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United Electronic Recycling Training!
United Electronic Recycling Training!
Why Recycle with UER ?
Our Mission• We will lead the way in innovation for electronic recycling• We are committed to our Customers, our environment and a
sustainable business model that exceeds certification requirements• With the support of our families and employees we will aim to
successfully grow United Electronic Recycling, while maintaining long standing business partnerships with both our Customers and Vendors
• We help with Reducing landfill consumption• We Normally Pick up at no Cost to the Customer • We help with Creating less toxic chemical emissions • We help people to buy used computers at an affordable
price • We help Conserve energy use in manufacturing plants • We can be used as source of lead for other product • We Provide useful donations for charity organizations
Training (Phase 1)
Tele-Locator is our Primary marketing strategy. Discuss the other hands of marketing strategies if you have expertise in these areas.
Executive to Executive• Large Corporations-
Fortune 500Tele-Locator• Simply call and locate
Company’s with Product!Direct Sales• Business to Business• Work thru civic Groups,
Chambers, Kiwanis Club, Rotary’s etc
• Set up Recycle Events
Strategy
Find & Focus on “Niche” market or Territory
1. Have your “Grand Opening” contact all previous employers, business owners, colleagues that you currently know and bring them up to date what your doing. Many will point you in the right direction and want to help you!
2. Target a Past knowledgeable industry, such as Growing Medical Field, Educational Institutions, Insurance Companies, leasing Companies , Banking Association, etc…
3. Tele-locator strategy is 100+ calls per day minimum!4. Learn basic Script and get comfortable being the best call of the day
to Corporate America.
Internal Evaluator
• Internal Evaluator• They will give you and the Customer an evaluation weather the
Inventory is Profitable or Not and when it can be picked up.– Many things to consider, such as Location & how many
locations, quantity, type of product, shipping, breakdown of particular product.
• They may want the customer to contribute partial or all cost of shipping product to our Dock. – In some cases we may pay Profit sharing to the customer for
valuable products.• We may pick up Product at a Loss to get future business that will be
profitable & to contribute our part in the “Go Green Cause”.– We want to protect all of mankind as much as we can.
The Approach
Hello, this is ________, with UER, I was calling regarding Corporate AMERICA Recycle Month with our company!
I wanted to find out who I would talk to regarding your “END OF LIFE, ELECTRONIC EQUIPMENT, SUCH AS COMPUTERS AND OLD COPIERS, printers ECT..…..Would that be the IT Dept ? Get the right contact on phone and repeat the same thing to them.
If they have Product, Ask them to send you an inventory list by e-mail and give them your information. Go ahead get Address, contact & company name. Let them know that We normally Have a “NO COST” solution to pickup from companies, We also provide a Free Data Destruction Certificate verifying all the Hard-drives are wiped clean by DoD 3 Pass Software.
• If you have identified a True Potential Customer that Valuable items & would want us to bid on product or give a quote on product they have, then get the Work Order information and inventory list if possible and email it in. The internal Analyst will review and consider.
• If there questions you don’t know, Just say, well to better serve your questions and needs let me find out the information or have someone call you back.
The Approach (continued)
Hello, this is ________, with UER, I was calling regarding CORPORATE AMERICA RECYCLE Month with our company.
(You may feel more comfortable just asking for IT!) I wanted to find out who I would talk to regarding your “END OF LIFE,
ELECTRONIC EQUIPMENT, SUCH AS Computers AND OLD COPIERS ECT.. Would that be IT??
…..Get the right contact on phone and repeat the same thing to them.If they do not have any inventory at this time, ask these questions before
thanking them and moving on.1. Can I send you a email with link to our company for future needs?
Customer power-point Or give you are website to save to favorites?2. Do you have any other companies or customers that could be updating
their computer system or have downsized that might be a good referral for our Corporate Recycle crusade?
FAQ and Overcoming Objections
• How long have you been in business? – Well the management collectively has 22 years of experience in
the industry and have goals to become the leading “Go Green” Electronic Recycling Company in the State!
• What Certification do you have? – We are EPA Certified with a Good Standing and we are a
member of , ISRI. Another is the identity Theft “FACTA” Compliance Certification which we now are in full compliance with the Federal Mandate and is enforced by the Federal Trade Commission.
• What type of materials do we receive?– Everything with an electrical plug or Battery operated.
• Are most pick-ups Free?– The majority are at no cost to the customer for pick-up!– There can be a $5 charge for Monitors and Tv’s– Charges are dependent on total inventory review!
• Why Should our Company use UER vs. another company?– Our Company first of all, Is family owned and operated with the
true intent of putting customers needs first. Our company has been built with the reputation of putting value on integrity, the environment, and most of all a Strong Relationship with our customers for repeat long term partnership. We do everything possible for companies not to have to come out of pocket to manage “end of life” equipment. That helps the bottom line of any and all companies.
