Documente Academic
Documente Profesional
Documente Cultură
DVRS?
Jose Hernandez
CONTENT
What is a DVR?
Why is important that MD generate DVRs?
Top Tips for a success DVR
How a good DVR looks like?
Examples of Local DVRs generated from MDs
DVR Process and Tools
The best way to convince customers that you can deliver value
Experience shows us that DVRs are most effective when they feature
cases relevant to the customer (similar size, same country/region, same
industry)
Shell Brand
Value for
money
Evidence of
- product quality
- operational
savings
ILTC
Feedback/
coaching
Feedback/
coaching
Up-Sell/X-Sell
TOP TIPS
The customer must be excited and commit with the
project!!
The technical challenge must be clear and related with
customer activities.
Implementation should be as easy as possible.
Services must be fully aligned with customer needs.
The product must be Premium.
Technical data must be very strong.
Clear value selling focus and skills of DFLTS and SALES.
DVRs documents must be signed. (Cannot be shared if it is
not signed).
Customer potential benefits should be as big as possible
StarRatin
g
Country
Bolivia
5
5
5
Chile
Chile
Peru
4
Mexico
Chile
LubeAnalyst
30318
Fleet
null
LubeEquipment
19285
Fleet
null
10519
Power
Diesel Engine
null
168750
Construction
Constructors/Major
Contractors
null
14734
Fleet
LubeAnalyst
31427
Fleet
null
330382
Plastic/Rubber Processing
Shell Tellus S3 M 46
LubeAnalyst
LubeAnalyst
59243
17548
General
Manufacturin
g
Ecuador
4
4
Bolivia
Bolivia
Chile
5
TAC TIC implementation in Port Hoists bearings.
Chile
5
Peru
null
Construction
Constructors/Major
Contractors
null
30217
Fleet
null
20836
Fleet
null
4997
Mining
null
313414
Mining
null
23753
Fleet
null
18640
Fleet
null
33480
Fleet
null
10214
Power
Gas Engine
Shell Mysella S5 N 40
null
10000
Construction
Constructors/Major
Contractors
null
119868
Mining
null
1254
Container
Terminals
Industrial Logistics
Equipment
null
20229
Fleet
Trucks
null
16595
Uruguay
4
Mining
Paraguay
5
LubeVideoChec
k
Chile
5
Mexico
Equipment type
WARTSILA
Wartsila
Costa Rica
Panama
5
Aruba
Fleet
Fleet
7700
Chile
Value(USD)
LubeAnalyst
Guatemala
Shell Services
Shell Mysella LA 40
Peru
5
Shell Product
Gas Engine
Costa Rica
Segment
Power
El Salvador
Sector
SCANIA 124
Kinglong//Mercedes Benz/ Volkswagen
13
The Indirect Lubricant Technical Coach will give guidance and support:
Activity
DVR generation
Documents
Owner
D-FLTS / ILTC
Data Entry
D-FLTS
Data Entry Form
Customer value
sign off
Documentation
Communication
D-FLTS
Customer Cost of DVR Value
Lubricants CalculatorCalculator
Customer Value
Sign off Letter - English
D-FLTS to share
with ILTC
D-FLTS + ILTC
ensure template
is used in local
languages and
distributor
signages
D-FLTS
Individual
Leaflet
D-FLTS
ILTC and Shell
B&C manager
Microsoft Office
PowerPoint Presentation