Top 5 Vendors' Taxes in the World
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1 Sales Accelerator Program for Mobile Handset Vendors
2 1 The Top 5 Handset Vendor Sales Challenges
3 #1. Competition is brutal
4 #2. Standing out from the crowd
5 #3. Product complexity is slowing adoption
6 #4. Sales success driven by user recommendation
7 #5. Competing with the next cool device
8 2 The Top 5 Handset Vendor Sales Opportunities
9 #1. How we buy SalesChannel Europe More than 50 percent of all purchasing decisions by shoppers are made spontaneously at the point of sale According to a recent study by German brand and retail experts Gruppe Nymphenburg SalesChannel Europe 2009 All rights reserved 9
10 SalesChannel Europe 2009 All rights reserved SalesChannel Europe
11 It all Happens SalesChannel Europe Here SalesChannel Europe 2009 All rights reserved
12 1. Marketing gets them to come in and look SalesChannel Europe SalesChannel Europe 2009 All rights reserved 12
13 SalesChannel Europe 2. Sales effectiveness get them to buy SalesChannel Europe 2009 All rights reserved 13
14 #2. Increase your in-store presence
15 15 #3. Test Drive
16 SalesChannel Europe 2009 All rights reserved SalesChannel Europe
17 #4. Trial usage experience
18
19 #5. Help our sales personnel to sell your devices
20 20 #6. Use Live Device Program to create Customer Experience Centers
21 Shape customer s buying intentions
22
23 3 Live Device Sales Accelerator Program
24 Live Device Sales Accelerator Program 1. Live Device Ambassador Program: SalesChannel Europe 2. Live Device Test Drive Program SalesChannel Europe 2009 All rights reserved 24
25 1. Live Device Ambassador Program Objective: Increase handset device sales by demonstrating devices effectively at the point of sale. Give handset devices to our Top Sales Performers Show them how to: use them effortlessly demonstrate device features make demonstrations that are impactful and memorable Drive in-store sales conversion rates to the next level Benefits: 1. Get in-store sales agents selling for you 2. Accelerate sales of your handset devices 3. Create a positive and memorable try/buy experience at POS 4. Gain faster usage adoption resulting in superior user experience SalesChannel Europe SalesChannel Europe 2009 All rights reserved 25
26 2. Live Device Test Drive Program Objective: Create the Orange Experience in-store SalesChannel Europe Handset vendor : provides 1 or 2 live devices/participating shop Create Sales Ambassador by demo/training Orange s Top Sales Performers (SERA Program winners) Orange: provides full function demonstration of services Put the device in their hands and ask them to make 1 free call to anyone in the world Test drive and take home Benefits: Deliver on our Corporate values: "Together we can do more" "Delivering a different customer experience " Orange 2012: Simplicity, Agility and Sustainable Growth SalesChannel Europe 2009 All rights reserved 26
27 Introducing the SERA 2009 Program SalesChannel Europe Secret Awards Destination SalesChannel Europe 2009 All rights reserved
28 Winners Announced Awards Event #2. WHAT? Recognition & Awards Program WAVE I: Summer Splash Contest (June-August, 2009) SalesChannel Europe Top Store / country* *T1 / T2 countries By sales volume By sales value Mix of both** **TBD by Country Mgt Top Store EME Summer Splash Jun-Jul-Aug Jul Aug Sep Oct Nov T1 Countries: FR, UK, SP, PL nominate: up to 12 winners/country T2 Countries: nominate 6 winners/country Top Store EME nominated by Group Recognise best top performers 2 days exotic destination 2 days of fun & celebration Learn and share best practices Contribute & celebrate November 2009 SalesChannel Europe 2009 All rights reserved 28
29 Winners Announced Awards Event #2. WHAT? Recognition & Awards Program No 1 Sales Person / country* *(T1 / T2 countries) Best sales support contributor / country Best New Hire / country SalesChannel Europe WAVE II: Winter Winners Awards Weekend (Nov-Jan 2010) Top Store / country* *T1 / T2 countries By sales volume By sales value Mix of both** **TBD by Country Sales Mgt GS & CE Executive Sponsor Award Top Store EMEA Recognise best Shop Managers and individual contributors Winter Winners Nov-Dec-Jan Sept Nov Dec Jan Feb 2 day week-end away at an exotic secret location For 2 people (including Partner ) Fun & celebration February 2010 SalesChannel Europe 2009 All rights reserved 29
30 SalesChannel Europe 2009 All rights reserved SalesChannel Europe This could be you
31 Live Device Sales Accelerator Program SalesChannel Europe Sponsorship Opportunity: 2 Events 2 Days each 1 2 Summer Splash Recognition Awards Event October 2009 Winter Winners Recognition Awards Event March 2010 Sponsorship 1 or 2 days of 1 or both Awards Events Meet and greet Top Sales Performers and Orange Exec Mgt. Showcase your devices Product familarisation workshops Device usage clinics Exchange of ideas and experience ½ day Product Workshops 1½ days outdoor activities: golf, tennis, etc. Fun & excitement Motivating & memorable SalesChannel Europe 2009 All rights reserved 31
32 Rules of Engagement Together we can do more Activity Orange Mobile Device Sponsor SERA Program Management X Awards Event Management X Financial Budget X Sponsorship Participation X Communications Plan: announcement X Intranet X Internal Newsletter X Executive Sponsoreship: Group / European Level X X Country level X X Program Collateral: X Program Overview slide deck X Rules of eligibility X Winner Recognition Criteria X List of Winners by Country X Sponsorhip Levels: 1 day event X Full SERA Program X Sales Ambassador Handsets X Customer Experience Center pilots: POS Merchandising Materials X POS Live Device Handsets X SalesChannel Europe 2009 All rights reserved SalesChannel Europe 32
33 Live Device Program - Target Vendors SalesChannel Europe Vendor Iist: Samsung HTC Blackberry Nokia Apple Sony-Ericsson Microsoft Others SalesChannel Europe 2009 All rights reserved 33
34
35 Live Device Demonstrator Program Vendor Investment: Sponsorship : 1 day K 2 days K Demonstrator Devices: devices/wave of SERA Program Showcase : Customer Experience centers: 1 pilot/country, POS materials + 1 device/pilot Product familarisation workshops and clinics Device usage best practices Exchange of ideas and experience SalesChannel Europe SalesChannel Europe 2009 All rights reserved 35
36 SalesChannel Europe "Together we can do more SalesChannel Europe 2009 All rights reserved
37 Sales Accelerator Program for Mobile Handset Vendors
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