How your sales systems can supercharge your business presentation

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Transcript of How your sales systems can supercharge your business presentation

Page 1: How your sales systems can supercharge your business presentation

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Gotcha 1984-1994

Redsand 1989-2000

Rusty 1988-2007

Sanuk 2000-2011

LSpace 2008

My Background

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It’s all been about building Great Brands

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Great Brands Need• Great Strategic Branding Plan• High Operational Standards• Great Culture & High Quality People• Highly Innovative Product• Tight Financial Management• A True Dedication to Serving Customers

and Consumers • Discipline While Having Fun

And They Need Great Systems;

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ERP

Great Brands Need A Solid Information Infrastructure

So we need

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PLM

Great Brands Must Have Innovative Products

So we need

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WMS

Great Brands Need Efficient Fulfillment Systems

So we need

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SUPPLY CHAIN MANAGEMENT

Great Brands Need an Effective Logistics Infrastructure

So we need

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EDI

Great Brands Will Do Business with Major Retailers

So we need

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SFM

SALES FORCE MANAGEMENT SYSTEMS

Great Brands Need Effective Sales People and Efficient Sales Processes

So we need

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C&C Systems

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C&C - ACS - ERP A complete, fully integrated ERP, order

and production processing system. The system is designed for fashion manufacturers, of clothing, accessories, footwear, and other sewn products.  With ACS Sanük, has at it’s disposal a full suite of management tools that automate and enhance the brand’s critical operations. 

Feed Sales Force Management

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The Sales Force is The Tip of the Spear• Primary Seller of the Brand’s Products• First Account Contact Every Season• Primary Account/Brand Information Conduit• Your Primary Brand Advocate

They Need Systems Support • Order Building Tools• Real Time Information• Territory and Account Planning Tools• Order Management Reports• Sales History • Order Status• Item Availability Information• Branding Information

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RepSpark’s Sales Force

Management System was the Primary Key To

Sanuk Sales Optimization

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RepSpark SFM Benefits to Sanuk UsersSales People

Sales Managers

Customer service

Marketing

Top Management

• Tools to Support and Simplify their Daily Work• All Sales, Product, Order and Customer Data quickly available

in one place• Marketing Information• Full EDI support• Robust Reporting Package – Orders, History, Availability• i Pad Season Pre book Planning – Marketing Interface

• 360 View on Customer Orders and Sales Information• Integrated Tools for Rep, Territory and Account Planning• Tools to Support and Simplify their Daily Work• Robust Reporting Package

• Export Order Entry, RAs, Order Administration• Export Point of Sale EDI Administration• All Order Information Available at the Rep Level• Most Customer Requests Now Handled in the Field

• Ability to Align Marketing and Sales Efforts• Daily Portal for Updates

• Reduced Cost – Smaller Customer Service Staff – Increased Efficiency

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Implementation of RepSpark Was an Immediate Key To

Reducing Overhead Growth and Dramatically Improving Order Management Productivity

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Customer Service Time

With Out RepSpark

With RepSpark

Order Entry 32% 5% Order Repair 28% 3% Order Maintai.nance 15% 25% Customer Calls 13% 22% Selling 0% 36% Rep Calls 5% 5% Rep Reporting 5% 0% Other 2% 4%

100.00% 100.00%

Volume 10,000,000 75,000,000

Customer Service Reps 4 7

Sales Per Cust Rep 2,500,000 10,714,286

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Efficiency In Order Handling

• Order Entry – Accurate, Done Once, Quick, and In The Field• Almost Zero Order Line Errors• Order System Aligned With Company Policies• Special Order Requirements Entered at Order Entry and

follow the Order Through out the Process • Orders are Aligned With Product Availability• Few Calls for Extensions• B2B Customer Order Information Access• B2B Customer Order Entry• Sales People Have Immediate Access to Real-time

Information• Order Confirmations Automatically Emailed From Sales Rep

as Part of The Order Process• Order Tracking Available at the Rep Level or Through B2B• Discount Availability Managed by RepSpark

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SaSanu

• Territory• Planning

TerritoryPlanning

TerritoryGoals

AccountGoals

Sanük Selling Tools

Consultive Selling

Retail Performance

Math

Predatory Selling

Sales Planning

Sales Drivers

ContinuousImprovementBest

Practices

Sanük Selling System

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Rep Spark Sales Tool Box• 24-7 Real-Time Data Available at Request• Full B2B Support• Territory Dash Board• Robust Order Building Tools• Auto Order Split – Multiple Delivery Windows• Auto Sizing• Easy or Complex Discount Management• Easy Information Access• Robust Standard Reporting Package• Easy to Access Slice and Dice Custom Reports and Inquiries• EDI Catalog SKU Number Access• System Generated Email of Orders• Confirmed and Non-Confirmed• Territory Planning• Order Tracking• Commission Reporting• RA Issuance

