Salesproposal Tof

Table of Contents

1. Introduction 4

1.1 The company 4

1.2 The services 4

1.3 The sales situation 4

2. Features and Benefits 5

3. Marketing Plan - Customer Support 7

4. Cost Justification 7

4.1 Price 7

4.2 Competitive analysis 8

Trans-o-flex 8

5. Interview Questions & Answers 9

6. Objections & Responses 10

1. Introduction

1.1 The company

The name "trans-o-flex" is the abbreviation of "Transport Organisation of special Flexibility" and has been a synonym for fast and reliable distribution of goods since the beginning of the seventies when the company was founded. Today trans-o-flex has 2,700 employees in Germany and cooperation partners in 19 European countries that form the EURODIS distribution network. In 2001 trans-o-flex had sales of

Ђ 382 million.

1.2 The services

In Germany trans-o-flex offers comprehensive distribution within 24 hours, in Europe within 24-72 hours through the EURODIS network.

Trans-o-flex doesn't have any limits on size or weight of their customers' packages and they offer a range of special services e.g.:

- Cash-on-delivery service

- Confidential service

- Direct delivery

( a separate vehicle that goes directly from the dispatcher to the recipient )

- Hazardous-goods service

- one stop shopping (parcels and paletts)

- special services and products for the pharmaceutical sector

1.3 The sales situation

A sales call on the head of the logistics department of Stada, a pharmaceutical company to convince them to ship all their products with trans-o-flex. Their customers mainly are hospitals and pharmacies.

2. Features and Benefits

Our feature:

trans-o-flex easy ( electronic advanced delivery system) : Each of your packages is provided with a machine-readable barcode and combined with all relevant shipment date. During the transport from the dispatcher to the recipient, the package is scanned at several control interfaces in order to document the package or shipment status.

Via GPRS this data is directly transferred to our company

Your benefit:

The handling of the goods and the delivery become more transparent and reliable and all information can be accessed in real-time in the internet. Misdirected deliveries can be avoided and your customers will electronically sign only for the packages they received.

Our system will help you to increase your customers' satisfaction and thereby their loyalty to your company.

Our feature:

Hazardous-goods-service: Our expert knowledge in the handling of hazardous goods can be retraced to the very early years. Since the company was founded as a joint venture of 5 independent forward agencies to cover the transports for the pharmaceutical sector within Germany, we were confronted with all kinds of hazardous goods from the very beginning. More than 30 years experience made the system work in a unique way. No other integrator or forwarding agency in Germany is allowed to deliver as many classes of hazardous goods as we do!

Your benefit:

You need to have hazardous goods transported safely?

You plan to enrich your product line by hazardous goods?

We have the right solution for you. You won't be in the need to look for another transportation service, because we can handle everything!

Our feature:

Trans-o-flex plus - 24-hour delivery through an extremely fast delivery network with a separate operative handling.

Your benefit:

If you have very urgent shipments we can guarantee you delivery within 24 hours. You can even decide if the goods are to be delivered until 8 am, 10 am or 12 noon from Monday to Saturday. Your customers will appreciate that convenient service.

Our feature:

The shipment concept - if you sent several packages to the same recipient it will be counted as one shipment.

Your benefit:

No matter how many packages you sent to the recipient - you will get a price for one shipment. That way we can underbid the prices of other carrier companies who will charge you for every single package.

Our experience is that pharmaceutical companies like you very often ship larger numbers of packages to their customers - especially to hospitals or large pharmacies - so you would definitely benefit from that.

Our feature:

No limitations on weight or size

Your benefit:

A lot of standard carrier companies like GLS (General Logistic Service/former German Parcel) or UPS don't transport packages that are heavier than 160 pounds. We don't have these restrictions. You don't have to worry about how large or heavy your packages are - we will transport them anyway. It saves you time because you don't have to assign a special company to ship those packages and it's more convenient for your customers because they will get all their parcels at the same time from the same delivery truck.

Our feature:

Shipping of packages and paletts

Your benefit:

Trans-o-flex