United
Electronic
Recycling
Training!
Why Recycle with UER ?
• 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
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
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 CorporationsFortune 500
Tele-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!
FAQ and Overcoming Objections
• 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.
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 etc
2. 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.
2.
3.
4.
5.
6.
7.
8.
9.
Keep a Calendar
Create a “Week at a Glance” Schedule of days and times you will be working
and give it to UER.
Know and have all telephone # for internal evaluators along with website
address and customer power point presentation to be emailed.
Keep log of how many calls your making per day so we evaluate your ratio of
Contacts to Deliveries.
Contact Your Managers often to touch base with your activity, results, pipeline
and questions.
Give a weekly Excel report of contacts and results by e-mail, due Friday
Evening by 6 pm. To John Hayes
Treat every prospect and customer with Total Respect.
Make sure your call is the best call that Prospects Get that day.
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
Whole Sheet
Opportunity
Name
Customer
Contact
Tele#- State
E-mail
Forecast
Amount
Address
Test
City of Ada
Latta Schools
Kim Abercrombie
Trudy Nevland
Debbie Lynch
405-409-5744
580-436-6300
580-332-2092
joe@gmail.net
Byng Schools
Fenton Motor Group
69-82 Metal Recyclers
Mark Abbott
Roger Nitzel
Jeff hill- Owner- James Reed
580-332-2092
918-429-8760
903-893-8282
mabbott@byngschool.com
Contacted
231 S townsend ada 74820
debbielynch@latta.k12.ok.us
www.6982metal.com John
Follow Up
Pick-Up
Resource
Locator
10/10/2011
Dec
2/1/2010
2/1/2012 referral?
Jan has 2 year contract now.
Jan
Jun-12
Name
John
John
Dec
12/26/2011
12/30/2011
Jan
jan
Jan/ Jason
John
John
john
Jan 17 ?
ref-ford
Expanded View (just to see example better)
Opportunity
Name
Customer
Contact
Tele#- State
E-mail
Address
Test
Kim Abercrombie
405-409-5744
City of Ada
Latta Schools
Trudy Nevland
Debbie Lynch
580-436-6300
580-332-2092
Byng Schools
Fenton Motor Group
Mark Abbott
Roger Nitzel
580-332-2092
918-429-8760
mabbott@byngschool.com
903-893-8282
903-846-3261
www.6982metal.com John
Division-Gamtex
69-82 Metal Recyclers
Jeff hill- Owner- James Reed
Sherman Recycling/ no longer their.Don Kent
joe@gmail.net
231 S townsend ada 74820
debbielynch@latta.k12.ok.us
Expanded View (just to see example better)
Forecast
Amount
Contacted
Follow Up
Pick-Up
2/1/2010
Resource
2/1/2012 referral?
10/10/2011
Dec
Jan has 2 year contract now.
Jan
Dec
12/26/2011
Jan
jan
12/30/2011
Jan/ Jason
Jan
Locator
Name
John
John
Jun-12
Jan 17 ?
ref-ford
John
John
john
John
% shared
% shared
UER Contacts
Sales Manager
John Hayes 405-409-5744
Jhayes@UERteam.com
Operations Manager
Joe Foster 214-994-9200
Jfoster@UERteam.com
General Manager
Steve Foster 214-912-8007
Sfoster@UERteam.com
Product Manager
Jason Keller 405-213-3431
Jkeller@UERteam.com
2800 E Plano Parkway
Suite 400
Plano, Texas 75074
www.UERteam.com
FAX 855-522-0812
Main 855-837-8326 or
855-UER-team
Questions