We want to gather as much information from you about the
Big Opportunity Sales
Success you would like to share with the network. During the submission, you will
be prompted to provide responses to the following prompts...
- Tell us about the problem
- Tell us about the Customer(s)
- Tell us about the solution (why Belzona?)
- Potential/ size of the opportunity
- Pricing and warranty
- Relationship with the Customer
- Tips for other Distributors
- About the application (facts, figures, and dates)
- Outcome
We would anticipate that it will take approximately 30 minutes to complete your submission.
Once you have submitted your application, it will be reviewed and you may be contacted to provide additional information.
It is important that submissions meet a minimum standard for us to be able to consider your application.
1. Tell us about the problem
- Provide an outline of the problem they were facing, described in as much detail as
possible, including how the problem was affecting the Customer/s.
2. Tell us more about the problem
Please mention what alternatives they were considering and why they were
deemed inappropriate.
3.Tell us about the Customer(s) and the industry
- Please provide a brief overview of the Customer, their operations, and the type of
plant/ facility they are operating. Which type of company (end user, contractor...)
did you have to talk to in order to win this project?
4. Tell us about your Belzona solution
- Why has the Customer chosen Belzona and what was the process of
specifying the Belzona solution?
- Why is the application a good solution for your Customers?
- What is its main
Unique Selling Point?
- Which Belzona products/ systems were specified and why?
Please include
quantities (kilos/liters) of each product used
5.Tell us more about your solution
- Describe any benefits of the Belzona package
(product and application) that helped acquire the job (e.g. product characteristics, downtime saving,
previous applications carried out for the same
Customer, etc.).
- Was the Customer considering any competitor product?
- Why did they choose Belzona?
6.About the application (facts, figures and dates)
- When did the application start and how long did it take to complete?
- Describe the surface preparation, application, and inspection stages in detail.
-Please include as many facts/ details as possible including dates, people
involved (applicators, inspectors), equipment used.
- Was there anything special or interesting/ unusual about this application?
- Please provide us with the application procedure if available.
7.Potential/ size of the opportunity
- What was the order value for this application?
- Do you expect further work or possible work as a result of this application in
the future?
- In terms of the frequency of this type of application, how many would you
complete in a year?
- What other industries could this solution be useful for?
8.How did you sell this solution?
- Did you use any marketing materials or strategies, sales force effort, etc.?
9.Pricing and Warranty
- How did you provide the pricing to the Customer?
- Was the price based on the
Customer’s estimated budget with the goal of submitting a firm price once all
the finer details have been provided?
- Do you provide a discount to contractors to attract repeat business and to
ensure the contractor is more aligned with your business for long-term repeat
business?
- At what price level did you price the project for product only?
- What payment terms were provided to win the sale?
- Did you offer any warranty to the contractor or the end user?
10. Relationship with the Customer
- New or existing Customer?
- What former work have you done with the Customer?
- How did you approach the sale?
- Do you expect further work or possible work from them in the future?
11. Tips for Other Distributors
- Any lessons learned over the years that other Distributors should know about
when targeting this type of project?
12. Outcome
- How is the application performing in service?
Is the Customer satisfied with the application? Would they give a quote
(feedback)?
13.Know How In Action/ LinkedIn post
- Have you already created a KHIA? If yes, please provide the link.
- Have you already created a LinkedIn post? If yes, please provide the link.
14. Supporting images/ documentation
- Please provide images, documents, or drawings in a Zip folder to support your
submission.
- Maximum 5 Files
Before you go, here is your opportunity to nominate...
If you know of a Distributor in the network who has been successful at selling a
Big Opportunity and you want to know more, feel free to provide their name and
the application below. Belzona will contact them and ask them to create a
submission.
Thanks for taking the time to submit your Sales Success.
We will be in touch once the panel has reviewed your submission.
