The Evolving Business of Doing Business
Thomas Lester -- Home Accents Today, 9/1/2013 2:00:00 AM
Ford detailed each of the five categories. Play, he said, allows reps to create brilliant product presentations and share them.
"The concept of play came from how the iPad was originally a toy before it was adapted into a business role," Ford said. "It's about fun. The interaction between a sales rep and a customer should be fun."
Vision includes analytics, customer relations tools, route optimization and more to empower salespeople and to give sales managers a real-time look in the field. Reward automates the commission process, which simplifies end-of-the-month bookkeeping and frees up office staff and resources.
Reach is a business-to-business platform that includes a self-service model, virtual showroom and product presentations.
"The retailer's time has become more and more squeezed," Ford said. "They have less and less time to spend with reps and their buying habits are dramatically shifting."
Ford said stream automates the order submission process with greater accuracy and speed vs. manual methods.
Litzman said he believes the initiative will help Brandwise and its partners achieve stronger footholds in the industry.
"We're extremely excited about where we're headed. It's something we plan to do for many years to come," he said. "We're excited about where the new brand is going to take us. The future looks bright as far as we can tell."
As new product debuts, something has to be done with closeouts. Whereoware came up with a solution, helping vendors and retailers capitalize on the last days of popular trends.
In July, the Herndon, Va.-based online solutions company earned an ICON Award for its innovative use of new database technology to help Creative Co-Op move items it was closing out to make room for new product.
Company president Eric Dean said Whereoware tapped into retailers' past buying histories to customize each closeout message.
"We love this industry because there's lot of creative product and you see all kinds of new things when you go to market. The side effect is a lot of product turn means a lot of closeout product; it's an inventory issue. We wanted to use some new database technology and apply specific users' buying histories to a large amount of inventory that's turning over," Dean said. "
What we did was instead of listing, ‘Here are hundreds of items that are closing out, come and get them,' we looked at specific items that you as an individual bought; you already decided these are right for your store or customer. We're giving you a chance to buy them at a discount before they get closed out to a general audience. It's preferential treatment for those who already bought the product. We're telling them about the eight (items) they specifically bought vs. the hundreds."
Dean said he feels the sun is setting on the days of the one-size-fits-all message.
"We're huge believers in technology should adapt to meet the business. Each person we work with has a different business. Trying to fit the technology and jam it into every business doesn't work," Dean said. "This fit the need Creative Co-Op had. With some tweaks, we've been able to do it for others as well. The basic premise and trend is personalization. Each of those email messages is personalized at the account level."
Thanks for including Brandwise in this article! This is a great topic to address and I'm sure many sales reps will find this valuable! In fact, I would love to hear what sales reps have to say about compensating for the lack of one-on-one time.Brianne Houck - 2013-09-30 15:27:03 EDT
Most Recent Resources
- Getting the most out of offline leads
- Free Shipping and the Importance of Onsite Promotion
- Should Branded Manufacturers Participate in Flash Sales?
- Rugs 101 - Special Edition
- How Big Is Your Label
- Choosing a Web Site Developer
- Convergence: Tie Your Online & Offline Experience...
- Social Networks to Social Shopping
- Why Brands and Their Retailers are Facebook’s Biggest...
- Web Based Intelligence Gathering
- The Future of Tablets
- Shopatron: Bicycles & eCommerce
- A Guide to Holiday eCommerce Success
- Mattress Buying 101 - Connecting with Consumers
- Designing Your Brand’s Website for eCommerce
- Global Sourcing in 2010: Doing More With Less
- Comparing Four Options for Turning Web Site Traffic into...
- Are You Prepared for the 2009 Holiday Season? A Branded...
- Design, Develop, Deliver: The Three D's to Digitally...