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Innovative Sales Solutions Overview 2009 Nn


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Innovative Sales Solutions Overview 2009 Nn

  1. 2. Value Proposition Innovative Sales Solutions is a Global Manufacturers representation company and Consulting Firm dedicated to improving our clients' effectiveness at retail. We have offices in the US and Russia.
  2. 3. <ul><li>We are the single point of contact between vendor and retailer </li></ul>
  3. 4. ISSI Business Model Our Expertise in Retail help plan strategies and build performance.
  4. 5. Financial <ul><li>Financial Management </li></ul><ul><ul><ul><li>Program negotiation / vendor profitability </li></ul></ul></ul><ul><ul><ul><li>Set pricing levels based on margin requirements for retailer and vendor </li></ul></ul></ul><ul><ul><ul><li>Manage end of life/mark down programs </li></ul></ul></ul><ul><ul><ul><li>Monitor returns and defective rates </li></ul></ul></ul><ul><ul><ul><li>Negotiate MDF and DFI programs </li></ul></ul></ul><ul><ul><ul><li>Quarterly vendor profitability reviews </li></ul></ul></ul><ul><ul><ul><li>Mid-range planning </li></ul></ul></ul>
  5. 6. Product Development <ul><ul><ul><li>Identify vendor partners </li></ul></ul></ul><ul><ul><ul><li>Develop packaging comps </li></ul></ul></ul><ul><ul><ul><li>Ensure product meets retailers test requirements </li></ul></ul></ul><ul><ul><ul><li>Assist in sourcing and qualifying factories </li></ul></ul></ul><ul><ul><ul><li>Competitive analysis </li></ul></ul></ul><ul><ul><ul><ul><li>Strengths </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Weaknesses </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Opportunities </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Threats </li></ul></ul></ul></ul>
  6. 7. Inventory Management <ul><ul><ul><li>Collaborative forecasting with retailer and vendor </li></ul></ul></ul><ul><ul><ul><li>Manage logistics process </li></ul></ul></ul><ul><ul><ul><ul><li>Manufacturer to dc and dc to store </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Drop ship programs </li></ul></ul></ul></ul><ul><ul><ul><li>Logistics Scorecarding </li></ul></ul></ul><ul><ul><ul><ul><li>On time right quantity </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Fill rates </li></ul></ul></ul></ul><ul><ul><ul><li>Ensure turn goals </li></ul></ul></ul><ul><ul><ul><ul><li>Monitor inventory levels </li></ul></ul></ul></ul>
  7. 8. Merchandising <ul><ul><ul><li>Implementation and execution of planograms </li></ul></ul></ul><ul><ul><ul><li>Aid in creation of POP and marketing materials </li></ul></ul></ul><ul><ul><ul><li>Set reasonable GMROS expectations </li></ul></ul></ul><ul><ul><ul><ul><li>Gross margin return on space </li></ul></ul></ul></ul><ul><ul><ul><li>Fixture development </li></ul></ul></ul>Appliances Reliance Digital, India Television mount display board Eldorado Stores, Russia
  8. 9. Promotions <ul><ul><ul><li>Identification of appropriate promotional vehicles </li></ul></ul></ul><ul><ul><ul><li>Ad planning and forecasting </li></ul></ul></ul><ul><ul><ul><li>Develop incentives </li></ul></ul></ul><ul><ul><ul><li>Set reasonable GMROA expectations </li></ul></ul></ul><ul><ul><ul><li>Post run analysis </li></ul></ul></ul>
  9. 10. Sales Support Training <ul><ul><ul><li>Training content and vehicles </li></ul></ul></ul><ul><ul><ul><li>Organize and facilitate trainings </li></ul></ul></ul><ul><ul><ul><li>Incentives / Contests </li></ul></ul></ul><ul><ul><ul><li>Labor and Schedule management optimization </li></ul></ul></ul><ul><ul><ul><li>Productivity analysts </li></ul></ul></ul><ul><ul><ul><ul><li>Time Study </li></ul></ul></ul></ul><ul><ul><ul><li>Customer Experience & Focus </li></ul></ul></ul><ul><ul><ul><li>Performance tracking </li></ul></ul></ul><ul><ul><ul><ul><li>Gap management </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Units and revenue per transaction </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Average selling price </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Close rate </li></ul></ul></ul></ul>
  10. 11. Strategic Projects <ul><ul><li>CONSULTING </li></ul></ul><ul><ul><ul><li>Private Label Strategy </li></ul></ul></ul><ul><ul><ul><li>Direct import initiative </li></ul></ul></ul><ul><ul><ul><li>Design and fixture development </li></ul></ul></ul><ul><ul><ul><li>Target.Com category management </li></ul></ul></ul><ul><ul><ul><li>Change management </li></ul></ul></ul><ul><li>Mount finder on and </li></ul>
