1. Tips for Success in the Educational Market

2. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra Office – Marketing ◌Nick Oates, Oatik - Solutions

3. The Basics ◌Who are the customers? ◌How can you find them? ◌How are educational supplies funded? ◌What is the buying cycle? ◌Why are schools good customers?

4. The products ◌What are the key products? ◌What are the important brands? ◌What are educational packs? ◌How does educational pricing work?

5. 3 schools - profile ◌22 suppliers ◌2,700 products ◌Spend = £77 per pupil ProductsValue EOS6%25%HP77% Stationery44%24%Pens/pencils (239)21% Paper7%19%A4 80gm65% Classroom29%13% Furniture2%11% Exercise Books2%4% Other8%3%Janitorial, catering Diaries/Planners1%0.4%

6. Competitors ◌Who are they? ◌What are their strengths? ◌What are their weaknesses? ◌How strong is there own label?

7. Switch selling ◌How to use “first price” products ◌What is the margin opportunity Neil

8. Selling to schools ◌The decision makers & influencers ◌Research ◌Getting an appointment ◌What makes schools buy? ◌Key questions

9. Your offer ◌Services and solutions ◌USPs ◌The pitch ◌Quantify benefits

10. Attention getting products ◌Product offers ◌Promotions ◌Specialist & Environmental products

11. Tenders / contracts ◌Professionalise the processes ◌Provide reassurance ◌Quality / Samples / Service stats / Guarantees ◌Building relationships ◌Back up supplier opportunity

12. Other tips ◌School security ◌CRB checks

13. Integra’s solution ◌Dealer feedback on 2012 catalogue ◌Changes and plans for 2013 ◌How you can support

14. Thank you