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  • \n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • The discipline of connecting – it does not have to take up too much time.\n
  • Marsha Londe at Tango Partners for RFP’s \n
  • Marsha Londe at Tango Partners for RFP’s \n
  • Marsha Londe at Tango Partners for RFP’s \n
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  • The main reason I’m showing you this video is to introduce you to the type of solutions we need to endeavor to provide for our store clients. It’s a different kind of sell. It’s complex, lots of moving parts. And we’ve got to move from a traditional product oriented focus to a service focus. From a short term sale mentality to a long term close/sale. \n
  • What is a company store?\n
  • What is a company store?\n
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  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
  • Differentiation and long term customer. Vice President of a bank who once said \n
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  • # controlled branding: brand abuse is/was out of control; no system of protection for the brand\n# simplifying corporate apparel: apparel selection and ordering is messy - requires to much administration\n# central location, ease-of-use: no organized system for your branded products\n# controlled purchasing: product purchasing is fragmented, no purchasing leverage for the organization\n# minimize administration: too much energy duplicated across multiple locations to create similar branded products\n
  • # controlled branding: brand abuse is/was out of control; no system of protection for the brand\n# simplifying corporate apparel: apparel selection and ordering is messy - requires to much administration\n# central location, ease-of-use: no organized system for your branded products\n# controlled purchasing: product purchasing is fragmented, no purchasing leverage for the organization\n# minimize administration: too much energy duplicated across multiple locations to create similar branded products\n
  • # controlled branding: brand abuse is/was out of control; no system of protection for the brand\n# simplifying corporate apparel: apparel selection and ordering is messy - requires to much administration\n# central location, ease-of-use: no organized system for your branded products\n# controlled purchasing: product purchasing is fragmented, no purchasing leverage for the organization\n# minimize administration: too much energy duplicated across multiple locations to create similar branded products\n
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  • Tell bank prospecting story .... I called a bank executive \n
  • Tell bank prospecting story .... I called a bank executive \n
  • Tell bank prospecting story .... I called a bank executive \n
  • Tell bank prospecting story .... I called a bank executive \n
  • Tell bank prospecting story .... I called a bank executive \n
  • Tell bank prospecting story .... I called a bank executive \n
  • Guess who becomes the new VIP in your relationship now, you are now a partner with your client you work together to serve these folks right here\n
  • Guess who becomes the new VIP in your relationship now, you are now a partner with your client you work together to serve these folks right here\n
  • Guess who becomes the new VIP in your relationship now, you are now a partner with your client you work together to serve these folks right here\n
  • Guess who becomes the new VIP in your relationship now, you are now a partner with your client you work together to serve these folks right here\n
  • Guess who becomes the new VIP in your relationship now, you are now a partner with your client you work together to serve these folks right here\n
  • Program selling is often a concensus buy BOBBY\n
  • Program selling is often a concensus buy BOBBY\n
  • Two things: company stores are complex, probably the most complext sell in our business, it doesn’t get more complicated. Take all the normal challenges of a distributorship, layer technology and all it’s challenges along with (if you do any handling or inventory) all the challenges of a fulfillment business and you’ve got a complex animal. Every store is different. Every store opportunitiy has to be evaluated on its own merit. \n
  • Two things: company stores are complex, probably the most complext sell in our business, it doesn’t get more complicated. Take all the normal challenges of a distributorship, layer technology and all it’s challenges along with (if you do any handling or inventory) all the challenges of a fulfillment business and you’ve got a complex animal. Every store is different. Every store opportunitiy has to be evaluated on its own merit. \n
  • Two things: company stores are complex, probably the most complext sell in our business, it doesn’t get more complicated. Take all the normal challenges of a distributorship, layer technology and all it’s challenges along with (if you do any handling or inventory) all the challenges of a fulfillment business and you’ve got a complex animal. Every store is different. Every store opportunitiy has to be evaluated on its own merit. \n
