Setting You Up for Success Matco Training and Support You are probably wondering, “How do I become a successful franchisee?” It’s simple – through our industry-best training and on-going support. Matco makes sure that you feel comfortable and confident, not just with your decision to join the Matco Tools family, but also day-to-day in your store. We are here to help you through your entire Matco journey, so you can turn your dreams into reality. Training starts before you even step foot in a Matco store and continues throughout your entire career. We know that time is money, so we created targeted training and tools that are aimed to really help you achieve your goals and make the most of your time. Matco provides twice the sales and business training as the other mobile tool franchises and is the only mobile tool franchise to employ dedicated training professionals. Combined, our instructors have nearly 150 years of experience under their tool belts! With our program, we look past today and focus on your long-term success, training you on virtually all areas of owning your own business. We take a 360˚ approach that goes beyond getting started – it focuses on growing and maintaining your business and reaching your personal goals. Continue reading to see what’s in store for a full year’s training plan. You will quickly see that we take the time to get you ready to drive a successful business. Training Begins Before You Sign Your completed Tell Me More form is the starting point. Both you and your spouse/business partner will sit down with one of our Franchise Sales Managers to review your budget and discuss the business in more detail to learn what it’s going to take to achieve your financial goals. ©2014 Matco Tools #14188 Setting You Up for Success Phase 1 – Your first days of training The franchise program begins with what we call “Zero Week” training, where you and your Matco District Manager will spend two to three days driving your route and stopping in each business location on your “list of calls.” This gives you a chance to individually meet your potential customers, shop owners and shop managers before attempting to sell to them. We understand the importance of developing relationships before the sale – no cold calling practiced here! The remainder of the week will be spent taking an inventory of your initial order and learning how to merchandise your mobile store. You’ll begin with: • Basic sales concepts in our online training school - Matco University • How to manage your territory • An assessment quiz to prep for your upcoming classroom training Phase 2 - Matco business system basics classroom (10 days) he four most important success T drivers for a Matco franchisee: • Sales • Collections • Financial Management • Business Management Learn More. Find out how Matco’s training and support stacks up against other franchise systems by completing the Tell Me More form. ©2014 Matco Tools #14188 Your initial 10 days of classroom training will kick off at the Matco Tools headquarters in Stow, Ohio. What Will I Learn? During your 10-day classroom training on the four main drivers for success, you will learn about: • Using the Matco Distributor Business System (MDBS) computer applications software • Inventory management • Marketing tactics •S pecial programs, such as branded merchandise •H igh-end products, like Diagnostics and Integrated Storage Systems • Selling consumables • Getting the most from Matco Expo • Selling lucrative Matco toolboxes • A variety of online classes on specific Matco products Setting You Up for Success Sales Matco spends more time working with our distributors in the classroom on selling techniques and concepts than any other mobile tool franchise. You don’t need to know every detail about the tools in your store, but you need to know the tools to help you successfully sell with confidence. Your instructor will use role play to help you practice what you will soon experience in the field with actual customers. Practice makes perfect! The Basic Sales Training Module includes: • Basic sales concepts • Selling packages for greater profit margins • The “show and sell” approach to selling more tools • A “sales plan worksheet” • Reading “buying signals” from your customers Collections Take the Next Step. Work with our team of experts to find out if a Matco franchise is right for you. You will quickly see the power of putting tools in the hands of your customers and letting them know that they don’t have to pay for it all right now with our flexible payment options. Roughly seven out of every ten sales you make will be “on account.” You’ll begin your business with a “Time Payment Line of Credit” with Matco, which will allow you to offer credit to your customers. We provide two core modules on the Time Payment System: 1. Building a “Time Payment” awareness in your business – Using tools specifically designed to help you plan, schedule and monitor payments from your customers 2. Managing your Time Payment Account – Managing your payments and tying them to your inventory turns You’ll learn how to manage your inventory so that you don’t have too much or too little at any one time and can turn or replace your inventory more frequently during the year. Don’t worry – if you don’t understand the concept of inventory turns now, you’ll know all you need to by the end of the training. ©2014 Matco Tools #14188 Setting You Up for Success Financial Management You will need to properly manage all the money that’s flowing through your hands, and we understand that you and many of our new