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Dealer Feedback
Sue recently completed a product blitz and training session with office products dealer, Jim Barlows Stationers. The day included a Nestlé Mini Break Box blitz and training on individual products. Andy Barlow, Managing Director at Jim Barlow Stationers said: “The aim of the training was to give my team the knowledge and confidence to sell a wider range of products to our customers.” Not only did Barlows find the day engaging, they saw an instant success: “We did over 100 deals on the Nestlé Mini Break box which is a fantastic result as this was promoting a brand new product area to our customer base.” Andy continued. “The day was both interactive and engaging with training on both new product sectors and individual products and this activity is adding real value to our business. Thank you, Sue!” said Andy.
Sue Pearson, Field Marketing said: “The main objective with Skye was to increase spend from their current customer base on the day. Skye also wanted to increase their sales once they could put their new skills into practice.”
For the training session, Sue conducted product training and a blitz activity. “With the product training we aim to improve the sales team’s knowledge-based across a variety of product ranges to give the team confidence to propose new products, identify opportunities and ultimately, grow sales.”
“During the blitz activity we look to increase customer basket spend by focusing on a highly attractive product at a key promotional time.” Sue continued. Following the training with the Sue, Skye Direct saw a fantastic 6.9% increase in sales on the same day! Ben from Skye Direct said: “It was great to have real engagement with the team in such a way that they are still singing her praises now!”
We have recently done our first blitz & product training session with Sue (Field marketer) something at first I was unsure about however after the day I would wholeheartedly endorse. Firstly the session was interactive & engaging for the team providing training on new product sectors & individual products giving my team the knowledge & confidence to sell a wider range of products to our customers. In particular the Tork washroom products, in the outset we were unsure of what to expect however after the training & discussions we identified a number of possible opportunities including one where we invited one of our customers into the session, they were very excited about the range & discussions are now processing. I feel this kind of activity is adding real value to our business, thank you Sue! - Darren
References
One of the challenges we faced within the SPOT group and in particular the wholesale channel (Spicers) was our ability to drive increased sales via the dealer community.
The combination of lack of dealer focus on selling, combined with the complexity of ensuring that both the data and promotional collateral worked through the many different layers (data providers, back office systems, dealer groups, dealer principles, dealer sales teams and finally dealer webstores) was a real challenge for both our business but equally for the brands supporting us.
During 2018 we invested in a new role, Field Marketer, which was outsourced to Sue Pearson. Sue’s knowledge of the channel, strong focus on activity and passion for product and brand made her the ideal candidate.
She quickly built a deep database of dealers, particularly those with strong sales teams and engaged at all levels within the dealer to ensure the brands she represented were high priority within each of the dealers which reflected in increased sales.
In addition, she also had a positive impact within the Spicers sales team, becoming a key conduit between sales, marketing and brand to ensure the message was consistent and always front of mind.
At a time marketing funds, more than ever have to be focused, effective and justified, Sue provides a flexible cost effective solution for marketing spend. I would have no hesitation in recommending Sue to help drive brand awareness and sales for any organisation
Jeff Whiteway
Sue worked closely with the Spicers sales team during my time as Sales Director wholesale channel and made a positive and significant impact quickly on both the team and our dealers customers
She was very much a missing link in our attempt to drive sales growth within the dealers through really integrating with not only the dealer principle but also dropping into the sales team to work actively with these key influencers to ensure the promotional activity which was presented to us was implemented with impact
Her contribution through the period helped us to retain and grow numerous dealers and while she was an external consultant, she was also very much part of the team
Darren Renshaw
Dealer Development Director – VOW Wholesale
One of the challenges Fellowes have, even as a major brand with significant above the line investment, is our ability to ensure the message is connected throughout the supply chain, In particular, via the wholesale channel.
Sue worked with us for over 18 months to help ensure our investment was targeted and implemented through the dealer community. Her excellent network of dealers plus a detailed understanding of how the flow from wholesale to dealer and dealer to consumer helped us accelerate our sales and realise the required return, I would have no hesitation in recommending Sue.
Richard Monk
Commercial Business Manager Fellowes
