Competitors
Who is our biggest competitor in Lowe's?
GoBoard
How many steps are there in the objection resolution model?
Four
What step is needs assessment in the sales process?
4
What are the two thicknesses for the backer board products we have?
1/4 inch and 1/2 inch
Who is our biggest competitor in HD?
Durock
What kind of questions do you want to ask customers?
Open-Ended
How many question categories are there in the needs assessment?
Six
Floors and countertops
What percentage of fiber cement products do kitchen and bath remodelers use?
52%
What does the acronym PETE stand for?
Price
Effort
Time
Effectiveness
What is the "ideal" James Hardie customer within the customer segmentation model?
Medium Volume Enabler
Where can you put 1/2 inch board?
Floors, walls, and countertops
Is Durock a waterproof product?
No- water durable
What is a common objection that is heard from the Outside Sales teams?
1. Low margin on product
2. Contractors don't like how heavy it is
What is one piece of the needs assessment skill set that our sales reps struggle with?
Drill Down Questions
Name all three value props for HardieBacker
1. 3x compressive strength compared to competitive board
2. Mold Block Technology
3. Score and Snap install
What are our two opportunity areas to take share from competitive underlayment products?
Shower surrounds and Outdoor applications
Name four common objections that are heard from customers regarding HardieBacker
1. Warranty
2. Price
3. Difficulty of install
4. Weight
What are the 5 pieces of the Needs Assessment skill set?
Acknowledge
Prefacing
Trading
Drilling Down
Pacing
What is the compressive strength of 1/2 and 1/4 inch board?
1/2 inch: 6500
1/4 inch: 7000