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
Professional Services
More Professional Services...
Readers Say
Executive Edition rules
Executive Edition rules

“Shop-Eat-Surf” is now officially, the first stop in the morning for industry news. Accurate reporting, no sensationalism, and just the facts. Refreshing support to an incredible industry with a very bright future. Tiffany has cemented her role in the industry....the site is thought provoking, and inspirational. Learning the stories of others is incredibly useful. Great way to connect the retail community with the wholesale and financial, instantly and nationwide. ... And the Executive Edition rules.

- By Bob Hurley, Chairman, Hurley International
The first thing I look at
The first thing I look at

I find Shop-Eat-Surf to be a very useful and informative site that I enjoy browsing daily. Shop-Eat-Surf is the first thing I look at every morning to keep up-to-date on the latest talk, events, and happenings in the industry. I must say I am a fan of Shop-Eat-Surf.

- By Bobby Abdel, Partner, Jack's Surfboards
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