Small retail stores are slowly giving way to large format stores. What are the challenges that emerge with change in size of stores vis a vis managing stores, sku velocity and display management is what this ppt covers.
Startup Marketing in a nutshell answers the fundamental question as to where a startup must start with their marketing. Every business is different and there is no silver bullet but we can learn from experience to answer why we need to do marketing and what that entails.
The why, what, how and when references Lean Startup Engines of Growth, Ash Maurya's Three Stages of a Startup and the Business Model Canvas before detailing the marketing tools, tactics and outlook required for Startup Marketing Success. Includes link to download One Page Marketing Plan.
Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
Startup Marketing in a nutshell answers the fundamental question as to where a startup must start with their marketing. Every business is different and there is no silver bullet but we can learn from experience to answer why we need to do marketing and what that entails.
The why, what, how and when references Lean Startup Engines of Growth, Ash Maurya's Three Stages of a Startup and the Business Model Canvas before detailing the marketing tools, tactics and outlook required for Startup Marketing Success. Includes link to download One Page Marketing Plan.
Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
Build Your 2016 Sales Plan with Scott SambucciSalesQualia
These are the presentation slides to accompany the virtual workshop hosted in December 2015 by Scott Sambucci.
Topics: Selling to the enterprise, Identifying customer problems, Targeting industries and prospecting, determining value propositions, and developing implementation plans.
Recording: https://www.youtube.com/watch?v=9dvoU_Xuqkc
Healthy, Wealthy & Wise: A 7 Step Business HealthcheckSmart Franchise
In August 2014 we facilitated a 4 hr workshop at the Just Cuts franchise conference. The workshop was custom designed to help new and experienced franchisees consider how they can tune their business. The content was based on work we did in 2013 on 'The 7 Things that can send a franchise broke'. We took a positive approach to building a better business, helping franchises to be healthy, wealthy and wise!
B2B Sales For Startups: a great presentation about how to sell to key accounts by creating and engaging a community of prospective customers thanks to content marketing, events and services.
Sales Time Mastery - Tips on how to be more productiveMichael Galante
24 actionable tips for Salespeople, Account Managers, or anyone who has to secure new business or generate revenue for their company. Plus a few bonus tips thrown in. Published by Michael J Galante
130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more.
We walk through ten of the most common mistakes made by sales reps when managing a complex sale. No one is immune from mistakes as deals cycles are long, solutions are more complex, buying processes are convoluted, and the number of people involved in a deal has expanded. If you avoid these common mistakes though, you can shift the competitive advantage and increase the likelihood of closing the deal.
Thinking of how you can improve your business sales? Check out this presentation and learn new tips on how you can grow your profit. At the end of this slide, we are inviting you to know our "7 Ways To Grow Your Business" seminar which will help businesses to gain more profit and increase their business value.
Read the rest of the article here http://bit.ly/2kIse47
The essence of International Marketing. Most fundamentals for every company and brand wishing to expand globally. Compass to effective export strategy and global brand building.
Build Your 2016 Sales Plan with Scott SambucciSalesQualia
These are the presentation slides to accompany the virtual workshop hosted in December 2015 by Scott Sambucci.
Topics: Selling to the enterprise, Identifying customer problems, Targeting industries and prospecting, determining value propositions, and developing implementation plans.
Recording: https://www.youtube.com/watch?v=9dvoU_Xuqkc
Healthy, Wealthy & Wise: A 7 Step Business HealthcheckSmart Franchise
In August 2014 we facilitated a 4 hr workshop at the Just Cuts franchise conference. The workshop was custom designed to help new and experienced franchisees consider how they can tune their business. The content was based on work we did in 2013 on 'The 7 Things that can send a franchise broke'. We took a positive approach to building a better business, helping franchises to be healthy, wealthy and wise!
B2B Sales For Startups: a great presentation about how to sell to key accounts by creating and engaging a community of prospective customers thanks to content marketing, events and services.
