WWv26_-_WO_-_Zaal_8_-_Camouflage_Outdoor.pdf

Transcript

1. From bol.com to Global B2B distribution Stijn Madou
3. Camouflage Outdoor Introduction From B2B Goal Today Step by Step Guideline to go B2B INTL. —without repeating the mistakes I made. Active in 20+ countries Retail - Distribution - Agents 04
4. B2B Chain B2B Chain Manufacturer Importer Distributer Retailer Consumer Direct to Consumer Manufacturer Advertising / Website Consumer 05
5. OVERVIEW OF STEPS STEP 01 MAKE A PLAN STEP 02 Efficient Introduction STEP 03 FIND LEADS / NETWORKING STEP 04 SECURING THE SPOT AT THE TABLE STEP 05 CLOSING THE DEAL STEP 06 MASTER SELL-TROUGH STEP 07 SCALING-UP 06
6. Step 1: Prepare yourself Get Compliance & Translations Right 04 Define your key channels / countries 01 Build Your Lead List 02 Check Pricing & Margins 03 Prepare for a Long Ride 05 STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7 07
7. Step 2: A smooth introduction We all fight for attention, make the introduction to your brand as easy as possible – not a 56 page email or 40 page catalog 1. Company video / product video 4. B2B catalog 2. Company Presentation 5. Company Flyer (events) 3. Website STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7 08
8. Step 3: Finding and classifying leads (Retail & Distribution) 01. A-brands in your category 04. Existing Lists 07. AI (manus) 02. Trustpilot 05. Local Embassies & Trade Offices 08. Google Maps 03. LinkedIn 06. Exhibitor Lists Extra Tips 1. Ask for suggestions when talking to people. One good contact leads to three more 2. Always use a VPN 3. Build a lead-research team. Upwork · Fiverr · VA’s · Outsourcing 10. Business Events 09. Referrals STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7 09
9. The pyramid of 5 MENNO KOMSA CMS AMAZON NATIONAL GEOGRAPHIC 11
10. Step 4: Securing your spot at the buyer’s table (acquisition) 01 Cold Calls: NAW + Suggestion 02 Linkedin 03 Lemlist 04 B2B Fairs 05 Cold Visits 06 Free Unique Samples 07 Free Personalized Samples 13 STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7
11. Step 5: Closing the deal 1. Don’t give a fuck about the outcome 2. 80% listening, 20% talking: next slide 3. Win-Win or no deal 4. Ask the right questions: next slide 5. Be an authority with social proof and success cases 6. Always arrange the next steps/meeting in advance 14 STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7
12. Important questions to ask 01 Tell me more about your company? 02 What is it that your company is looking for and what is your own target ? 03 What is needed for you to determine if we can become partners ? 04 Where does 80% of your turnover come from (country, segment, type of businesses) 05 How many similar products you already sell in the last years? 06 How many units you think you could sell of our products? 07 What is the profit margin that you and your partners need? 08 How do you introduce a new brand? 09 How much stock do you normally keep (after there is enough data)? 10 Who is your biggest competitor and why should we chose you over them? 11 What is your company results from the last 3 years and where you wanna go in next 5? 12 Who in your network could also benefit from selling our brand and can you connect us? 13 What business events you go to? 16
13. Exclusivity 6-month trial – gentlemen’s agreement Potential of Country - x% of that Entry order quantity Mutual yearly target 18 Region - Channel - Online/Offline
14. What buyers care about Margin (€€) Turnover potential Risk (right of returns / consignment) Marketing support Differentiation Proven success 15 Distributors/importers like exclusivity
15. Step 6: Sell Through Mystery-shopping (before meeting) POS materials – Training staff – provide the best online content Yearly plan Weekly/Monthly sales report 1 visit per year minimum Promotions 19 STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7
16. Step 6: Sell Through 19 STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7 In store sales promotions
17. Step 7: Scaling Up 01 Enlarge product line 02 Build a sales team 03 Exhibit the big b2b events (speak x people before going home) 04 Use success cases to close other deals 05 Who in your network… - current customers or important people in your niche 06 10-10-10 rule | 4x per year 07 Keep your leads warm – newsletter / LinkedIn 08 Share successes publicly or with prospects/leads 20 STEP 1 STEP 2 STEP 3 STEP 4 STEP 5 STEP 6 STEP 7
18. Extra’s Cash Flow Dropshipment Factory Payment Terms (Factory and Customer) 23
19. STIJN MADOU EMAIL: stijn@camouflageoutdoor.com PHONE: +31 610113918 Thank you