Distributors may not have any formal business or financial management training. You may also be nervous around computer systems. This is completely normal. That’s why we spend a lot of time making sure that everyone leaves the building completely comfortable navigating the various elements of the MDBS. This module will teach you: • How to read, interpret and use your monthly statement •H ow to use the Matco Distributor Business System (MDBS) computer system Business Management On top of running your business, it is important to work on growing your business. We don’t just get you started – we make sure you have the tools and information to drive a booming business. In this section, you’ll learn a variety of top business strategies. We’ll show you how to properly balance your Active Time Payment customers, get a higher collection rate and turn your inventory every twelve to fourteen weeks. Also, you will learn why it is so important to be consistent, dependable and create the right expectations with your customers. Phase 3 - Matco field training week one (5 days) You will leave the classroom with a strong knowledge of how to use the MDBS computer system, sell effectively and work with live customers. Then it’s time to put this information in motion! All of the following field training sessions are hands-on and occur with your District Manager, Regional Manager or a Field Instructor using your store, your route and your customers. ©2014 Matco Tools #14188 Setting You Up for Success In the first week of your field training, your District Manager or Field Instructor will join you to practice what you covered in the classroom: • Show and sell model • Build customer relationships • Use the MDBS computer software • On the job training • Product knowledge • Warranty and returns Fast track your way to owning a Matco Tools • Closeout procedures franchise by submitting the Tell Me More form. • Financial reports • Ordering and shipping process • Handling repairs and warranty issues Ready to Start? Phase 4 - Matco field training week two (5 days) Your District Manager or Field Instructor will join you in Week 2 of field training to cover the following: • How to increase Time Payment (TP) sales • Introduce sales closes and put them into action • Review your weekly reports – interpreting and using the reports • Evaluate your actual performance compared to your budget worksheet •C omplete the “Product Ordering” segment to know how to order products, maintain your inventory and optimize your inventory turns • Complete the online course from Matco University • Identify areas in which you would like more one-on-one assistance You’ll also begin building your Week 5 sales plan, where you’ll create an actual plan for meeting your desired sales objectives and revenue goals. Phase 5 - Matco field training week four (3.5 days) Your Field Instructor will join you, typically in Week 4 of field training to work on the following: • Reinforce and optimize your use of Time Payment (TP) sales • Focus on how to optimize “shop owner” sales • Complete the Fast Start program • Review your business plan for Week 5 ©2014 Matco Tools #14188 Setting You Up for Success • Use the highly lucrative Package Selling form the most of sales meeting specials and “hidden promotions” • Order items on Tuesday to optimize your inventory turns and increase revenue • Make Matco always has my best interest in mind, and they also have answers to my questions when I don’t “know something. I also love having a Field Manager available to offer advice. It’s almost like having a business partner that can help you with the things that you may not be an expert on. ” – Luke Benson, Matco Distributor Phase 6 - Matco field training week six (2 days) Your District Manager will join you in Week 6 of field training for the following: • The District Manager will focus on the weakest two days of the sales week • How to increase profitability with sales meeting promotions, purchases and hidden promotions • Review your sales plan, focusing on future sales • Revisit and emphasize package selling • Review Purchase Service Agreements (PSA) • Review all reports and progress, measuring against your goals • Discuss your upcoming review • Revisit and optimize your budget according to actuals • Calculate your break-even point and adjust sales tactics to move your break-even point forward • Conduct a “business partner and distributor evaluation” Phase 7 - Matco field training week eight (2 days) Your District Manager will join you in Week 8 of field training to help you with the following: • Focus on your weakest two days of the sales week • Update your budget and break-even point • Review your profit margin and see ways to increase your margin on sales • Develop an action plan to increase sales, collections and income • Review and update your sales plan • Review showing and selling and package deals ©2014 Matco Tools #14188 Setting You Up for Success •C onduct a “two month business review” (how you’re doing, how you can improve, etc.) • Help you implement action plans from your review •E valuate your inventory management (turns) and merchandising • Discuss the next contest or game you’ll use • Evaluate and optimize (if necessary) your route schedule Tell Me More. Experience a day on the job by riding along with a nearby Matco distributor to see if Matco is the right fit for you. Phase 8 - Matco field training week 12 (month three - 1 day) Your District Manager will join you on your weakest sales day to help you with the following: • Focus on your weakest day of the sales week • Update