NAVIGATING REMOTE SELLING WHILE MARKETS ARE ON PAUSE
SPEAKERS Dorothy Belshaw Eric Dean Teddy Pekalski Executive Vice President, Chief President, IMC_di Director of Sales, IMC_di Marketing & Digital Officer, IMC
AGENDA 01 Summer Markets IMC_di Overview 02 Foster Buyer Relationships 03 Increase Productivity + Collaboration 04 Between Buyers and Sellers 05 Prepare for Recovery Q&A 06
SUMMER MARKETS
Formed in January 2020: Anchored by Two Acquisitions: G&H Industry Veterans RepZio & ShopZio | Decade of Success • 660 customers • 10,000 reps using sales software • 2.3 million sku# in system • 35,000 total buyers on Shopzio • Supports vendor and rep community Pharos | from Whereoware • 80 customers • Over $2 billion in processed orders • 1500 reps on sales tool • Full digital sales and marketing software suite for reps and vendors
IMC_di Philosophy Be Inclusive and Lift the Entire Industry and Summer Solution Markets - Market Enhancing Tools Reps – Rep & Marketing Software Online – Websites & Transactional Digital Marketplace IMC Represents the Heart of the Industry. Digital Summer Solution to Support and Enhance Physical Markets: • Dedicated IMC marketing effort engages buyer audience • ATL and LV Market websites for discovery • ShopZio Digital Marketplace - No Fee offer We All Win when Industry Recovers and Grows
FOSTER RETAILER INCREASE PRODUCTIVITY + PREPARE FOR RELATIONSHIPS COLLABORATION BETWEEN RECOVERY BUYERS AND SELLERS
FOSTER BUYER RELATIONSHIPS 10
SHOW BUYERS YOUR SUPPORT • Send links to Financial Aid resources • Host helpful webinars • Provide updates to order and supply chain impact • Write social or website copy to help them sell • Send high quality product imagery and product descriptions to save them time • Communicate market plans and complimentary buying options
RECOMMENDED CONTENT Sales Rep Buyer • • How to videos How to videos • • Educational webinars COVID-19 messaging • • Virtual Q&A Video conferencing • Social media posts instructions • • Product copy and Alternative selling images methods
ENGAGE BUYERS ACROSS CHANNELS • Package content and share across all your marketing channels • Review email strategy and consider pausing automated email campaigns • Shift marketing focus to promoting buyer resources • Boost your social presence and be responsive to customer comments and questions
INCREASE PRODUCTIVITY + COLLABORATION BETWEEN BUYERS AND SELLERS
EVALUATE YOUR TECHNOLOGY What Technology is Available to Your Reps? • PDF of catalog • Website • iPad Sales App • CRM • Video Conferencing • Email
USE TECHNOLOGY TO MIMIC IN PERSON MEETINGS Free or Affordable Video Conference Solutions: • Zoom • Microsoft Teams • Skype • Google Hangouts • GoToMeeting
SHARE SALES REP & BUYER CONTENT Free or Affordable File Sharing Solutions: • Dropbox • Google Drive • OneDrive • Box • WeTransfer
PREPARE YOUR PRODUCT DATA FOR REMOTE SELLING • Identify all necessary product data templates for your customers & marketplaces • Develop a process for managing and updating product data • Use a standardized naming convention that makes it easy to organize assets. For example, SKU_image# • Consider adopting a Product Information Management System to manage all product data and assets
REMOTE SELLING: VIDEO + DIGITAL CATALOGS
REMOTE SELLING: VIDEO + DIGITAL CATALOGS Things To Consider… • Do sales reps have access to inventory information? • Can reps share customer pricing? • Do you need to create smaller category specific catalogs? • How are reps sharing buyer content?
REMOTE SELLING: VIDEO + WEBSITE
REMOTE SELLING: VIDEO + WEBSITE Things To Consider… • Do your reps have website accounts? • Does your navigation make it easy to find products? • Can reps see customer level pricing? • Can reps answer customer service questions through your website?
WEBSITE FEATURE EXAMPLES Multiple Ways to Shop
WEBSITE FEATURE EXAMPLES Alternate Images & Product Descriptions & Video Specs Inventory Status & Product Options
WEBSITE FEATURE EXAMPLES Order History Instant Reorder
REMOTE SELLING: VIDEO + SALES APP
REMOTE SELLING: VIDEO + SALES APP Things To Consider… • How easy is it for your reps to work with customers? • Is your sales app flexible for all selling environments (show, road, & remote) • Do reps have access to customer data? • Does your sales app integrate with your ERP?
SALES APP FEATURE EXAMPLES Order History Meeting History & Open Carts
SALES APP FEATURE EXAMPLES Alternate Images Stock Status Product Descriptions & Specs
SALES APP FEATURE EXAMPLES Shoppable Catalogs
MEASURING REMOTE SUCCESS • Hold daily or weekly stand ups to keep reps engaged and share feedback from customer conversations • Give managers insight into rep activity through meeting and call reports • Provide reps with a way to organize their day and plan for calls • Provide reps reports on top selling products by territory or customer • Consider adopting a CRM for real-time insight into rep activity and a 360 ° view of the customer
PREPARE FOR RECOVERY
TAKE A STEP BACK AND ANALYZE PERFORMANCE Google Analytics offers FREE reports to understand your audience and website performance BEHAVIOR REALTIME Current “Snapshot” of your website activity . How is my site performing? Top pages, Site speed, Search terms AUDIENCE Who is visiting? Demographics, Interests, Geolocation, CONVERSIONS Device Type How many visitors are completing goals like product purchase or registration? ACQUISITION What channels are driving traffic? Search, Social, Referral, Email, Paid Ads
CHECK YOUR CHANNEL MIX • Analyze your channel performance in the year pre-dating COVID-19 , and since • Use both to understand what worked in the past and changes in buyer behavior
LEVERAGE DATA • Identify opportunities for future marketing campaigns • Use analytics to update categories and enhance product data • Optimize your SEO based on your keyword performance • Share performance trends with sales reps
KEY TAKEAWAYS 01 Create buyer focused content Be creative with your technology to personalize 02 meetings 03 Analyze data to identify digital opportunities
Contact us: QUESTIONS 14399 Penrose Pl #450, Chantilly, VA 20151 401-742-9277 tpekalski@imcdi.com
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