The Value Proposition
WHY CHANGE?
WHY NOW?
WHY RAYMOND?
WHY RTLS?
Trends Market Pressures Objectives Internal Challenges
Compelling Event Cost of Delay Strategic Financial Personal
Relevant Differentiators Demonstrated Proof Success Stories
Customer Technology Matrix
Audience
Technology Persona
Business Characteristics
Buying Characteristics
Environmental Health and Safety (EHS) Operations Management C-Suite Stakeholder Influencer
Current telematics customer Using technology to improve risk mitigation Operator assist technology to help train Determining optimal routes Looking for scalable technology
Large National or Core Accounts Congested flow Pedestrians in close proximity to MHE High temp/fluctuations with personnel
Utilizing data to make decisions Drive performance, cubic utilization (space) Future looking Company presently evaluating an investment Streamlined warehouse flow with visibility into Operator/MHE risk
Customer PROFILE
CURRENT iW.EVO CUSTOMER
SALES STRATEGY
PROSPECTIVE iW.EVO CUSTOMER
TARGET / ATTACK ACCOUNT
EXECUTIVE ENGAGEMENT
Our scalable telematics solution (iW.EVO) helps us to identify opportunities for customers to make incremental improvements. Through coupling telematics data with Real-Time Location System (iW.RTLS) we are able to create a more complete picture of moves, risks, and work being performed in the facility. This allows the data to help drive optimization within our customer's operations.
Raymond’s initial version of iW.RTLS launched in 2019 and has the capability to define zones, but it does not bring the lift truck to a stop. This version can be used with legacy Raymond models and other forklift brands and does not require iW Telematics (iW.EVO) technology.
Telematics is foundational: Customers can understand how data and technology can be used to establish baseline efficiencies Use data and technology to optimize your operations and processes Determine readiness and analyze priorities for implementing automated solutions
iW.RTLS will provide the Executive team a new level of visibility and support into their operation. By providing increased active visibility we can ensure operator coaching and training while reducing the risk associated between operators & machines. Further driving the throughput by optimizing the positioning of your MHE, operators, and high-value assets.
Conversation Cues
COVERSATION & VISUAL CLUES
Visual Cues
Customer responses that may indicate an iW.RTLS solution
On-site observations that may indicate an iW.RTLS solution
VISUAL CLUES
Rack damage Truck and/or asset damage Stationary/idle trucks Traffic congestion and/or bottlenecks Metrics on a whiteboard Close calls or near misses Rolling through end of aisle, not coming to complete stops Varying ceiling heights, pathway obstructions, mezzanines, restricted areas, conditioned areas Pedestrian walkways
COVERSATION CUES
Need for training resulting from incidents Misplaced assets - high inventory in anticipation of lost assets Traffic congestion and/or bottlenecks Talking about process improvement Increasing throughput Truck to Truck, Truck to Pedestrian, Truck to Zone Routes and paths Looking for positioning, location details
KNOW WHAT YOU ARE UP AGAINST
COMPETITIVE INTELLIGENCE
Performs qualification of opportunity
Solution Team Engagement
Helps to qualify and validate the opportunity, versus current capability of the product.
Helps to provide budgetary pricing Raymond technology solution subject matter expert.
METRICS
COMPETITION
BUDGET
AUTHORITY
NEED
TIMING
ENGAGEMENT
RATIONALE
What telematics data is currently collected by the customer?
What is the competitive activity within the account?
Set competitive strategy based on competitor activity in the territory.
Does the prospect have enough money budgeted for RTLS?
Are they willing and able to spend it?
Has the person with the authority to sign your contract been identified? If not, could be being screened by an “influencer” or “information gatherer”.
Does the prospect have a need for your product?
What is the financial impact if they do or don’t purchase your product?
Has the prospect set a deadline for making a decision?
Is that deadline self-imposed or due to an external factor?
engagement
Does the prospect respond to your calls & emails quickly?
Do they follow through on commitments they make to move the process forward?
Customers require a rationale before they decide to buy.
This rationale often takes the form of an ROI (Return On Investment) calculation.
