How to Qualify and Sell Company Stores

TANYA IGNACEK Director of Sales and Operations BrightStores & bright sites about the presenter.

CHERYL GRISAR bright sites Sales and Marketing about the presenter.

1 – Definition of a Company Store 2 – Evolution of Company Stores 3 – Online Shopping Trends 4 – 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 customers 7 – The RFP 8 – 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?

Company Stores: REQUIRED

*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.

5. value added offering.

How to Qualify Your Customers? Client Request? Multiple (Geographic) Ordering Points? “Last Minute” Shipments? Repeat Orders? Small Orders?

How to REALLY Qualify Your Customers?

Annual Expenditures

Inventory

Commitment From the Client

When to Abandon the Project?

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 Trends 4 – Co Stores vs Catalogues 5 – Why Offer? 6 – Qualify 7 – The RFP 8 – Getting Started

Getting Started

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ext. 1 Questions?