Product Support Marketing key principles - Marketing Director

The flow chart below depicts the flow of the process. The coloured blocks highlight the areas where Marketing Director users are actively involved.

• The AMT Product Support Marketing Module allows the dealer to understand the size of the market it is operating in and its market share.
• All of the known equipment, along with the relative life cycle costing, which the dealer has sold, need to be loaded into AMT whether they are managed by MARC or CSA contracts or not.
• A series of customised information fields are displayed at each step and are available for population; these include but are not limited to, start date, estimated life, and salesperson responsible for the deal.
• If the equipment is not actively managed, AMT assumes that all historical jobs have been performed according to the projection and marks them as being completed. AMT then forecasts all future jobs according to the projection, and together the two form what is termed the base potential, that is, all possible sales to be made within the dealer's region.
• The base potential can be adjusted to incorporate sales forecast adjustment factors, such as an expected decline in the mining industry, expected increase in demand for construction equipment or currency fluctuation.
• The dealers gross margin factors are applied to the base potential to reflect cost@sell prices.
• All of the dealer's recorded sales data is then imported into AMT; this information is read only in AMT.
• The difference between the base potential and the enterprise resource planning sales will reflect the missed opportunities to the dealer. The dealer can also deduct what percentage of the market it dominates and in which areas it can focus on in order to increase sales.