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Global 2009 Wedge Strategye Learning


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Global 2009 Wedge Strategye Learning

  1. 1. GLOBAL WEDGE STRATEGY 2009 Human Sport, Max Rack, eSpinner Tom Dievart, International Market Manager March 2009
  2. 2. 1-2 days VIP Event <ul><li>Goal: bring to a single location (preferably a luxury Hotel) KA or VIP customers to introduce them to our wedge products: HS, MR & eSpinner </li></ul><ul><li>What: US HQs providing detailed presentation on all 3 products, on site presenter, sales support & Master Trainer for hands on training. MD to provide a set of HS/MR/eSpinner at preferred pricing </li></ul><ul><li>How: distributors to go through their DB qualifying potential customers, sending VIP invites to “Star Trac Breakthrough products showcase”. Intensive pre-work by sales force (mailings are not sufficient!). Very good presenter & Master trainer. US HQs to provide invite in PDF. Distributors to print locally </li></ul>
  3. 3. 1-2 days VIP Event format <ul><li>US HQs supplying collateral to distributor to be translated 30-45 days prior to the event </li></ul><ul><li>Distributors to print localized collateral and have it available to all prospects during the event </li></ul><ul><li>Distributors to get PT “certified” by our Master trainer on HS </li></ul><ul><li>Possible certification of “buying” clients during the same event </li></ul>
  4. 4. 1-2 Days VIP event available marcom (in local language) <ul><li>DISTRIBUTOR MATERIALS (for use in support of event and ongoing after event) </li></ul><ul><li>Invitation HTML (PDF for print if required) </li></ul><ul><li>“ How to sell” the wedge products and how to position them (for distributors) </li></ul><ul><li>Videos available shortly after on our eLearning site for distributors </li></ul><ul><li>HS Specialist Training Program (for sales) improving a trainers ability to work with HumanSport </li></ul><ul><li>Goodies: bottle, towels, eSpinner t-Shirt given away to prospects and distributor staff on location, memory stick with ST full range of brochures </li></ul><ul><li>CUSTOMER MATERIALS </li></ul><ul><li>Brochures (HS, MR, eSpinner) </li></ul><ul><li>HS Customer binder (German version) </li></ul><ul><li>HTML for Clubs to send to their members </li></ul><ul><li>Flyers for end user (what is this, for end user) </li></ul><ul><li>Video CDs for customer (HS/MR) potentially for eSpinner (have videos, need to compile and organize + create cover case) </li></ul><ul><li>In club Posters </li></ul><ul><li>In club banners “coming soon” to be positioned in club right after purchase order is received at HQs </li></ul><ul><li>In club large poster of HS logo, eSpinner extra large Ad on the wall </li></ul>
  5. 5. Marketing & Education Materials HS Promotion Promotional activities HumanSport package
  6. 6. Invitation and Agenda Presentation Promotional activities HumanSport package
  7. 7. <ul><li>Banner </li></ul>Member Flyer for the Welcome Desk Promotional activities eSpinner package
  8. 8. HTML sent to Spinning® instructors Promotional activities eSpinner package
  9. 9. „ It is the best material I‘ve ever seen. Awesome!! “ Mikko Mustala/ CMS Gym - Finland „ The HumanSport program gives us a strong competitive advantage.“ Hans-Peter Geist/ FitnessLife - Germany „ Our members love these machines. I should have bought 2 sets “ Frank Böhme/ Just Fit - Germany „ Clients are flocking to us because HumanSport helps them to achieve their personal training goals. “ Matt Hook/Ealing Personal Training - England Promotional activities eSpinner package
