“Das Sporting Group”

Irina Reinhardt - Fletcher WilliamsKrista Yoder - Matt Schmack

DAS Sporting GROUP: INTRODUCTIONS

Matthew Schmack Krista Yoder Irina Reinhardt Fletcher Williams

With a combined 25 years of experience, Das Sporting Group started in Germany and came to

America in the hopes to meet high class executivesThroughout their time in the USA, the group has consulted Nike, Adidas, Gatorade, a number of

different sporting goods stores and NOW.. Johnny Mac’s!!

About Joh

nny Macs

:

Johnny M

ac’s S

porting g

oods

• John MacArthurin 1967

• One of the largest independent sports dealers in the Mid-West

• Family Tradition• Serving individuals and teams

with equal dedication and resources

• Core team sports niche:baseball, basketball, football, hockey, lacrosse, soccer, track, volleyball, wrestling and others

http://www.youtube.com/watch?v=TgUhJRkOv8s

Services:• Custom Blade

Profiling• Equipment

Sanitation• Wheel/Rivet

Replacement• Skate Baking

• Skate Sharpening

Services continued…• Bat Re-Gripping• Glove Relacing• Glove Steamer

Treatment• Indoor Batting Cages• Varsity Letter

Jackets

Locations

St. Louis, Mo

Ballwin, Mo

St. Peters, Mo

Florissant, Mo

Springfield, Mo

Swansea, il

Detroit, Mich. Lansing, Mich.

• Trophies• Jerseys/Shorts/Shoes etc.• Brand Catalogues• Specialized Salespeople• HQed at Store 01 (St. Louis)

The Sales Process: Retail

• Introduction

• Gain Favorable Attention (Build

Rapport)

• Establish the Need (What they want)

• Demonstration

• Close the Sale

(Any other needs)

The Sales Process: Out of Store• Greeting

• Establish Relationship• Dramatic Statement

• Laughter

• Promise to Keep

• Qualify Their Needs

• Presentation/Demonstration

• Interest to Desire• Pride of

Ownership• Cost

Effectiveness• Overcome Objectives• Closing the Sale• Follow Up

Retail Skills Required:• Experience

• Background in retail, customer service or a team sport• Knowledge

• Firm grasp of team sporting goods and related services• Mentality

• Energetic and self motivated with a desire to serve others

• Team Player• Ability to work well with others toward a common goal

• Knowledgeable team sports experts

• Assist area coaches with their annual equipment/uniform orders

• Should have a strong background in playing or coaching one

• More sports with superior product knowledge

• Prior sales or customer service experience is strongly preferred

Accoun

t/territ

ory Mana

gement

:

• Support complex and frequent changed sales structures.

• Use account criteria to expand private sharing model.

• Support for transferring customers between territories, in order to keep the sale.• One store to another/transfer

product• Multiple forecasts per customer, based on membership. (Discounts – Team discount)

• 10% Team and LU discount• Territory-based sales reports.

• Diagnosis: Effective/Ineffective

• Commission based paycheckGood: Makes reps work hardBad: It’s only 1%

• Lack of Training• Salesperson specifics

(Expertise in different fields)• Team Sales

(Most successful aspect of company)

• Higher commission for retail reps• Employee Commitment

(Shipping products VIA Store to Store Transfers)

• Inform and train employees more effectively (Glove steamer/Sharpen skates)[Workshops for specific sports]

• Encourage sales reps to work in “team sales” (experienced employees)

• Improvement of Customer Service

Poll

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ANY Questions?

great summer!

Have a