Jason De Quadros

My Partial Opinion On The Supply Chain Crisis / Automotive Industry Micro-Chip Shortage o    I’ve worked in the Transportation industry for about 10 years part-time – so this is my partial opinion – lol ! o    The computer chip shortage is mostly affecting the Automotive industry o    After the WHO declared the COVID-19 Pandemic official on March 11, 2020 – the Computer industry’s sales increased as people started working from home (upgrading their IT) o    The Automotive industry paused their semiconductor orders & limited their forecasts §   They didn’t want any leftover inventory (unsold cars) – as everyday life & travel outside the home (as of Spring 2020) came with increased restrictions o    A key thing to note that chips in the Automotive industry – when compared with chips in the Computer industry – are considered “older tech” / older style chips o    The computer industry has far more modern ...

  Channel programs are big investments - with the potential for massive payoffs . A channel manager should always be watching out for the KPIs . Proper examination of your KPIs can help you determine if your channels are on the right path to generating recurring revenue. Active Pipeline Value It’s critical to track and calculate your active pipeline value: all of the revenue that’s being generated now just by your partners, but also the players leveraged to move value up the chain and into your hands . Opportunities Per Partner Active vs Pending vs InActive Partners If a partner is active and working on your behalf, you can invest resources to support and incentivize their growth. For pending partners, you can see where they’re stalled in the process and how you can get them up and generating revenue for you . For inactive partners, you can decide if you need to retool or jettison the relationship . Average Deal Size Percent Of Content Engaged

During the early 1990s - I worked at McDonald’s . Being in Grade 9 - I was invincible - and of course too cool to be working at Rotten Ronnie’s . Nonetheless it was a Part Time job - and I was earning $5.20 an hour . My store location was labelled as a “poor performer” - and based on the amount of store managers that rotated through there - it’s wasn’t hard to see why . One week-end I was introduced to Ming - the new store manager . He was apparently a great “organizer” - and was sent there by Head Office to turn around our store . It was a challenging weekend as 3 staff members called in sick - so Ming turned to me and said: “Jason - I need you to run a birthday party.” This sent shockwaves to my teenage brain . I was only there to earn enough money to buy Nike basketball shoes and Nintendo games . I told him I wasn’t trained - to which he replied: “What’s there to know ? It’s a birthday party - you take food orders at the beginning - deliver the food - and light candles on a birt...

  Everything you do for your distributors benefits you as well — your relationships deepen, and you gain more of their business, as turning to you continues to become more convenient and cost-effective.   Greater efficiency in working with distributors translates into lower costs of doing business and higher margins for you. Automated information helps drive add-ons, opportunities for cross-selling, and potentially broader product sets (because they’re more visible to distributors), as you and your distributors expand the market and revenue. Another key benefit is the usage data you’ll be able to gather. You’ll learn more about how your distributors work — where their interests (and those of their customers) lie — and be able to use that information to continually optimize distribution and sales. Best of all, it’s a win-win arrangement. Both you and your distributors are more successful — and with happier customers to boot!

  When pitching to a distributor - it’s important to always ask yourself : “How is my brand / product / service going to improve their portfolio ?” A Handy Checklist To Consider (Prior To The Sales Pitch) : Am I willing to let a distributor autonomously represent my brand for me ? Do I have enough resources to support the distributor with time, money, and product / inventory to help generate sales ? Am I able to identify my brand and have I listed its key competitive advantage assets ? Do I have an actionable / actioned strategic marketing strategy ? Do I have a complete range of products / services ready for commercial sale ? Do I have the volumes of products/ services available for consistent, uninterrupted supply ? Does my company have the capacity to product products / services of consistent /improving quality - production run after production run ? Are my product’s / service’s priced appropriately for their target market - factoring in the distributor’s margin ? H...

  Common Problems: In some cases distributors didn’t know how to grow their market, and they didn’t invest in business growth. Ideal Distributor Market: A market with many small customers and where the level of sales service required is high. Some Key Points In Managing Distributors: 1.    Make sure to ask your distributors for detailed market & financial performance data. 2.    Always treat your distributors as long-tern – not short-term partners. 3.    Support your distributors by committing proven marketing plans to help them sell more. a.    Educate your distributors about your products. 4.    Try and find distributors who are capable of developing new markets. a.    Distributors who specialize in a narrow field sometimes tend to be the most successful.