Sales Time Mastery - Tips on how to be more productiveMichael Galante
24 actionable tips for Salespeople, Account Managers, or anyone who has to secure new business or generate revenue for their company. Plus a few bonus tips thrown in. Published by Michael J Galante
130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more.
We walk through ten of the most common mistakes made by sales reps when managing a complex sale. No one is immune from mistakes as deals cycles are long, solutions are more complex, buying processes are convoluted, and the number of people involved in a deal has expanded. If you avoid these common mistakes though, you can shift the competitive advantage and increase the likelihood of closing the deal.
Thinking of how you can improve your business sales? Check out this presentation and learn new tips on how you can grow your profit. At the end of this slide, we are inviting you to know our "7 Ways To Grow Your Business" seminar which will help businesses to gain more profit and increase their business value.
Read the rest of the article here http://bit.ly/2kIse47
The essence of International Marketing. Most fundamentals for every company and brand wishing to expand globally. Compass to effective export strategy and global brand building.
The 6 Keys to the Successful Modern Sales OrganizationCraig Rosenberg
The successful modern sales organization is more efficient, predictable and scalable than ever before. And more importantly, they drive results, consistent results. Forward-thinking sales organizations have built revenue machines that combine the traditional strategies with training and coaching with technology, processes, and metrics. Join Matt Heinz, Michael Brondello, and Craig Rosenberg as they present innovative but proven best practices that drive today's quota-busting sales organizations.
This webinar includes:
- Best practices from the best sales organizations in the world
- How understanding your buyer's process can transform sales effectiveness
-Technology recommendations that improve productivity and faster sales processes
Description of Rezolto, our team, services, competencies and experience incl. an overview of brands we have been supporting and working with during the last 3 years.
In short: We help lifestyle companies grow sales and boost profits.
Noboru World_10 Marketing mistakes startups need to stop!.pdfNoboru World
If you are a startup marketing agency, there are ample chances to commit mistakes due to various reasons. Either you could be an amateur in the field or an experienced team desperate to create an attractive clientele.
For instance, you are a startup marketing agency with an efficient core team and other needed resources. But, being a startup with non-bigger or zero brand experience, there are always the chances of committing blunders on different scales.
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
9 Steps to Repeatable, Scalable, & Profitable GrowthDavid Skok
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
10 Powerful Strategies to Attract More Ideal CustomersPROTRADE United
Attracting quality leads for your business is now proving to be 10 times harder than it was 15 years ago. So, how do you have your marketing stand out amongst the 3000-odd messages that potential customers receive every day? Why do some businesses effortlessly attract their ideal jobs/customers whereas others push hard for minimal return?
In this practical, results focused workshop, you will learn 10 street-smart steps to create a game plan that attracts an abundance of high quality leads with maximum return.
How to identify and build a scaleable sales processFrank Dale
Effective sales teams build and execute repeatable sales playbooks. For many companies, the challenge is identifying a sales process that is effective and scaleable. This presentation developed for a workshop sponsored by Elevate Ventures walks you through:
1. Identifying your buyer's decision-making process
2. Building a sales process that aligns your interests and your buyer's interests.
3. Measurement strategies that allow for ongoing sales process improvement.
Business owners generally go into business because they are passionate about what they do, not because they are passionate about running a business. Yet in today’s economic climate, it is even more important to understand how to effectively manage the business in order to survive.
The Business Growth Masterclass series is designed for smaller businesses. Its cost effective masterclasses give you the chance to understand how a business works and how to grow your business by working smarter, not harder. It’s like getting the practical bits from an MBA at a fraction of the cost.
This presentation provides an overview of the ways in which we can enhance the impact of your marketing efforts on your customers, your business and the world at large.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
Plan to win: 5 success tips for better quotasAnaplan
Did you know that 50% of organizations create between 5-10 iterations of their sales quotas before they are assigned? Get the process right and plan to win with these five tips for better sales quotas.
