The Successful Big Box Line Review

The Successful Big Box Line ReviewMany manufacturers fear line reviews with big boxes like Home Depot and Lowe’s. They frequently see it as an event where they have more to lose than to gain.

My friend Mark Mitchell knows what they fear and has recommendations on how to approach the line review differently. He tells about his experiences in his blog and his book. Or click here to receive his monthly building materials sales and marketing newsletter.

If you’d like to learn more about successful big box line reviews. Read Mark’s original blog post here.

And it works. Here’s his follow up post A Line Review Success Story sharing the strategy and positive outcome of one of his clients.

What manufacturers fear going in to a line review

  1. Demands for even lower prices
  2. Fewer sku’s
  3. Having to fund promotional programs
  4. Worse placement
  5. A new competitor in the category

Most companies go into a line review with three simple goals

  1. Stay on shelf
  2. Defend their margin
  3. Grow their share of category sales

According to Mark Mitchell, here’s what you should do in a Home Depot or Lowe’s line review

  1. Grow a pair
  2. Think about the buyer and not just yourself
  3. Do your homework
  4. Paint them a picture

Don’t approach a line review as a chance to throw products at the buyer and see what sticks

Don't Get Told No With These PowerPoint Sales HacksI spoke to that point in my post 4 Essential Steps to Winning with Buyers in a Product Line Review.

You need to have a vision about how the big box will be more successful with you than without you. You need to bring that vision to life so the buyer can see it.

The goal is for the buyer to say, “That just makes sense.” Buyers are human beings and many times will make decisions based on their gut feeling. They will then use data to support their decision.

You want to show the buyer no one is more committed to their success than you as you continually bring them ideas to make them more successful.

The line review process is a validation step for the retailer

Is Your Sales Team Asking The Right Pricing QuestionsRemember they are ultimately confirming that they are offering “the right product, sold for the right price, at the right place and time.”

To be better prepared for a line review, check out my post Are You Ready For Your Product Line Review?

Good Selling!

Active Search Results (ASR) is an independent Internet Search Engine using a proprietary page ranking technology with Millions of popular Web sites indexed.

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Lights, Camera, Action: How to Perfect Your Vine Strategy

how-to-perfect-your-vine-strategy-open-graph-620x350When it comes to social media, Vine is one of the big newcomers to the game.

Vine features 6-second videos that play on a loop and has garnered the attention of more than 40 million users. The reason?

Visual storytelling offers companies meaningful opportunities to deliver positive experiences.

Because the platform is fairly new, and the format unique, we thought it might be helpful to explore exactly how you can use Vine to help your business. Once you do, it can be a great way to use video to increase engagement with customers and prospects.

Executing a brand strategy in only 6 seconds?

Companies and brands are trying to capitalize on this short-video sharing site. While making a splash with a six second video can seem like an impossible feat, if you have a good strategy in place, you can open up a new world of followers along with gaining some fantastic branding.  www.surepayroll.com has created an infographic entitled “Lights, Camera, Action: How to Perfect Your Vine Strategy”, giving you easy-to-follow tips for harnessing the power of Vine.

Vine should be part of your visual storytelling strategy — you do have one don’t you?

With over 40 million users, and 100 million viewing Vines each month, this is a social media platform you can’t afford to ignore – however, it’s crucial to get your strategy right before uploading your first Vine. This infographic gives you a step-by-step success path to making great Vines time and time again.

Feel free to like, comment, and share this infographic from www.surepayroll.com entitled “Lights, Camera, Action: How to Perfect Your Vine Strategy”.

Good Selling!

Active Search Results (ASR) is an independent Internet Search Engine using a proprietary page ranking technology with Millions of popular Web sites indexed.

Creating an Effective Facebook Brand Marketing Strategy

Facebook marketing strategies chalk talkIf it seems like no one’s visiting your Facebook page, there’s probably a simple reason.

Brand pages that gain viewers and likes have provided a reason for folks to stop in – again and again. There is fresh content, informative videos and conversations with others who are passionate about the brand or its category. Many times they are sharing tips and suggestions that draw in others to the conversation.

In short, these brands have created conversations and a relationship with their audience. Some followers have even become brand advocates who help spread the brand message to others.

Gaining brand traction on Facebook

Facebook brand page frustrationBut what if you have just created your Facebook page? How do you overcome the sheer brand awareness that FMCG companies have? Plus, you probably don’t have much money or content to put up on a Facebook page. Which is why so many pages get started but then fizzle out – a lack of time to create interesting, relevant contact.

Here are several tips that will get you started on building a Facebook page, creating conversations, and over time, building relationships and brand advocates to help you share your story

How you communicate is as important as what you communicate on Facebook

Getting heard on FacebookYour initial Facebook strategy is all about building your foundation:

  • What is your product?
  • How is your product used?
  • What does your company believe in and stand for?

These pillars — Product, Purpose, and Education – actually will make your job easier. They provide the framework to focus your content and keep you from posting silly or irrelevant topics that do nothing to build your brand.

Follow these 8 simple steps to build your online brand marketing strategy on Facebook

  1. Facebook marketing strategy tipsPost often – even if it seems like no one is listening. Build the base that will define your brand, educate and establish your purpose. You want your followers to keep coming back to your page, so make sure that they always have something new to look at.
  2. Use third party content to make your job easier. Mix in videos and articles that are of interest to your audience and fits your brand’s category. The goal is to have variety so that every post is not the same.
  3. Mix in real product education. You can post pictures or video or other materials you may have created to sell your customers. A little goes a long way.
  4. Like other non-competitive brands that are in your category. This could be your customers, for example.
  5. Create excitement. Can you give away your product in a quick promo? Use or celebrate a goal to create a reason or add urgency. Using Likes is popular tool to drive engagement.
  6. Promote a post. If there’s a post that you think deserves a broader audience, then for a minimal amount of money it can be promoted. This maybe a good idea when you run a promotion.
  7. Be topical. With the holidays being around the corner, you can post messages and create graphics that celebrate the holidays or New Year.
  8. Don’t just talk. Listen and respond when others make comments.

The bottom line on creating your Facebook marketing strategy?

Like buttonHaving a specific vision of what you want to achieve with your Facebook marketing strategy will help you make the most progress towards meeting your goals. If you only have a vague idea of what you hope to accomplish, you will find it hard to know whether your strategy is working. Have measurable benchmarks that you can use to evaluate your success.

Not surprisingly, many companies don’t see quick results from their Facebook page marketing efforts – and certainly not sales. It’s easy to say it’s not worth it.

Remember: you are helping someone solve a problem where your product is a possible solution. You are not selling them why your product is the best solution. Keep this in mind and over time, you will see real and measurable results.

Good Selling!