Embed Size (px)
DESCRIPTION
To be successful in any business, you have to know who to market to and how to speak to them. We will focus on three core audiences you need to know in order to maximize success: Distributor Leaders, Distributor Sales Representatives, and End-Buyers.
Citation preview
3 Critical
Audiences
You Have
to Know
Presented by
Sean McGuigan Welcome
Sales and Marketing Expert
Since 2006, I’ve worked with ASI Suppliers,
improving their presence across ASI’s
online media platforms. I work with both
established companies as well as startup
companies, using a combination of free
and paid marketing strategies to drive
traffic.
“
”
Congratulations! You’ve joined ASI and you’ve got a network of 22,000
distributors eager and ready to sell!
Now what? How do you get them to sell your product?
You’ve found their names.
You’ve networked.
You’ve schmoozed at events.
But you’re still wondering how to get these SUPER-busy distributors to
PAY ATTENTION to you and your fabulous products.
Well, we’ve got it.
It’s about identifying the
in the promotional products
industry and targeting them
effectively.
BIG audiences
In just
15 minutes, you’ll be well
on your
way…
3
Your Big Power Players
3
Distributor
Leader Distributor
Sales Rep End-
buyers 3 2
1 and what
they mean
to you…
Distributor Leaders 1
Who are
they? What do
they do?
Why are
they
important?
Typically the owners/principles of their company
Top 40
average $2.2
million in annual sales
WHO are they?
WHAT do they do? Oversee teams of sales reps
100% of Top
40 subscribe
to
Counselor 90% have
taken action
based on
something
they read
WHY are they important? They have the power to make key decisions!
Influence buying decisions
Evaluate products, vendors, relationships
Decide on strategies
Good
relationship=
indirect
influence
influence on
others
HOW can you reach them?
They read industry publications to stay up-to-
speed on news
They network with other powerful leaders at
major industry events
They stay up-to-speed on the latest sales
and marketing techniques
Want advice on how to reach them? Just ask us.
Distributor Sales Reps 2
Who are
they?
Why are
they
important?
What do
they do?
Those in the company responsible for selling the products
At ASI, we have
130,000+
distributor sales
reps from
32,000+
distributor firms
WHO are they?
WHAT do they do? They’re on the front line, selling every day
95,000 read
Advantages
7 out of 10
readers say Advantages
prepares them
with ideas for
sales calls
130,000+
search for
products on
ESP
WHY are they important? They are an extension of your company’s sales force.
They help explain, sell and market your
product in their conversations, sales calls, etc.
HOW can you reach them?
Educate: make their sales efforts easier
Reward: they want to feel preferred
Incentivize: they want to be recognized for
their efforts
Want advice on how to reach them? Just ask us.
End-Buyers 3
Who are
they?
Why are
they
important?
What do
they do?
The buying agents of all your products
WHO are they?
7 out of 10
readers say
Advantages prepares them
with ideas for
sales calls
WHAT do they do? The end-buyer buys promotional products on behalf of their companies for special activities, brands, selling efforts
72% use
promotional
products in their
advertising or promotion
campaigns
1,500,000+
receive
catalogs
WHY are they important? PULL MARKETING: these end-buyers are in
demand for the goods and information you provide
HOW can you reach them? You want to make sure they are educated
What promotional products are available?
What’s popular?
What are others buying?
Want advice on how to reach them? Just ask us.
Where do your products
fit in? Health Care
Education
Finance
Apparel
Manufacturing
Top industries:
Health Care 14%
Education 12%
Construction/Manufacturing 9% Finance 8%
Technology 7%
Clubs/Assoc. 6%
Nonprofit 4%
Restaurants/ Lodging 4%
Retail 4% Automotive 4%
End-User Markets
Take-away points Influence the leaders!
Distributors need valuable info in order to sell
End-buyers need to know what’s popular
DISTRIBUTORS SEARCH END BUYERS REQUEST SUPPLIERS SELL
remember…
Within this industry,
these core players
could wear many hats
in their company
One last thing to
HOW ASI can help! We have the keys to help you reach these 3 power audiences!
ASI’s Print Services Get your products and advertisements in these publications
Counselor
Magazine
DISTRIBUTOR SALES REPS END-BUYERS DISTRIBUTOR LEADERS
Magazines:
Advantages
Stitches
Wearables
Apparel
Gift Book
PBG
Idea Showcase
Idea Showcase Schools
Spectrum Celebration
Spectrum
ASI’s Digital Services Get your products and advertisements on these digital resources
ESP Updates: maintain and update product information
in real-time
Connect: make sound financial decisions about
customers by reviewing their buying and paying habits
ESP Websites: post products on social media platforms
ESP Mobile: showcase your product line and send
product information using your mobile device
EmailExpress: Send your e-blasts to curated targeted
lists that help ensure you reach the ideal audience
Want a personal conversation with our Sales &
Marketing Team to discuss more on how you can
reach these core audiences?
Email [email protected] to
schedule a personal consultation.