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  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • What are they planning to spend next year? what is the budget? what is their purpose \n
  • rely on your software providers \n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
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  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
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  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • BRAND LOVE \n
  • BRAND LOVE \n
  • BRAND LOVE \n
  • BRAND LOVE \n
  • BRAND LOVE \n
  • BRAND LOVE \n
  • BRAND LOVE \n
  • BRAND LOVE \n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • Here are some of the reasons, or, what people will tell you when they talk about stores:\nr brand abuse is out of control; no system of protection for the brandr apparel is messy - requires to much administrationr printed collateral is growing increasingly complexr branded materials are not getting into the hands that need them, quick enough r inventory is a nightmare\nr no one knows where to find all our materials - accessibility is poorr accountability for purchasing: we need a system to manage purchasesr we’ve tried it ourselves, consumes to much energyr our products are fragmented, no central area to find all branded itemsr duplication of energies across the entire organization to purchase and handle branded\nproducts\n\n
  • marketing: put a cabinet at your clients headquarters office, in their cafeteria, do a printed newsletter, offer to do an emailed newsletter for your clients \n
  • marketing: put a cabinet at your clients headquarters office, in their cafeteria, do a printed newsletter, offer to do an emailed newsletter for your clients \n
  • marketing: put a cabinet at your clients headquarters office, in their cafeteria, do a printed newsletter, offer to do an emailed newsletter for your clients \n
  • marketing: put a cabinet at your clients headquarters office, in their cafeteria, do a printed newsletter, offer to do an emailed newsletter for your clients \n
  • marketing: put a cabinet at your clients headquarters office, in their cafeteria, do a printed newsletter, offer to do an emailed newsletter for your clients \n
  • Marketing: creating a theme to build excitement\nInventory: not too much not too little\nEndorsement from corporate client\n
  • It's tough I don't think there is a tougher job in the industry I also don't think there is one more rewarding nor is there a better way to build a long term business in this industry. I didn't mean to hit the umpire with the dirt, but I did mean to hit that bastard in the stands. Babe Ruth Nurse your wounds and move on .... \n
  • It's tough I don't think there is a tougher job in the industry I also don't think there is one more rewarding nor is there a better way to build a long term business in this industry. I didn't mean to hit the umpire with the dirt, but I did mean to hit that bastard in the stands. Babe Ruth Nurse your wounds and move on .... \n
  • It's tough I don't think there is a tougher job in the industry I also don't think there is one more rewarding nor is there a better way to build a long term business in this industry. I didn't mean to hit the umpire with the dirt, but I did mean to hit that bastard in the stands. Babe Ruth Nurse your wounds and move on .... \n
  • It's tough I don't think there is a tougher job in the industry I also don't think there is one more rewarding nor is there a better way to build a long term business in this industry. I didn't mean to hit the umpire with the dirt, but I did mean to hit that bastard in the stands. Babe Ruth Nurse your wounds and move on .... \n
  • Marsha Londe at Tango Partners for RFP’s \n
  • Marsha Londe at Tango Partners for RFP’s \n
  • Marsha Londe at Tango Partners for RFP’s \n
  • Mention Merv!! \n
  • Learn how to discover opportunities, avoid pitfalls, maximize sales and choose the right tech tools and partners.\n
  • The company store 2012 expo slide

    1. 1. Company St res The Ultimate Primer!Bobby Lehew
    2. 2. http://info.robynpromo.com/the-company-store-guide/
    3. 3. Company Stores?
    4. 4. Company Stores?A way to make the creation, availability & delivery of acompany or organizationsbranded products: simple.
    5. 5. 5 Reasons Why Companies Want Stores 1. Minimize administration
    6. 6. 5 Reasons Why Companies Want Stores 1. Minimize administration 2. Control branding
    7. 7. 5 Reasons Why Companies Want Stores 1. Minimize administration 2. Control branding 3. Central location (virtual/physical)
    8. 8. 5 Reasons Why Companies Want Stores 1. Minimize administration 2. Control branding 3. Central location (virtual/physical) 4. Control purchasing
    9. 9. 5 Reasons Why Companies Want Stores 1. Minimize administration 2. Control branding 3. Central location (virtual/physical) 4. Control purchasing 5. Simplify (apparel)
    10. 10. Reasons Why YOU Want Stores
    11. 11. Reasons Why YOU Want StoresDrop Ship VS Store
    12. 12. Reasons Why YOU Want StoresDrop Ship VS StoreShort sales cycle Long sales cycle
