sales pitch
TRANSCRIPT
sense, simplicity and solution 1
Solutionsfor
Consumables
Stationsplein, Eindhoven1960
sensality
1. Introduction
For decades Philips has taken the lead in world wide distribution of electronics.State-of-the-art producer of high-end products, unbeatable in quality, innovationand design. Philips has always given the competition food for thought when it cameto launching a new item.
Disadvantage of being #1 is learning less and being a hands-on case study for #2
Nowadays there is no such thing as a really bad product. Quality is overall good,idea’s are copied to the max. and present product ranges meet the demands of allcustomers.
Philips got world’s best reputation, products, novelties, design and idea’s + almostevery other A-branch is willing to work with us to surely make ‘things better’.
The best products need to be represented by the best sales force, willing and ableto show the business and consumer market why this is what they need, alwayswanted and cannot do without.
We need to focus on .......... sensality for consumables.
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2. Where we are
020406080
100Us Past
020406080
Others Past
020406080
Others Present
020406080
100Us Present
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3. Where we go
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4. Customers
People get wiser by the day, with one look on the internet they source, find andcompare every product of their choise. We don’t need to tell them about the features,or where to push the button. They know that, every 15 year old wiz kid can tell youeverything you always wanted to know (and are afraid to ask!)
In times where people are money conscious, they think twice before buying. First theywant to be reasured the purchase made is the best money can buy. Will it be the bestdeal? Will it make happy, younger, relaxed, cool or fit?
We need to tell them now. Because if we don’t, someone else will.
Philips values it’s consumers, for they are the people buying and using our products,making our world go round, hopefully for many more year to come.
To reach these consumers we need to focus on the customers who are out thereselling our products for us. We deal with buyers, franchise, retail. Every group hasit’s specific needs and triggers to deal with ...
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5. Questions
Customer Distribution (buyer)• will I get the best package deal/bonus?• are the products web-shop able?• can I prevent shops buying from local dealers?• will I get all back up/service I need?
Customer Retail (shop manager)• will it bring more customers to my store?• will I get all support/merchandise I need?• will I get fast/free transport, handling, service?• will I be given product or sales training/help?
Consumer (shopper)• will I get best value for money?• what will the product do for me ?• how do I use the product, how does it work?• do I need to buy extra’s (service, batteries, LED’s)?
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6. Solutions
Thinking into solutions instead of boxes is a matter of preparation, and finding theanswer to the question.
Q.: what will you do for me if I decide to buy from you?
A.: we will give you all the tools to succeed in your sales!
People who sell our products need our help and support doing so. When we giveattention, assistance and feed back, they will we happy to team up and will be apartner in mutual success for the future.
1. Advise: advantages, USP’s, information, market position, trends, service;2. Listen: objections, questions, competition, price, expectations, experience;3. Give: merchandise, marketing, sales support, involvement, trust;4. Take: partnership, commitment, sales deals, future agreements.
Building a serious longterm relationship with our business partners is the solutionto growth mindset and sales increase. Philips has the no. 1. reputation to askfor commitment and partnership in return.
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7. Solutions existing business
Goal: keep our relations and enlarge business
How? inform, support, involve, enthusiast and opportunity's
The trend is quality, comfort and saving costs. Consumers are not spending moneyon expensive eating out, beauty treatments, relaxing holidays. There is also aware-ness of nature, energy price, rainforest etc. Philips can give excellent quality in thecomfort of their own home with value-for-money against a low purchase and energyprice. Consumers are aware of money saving when buying a home product as goodas a professional treatment. They just need to be informed of the return on investment.
1. Philips sales booth for information, trying, renting and buying products2. Philips sales professional trained retail staff for information, calculation, sales3. Philips sales point for buying/collecting products with membership voucher
(health) insurance, fitness centre, magazine, club)4. Philips deal new or extra attention product with gift (box)5. Philips support let retail know how important they are. Respect, support
and involve them in our business, and listen to what they are telling us.
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Babyfoon
unique designhear and see smoke,insects, pets, intrudersuse on holiday, visits,hotel, boat150m signal for gardensitem ACHMEA webshop
Airfryer
non fat snackingdevider for mealsno pots and pan messfor students and singlesfun on holiday, partyluxury kitchen designeating out at home
Lumi Cooler
perfect business gifthotel/restaurant itemeasy to give/transportnon plugging ingift box + bottle winehigh end gift/life style(web) shops
8. Business case example
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9. Solutions new business
Goal: source for new distribution and retail markets
How? inform, enthusiast , relate, respect, touch, give
New business relations have one question? ‘What’s in it for me?’ Answer is ‘Workingwith the market leader will shine of on your own business and will (re)establish yourname’. Most important is how to get our products there.
Reassurance Philips is not a big, expensive, high-end company, but a partner helpingto get things right. Gaining trust by respecting questions and needs is evident.
1. Trust show who we are, what we do, how we work etc.2. Need what are the needs? quality, comfort, design, volume, health, saving?3. Inform listen to their needs and tell what we can do to support4. Give offer the whole solution and answer all questions and remarks.5. Sell respect the ‘trial order’ they have the right to test us! Then ...... Go big!
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New Retail
Douglas, ICI Paris XL,Rituals, DA, Etos, Dio,Hunkemöller, SHELL-shops, live and giftsstores, use the shop-in-shop formula withsucces. Sell separate oras a package deal.Enlarge webshops
Co-sellers
Memberships at healthinsurance companies,ANWB, Zilveren Kruis,magazines, have web-shops and help bringingpeople to the store fortheir membership giftor discount year pro-duct
Promotion
Use wellness resorts,restaurants, hotels,airports , holiday parcsfor sales promotion.Visitors will be able tosee and use our pro-ducts, be enthusiasticabout it (and have theopportunity to buy).
10. Business case example
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11. Flagship Store Philips
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12. Flagship Store Philips
In the flagship store you can get a look & feel:
1. see, feel, touch and try all products2. rent a product to use at home + discount voucher to buy3. buy all products + get free gift4. buy coffee, tea, olive oil, body crème etc. with your purchase5. wrap up your gift in a gift box
6. see demonstrations of our products7. get a coffee in our coffee shop and do a barista workshop8. see our relax-at-home light shows
9. your kids see the latest DVD’s on big screen10. your kids taste our non fat french fries and ice cream
11. and send your staff for a product or sales training day!
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