JD PowerPoint - aerial

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Wilbur-Ellis, BASF and John Deere Financial
Sales Finance Programs
Agenda
• Value of Sales Finance
• 2014 Financing Programs
• Wilbur-Ellis Aerial Applicator – Fixed 0% Program
• BASF Fixed 0%
• Tools for Success
• Action Plans
• Tactic Timeline
The Value of Sales Finance
Wilbur Ellis Benefits:
•
Tie up the acres early - Move
sales ahead
•
•
Up sell and differentiate your
offerings
Gain new customer and sell more
products by offering financing to
customers
•
Only 1 BASF product required for
Fixed 0% Aerial Program
•
No cost to use the BASF Finance
offers
•
•
Aerial & Adjuvant financing – no
cost to Wilbur-Ellis locations
Able to better utilize your planes –
have them booked and prepaid so
you can better schedule your
workload
•
Improve working capital by
reducing your Days Sales
Outstanding
•
Cash realized in 48 hours
•
Preferred accounts have no
recourse
•
Close the sale early by
addressing cash flow
•
Strengthen customer
relationships and build loyalty
through alternative financing
The Value of Sales Finance
Grower Benefits:
•
Unsecured line of credit – purchase early with a Fixed 0% Interest Rate
•
Get your acres covered by booking products early – Lock in Wilbur-Ellis
Adjuvants, Aerial application and BASF products
•
Deferred payment on Aerial application costs until December 2014
•
Simplifies account management with phone and online services
•
Keeps customers informed with monthly statements and an annual
purchase summary at tax time
•
Customers enrolled in Headline Advantage and/or Investment Advantage,
if applicable
Wilbur-Ellis & BASF Aerial Application Finance
Program – Fixed 0% Offer
Program
Dates
Minimum
Initial
Purchase
Fixed 0% APR
October 1, 2013
–
March 15, 2014
$12,000*
Customer
Payment
Terms
Due in full
December 2014
Minimum purchase must include at least $10,000 – of one of the following BASF
products: Headline, Headline Amp, Headline EC, Headline SC, or Priaxor.
• Minimum Initial Purchase may also include Wilbur Ellis adjuvant(s) that are
compatible with the BASF Product(s) purchased, and aerial application costs
associated with the application of the BASF Product(s).
• Additional products have no minimum
• Grower must have a multi-use Preferred Account with a Special Terms limit
•
BASF Finance Advantage – Fixed 0% Program
Program
Dates
Minimum
Initial
Purchase
Fixed 0% APR
October 1, 2013
–
March 15, 2014
$10,000*
Customer
Payment
Terms
Due in full
December 2014
* Minimum purchase $10,000 – Two BASF products with a minimum of
$2000 of each product. Additional products have no minimum
• Grower must have a multi-use Preferred Account with a Special Terms limit
• Eligible Products – All BASF Branded Products**
**Excluding: Color Coat™ seed coloring, Dura Dye™ seed coloring, Flo Rite®
polymer, Rhizo Flo® inoculant, Rhizo Stick® inoculant, Sequestrene® nutrients,
RoyalPeat® inoculants, and Sepiret® seed coatings
BASF Finance Advantage – 180 day - In Season
gram
Minimum
Customer
Program
Dates
Up to 180 Days
NoPayments/NoInterest
March 16, 2014
–
September 30, 2014
Initial
Purchase
Payment
Terms
$10,000*
Due in full
December 2014
* Minimum purchase $10,000 – Two BASF products with a minimum of
$2000 of each product. Additional products have no minimum
• Grower must have a multi-use Preferred Account with a Special Terms limit
• Eligible Products – All BASF Branded Products**
**Excluding: Color Coat™ seed coloring, Dura Dye™ seed coloring, Flo Rite®
polymer, Rhizo Flo® inoculant, Rhizo Stick® inoculant, Sequestrene® nutrients,
RoyalPeat® inoculants, and Sepiret® seed coatings
Tools for Success for BASF and
Wilbur-Ellis Sales Teams
• Program Summaries - BASF Fixed 0% and BASF & WilburEllis Aerial Applicator Fixed 0%
• Target Customer Report available on customers who have
John Deere Financial accounts and have made previous BASF
purchases with Wilbur-Ellis
• John Deere Financial – Collateral Kits will be sent to WilburEllis locations – will include mouse pads, window clings, etc.
• Statement Stuffers – In Wilbur-Ellis statements
• Call Campaign to customers
• Utilize the John Deere Financial Merchant Service Reps and
Area Sales Managers for training
BASF Sales Team Action Plan
• Go promote both BASF programs to your Wilbur-Ellis
locations
• Set up Grower Meetings or Fly-In’s
• Evaluate customer base – previous purchasers
•
Determine at least 10 customers at each location to target for
the Aerial Program
•
Standard BASF offer – for Non-aerial customers
• Joint training BASF and Wilbur-Ellis sales staff on products
and finance offers
• Engage John Deere Financial ASM’s in training or customer
visits
Wilbur-Ellis Sales Team Action Plan
Please put together an action plan for your regions.
Timeline for Aerial Applicator Program
•
•
November 8th – Program Launch
•
Send out collateral pieces
•
Schedule Regional Meetings & District Sales Meeting
•
JDF Kits sent to retailers
•
Program Summary sent to Wilbur-Ellis locations
•
Match & Add complete
December
•
•
December – January
•
•
•
Wilbur-Ellis and BASF Customer contacts
January
•
•
Wilbur-Ellis Statement Stuffers (Tom – TBD)
National Sales Meeting – Available for discussion by McGowan, Karasiewicz
and Geography Sales Leads
February
•
JDF Call Campaign to customers
•
Wilbur-Ellis Statement Stuffers (Tom – TBD)
March 15th – Program Ends
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