Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling...

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Tips for Success in the Educational Market

Transcript of Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling...

Page 1: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Tips for Success in the Educational Market

Page 2: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Introducing

◌ Sue Smith, SS Consulting - Selling ◌ Neil Thomas, Hainenko Ltd - Products ◌ Martin Shearer – Integra Office – Marketing◌ Nick Oates, Oatik - Solutions

Page 3: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

The Basics

◌ Who are the customers?◌ How can you find them?◌ How are educational supplies funded?◌ What is the buying cycle?◌ Why are schools good customers?

Page 4: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

The products

◌ What are the key products?◌ What are the important brands? ◌ What are educational packs?◌ How does educational pricing work?

Page 5: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

3 schools - profile

◌ 22 suppliers ◌ 2,700 products ◌ Spend = £77 per pupil

Products ValueEOS 6% 25% HP 77%Stationery 44% 24% Pens/pencils (239) 21%Paper 7% 19% A4 80gm 65%Classroom 29% 13%Furniture 2% 11%Exercise Books 2% 4%Other 8% 3% Janitorial, cateringDiaries/Planners 1% 0.4%

Page 6: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Competitors

◌ Who are they?◌ What are their strengths? ◌ What are their weaknesses?◌ How strong is there own label?

Page 7: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Switch selling

◌ How to use “first price” products◌ What is the margin opportunity

Neil

Page 8: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Selling to schools

◌ The decision makers & influencers ◌ Research◌ Getting an appointment◌ What makes schools buy?◌ Key questions

Page 9: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Your offer

◌ Services and solutions ◌ USPs◌ The pitch◌ Quantify benefits

Page 10: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Attention getting products

◌ Product offers ◌ Promotions◌ Specialist & Environmental products

Page 11: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Tenders / contracts

◌ Professionalise the processes◌ Provide reassurance

◌ Quality / Samples / Service stats / Guarantees◌ Building relationships◌ Back up supplier opportunity

Page 12: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Other tips

◌ School security ◌ CRB checks

Page 13: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Integra’s solution

◌ Dealer feedback on 2012 catalogue◌ Changes and plans for 2013◌ How you can support

Page 14: Tips for Success in the Educational Market. Introducing ◌Sue Smith, SS Consulting - Selling ◌Neil Thomas, Hainenko Ltd - Products ◌Martin Shearer – Integra.

Thank you