| Date post: | 02-Jan-2016 |
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SHOW THEM THE MONEYSHOW THEM THE MONEY
How To Find Money
To Pay For The Products
You Sell.
Presented by:Joel D. Schaffer, MAS
Soundline - CEO
Selling Marketing On Par With Other MediumsSelling Marketing On Par With Other Mediums
•4 YEARS AS A DISTRIBUTOR
•3 YEARS WITH A DIRECT HOUSE
•30 YEARS AS A SUPPLIER
A- 0-1 YEAR
B – 2-5 YEARS
C- 6-10 YEARS
D- 11 PLUS
TO CHANGE YOUR
PROSPECTING
PARADIGM.
METHODS OF PROSPECTINGMETHODS OF PROSPECTINGCOLD CALLING - WARM CALLING
•KNOCK ON DOORS
•DIRECT MAIL/DIRECT RESPONSE
•TELEPHONE
•ELECTRONIC
Customer
The distributor calls the “suspect” to make an appointment
Distributor
‘RING’-’RING’
THEY ARE THEY ARE MEANMEAN
YOUR OVERTURE IS YOUR OVERTURE IS POORPOOR
NO
GENUINE
NEED
THEY HAVE A VENDORTHEY HAVE A VENDOR
THEY HAVE NO THEY HAVE NO
TIME FOR YOUTIME FOR YOU
THEY ARE NOT THE THEY ARE NOT THE BUYERBUYER
THEY’VE JUST THEY’VE JUST BOUGHTBOUGHT
THEY’RE THEY’RE
AFRAID TO BUYAFRAID TO BUY
DECISIONS MAKE ME NERVOUS
THEY ARE THEY ARE DUMBDUMB
THEY HAVE NO MONEYTHEY HAVE NO MONEY
So, let’s get them some and get them the order
UNLOCK THE VAULTUNLOCK THE VAULT
TO CO-OP MONEYTO CO-OP MONEY
FROMFROM
6000 PLUS6000 PLUS
CORPORATECORPORATE
PARTNERSPARTNERS
Tapping Into Co-op FundsTapping Into Co-op Funds
Getting co-op funds allows you to get a third party to pay for some or all of the cost of the promotional product you are selling.
You become much more than a “vendor” as you can “show your client” the money and source(s) of funding .
The ART of calling …….The ART of calling …….
Good morning Mr. Johnson:
Knowing you are a person who wants to increase sales and profits, I need about 5 minutes of your time to show you how my company can help you increase sales and customer loyalty and it may not even cost you a penny to accomplish this incredible goal.
How about Tuesday at 9:00 or Wednesday at 4:30 ?”
A CASE HISTORY –Carriage House RestaurantA CASE HISTORY –Carriage House Restaurant
The prospect was a department store restaurant. They wanted to increase traffic and were interested in using a premium, but they told their sales representative that “they had no money”. To overcome this objection the sales rep suggested that the restaurants’ vendors participate in the program. After contacting the brands the restaurant uses, funding was received from SANKA and Jell-O. The money allowed the sale to be made.
NEWSPAPER
TELEVISION
RADIOOUTDOOR
FSI
MAGAZINE
TRANSPORTATION OTHER
WHERE CO-OP DOLLARS
ARE TRADITIONALLY SPENT
F.S.I.
A financial relationship between a manufacturer and its dealer or distributor, whereby both parties share in the cost of the advertising or promotion of the manufacturer’s product by the distributor.
DEFINITIONDEFINITION “CO-OP ADVERTISING “CO-OP ADVERTISING””
•Based upon annual sales volume•It is an allowance•It is in an account•You use it, or loose it
Total GuesstimatedTotal GuesstimatedValue of Available FundingValue of Available Funding
GREATER THANGREATER THAN
50 BILLION DOLLARS PER ANNUM50 BILLION DOLLARS PER ANNUM
6,000 x annual wholesale business $ - x- “? %” = available funds
BRAND NAMESTORE NAME
CO-OP MONEY PAYS FOR A PEN
A tire shop purchases pens to distribute to fleet managers. The barrel has their imprint while the cap has the tire manufacturer’s imprint.
1000 pens @ $2.00 each = $2,000 total
Manufacturer pays 60% = $1,200 (less)
Store pays 40% = $ 800 (pay)
www.nationalregisterpublishing.com
www.co-opsourcebook.com
Don’t sweat a bad Don’t sweat a bad economy, do something economy, do something differentdifferent
TRICKLE DOWN THEORYTRICKLE DOWN THEORY
Motivate your customers to motivate their suppliers to allow co-op spending on promotional products.
RESULT RESULT
Add billions of dollars to our marketplace shared by distributors and suppliers
Customer Distributor
Distributor calls “suspect” to make an appointment”
‘RING’-’RING’
