navigating remote ghta webinar presentation.pdf• package content and share across all your...

NAVIGATING REMOTE SELLING WHILE MARKETS ARE ON PAUSE

SPEAKERS

Eric DeanPresident, IMC_di

Teddy PekalskiDirector of Sales, IMC_di

Dorothy BelshawExecutive Vice President, Chief

Marketing & Digital Officer, IMC

01

Prepare for Recovery

Foster Buyer Relationships

Increase Productivity + Collaboration Between Buyers and Sellers

02

03

04

05

Q&A

Summer Markets

AGENDA

06

IMC_di Overview

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 and

Summer Solution

Be Inclusive and Lift the Entire Industry

Markets - Market Enhancing Tools Reps – Rep & Marketing SoftwareOnline – 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

PREPARE FOR RECOVERY

INCREASE PRODUCTIVITY + COLLABORATION BETWEEN

BUYERS AND SELLERS

FOSTER RETAILER RELATIONSHIPS

10

FOSTER BUYER RELATIONSHIPS

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

Buyer• How to videos

• Educational webinars

• Virtual Q&A

• Social media posts

• Product copy and

images

Sales Rep

• How to videos

• COVID-19 messaging

• Video conferencing

instructions

• Alternative selling

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

Free or Affordable Video Conference Solutions:

• Zoom• Microsoft Teams• Skype• Google Hangouts• GoToMeeting

USE TECHNOLOGY TO MIMIC IN PERSON MEETINGS

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

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 + DIGITAL CATALOGS

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?

REMOTE SELLING: VIDEO + WEBSITE

WEBSITE FEATURE EXAMPLES

Multiple Ways to Shop

WEBSITE FEATURE EXAMPLES

Alternate Images &

VideoProduct Descriptions &

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

Meeting History & Open

Carts

Order History

SALES APP FEATURE EXAMPLES

Stock Status

Product Descriptions &

Specs

Alternate Images

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

Current “Snapshot” of your website activity.

REALTIME

Who is visiting? Demographics, Interests, Geolocation,

Device Type

AUDIENCE

What channels are driving traffic? Search, Social, Referral,

Email, Paid Ads

ACQUISITION

How is my site performing? Top pages, Site speed, Search

terms

BEHAVIOR

How many visitors are completing goals like product

purchase or registration?

CONVERSIONS

Google Analytics offers FREE reports to understand your audience and website performance

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

01

KEY TAKEAWAYS

Be creative with your technology to personalize meetings

Analyze data to identify digital opportunities

02

03

Create buyer focused content

QUESTIONS 14399 Penrose Pl #450, Chantilly, VA

20151

401-742-9277

tpekalski@imcdi.com

Contact us: