A Quick Reference Guide to the

SHELL DISTRIBUTOR PIPELINE SALES PROCESS

HOW TO USE THIS QUICK REFERENCE GUIDE:

This Guide is a simple, step by step checklist explaining each stage of the Shell Distributor Pipeline Sales Process. It clearly sets out what is required for each stage as well as showing what is a successful stage completion, so you know when to move to the next stage.

The Guide is useful to anyone connected with the Sales Pipeline Process in a Distributor.

The Benefits of Using the Shell Distributor Pipeline Sales Process:Sales People- Supports achievement of sales target- Helps prioritise and focus on top customers and prospects

- Helps in the allocation of resources to sales pipeline growth

- Clear format of pipeline information for sharing with others

- Develops individual sales discipline and professionalism

Sales Managers- Forward looking view of team(s) opportunities towards meeting plan

- Helps to better coach and motivate individuals and teams

- Clear format of pipeline information for sharing with others

The Shell Distributor- Creates pipeline visibility to enable achievement of sales target

- Supports the Shell Distributor to grow sales and maximise opportunities

- Identifies top opportunities where the Shell Account Manager can add value

MAINTENANCE OF YOUR SALES PIPELINE:

To Manage and Maximise your Sales Process:Every week: review sales pipeline with your sales team - discuss Top 5 opportunities and create an action plan for the following week to land potential customers

Every month: detailed review of sales pipeline with your sales team - send compliant report to Shell Account Manager

Every quarter: indepth review of sales pipeline with your sales team to record opportunities that have not progressed through the pipeline as stopped

Every New Financial Year:

1. Decide if you want to keep any stopped or lost opportunities from the previous year

2. Delete out any lines that are no longer relevant (including won opportunities)

3. Update your new Annual Target and last year actual

Consistent use of this process throughout the year will result in improvement in your prospect to customer success rate.

For more information please contact your Shell Account Manager.

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NAVIGATING THE SHELL DISTRIBUTOR PIPELINE SALES PROCESS

SUSPECT PROSPECT APPROACH & ANALYSE NEGOTIATE CLOSE ORDER PAYMENT

What do I want to achieve?

Identify potential opportunities within

target sectorsQualify opportunities Determine needs and agree interest Agreement that the solutions offered meet needs and secure commitment to purchase

Close and finalise contract/set up

Receive order and assure quality delivery

Collect payment in line with terms

Do I have everything in place to service this

customer?

Sales and Marketing Calendar

Prospect criteria Full credit assessment Marketing Information (Shell and Distributor)Offer confirmation

letter Order services defined Payment terms

Market intelligence Distributor service level confirmed

Price strategy and structure confirmed Distributor service level confirmedTarget customer profile

Customer entry strategy (Call Planning)

Check HSSE implications (for delivery and storage)

Distributor service level confirmed Credit limit

Distributor Service Level Confirmed

Market intelligence Preliminary credit check Understand customer operations and diagnose needs Offer letterDistributor terms and

conditions

Am I ready to move to the next stage?

Fit the target customer profile

Preliminary credit check Full credit assessment

Commitment to proceed Agree the start date Check that all is running smoothly after first order

You have completed a successful pipeline

Known decision-making unit Decision-making process is known

Contact name and telephone number

Potential volume

Customers needs and prioritiesData needed to open account is

known/available

Complete customer set up

Follow up to check customer satisfaction

Current supply situation known

(able to deal and not tied to long-term

contract)

Prospect progression Customer agrees to move forward to a negotiation meetingAssure correct set up

as supplierVerify all okay to

confirm timely payment

Which date shall I fill in the Pipeline Sales

Process file?

Date you get the source data

Date of validating the prospect Date of first meeting to identify needs Date of proposal and pricing presentation

Date of agreement (verbal or written) to

proceed

Date of contract/set up confirmed Date invoice raised

What successes have I achieved in this stage?

Profiled, contactable opportunity Qualified opportunity Needs agreed Purchase commitment Ready to trade Successful delivery Payment collected