Learn more by visiting www.anaplan.com
Like Anaplan on Facebook: https://www.facebook.com/anaplan
Follow Anaplan on Twitter: https://twitter.com/anaplan
Follow Anaplan on LinkedIn: https://www.linkedin.com/company/anaplan
Like Anaplan on Google+: https://plus.google.com/+AnaplanInc/posts
Follow Anaplan on our YouTube channel: http://www.youtube.com/c/AnaplanInc
Questions in the meeting: From Startups to Venture CapitalistsWiziin Inc.
Are you a startup founder looking to secure funding from venture capitalists? Do you want to know the questions to expect during a meeting with VCs? If so, our new ebook, "Questions in the Meeting: From Startups to Venture Capitalists," is perfect for you.
Securing funding from venture capitalists is critical for many startups. However, it can be challenging to navigate the process, especially if you are not familiar with the types of questions that VCs usually ask during meetings.
To help startup founders prepare for these meetings, our ebook provides a comprehensive list of questions that VCs typically ask when considering investing in a startup. By preparing for these questions, you can communicate your business's value proposition, market opportunity, and growth potential effectively.
In addition, the ebook also provides a list of questions that startups should ask during meetings with VCs. By asking these questions, you can gain a better understanding of the VC's investment strategy, and determine if they are the right fit for your business.
By downloading "Questions in the Meeting: From Startups to Venture Capitalists," you'll have access to a valuable resource that can help you prepare for your next meeting with a VC. With the right preparation, you'll be able to answer any question with confidence and increase your chances of securing the funding that your business needs to grow and succeed.
Don't miss out on this opportunity to take your startup to the next level. Download "Questions in the Meeting: From Startups to Venture Capitalists" today, and start preparing for your next meeting with a VC. With our ebook, you'll be well on your way to securing the funding that your business needs to succeed.
Similar to Managing Large format Retail Stores in Consumer Electronics (20)
10 MASTER Tips to Achieve Success in SALES.docxSanjay Singh
The 10 tips mentioned in this blog will surely guide every salesperson to achieve greatness in Sales. It is important to note here that to become great in sales one has to first become a great salesperson. Once you become a great salesperson, with all the DNA traits of a great salesperson, the great sales that follow is a by-product of the same.
3. www.consult4sales.com
3
How many Large accounts do you handle?
Why are they Large accounts?
Name of
Manager
No of Large accounts
handled
Why do you call them Large accounts?
(Tick your choice. Choose any one that suits you best)
ABC X The billing per month (Sell In) is higher than a critical value predefined.
The rotation of stock /month (Sell Out) is high thereby leading to high ROI.
The size of the store is very big. The godown is big and hence can stock good
inventory (Sell Through)
The financial capacity and will of the store owner to invest in goods is high.
The footfall / day in the store is high leading to high opportunity
The location of the store is central and hence has highest opportunity.
6. www.consult4sales.com
6
What do you do to become a Strategic
Vendor?
Name of
Manager
No of Large accounts handled Yes / No
1 Help in Demand Forecasting so that Sell-In reflects the true market demand.
2 Maximize rotation time by minimizing the Week of Stock (WOS) by catalyzing Sell-Out
3 Assist in Footfall Analysis at the store.
4 Keep all shopfloor sales staff suitably empowered, engaged and enthusiastic so that
they maximize Closing Ratio between Footfall to Order.
5 Share and implement quarterly BTL Marketing Plan in a way that the store owner
connects the same to measurable results.