  10. 10. Logistics of event <ul><li>Event must be approved by Intl Market manager, VP Marketing & MD according to a minimum KA and VIP customers to be present (target distributors established based on ability to leverage event) </li></ul><ul><li>Detailed VIP Event form to be filled by distributor including name of KA, or facility, name of person to participate, title, decision power, number of clubs in the chain, status of discussion with distributor, schedule of purchase (6months, 1 year…), opportunity for each customer in current year and next 3 years. (form to be distributed by Marketing) </li></ul><ul><li>Confirmation of event, location, participants, units on site, must be received no later than 3 week prior to the event to allow time to book or change tickets for US staff </li></ul><ul><li>We strongly suggest organization the events in a VIP hotel with 1-2 large rooms, enough to accommodate one full HS circuit, and another room with a MR and an eSpinner </li></ul><ul><li>Cancellation from our distributor the week prior to the event will result in travel expenses being charge to distributor’s marketing account </li></ul><ul><li>Demo units HS, MR, eSpinner shall be ordered 45 days prior event (if not earlier due to specific custom process in pertaining country). </li></ul><ul><ul><li>Units to remain property of distributor in order to create a showcase in his territory. </li></ul></ul><ul><ul><li>If units to be left at customer site, a written agreement that customer will allow distributors and US ST executives to bring potential customers to their facility, using it as a “showcase”, must be signed. </li></ul></ul>
  11. 11. Suggested Scheduling <ul><li>Day 1 (HumanSport) </li></ul><ul><ul><li>Opening from Distributor with coffee/breakfast (9-9:30am) </li></ul></ul><ul><ul><li>Presentation from International Market Manager (9.30-11.30pm) </li></ul></ul><ul><ul><ul><li>PP presentation with HS set around the room and audience seated </li></ul></ul></ul><ul><ul><ul><li>PP detailed presentation of the HS Sales binder </li></ul></ul></ul><ul><ul><li>Lunch provided by distributor (12-1pm) </li></ul></ul><ul><ul><li>Hands-on Presentation by Master instructor / IMM (1-5pm) </li></ul></ul><ul><ul><ul><li>In exercise gears, able to exercise, ask technical questions to master trainer or IMM </li></ul></ul></ul><ul><ul><ul><li>Full circuit and class organized, according to local country preferences. </li></ul></ul></ul><ul><ul><li>End of the day summary. FAQ, Distributor’s sales force closing deals!!!! (5-6pm) </li></ul></ul>
  12. 12. Suggested Scheduling <ul><li>Day 2 (Max Rack and eSpinner) </li></ul><ul><ul><li>Presentation from International Market Manager 9-12pm </li></ul></ul><ul><ul><ul><li>PP presentation with MR and eSpinner set around the room and audience sited </li></ul></ul></ul><ul><ul><li>Lunch provided by distributor (12-1pm) </li></ul></ul><ul><ul><li>Hands-on Presentation by IMM / Distributor Sales Manager or Master trainer 1-5pm </li></ul></ul><ul><ul><ul><li>In exercise gears, able to exercise, ask technical questions to master trainer or IMM </li></ul></ul></ul><ul><ul><ul><li>Class divided into 2 groups: ½ on the eSpinner sharing 2 hours, ½ on the MR performing set of exercises defined by IMM and JD. </li></ul></ul></ul><ul><ul><li>End of the day summary. FAQ. Distributor’s sales force closing deals!!!! (5-6pm) </li></ul></ul>
  13. 13. Suggested World Wedge VIP Tour <ul><li>FIBO, April – Germany </li></ul><ul><li>Rimini, May - Italy </li></ul><ul><li>Spinning event, June - Rio, Brazil </li></ul><ul><li>EU Distributors meeting in June </li></ul><ul><li>FHJ Japan – June </li></ul><ul><li>South America – July Argentina/Chili </li></ul><ul><li>IHRSA Brazil – October </li></ul><ul><li>Spinning Experience – October NL </li></ul><ul><li>OTHER MARKETS </li></ul><ul><li>Sweden </li></ul><ul><li>Czech Republic </li></ul><ul><li>Spain </li></ul><ul><li>UK </li></ul><ul><li>Mexico </li></ul><ul><li>China </li></ul><ul><li>Australia </li></ul><ul><li>Singapore </li></ul>
  14. 14. Review of other Products <ul><li>IF requested by distributor 45 days prior event </li></ul><ul><li>Embedded Cardio </li></ul><ul><li>Inspiration Strength </li></ul><ul><li>eFitness </li></ul><ul><li>Additional day might be necessary to provide extra presentations </li></ul>
  15. 15. Contact <ul><li>If interested please contact </li></ul><ul><ul><li>TOM DIEVART, International Market Manager </li></ul></ul><ul><ul><ul><li>[email_address] </li></ul></ul></ul><ul><ul><ul><li>714 508 3746 </li></ul></ul></ul><ul><li>Please allow at least 60 days to prepare for this event </li></ul>