    13. 13. Reasons Why YOU Want StoresDrop Ship VS StoreShort sales cycle Long sales cycle Product focused Program focused
    14. 14. Reasons Why YOU Want StoresDrop Ship VS StoreShort sales cycle Long sales cycle Product focused Program focused Single Buyer Multiple buyers
    15. 15. Reasons Why YOU Want StoresDrop Ship VS StoreShort sales cycle Long sales cycle Product focused Program focused Single Buyer Multiple buyers Consultant Trusted advisor
    16. 16. Reasons Why YOU Want Stores Drop Ship VS StoreShort sales cycle Long sales cycle Product focused Program focused Single Buyer Multiple buyers Consultant Trusted advisorLimited expansion Open expansion
    17. 17. Reasons Why YOU Want Stores Drop Ship VS Store Short sales cycle Long sales cycle Product focused Program focused Single Buyer Multiple buyers Consultant Trusted advisorLimited expansion Open expansionSalesperson focused Program focused
    18. 18. Reasons Why YOU Want Stores Drop Ship VS Store Short sales cycle Long sales cycle Product focused Program focused Single Buyer Multiple buyers Consultant Trusted advisor Limited expansion Open expansionSalesperson focused Program focusedShort term (customer) Long term (client)
    19. 19. What types of stores?1. Employee stores
    20. 20. What types of stores?1. Employee stores2. Rep stores (agents, branches, franchisees)
    21. 21. What types of stores?1. Employee stores2. Rep stores (agents, branches, franchisees)3. Safety
    22. 22. What types of stores?1. Employee stores2. Rep stores (agents, branches, franchisees)3. Safety4. Recognition
    23. 23. What types of stores?1. Employee stores2. Rep stores (agents, branches, franchisees)3. Safety4. Recognition5. Retail
    24. 24. inventory
    25. 25. inventory on demand
    26. 26. inventory hybrid on demand
    27. 27. Opportunity Opportunity
    28. 28. Client
    29. 29. ClientMerchandising
    30. 30. ClientMerchandising eCommerce
    31. 31. Client FulfillmentMerchandising eCommerce Warehouse
    32. 32. Client FulfillmentMerchandising eCommerce Warehouse Client
    33. 33. TECH OPS HRMRKTG
    34. 34. TECH OPS HRMRKTGConse
    35. 35. “An expert knows all theright answers - if you ask the right questions.” - Levi Strauss
    36. 36. “Asking the right questions takes as much skill as giving the right answers” - Robert Half
    37. 37. Questions to Ask Your Customer
    38. 38. Questions to Ask Your Customer Who will your store serve?
    39. 39. Questions to Ask Your Customer Who will your store serve? What types of items will you want to provide?
    40. 40. Questions to Ask Your Customer Who will your store serve? What types of items will you want to provide? When would you like to launch your store?
    41. 41. Questions to Ask Your Customer Who will your store serve? What types of items will you want to provide? When would you like to launch your store? Where will your store reside?
    42. 42. Questions to Ask Your Customer Who will your store serve? What types of items will you want to provide? When would you like to launch your store? Where will your store reside? Why do you want to do a store?
    43. 43. Questions to Ask Your Customer Who will your store serve? What types of items will you want to provide? When would you like to launch your store? Where will your store reside? Why do you want to do a store? How photos? uploads?
    44. 44. Questions to Ask Yourself
    45. 45. Questions to Ask YourselfWho will manage the details?
    46. 46. Questions to Ask YourselfWho will manage the details?What will the average order look like? Repeats? Custom?
    47. 47. Questions to Ask YourselfWho will manage the details?What will the average order look like? Repeats? Custom?When will you launch the store?
    48. 48. Questions to Ask YourselfWho will manage the details?What will the average order look like? Repeats? Custom?When will you launch the store?Where will you host? inventory reside?
    49. 49. Questions to Ask YourselfWho will manage the details?What will the average order look like? Repeats? Custom?When will you launch the store?Where will you host? inventory reside?Why protect relationship? open door? best solution?
    50. 50. Questions to Ask YourselfWho will manage the details?What will the average order look like? Repeats? Custom?When will you launch the store?Where will you host? inventory reside?Why protect relationship? open door? best solution?How ....
    51. 51. Questions to Gauge Profitability1. Average order size?
    52. 52. Questions to Gauge Profitability1. Average order size?2. Estimated annual volume? Budget?
    53. 53. Questions to Gauge Profitability1. Average order size?2. Estimated annual volume? Budget?3. Number of participants?
    54. 54. Questions to Gauge Profitability1. Average order size?2. Estimated annual volume? Budget?3. Number of participants?4. How will end-users pay?
    55. 55. Questions to Gauge Profitability1. Average order size?2. Estimated annual volume? Budget?3. Number of participants?4. How will end-users pay?5. Company provided gear?
    56. 56. Questions to Gauge Profitability1. Average order size?2. Estimated annual volume? Budget?3. Number of participants?4. How will end-users pay?5. Company provided gear?6. End user? Locations?
