused on the construction industry. We do not make toasters or blenders or car parts, we only make solutions for the professional contractor.

Question 28

Why is Hilti the best partner - In developing our...

Answer 28

In developing our solutions, we look at your work packages and we understand that your packages are really a series of stops. We then develop our solutions to do three things.

Question 29

Why is Hilti the best partner - First, we...

Answer 29

First, we see if we can eliminate steps. As an example, our chemical anchors solution safe set eliminated the need to clean holes delivering instant productivity to our customers.

Question 30

Why is Hilti the best partner - Second, with the remaining...

Answer 30

Second, with the remaining steps, we seek to speed them up, this can be faster drills, battery dispensers, or preformed solutions.

Question 31

Why is Hilti the best partner - And finally, we invest...

Answer 31

And finally, we invest to simplify the steps so that you can assign these steps to lower-skilled technicians on your projects and thereby redeploy your skilled technicians to your more critical applications and work packages.

Question 32

Why is Hilti the best partner - Beyond Hilti's investment in...

Answer 32

Beyond Hilti's investment in R&D, we deploy the largest field based team of product specialists and engineers to walk your projects and assist your teams in choosing the right solution and providing on-site training to ensure the application is done correctly the first time, reducing the need for rework.

Question 33

PA Script Flow IOHW

Answer 33

Introductions Opening Questions How Hilti can be the best partner Why is Hilti the Best Partner

Question 34

Set the Stage - Steps

Answer 34

Be a gracious guest Show Appreciation Leverage Discovery Share the Purpose

Question 35

The Art of Mastering the Management Meeting - PSURPA

Answer 35

Prepare Set the stage Understand the customer Recognize and Handle Behaviors Present the value Ask for commitment