6 Feed Store Owner with Market Intelligence (MI) and Market Sensing (MS) reports
7 Ensure that Status Quo is never the end result of business
9. www.consult4sales.com
9
Inputs for DILO
Pre Office hours 10 -12 2 – 4 5 – 7 Post Office hours
Social Media Posts Listen to Boss 1st Market Visit
as per P
JP
2nd Market
Visit as per P
JP
Check Email
Check MIS & Email Communicate with Channel
on phone
(Programmed
Journey Plan)
Conduct EOD (End of Day)
meetings with erring outlets
List VED(Vital, Essential
and Desirable) action
points for the day
Appraise self with stock
status for the day
Conduct SOD (Start of
Day) meeting with sales
team
10. www.consult4sales.com
10
10 commandments for DILO Compliance
Start Early. How early?
Attack work or else work attacks your time.
Do things right first time , every time.
Follow the 4D principle – Delete, Defer, Delegate & Do
Do not carry forward work to next day, come what may.
Show empathy to peers so that they help you on time.
Use technology. Do not tax memory to remember things.
Avoid parking work in your own garage.
Do not do your home work in class and Vice Versa.
Punish yourself whenever you break your DILO.
17. www.consult4sales.com
17
Sales Metrics
Fill in the blanks below:
Visibility ROI Footfall
Management
Sell Out Life Time Value
Planogram
Brand Recall
Brand Association
WOS
Cash / Credit Cycle
Closure Percentage
Pipeline Engagement
Cross Selling
Up Selling
Number sold
Value sold
CLTV
Net Promoter Score
Loyalty Index
Referral Index
SKU Velocity Category
Momentum
Market
Penetration Index
(MPI)
Footfall
Generation Index
Stickiness of
Customers
22. www.consult4sales.com
22
Offer Phygital Market Place
Maximize Physical Touchpoints.
Listen to Social Conversations.
Customer Loyalty Program.
Customer Gifting Scheme.
Make customers interact with each other and learn.
Curate, buy back and scholarships to deserving customers
24. www.consult4sales.com
24
How do you become a Trusted Partner?
High
Low
Low High
Share of Client’s Mind
General
Contractor
Trusted
Partner
Friend
Transactional
Expert
Share
of
Client’s
Wallet
Mind Share Usually Leads to Wallet Share
26. www.consult4sales.com
26
What is the Outreach Index?
CRM Software
Email Marketing
Social Media Marketing
Backlink generation from social media
Digital Marketing and e commerce
Key Accounts not mapped to KAM’s
Home demos.
Tele calling
Quarterly BTL Marketing Plan
Direct Mailers
Content
Team
MIS
28. www.consult4sales.com
28
How to become a great CEO
Get Clear on the big picture.
Don’t major in minor things.
Your company culture and values are always major items.
Share your vision for the company with your team.
Craft your written quaterly plan of action- every quarter.
Hold your company accountable to acting on its priorities, stated goals, and values.
Build and groom your leadership team.
Learn to ask what’s important.
Focus on stakeholder value.
Tell stories.
Have a deep sense of purpose.
Be the gatekeeper.
Set high goals. Don’t start small.
Self-reflect and step up.
Serve others.
Develop a thick skin.
31. www.consult4sales.com
31
S.No. Action Yes/No
1 Headcount
2 Trained
a) Understands product features
Empowered
a) Understands product Features, Advantage Benefits (FAB)
b) Pitches WIIIFM (What is in it for me?) answer to Customer
c) Understands WOS, Price Laddering, Model Mapping Catchment Analysis
Expert
a) Can help the customer reach the T.I.N.A. (There is no Alternative) point
b) Understands ACTION SELLING SYSTEM
c) Closing Ratio is acceptable
3 Hygiene / MOT Skills / Display review / Schemes Offers Knowledge/ Visual
Elements
SSE
32. www.consult4sales.com
32
SSE Management
S.No. Action Yes/No
1 Start of Day (SOD) on time
2 Makes use of ”Happy Hours” positively
-Tele calling / Emails / Home visits / Home Demos
3 Conducts Daily Footfall Analysis
4 Ensures the right display and store hygiene for the brand
5 Listens with eyes (Market Sensing) and See with your ears (Market Intelligence)
during peak footfall time
6 Conducts BTL activities to congregate target group of customers (Existing or New)
7 Maintains MIS of every footfall handled, closed, lost and pipeline
8 Participates actively in all training program conducted by company
9 Reports in End of Day (EOD) meetings
10 Drives self for target achievement. Has solutions to problems
33. www.consult4sales.com
33
S.No. Action Yes/No
1 Planogram in place
2 Replenishment of Planogram happens on time
3 Point of Purchase (POP) Display is as per directives of Marketing dept
4 Assessment and Learnings from Planogram of competition
10 Can even a blind person get to know about the schemes and offers running for your brand in
the given store?
Display Management
34. www.consult4sales.com
34
S.No. Action Yes/No
1 Who does What? Mapping . Is it done for the family which owns the XL Store?
2 Each active member of the family in the store is active and engaged.
- Regular training programs in their respective area of core competency
3 Expectation Matrix of each active member is mapped and requisite action taken
/ communicated to the stake holder.
4 No surprises for Stake Holders. If yes, how many and why?
5 Why the Sell-In is what it is? Brainstormed and Documented
6 How will the Sell-Through be managed? Co-Created and Discussed
7 What is the plan for Sell-Out? Co-created , Discussed and Endorsed
8 What are the plans for brand visibility in the store? Intimated
9 Remember, Recognize Reward all stakeholders.
( Birthday, Anniversary, Small achievements, Big Achievements)
10 Actively Consult on “how the store owner can increase his business?”
(Add value as a consultant and not as an Area Manager)
Store Owner Management
35. www.consult4sales.com
35
S.No. Action Yes/No
1 List of SKU wise velocity. ( Not speed). Own brand , Competing brand
2 Focus for increasing velocity
3 Plan for increasing velocity
4 Appoint Velocity Champion in the store
5 Empower Velocity Champion on “The How” behind the “The Why” and “The What”
6 Track success and failures through MIS
7 Discuss failures with boss on weekly basis
8 Treat weekend as month end and achieve weekly targets
9 Fuel external energy for setting pace of velocity
10 Ensure that SKU’s (Stock Keeping Units) with good velocity gather momentum
SKU Velocity Management
36. www.consult4sales.com
36
S.No. Action Yes/No
1 How many footfalls ? Time zone wise , Category wise , source of info wise
2 Type of footfalls - SEC A , B and C ( SEC = Socio Economic Class)
3 Lost case Analysis with Reason code
4 Winning Analysis for cross selling opportunity and Life-Time Value
5 Win list of competitors for Cross Selling tele calls
6 Sales Funnel of the store for each category of goods.
Footfall Analysis
37. www.consult4sales.com
37
Sell Out Management
S.No. Action Yes/No
1 Footfall Handling – Closure, Pipeline Lost
2 Average number of units sold 1
3 Sales Pipeline followed up very closely . No leakage in Sales Funnel?
4 Create footfalls for self brand – Preferred walk in’s
- Tele-calling / Email Marketing / Digital Marketing / Direct Mailers /
Home Demos / Pipeline follow up / Maximise Outreach Index
5 Home visits for Customer Satisfaction Index (CSI)
6 Telephone calls for customer feedback
7 Mastery of Demo and use of T.I.N.A. sales closure technique
8 Conscious effort to elevate SSE from Trained to Empowered to Expert status respectively
9 Prepare for “On season” in “Off season”
10 Play to Win!
38. www.consult4sales.com
38
In a Nutshell
Become a Strategic Vendor to Large Accounts
Master and Respect your D.I.L.O.
Follow a Sales Process to reach Results
Total clarity on KPI and the Metrics which drive them.
Managing Relationship with Store owners
Fighting the menace of Digital Sales
Gain Mindshare, not Wallet share
Bulk Deals through Outreach Program
The Attitude of a CEO
Checklists – Review Steps 1 – 9 by making use of checklists everyday