Sponsors
Billabong ▲ +0.005 | PPR ▲ +0.20 | American Apparel ▼ -0.02 | The Buckle ▲ +0.15 | Columbia ▼ -0.14 | Deckers Outdoor ▼ -0.01 | Dicks ▲ +0.83 | Foot Locker ▲ +0.47 | Genesco ▲ +0.74 | Iconix Brand Group ▼ 0.00 | Jarden Corp ▲ +0.37 | Nordstrom ▲ +0.92 | Luxottica ▼ -2.24 | Nike ▲ +0.40 | Pacific Sunwear ▲ +0.05 | Skullcandy ▲ +0.33 | Sport Chalet - 0 | Urban Outfitters ▲ +0.56 | VF Corp ▲ +0.67 | Quiksilver ▼ -0.07 | Zumiez ▲ +0.43 | Macys ▲ +1.14 | Tillys ▲ +0.05 |
Ticker Sponsor
Readers Say
Useful on a daily basis
Useful on a daily basis

It's well balanced information that is useful on a daily basis. I'm very satisfied with the Executive Edition. I start each day with SES and a big cup of coffee!

- By Tom Ruiz, EVP Sales, Volcom
In touch with our business
In touch with our business

If you're not plugged into Shop-Eat-Surf.com daily, you're out of touch with our business!

- By Peter "PT" Townend, The ActivEmpire
Industry Insight

KNOWSHOW: Video recaps from the Vancouver trade show.

MOSS ADAMS CAPITAL: Geofrey Haydon on the deal that saw the owner of Royal Robbins invest in Evolv.

Details on Industry Insight.


Tiffany Montgomery
Print This Article

Tips for sales reps from Boot Camp

By Tiffany Montgomery
November 11, 2010 9:47 AM

Here is a short summary of some of the discussion at the “Maximizing the Rep/Buyer

Relationship” panel at the Industry Boot Camp this week.

 

Mike Sheldon, buyer, Huntington Surf & Sport

- Reps need to know their lines before the showing. They need to know what pieces the company is backing with marketing, etc.

 

- They should also ask for sell through reports from retailers before the meeting so they know what was booked last year and what sold.

 

Mike Sheldon, Aaron Pai, PT Townend- Sometimes reps tell buyers that the company the reps represent don’t listen to them. That’s a big mistake, Mike said. If you aren’t listening to the reps, who are the face of your company, than you essentially aren’t listening to your retail customers.

 

(HSS's Mike Sheldon with Aaron Pai and PT Townend.)

 

- His main expectations of reps is to be there – to be in the store a lot, to always be checking inventories and talking to kids on the floor, etc.

 

- A turnoff for Mike is the “constant peppering” for orders from some reps. Be patient, he said, and offer to help by writing a proposed order.

 

- Mike praised 6.0 for its easy, online ordering system. The catalog is online, so he can see the photos of what he is ordering and can fill out everything right there. “It’s a huge help,” he said.

 

- Mike also praised a town hall Quiksilver did with the HSS staff, where it brought in Quiksilver customer service expert George Kam to talk, and other executives discussed the brand, its roots, and what it stands for. The HSS staff left that meeting, “And all they wanted to do was sell Quiksilver,” Mike said. A lot of the kids that work on the floor don’t know that brand owners and top execs actually surf and snowboard, and were excited to learn that.

 

See Page 2 for more from the panel

Previous 1 2 Next

Articles You Might Have Missed