One thing that has always helped me gain killer sales at all my sales jobs was the creation of a “scratch sheet”. Essentially it’s just a huge Word document (or a plain document using your word processor of choice) where you type ALL your daily notes as you work. Seems simple - but it’s something few people remember to do. Imagine a day where you answer incoming sales calls, make outbound sales calls, and process customer service calls - but track all your discussions down as you type. One key benefit of this is that you gain the ability to “search” anything from your past discussions. You also gain the ability to “copy” and “paste” anything from a past discussion into a current discussion. EXAMPLE 1: RFQ / IN GUTTER INSTALL / MR BOB SMITH / SMITH CONSTRUCTION / SITE: 1234 CHERRYTREE LANE / WVAN / 604-123-4567 / bob@smithconstruction.ca OK - given the example above - you installed gutters for Bob Smith - at one of his sites - a year ago. Fast forward to 2021 - and one of the homeowners...

  Inside Sales Reps Sending Out RFQs (REQUEST FOR QUOTE) To Outside Sales Reps: THE RFQ is sent to the sales rep via EMAIL . The text is added directly to the subject line - and inside the body of the email . EXAMPLE 1: RFQ / IN GUTTER CLEAN / MR JOHN SMITH / 1234 CHERRY TREE LANE / NVAN / 604-123-4567 /  johnsmith@google.ca In the above example - the customer called in looking for a gutter clean . Fairly straight forward - it was a single homeowner looking for some work done on their house . A small job like this could be closed by the inside sales rep . If the inside sales rep emailed it to the outside sales rep - it should look like : From: Inside Sales Rep <insidesalesrep@guttersareus.ca> To: outsidesales rep <outsidesalesrep@guttersareus.ca> Sent: Wednesday, September 15, 2021, 08:39:00 PM PDT Subject:  RFQ / IN GUTTER CLEAN / MR JOHN SMITH / 1234 CHERRY TREE LANE / NVAN / 604-123-4567 / johnsmith@google.ca RFQ / IN GUTTER CLEAN / MR JOHN SMITH / 1234 CHE...

  The first time I ever saw a Sony Walkman was at my Cousin’s house. He had won a Sports model - specifically the F5 model - at some contest. I remember it being Yellow and it had these really cool looking matching headphones. It was a Sports model so it was Water Resistant and had a hard rugged plastic body. The buttons were on the front face and the side has a plastic snap that secured the clamshell lid. Of course after that day I had to have one! Fortunately I had a paper route back then, so I spent about a month and a half of my income and bought a Sony Sports Walkman. Specifically it was a WM-F63. It had AM/FM radio, auto reverse, and Dolby B noise reduction. The coolest part about that Walkman was that I could carry whatever music I wanted anywhere. It sounds like nothing now but back then when we didn’t have the Internet it was fun creating a “soundtrack” for my walk to school. The packed in Dolby noise reduction was very effective in reducing a lot of the hiss associated wi...

  Full disclosure - I’m a writing addict. Albeit I never knew I was - until I took a moment one day and starting counting all the Moleskine journals that I’ve filled in over the years. I own a lot of them. You know the ones I’m talking about. They are mostly black - and have a string bookmark - with a paper pocket in the back. When you buy a new Moleskine you get a small booklet in the back. Essentially Hemingway, Chatwin, and Picasso all used similar journals. All of the “cache” and marketing might of Moleskine is contained in the packed in card. When I write with one - I’m conjuring the likes of some of the greatest writers, artists, and thinkers of the 20th Century. Seriously - I use other notebooks - not just Moleskine - but sometimes the brand name - and the inflated cost of dead tree skin - makes me want to write more. Lots of people write in journals - and I believe we are allowed to have our heroes. My fave artist that wrote in journals was Jean Michel Basquiat. He used Mea...