• What is the process of Determining if a load can be picked up?– This goes thru our Internal Evaluator who receives a rough
inventory of what a customer has and where it is located and starts determining the process from beginning to end. Then we let the customer know what we can do and when we can do it at their convenience.
FAQ and Overcoming Objections
Training- Telemarketing “New Customer Steps”
Steps to Process Load!1. Get Estimated Inventory list. Example:
– 150 Computers, 20 copiers, 1 box of misc, mice, keyboard etc2. Get New Customer Contact information
– Called the Work Order, Customer Processing instruction sheet. E-mail it in!
– telephone #, fax #, e-mail address, physical address, building location. 3. Set a target date along with other pickups in that area and we will confirm
or set new time to pick up. – 2 or 3 week time frame out of state, 1 week if in Tx.
4. Add new & Potential customer to Excel Pipeline Daily*****All documents and training is on www.uerteam.com website under
login. Username is – uerteamrecycle Password- recycle
Training- Telemarketing Call List
Call List
• Yellow Book• Call list We can provide• Chamber of Commerce Directory• School Directory• Etc…
• Each Tele locater will have specific areas to focus in so we don’t overlap calls. Such as Zip Codes and Industry, etc…
Requirements
1. Keep a Calendar2. Create a “Week at a Glance” Schedule of days and times you will be working
and give it to UER.3. Know and have all telephone # for internal evaluators along with website
address and customer power point presentation to be emailed.4. Keep log of how many calls your making per day so we evaluate your ratio of
Contacts to Deliveries.5. Contact Your Managers often to touch base with your activity, results, pipeline
and questions.6. Give a weekly Excel report of contacts and results by e-mail, due Friday
Evening by 6 pm. To John Hayes7. Treat every prospect and customer with Total Respect.8. Make sure your call is the best call that Prospects Get that day.9. Tele-locator Conference call Every Friday Morning 8:30 am Dial 218-862-6789 pin 657918
Work Order
Work Order• Advocate Name: • Today’s Date:• Account name: • Location Address: • Contact Name: • Contact Phone Number: • Contact Email Address: • Date and Time of Pick up: • Inventory:
• Special Instructions: • Location of Equipment:• Dock: Yes or No• Freight Elevator: Yes or No• Palletized: Yes or No
Pipeline Example
OpportunityName
CustomerContact Tele#- State E-mail Address
ForecastAmount Contacted Follow Up Pick-Up Resource Locator % shared
Test Kim Abercrombie 405-409-5744 [email protected] 2/1/2010 2/1/2012 referral? NameCity of Ada Trudy Nevland 580-436-6300 231 S townsend ada 74820 10/10/2011 Jan has 2 year contract now. JohnLatta Schools Debbie Lynch 580-332-2092 [email protected] Dec Jan Jun-12 JohnByng Schools Mark Abbott 580-332-2092 [email protected] Dec Jan Jan 17 ? JohnFenton Motor Group Roger Nitzel 918-429-8760 12/26/2011 jan ref-ford John69-82 Metal Recyclers Jeff hill- Owner- James Reed 903-893-8282 www.6982metal.com John 12/30/2011 Jan/ Jason john
OpportunityName
CustomerContact Tele#- State E-mail Address
Test Kim Abercrombie 405-409-5744 [email protected] of Ada Trudy Nevland 580-436-6300 231 S townsend ada 74820Latta Schools Debbie Lynch 580-332-2092 [email protected] Schools Mark Abbott 580-332-2092 [email protected] Motor Group Roger Nitzel 918-429-876069-82 Metal Recyclers Jeff hill- Owner- James Reed 903-893-8282 www.6982metal.com JohnSherman Recycling/ no longer their.Don Kent 903-846-3261 Division-Gamtex
ForecastAmount Contacted Follow Up Pick-Up Resource Locator % shared
2/1/2010 2/1/2012 referral? Name10/10/2011 Jan has 2 year contract now. JohnDec Jan Jun-12 JohnDec Jan Jan 17 ? John12/26/2011 jan ref-ford John12/30/2011 Jan/ Jason john
Jan John
Whole Sheet
Expanded View (just to see example better)
Expanded View (just to see example better)
UER Contacts
Sales ManagerJohn Hayes 405-409-5744 [email protected]
Operations Manager Joe Foster 214-994-9200 [email protected]
General Manager Steve Foster 214-912-8007 [email protected]
Product Manager Jason Keller 405-213-3431 [email protected]
2800 E Plano Parkway Suite 400
Plano, Texas 75074www.UERteam.com FAX 855-522-0812
Main 855-837-8326 or 855-UER-team
Questions