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Rep Spark Rep Tool Box

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Rep Spark Rep Tool Box

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Rep Spark Rep Tool Box

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SaSanu

• Territory• Planning

TerritoryPlanning

TerritoryGoals

AccountGoals

Sanük Selling Tools

Consultive Selling

Retail Performance

Math

Predatory Selling

Sales Planning

Sales Drivers

ContinuousImprovementBest

Practices

Sanük Selling System

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Sales Management Planning Tool Box

• Account History Reports– Sales history – All Styles– Sales History – By Category– Sales History - By Month– Order History– Sales by Style

• Territory Planning Module – Plan Sales By:– Account– Season– Style – future line– Category– Month

• Management Partnership– Review & Negotiation– Lock It In– Measure Performance Against Goals

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Rep Spark Rep Tool Box

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SaSanu

• Territory• Planning

TerritoryPlanning

TerritoryGoals

AccountGoals

Sanük Selling System

Consultive Selling

Retail Performance

Math

Predatory Selling

Sales Planning

Sales Drivers

ContinuousImprovementBest

Practices

Sanük Selling System

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RepSpark Information Was The Key To Consultive Selling

RESEARCH PLAN & PREPARE

CREATE THE CASE

PRESENT THE CASE WITH

CONCLUSIONS

BUILD TRUST AND CONFIDENCE

BUILD THE BUSINESS

THROUGH TRUST

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SaSanu

• Territory• Planning

TerritoryPlanning

TerritoryGoals

AccountGoals

Sanük Selling System

Consultive Selling

Retail Performance

Math

Predatory Selling

Sales Planning

Sales Drivers

ContinuousImprovementBest

Practices

Sanük Selling System

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Sales Information

Is Power

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SaSanu

• Territory• Planning

TerritoryPlanning

TerritoryGoals

AccountGoals

Sanük Selling System

Consultive Selling

Retail Performance

Math

Predatory Selling

Sales Planning

Sales Drivers

ContinuousImprovementBest

Practices

Sanük Selling System

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The Future – Retail Performance Tool Box

• Rapid - Fill In Order Processing – Stock Scanning Capability– Auto Order Creation from Basic Stock Levels

• Linkage to Retail Sales Data (Retail Pro, Retail Star)• Linkage to Retail Inventory Data• Purchase and Return Data in RepSpark• Managed Floor Inventories• Stock Turn Over Reports• GMROI – Reports• Floor Space Analysis• GMROI Per Square Foot

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RepSpark Systems Sales SupportSystem Gave Sanuk; • The Basis to Develop a Highly Efficient Selling System• Highly Effective Sales Tools• Rep Directed Order Management• Increased Sales Rep Accountability• Comprehensive Order Building Tool Kit• B2B Customer Direct Access• More Time To Sell – Less Time Searching For

Information• Comprehensive Planning Tools for Sales Management• Ultimately: The Tools and the Ability to Outsell the Competition

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What are top apparel executives looking for today?

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Growth, Growth, Growth

Over 65% of Sales Managers and 45% of CEOs felt that Sales Growth and Product Innovation , respectively were more important in than any other discipline. Source: Accenture Profitable Growth Report

The top priority of Sales Executives called out Top-Line-Sales-Growth as imperative for survival in these tough times. Source: CEO Insights - Sales Performance Optimization – 2010 Survey Research and Analysis

Driving revenue is the top-priority of Sales Executives. Source: CMO Reality Check, CMO, The resource for marketing Executives, June 2011. no614

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Accenture Study Asked what are the the top three

imparities of their company.

• 60% - Sales Management• 45% - Customer Service• 30% - Human Resources• 28% Strategic Planning • 25% Finance• 23% Marketing & Branding• 20% R&D• 18% Information Technology• 15% PLM Merchandising & Design• 13% ERP Manufacturing• 11% - Logistics

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Sales Force Results Again top the list for the third consecutive year

% of Executives Stating that these categories represent the top three imparities of their company.

• 60% - Sales Management• 45% - CRM Customer Service• 30% - HRM Human Resources• 28% Strategic Planning • 25% Finance• 23% Marketing & Branding• 20% R&D• 18% Information Technology• 15% PLM Merchandising & Design• 13% ERP Manufacturing• 11% - Logistics

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Increasing Revenue and Improving Productivity is top of mind for CEOs and

CSOs: 1600 interviews yielded the following:

We are focused onIncreasing Revenue• Increase Market Share• Improve Margins• Improve Customer Loyalty• Increase Channel

Effectiveness

Improving Productivity• Sales Effectiveness• Reducing Cycle Time• Improve Communications• Reduce Admin Burdens

We don’t do these wellSales Force Management• Sales Processes• Sales Systems• Sales Accountability• Order Origination• Territory Planning• Strategic Account

Management• Sales Tools• Customer Analytics• Field Communication• Marketing/Sales Alignment

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Sales Force Management is the Key To

SalesOptimization

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With RepSpark SFM Systems

The Sky is

The Limit

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the end

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