July2018_MonthlyUpdate

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MONTHLY UPDATE: JULY 2018 An Inside Look at the NEW 2019 Summer Classics Product Line Kennebunkport Soho Havana Ashland 2 of 14
MONTHLY UPDATE: JULY 2018 Sales Update Schon Duke, VP of Sales A day in the Life of one of our Sales Representatives… This is a typical day for one of your sales representatives at Summer Classics and Gabby. Some of you might wonder how these people do their jobs and work with customers. In this example, Rob Robinson, travels during a 6-day week on the road: 1200 miles, 12 cups of coffee, 24 visits, 1 new account, 3 good prospects. Below is an example of one day during that work week: Sunday: prepare & pack “wine & cheese” for 12. Bring “Garden Party” to the customer. Monday: • Depart BHM 6:30am…152 miles (2.2 hrs.) later, I visit my 1st client (traditional Furniture Store). She’s competition sensitive. It’s my 7th visit and no orders yet. I wait 45 minutes answering emails, while she finishes up with a customer. I present local demographics and her best bets. She leads with heavy negotiation and distribution. I counter with “volume get my attention” and show product. She decides to pitch it to her client (fingers crossed!). • 10:30 gas up and drive 118 miles (2.2 hrs.) to 2nd client. I pull over twice to answer calls and research answers as the trucks rumble by. The last high-end furniture store in this city, client is a 3rd generation owner and gentleman. He doesn’t like pop-in’s, so I try to excite the designers to order. • 2 miles to 3rd client (Designer) – I give ETAs and quote new orders. • 2 miles (17 min) to 4th Client (Patio Store) – Distribution sensitive due to a lost sale in 2010. I “take their temperature” before I explain the new quality lab, and list for them exactly who I sell to in their town. They order (I think as a courtesy). • 4.4 miles (10 min.) to big Design Firm/boutique, finally! – Wine & Cheese presentation, I’m nervous! I set up a carefully orchestrated spread of marketing materials, wines and cheeses, fresh flowers and a TV. I talk a little wine, a little product, a little SC lore, and pour. It’s 6pm. I break it down & quickly load the car. I “Priceline” a hotel in the parking lot, drive there and change shoes. I find a restaurant on Zomato and try it. Gas up. Back to the hotel and catch up on emails. Then I search for new leads online. Tomorrow I prospect! New introductions are intoxicatingly fun. I need to replace a large dealer that sold their building and retired. Our Sales reps are road Warriors and their cars act as their rolling “offices.” They must visit our customers and still conduct business while moving down the road to the next sales call. Many Thanks to Rob Robinson for sharing his schedule and work week with us! 3 of 14
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Page 5 and 6: Retail Update Marianne Minogue, VP
Page 7 and 8: Private Label Update Harold Hudson,
Page 9 and 10: MONTHLY UPDATE: JULY 2018 Marketing
Page 11 and 12: MONTHLY UPDATE: JULY 2018 Minxiang
Page 13 and 14: MONTHLY UPDATE: JULY 2018 Name Birt

July2018_MonthlyUpdate

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