  11. 12. Change Management <ul><li>Implementation Effectiveness Offerings </li></ul><ul><ul><ul><li>Organizational Development </li></ul></ul></ul><ul><ul><ul><li>Building capability for increasing speed from strategy to execution </li></ul></ul></ul><ul><ul><ul><li>Leadership Workshops </li></ul></ul></ul><ul><ul><ul><li>Team effectiveness </li></ul></ul></ul><ul><ul><ul><li>Individual skill building </li></ul></ul></ul><ul><ul><ul><li>Change Management Training </li></ul></ul></ul><ul><ul><ul><li>Building understanding and leadership skill </li></ul></ul></ul><ul><ul><ul><li>Individual Leadership Coaching </li></ul></ul></ul><ul><ul><ul><li> One on one leadership effectiveness coaching </li></ul></ul></ul>
  12. 13. Retail Affiliates
  13. 14. Vendor Affiliates The Starr Design Group, Inc.
  14. 15. ISSI Team <ul><li>Erin Brumm: </li></ul><ul><ul><li>Erin has 11 years of retail expertise. She has worked for two of the largest retailers in North America: Best Buy and Target Corp. She has skillfully mastered both sides of the business, retailer and manufacturer. Her sharp sense of financial management, negotiation, assortment building/procurement, visual merchandising, and sales implementation has made her a key asset to the partners that she works with. Erin has been instrumental in seeking new business opportunities across the globe. She is currently working with retail partners in the U.S., Canada, and Europe. Her portfolio includes a dynamic vendor base in which she acts as a Manufacturer’s Representative. Her product expertise is within Consumer Electronics and Soft Lines/Apparel. </li></ul></ul><ul><li>John Peterson: </li></ul><ul><ul><li>Over 15 years of sales experience within consumer electronics. He has a keen judgment in new product introductions, profitable growth, and specializes in designing and implementing strategic plans. Effective troubleshooting ability and reliable follow-through at the customer interface. He is practical in setting goals, crafting proposals and pinpointing areas for improved sales performance. </li></ul></ul><ul><ul><li>John worked at Best Buy for ten years starting off as a store General Manager and later transferred to the corporate office. While at corporate he was Senior manager in the Mobile/Wireless and Home Theater departments. </li></ul></ul>
  15. 16. ISSI Team Gary O’loughlin: Most recently, Gary has been consulting internationally for consumer electronics retailers. His International experience in adapting retail best practices in the labor scheduling process, new store labor model planning and hiring allocation, strategic planning for store operations, and comprehensive communication strategies to improve effectiveness between the corporate offices and field operations. Prior to those responsibilities he was a Senior Manager Business Operations for Best Buy Company in Minneapolis, Minnesota. His responsibilities included the allocation of payroll, labor model development, labor effectiveness and productivity standards as well as fleet management. Other duties were to enhance and increase profitability, develop personnel to achieve excellence in sales and customer service. Implement and monitor the allocation funds to maintain ad achieve cost-efficient and effective operations. Paul Feikema: More than 20years of business experience as a multi-unit manager. He has led teams of thousands of employees and managed multi-million dollar budgets. He understands the pressure to increase profits and improve efficiency. Part of the ground-breaking Change Implementation Team (CIT) chronicled in the best-selling book Big Change at Best Buy, Paul has traveled the United States and Europe partnering with key leaders as a business coach. He leads efforts to streamline operations, improve processes, build effective teams and provide executive coaching. Bringing his systemic thinking into play, Paul makes connections between business results, the customer environment and the employee experience.
  16. 17. ISSI Team <ul><li>George Asatiani: (Russian Office) </li></ul><ul><li>George worked at Eldorado companies(leading European CE retailer) for two years. He started his retail career in the stores and later transferred to the corporate office. At Eldorado, George worked in the Marketing and Service department. Currently his duties at Innovative include managing all European accounts and supporting all sell through responsibilities. </li></ul>