your budget and break-even point • Review your profit margin and see ways to increase your margin on sales • Develop an action plan to increase sales, collections and income • Review and update your sales plan • Review showing and selling and package deals Phase 9 - Matco field training week 16 (month four - 2 days) Your District Manager will join you on your weakest sales day to help you with the following: • Focus on your weakest day of the sales week • Update your budget and break-even point • Review your profit margin and see ways to increase your margin on sales • Develop an action plan to increase sales, collections and income • Review showing and selling and package deals • Conduct a “Four month business review” (how you’re doing, how you can improve, etc.) • Help you implement action plans from your review • Evaluate your inventory management (turns) and merchandising • Discuss the next contest or game you’ll use • Evaluate and optimize (if necessary) your route schedule •R eview your progress and address any areas of concern or improvement with your Regional Manager and District Manager ©2014 Matco Tools #14188 Setting You Up for Success Phase 10 - Matco field training week 22 (month six - 1 day) Your District Manager will join you on your weakest sales day of the week to: • Conduct a follow-up business review • Review action plan progress • Identify areas of improvement and revise/adapt action plan Phase 11 - Matco field training week 34 (month eight - 1 day) Spend this day with your District Manager to: • Update your budget and break-even point • Review your profit margin and see ways to increase your margin on sales • Develop an action plan to increase sales, collections and income • Review showing and selling and package deals • Conduct an “eight month business review” (how you’re doing, how you can improve, etc.) • Help you implement action plans from your review • Evaluate your inventory management (turns) and merchandising • Evaluate and optimize (if necessary) your route schedule • Complete an Income Goal Worksheet •R eview your progress and address any areas of concern or improvement with your Regional Manager and District Manager Phase 12 - Matco field training week 38 (month nine - 1 day) Spend your weakest sales day during Week 38 with your District Manager to: •C onduct a follow-up business review covering action plan progress, sales goals, income goals, etc. •R efine your action plan ©2014 Matco Tools #14188 Setting You Up for Success Phase 13 - Matco field training week 52 (1 day) On the last day of your formal first year of field training, your District Manager will join you to: • Focus on your weakest day of the sales week • Update your budget and break-even point • Review your profit margin and see ways to increase your margin on sales • Develop an action plan to increase sales, collections and income • Review and update your sales plan • Help you implement action plans from your review • Evaluate your inventory management (turns) and merchandising • Evaluate and optimize (if necessary) your route schedule •R eview your progress and address any areas of concern or improvement with your Regional Manager and District Manager •C onduct income goal analysis •R eview margin analysis •D evelop your action plan for meeting income, sales, collections and other goals for your second year Manager is amazing. He makes himself available when I need him “My District and gives me advice on customers and how to sell certain items. ” – Josh Mellow, Matco Distributor Ongoing training and support Training doesn’t end after your first year. It continues as long as you are a Matco Distributor. Your District Manager and Regional Manager will continue to join you on your route from time to time, to find ways to boost sales and the money in your pocket. If you feel like you could use some additional training or need advice, just let us know and we will be there. On average, Matco provides over 20 new training modules or learning initiatives every year! You’ll receive a continuous supply of E-catalogs, flyers and special programs throughout the year that will improve your product knowledge, introduce you to new products and give you more ways to increase your sales. ©2014 Matco Tools #14188 Setting You Up for Success Matco also hosts events each year to continue your learning and introduce new products and tactics: • District Sales Meetings (9 per year) oD istributors in your area get together to learn about new products, sales techniques, hidden promotions and package selling among other important topics to help you succeed. You will also have the chance to exchange best practices and lessons learned in the field. • Annual Expo oT his is your best opportunity to get the scoop on the latest products and deals. You will also receive additional training on topics designed to help you grow your business. So, what are you waiting for? As you can see, we fully support every step in achieving your dreams. We will work with you from the very start to plan and achieve your goals. Start enjoying the freedom of owning your own business with the help of your Matco family. We look forward to welcoming you to the team. Take the next step today by filling out the Tell Me More form. Completing the form does not commit you to buying a franchise. Get Started! Complete the Tell Me More form to get one step closer to owning a Matco Tools franchise with no obligation to commit. www.GoMatco.com ©2014 Matco Tools #14188 ©2014 Matco Tools #14188 (888) 696-2826
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