    57. 57. Questions to Gauge Profitability1. Average order size?2. Estimated annual volume? Budget?3. Number of participants?4. How will end-users pay?5. Company provided gear?6. End user? Locations?7. Historical data?
    58. 58. Tech Partner Questions1. Example stores
    59. 59. Tech Partner Questions1. Example stores2. Payment options (credit, P.O., points, certificates)
    60. 60. Tech Partner Questions1. Example stores2. Payment options (credit, P.O., points, certificates)3. Custom work? Custom checkout? Examples?4. Design?
    61. 61. What to charge for:
    62. 62. What to charge for:Store set-up?Per product fee?Monthly hosting or service fee?Delivery / storage / distribution / assembly?Call center / phone support?Email support (newsletters and CSR)?Kitting / assembly?
    63. 63. Store Implementation1. eCommerce
    64. 64. Store Implementation1. eCommerce2. Merchandising
    65. 65. Store Implementation1. eCommerce2. Merchandising3. Launch / Users
    66. 66. Store Implementation1. eCommerce2. Merchandising3. Launch / Users4. Maintenance - QTR/six month5. Annual Review
    67. 67. Reporting1. Users
    68. 68. Reporting1. Users2. Usage
    69. 69. Reporting1. Users2. Usage3. Purchases
    70. 70. Reporting1. Users2. Usage3. Purchases4. Inventory thresholds5. Order/fill ratio, shipping times
    71. 71. Communication1. Pre-launch PDF/email
    72. 72. Communication1. Pre-launch PDF/email2. Order transactions (acknowledgment)
    73. 73. Communication1. Pre-launch PDF/email2. Order transactions (acknowledgment)3. Email marketing
    74. 74. Three Biggest Mistakes1. Do not charge for services/tech
    75. 75. Three Biggest Mistakes1. Do not charge for services/tech2. Finance inventory
    76. 76. Three Biggest Mistakes1. Do not charge for services/tech2. Finance inventory3. Disregard distribution/delivery
    77. 77. Warning Signals of a Bad Store Opp“We want a company store but we need it to payfor itself”
    78. 78. Warning Signals of a Bad Store Opp“We want a company store but we need it to payfor itself”“Our employees want merchandise to buy withour logo but we’re not going to spend any moneyon it”
    79. 79. Warning Signals of a Bad Store Opp“We want a company store but we need it to payfor itself”“Our employees want merchandise to buy withour logo but we’re not going to spend any moneyon it”“I’m a new Director of Sales/Marketing, I thinkthis would be a cool addition to our program”EGO
    80. 80. Signals of a Great Store Opp1. “We need an easier way to get branded merchandise to our reps, field, etc.”
    81. 81. Signals of a Great Store Opp1. “We need an easier way to get branded merchandise to our reps, field, etc.”2. “We want to provide branded merchandise to our employees but we just don’t have the resources to handle it”
    82. 82. Signals of a Great Store Opp1. “We need an easier way to get branded merchandise to our reps, field, etc.”2. “We want to provide branded merchandise to our employees but we just don’t have the resources to handle it”3. “Too much unauthorized purchasing, we need to get control of this”4. “Branding compliance is a mess, we need a centralized way to control and oversea our brand”
    83. 83. Final Tips1. Qualifying: get to ‘no’ quickly, get to ‘yes’ slowly
    84. 84. Final Tips1. Qualifying: get to ‘no’ quickly, get to ‘yes’ slowly2. #1 killer of a good store: lack of marketing
    85. 85. Final Tips1. Qualifying: get to ‘no’ quickly, get to ‘yes’ slowly2. #1 killer of a good store: lack of marketing3. Work with clients who are going to allow you to do your best work
    86. 86. Final Tips1. Qualifying: get to ‘no’ quickly, get to ‘yes’ slowly2. #1 killer of a good store: lack of marketing3. Work with clients who are going to allow you to do your best work4. Develop a communication plan
    87. 87. 30 60 90
    88. 88. Baseball is the only field ofendeavor where a man cansucceed three times out of ten and be considered a good performer. - Ted Williams
    89. 89. Struck out 1,330 times. Hit 714 home runs.“Every Strike brings mecloser to the next home run.” -Babe Ruth
    90. 90. http://info.robynpromo.com/the-company-store-guide/
    91. 91. Company St res The Ultimate Primer!Bobby Lehew

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