2. Sky Barriers in Digital
We identified these as:
1. Time it take to process a sale
• RSG too time consuming vs. selling a product in store.
2. Lack of presence
• No product in store for customer to take away
3. Visibility of Margin
• No vision of margin made from Sky and no monies through the till
4. Complex proposition
• Hardest product to sell in store with so many combinations of packages
5. Different pricing for new & existing customers
2
3. 3
Offer:
• Free Sky+ HD box
• £30 installation at POS for new & existing - payable to Digital in store
• £30 Cash back when a customer buys with an HD TV & taking the HD Pack
Supertelly Starter Pack
A new proposition that meets these needs
4. 4
1. Sky Features & Benefits sold to customer as part of 5’s
• Supertelly messages conveyed including vibrant colour, Dolby 5.1, 37 HD channels and breadth of
content in comparison to competitors.
• Sky+HD as a 500G PVR and source for HD content with Sky+ functionality
• Packages start at £28 per month with the HD pack with access to a minimum of 21 HD channels
• 12 month contract applies to all sales.
• Opportunity for Free BB & Talk subject to availability & geographical location
2. Customer pays £30 in store for Supertelly Pack – New & Existing
• Pack includes URN to redeem Free Sky+HD box & standard install, information booklet on packages &
£30 cash back offer once installed
• Existing customers do not have to take multiroom to get the offer.
3. Customer calls Sky once home to choose package, activate subscription and book
installation
• Existing customers will bypass the registration process getting an install date immediately (Exclusive
to trial)
4. DSG commission topped up via URN once customer booked through Sky.
5. Scan the product and enter SKU:
• SKU = 035753
• £40 Margin for every sale associated with this SKU
Steps to the Sale
5. FSDU & Shelf Unit
POS should be stocked at all times and
placed around the big ticket TV’s.
6. Supporting POS
Use to support the promotion
where you don’t have
FSDU’s and Shelf units.
8. Sales Tools
Smaller version of the Customer
Guide. Effortlessly walks the
colleague and the customer
through selling Sky step-by-
step.
The Sky bible, It has all the
information needed to talk customers
through the products and services
available with Sky. It illustrates the
great features and programming
available in order to make your TV a
Supertelly
Designed for the customer to take
home. Features a break down of all
products and services provided by
Sky. Outlines the packages and
pricing you’ve discussed and
includes your store details.
Don’t forget to use your sales tools to convey the Supertelly messages to customers in store.
10. Other Trial Information
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Key information
• 7 Week Trial commencing 3rd of Feb running through to 21st of March
• RC 41, RC20 RC11 – Exclusive to DSG in these regions
• POS will be merchandised with boxes & packs from the 1st of Feb
• FSDU’s & Tray’s will be pre-packaged with SuperTelly packs when delivered into store.
• 10 Tent cards per store as support material for the offer + 10 TV ears
• For this trial the customer has to commit to the Sky+HD subscription. They need to
take the HD Pack (£10 p/m), which is included in the £28 p/m cost, to receive a free
HD box.
• RSG will not be accessible during the trial.
• If you run out of packs or require more POS you can your local Sky contact who will
order you more.
11. Returns Process
Two types of returns
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Scenario 1 -Pack returned but URN sealed
– If the URN has not been removed then the customer can not have booked with Sky so you
can issue them a £30 refund straight away.
Likely to occur if colleague hasn’t correctly sold the product
Scenario 2 -Pack returned but URN broken
– If the URN has been scratched and a customer trying to return to store you’ll need to bring
up the customers name and address details and call Sky on 08442 410 512
– By giving Sky this information they will be able to confirm that an account has not been
set-up or upgrade to Sky+HD not made
– Once Sky confirms no account set up you can issue the refund.
This scenario likely to occur if sales colleague has not explained proposition correctly or
has not outlined a 12 month contract involved. It could also occur for new customers if
Install can not be completed by Sky
12. Key Contacts for training & replenishment
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Joshua Stent – National Account Manager - 07824824812
Jaime Cayzer – Territory Executive - 07515014965
Bolton, St Helens, Burnley, Bury, Ormskirk, Preston, Blackpool, Kendal,
Manchester (Arndale), Southport
Mark Owen– Territory Executive – 07912578460
Hanley, Chester, Birkenhead, Buxton, Congleton, Cheshire Oaks,
Liverpool, Manchester-Trafford, Whitehaven
13. Redemption of Cashback Offer
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1. Purchase an HD Ready TV and join Sky+HD with the HD pack from Digital
2. Once customer viewing has been activated we will send them a letter explaining
how to redeem their cashback cheque.
3. Customer will need to visit our Cashback website at www.sky.com/cashback
4. Online redemption form will requested and filled out
5. Upon receiving the claim form Sky will send the customer a cheque within 30
days
Customer steps
