RVS07 Prospect 02 15 07 Archive

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Building Retail Partnerships Casey Hughes Moderator Welcome!

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Why Are You Here? Interact with leading Retailers as they share their experience, expectations and perspectives. Understand clearly why RetailVision is the best vehicle for expanding your Retail Partnerships.

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Our Special Guests Christian Carroll Sr. Buyer Computer Peripherals Amazon.com Theo Horsdal Buyer, Computers London Drugs

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One-on-One Meetings Industry Insight Private Boardroom Appointments The Meeting Place – Event Floor Awards World Premieres RetailVision At-a-Glance

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We’d like to know… What challenges are you currently facing as you attempt to enter or grow your presence in the retail channel? Travel (costs & complexities) to see retailers 3 11% Getting to see the right person(s) 20 74% Knowing how to approach the retailers processes 10 37% Ability to generate acceptable margins 11 40% Product returns and how to manage them best 7 25% How to select the right product that complements an existing assortment 3 11% How to balance consumer demand with retail sell-through 7 25% Ability to present & communicate a complete product story 12 44% Total responses: 27

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Question #1: What challenges does a vendor face? Christian Carroll Sr. Buyer Computer Peripherals Amazon.com Theo Horsdal Buyer, Computers London Drugs

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Live Questions & Answers

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Polling Question #2 What are the Top 3 determinants Retailers use to measure quality vendor relationships? (select 3) Honesty (Trustworthiness) 6 26% Consumer brand recognition 12 52% Quality service (pre-sales to post) 11 47% Accessibility 0 0% Promotional campaigns to drive sell-thru 7 30% Multi products from single vendors (multi-sku) 1 4% Relationships with distributors 5 21% Merchandising Programs specific to their Retail format(s) 2 8% Product pricing and profit margin 19 82% Solvency 0 0% Total responses: 23

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Question #2: What are your expectations of a Vendor Partner? Christian Carroll Sr. Buyer Computer Peripherals Amazon.com Theo Horsdal Buyer, Computers London Drugs

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Live Questions & Answers

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Polling Question #3 What are the reasons you would participate in RetailVision? (select all that apply) Expand my revenue in the Channel through new Retail partnerships 21 75% Explore what my competition is doing 2 7% Market my product/service to a focused audience of Retail Buyers 21 75% Learn how to best navigate the Retail Channel 11 39% Educate Retail Buyers on my product and packaging 15 53% Get Retailer feedback on product, programs, packaging 16 57% Strengthen current Retail relationships 9 32% Great resort hotel, food and drinks! 1 3% All of the above 1 3% Total responses: 28

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Question #3: Why do you participate in RetailVision? Christian Carroll Sr. Buyer Computer Peripherals Amazon.com Theo Horsdal Buyer, Computers London Drugs

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What Market(s) are served by RetailVision? How and Why do we attract the hosted audience? What % of the audience is focused on my solution? How do I gain access to this exclusive audience and what are the investment options? Vendor FAQs Dan McGrath Sr. Director of Sales Pete Prentice Sr. Global Director

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What Market(s) are served by RetailVision? More than just “Retail” we serve all aspects of the channel that bring product from the manufacturer to the consumer. Consumer IT Products Computer and Office Supply Superstores Direct Marketing Companies Consumer Electronics Stores Buying Groups Mass Merchants Click-and-Mortar Online Retailers Distributors North American and Latin American Markets Vendor FAQs

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2) How and Why do we attract the hosted audience? HOW: Attendee List is created based upon Top 100 List which looks at IT Sales to consumers. (We also look at the top CE lists for the CE/Digital Home Tracks) Dedicated Audience Acquisition Team reaching out via phone and F2F meetings to attract the most senior Professionals within the top organizations Constant contact and interaction to help facilitate productivity and efficiency, including a review of “What worked/ What could have been better” after each event, etc. Advisory Board and Steering Committee – both have retailer membership to insure that we are serving both sides of the community. Vendor FAQs

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2) How and Why do we attract the hosted audience? WHY: Hosted Attendees prefer this model because… The model was developed based upon Retailers’ direct feedback to maximize their valuable time out of the office. They are matched with companies offering products and services aligned to their purchasing goals. Sharing of Best Practices with peers. RetailVision is a platform for Senior Retail Buyers to learn, analyze, compare and make decisions about suppliers and new products. Vendor FAQs

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200 plus key channel decision makers that include mass merchants, computer superstores, Office superstores, Catalogers, and online merchants. Demographics Audience Overview 3) What % of the audience is focused on my solution?

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4) How do I gain access to this exclusive audience and what are the investment options? Boardroom speaking opportunities Self-scheduling tool What’s In Store Merchandising Showcase Networking Opportunities Vendor FAQs

Formula for Success: 

Formula for Success 10 Point Value Proposition: Priority (5-1) 5 = High, 1 = Low 1. Interacting, maintaining & selling to existing clients ________ 2. Qualifying & demonstrating to Prospects currently in pipeline ________ 3. Qualifying & demonstrating to Prospects not in pipeline ________ 4. Short List Opportunities (v. simply # of leads generated) ________ 5. Media and press exposure ________ 6. Access to Retail Community ________ 7. Perception of exhibiting at the event ________ 8. Ability to conduct competitor analysis ________ 9. Partnership/Strategic Alliance opportunities ________ 10. Event Investment vs. cost & reality of off-site F2F meetings ________

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Closing Comments Christian Carroll Sr. Buyer Computer Peripherals Amazon.com Theo Horsdal Buyer, Computers London Drugs

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Thank you for your time and interest in RetailVision – The “can’t miss” Event for the Consumer Channel! For more information, please contact: John Hurley 603.471.4228 john.hurley@gartner.com John Speaker 603.471.4264 john.speaker@gartner.com

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FUTURE EVENTS APRIL 16-19, 2007 Gaylord Opryland Resort & Conference Center Nashville, Tennessee SEPTEMBER 4-7, 2007 JW Marriott Desert Ridge Resort & Spa Phoenix, Arizona 2-4 MAY, 2007 The Grimaldi Forum Monte Carlo, Monaco 25-27 SEPTEMBER, 2007 Hotel New York® Disneyland® Resort Paris, France North America & Latin America Europe

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