how to qualify and sell company stores. tanya ignacek director of sales and operations brightstores...
TRANSCRIPT
How to Qualify and Sell Company Stores
TANYA IGNACEK Director of Sales and Operations
BrightStores & bright sites
about the presenter.
CHERYL GRISARbright sites Sales and Marketing
about the presenter.
1 – Definition of a Company Store2 – Evolution of Company Stores3 – Online Shopping Trends4 – Company Stores vs Catalogue Sites
8 Topics for Today’s Discussion
5 – Why do you need to offer Company Stores?6 – How do I qualify my customers7 – The RFP8 – How to get started?
8 Topics for Today’s Discussion, cont’d
Company Stores, Defined
Company store (com.pa.ny store) - noun
1. an ordering efficiency tool used to control spending and manage brand
The History of Company Stores
How did Company Stores come to be?
*Source - eMarketer
Online Shopping Trends
Online Purchasing Trends
Realizing the Potential of the Store?
• Sales• Growth• SECURE Repeat Customer Orders
Company Store Sites AND Catalogue Sites
5 Reasons Why you NEED to Offer Company Stores
1. ordering efficiency.
ordering efficiency.
20 Marketing Managers Reviewing 3 Quotes Each = POOR USE OF TIME
ordering efficiency.
2. brand management.
brand management example.
*
3. spending control.
4. program support.
How to Qualify Your Customers?
• Client Request?• Multiple (Geographic) Ordering Points?• “Last Minute” Shipments?• Repeat Orders?• Small Orders?
How to REALLY Qualify Your Customers?
How to Actually SELL a Company Store
Create Value
Knowledge = Value
Products Possibilities
Company Stores
Bright sites Value Added Services
The RFP
Recap of 8 Reasons
1 – Definition 2 – Evolution 3 – Online Trends4 – Co Stores vs Catalogues
5 – Why Offer?6 – Qualify7 – The RFP8 – Getting Started
Getting Started
Getting Started
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