EXECUTIVE KEYNOTE & TRAINING BROCHURE

Transcription

1 EXECUTIVE KEYNOTE & TRAINING BROCHURE RETAIL-, DIGITAL- AND BRAND MANAGEMENT Focus: Premium & Luxury Industry

2 Who we are MERK VISION S KEY EXPERTISE: Consulting! Executive Training! Conferences! Academic! Lectures! Merk Vision & Partners is an international consultancy and training company specialized in strategic marketing, retailing & digital management for luxury, cosmetics- and fashion brands. Dr Michaela Merk, founder and CEO of Merk Vision & Partners, has 15 years of international experience in the luxury-, cosmetics and fashion sector. She has worked for international Groups such as L Oréal Luxury Division, Marionnaud /AS Watson, Estée Lauder Companies etc. in top management positions. She holds a PHD degree in marketing/ retailing of the Paris Doctoral School (Sorbonne & HEC) and has accomplished publications on marketing and retailing issues. She is marketing professor at the highly renowned University Paris Dauphine and lectures at top business schools in Europe and Asia such as ESSEC, IFM, EM Lyon, Sup de Luxe and others. In addition, she is member of the research laboratory Brand and Values at Sorbonne Graduate Business School. Her bestseller Luxury Sales Force Management: Strategies for winning over your brand ambassadors has been published in 2014 by Palgrave Macmillan. Dr. Michaela Merk is guest speaker in numerous international conferences with focus on luxury and international marketing/ retailing issues. Speakers Excellence, one of the biggest European speakers agencies, counts her among the top 100 Trainers and awarded her with the Trainers Excellence Award Our key publication In a fast changing retail environment due to digitalization, ever growing competition and economic downturns, the role of salespeople is getting increasingly important for your businesses. Customers are looking for brands that can provide a very special human touch in their stores for an unforgettable shopping experience. In order to show retailers and brands the best way of transforming salespeople into highly dedicated, motivated, successful brand ambassadors, we published Luxury Sales Force Management. The book is based on 600 interviews with mono-and multi-brand salespeople as well as top managers from 50 premium and luxury brands, which gave rise to 18 management strategies, illustrated by numerous examples. The book is the basis of our work in retail management and lead to a series of sales force management trainings to help managers find, manage and develop their future brand ambassadors. We have already trained numerous premium and luxury brands and service providers in keynotes and workshops transmitting hands-on findings, tools and strategies helping every company to adapt these tools to your individual businesses.

3 Merk Vision & Partners offer: Tailor-made trainings for top managers Keynote Speeches at congresses and events Consulting Services at management level PREMIUM RETAIL MANAGEMENT PREMIUM DIGITAL MANAGEMENT Topics PREMIUM BRAND MANAGEMENT All services are provided in English, French and German.

4 Luxury Retail Management

5 360 Retail Management and Sales/ Service Trainings We have developed a wide range of retail related trainings for retail managers, store managers and sales associates in order to help your company develop true retail talents and highly performing, service oriented and engaging brand ambassadors. These trainings are relevant for all companies where people and long-term success matter. Retail Management Store Managers Sales Associates Transform sales associates into brand ambassadors Improve your boutique management Become a Brand Ambassador Understand the importance and unique facets of a strong brand Lead your team to excellence Train on daily boutique procedures Place your brand in a Stock management Improve day to day merchandising skills competitive environment Recruit, manage and develop your sales team Increase salesforce loyalty Maintain awareness on new retail trends Reinforce customer / brand relationship Prepare your teams to better customer comprehension Understand and master Motivate to reach higher performances Put in place a top door strategy Develop intercultural skills in interaction with your clients and team members the sales ritual Help your teams to better understand the buying process Establish category management best-practices Learn to include security into your sales techniques The new retail reality: Trends and Challenges Enhance your selling skills

6 Luxury Sales Force Management The art of developping salespeople into brand ambassadors THE CONTEXT: The ongoing retail revolution requires brands to be more retail focused. Having a simple sales force is not enough - you need brand ambassadors! In keynotes and trainings Dr. Michaela Merk reveals the highlights of her book and bestseller «Luxury Sales Force Management», based on 4 years of research in the luxury and beauty industry, over 600 interviews of salespeople and managers of 50 retailers and brands including Prada, Cartier, Dior, Guerlain, YSL and many more. It is the first publication, deriving from a Ph.D., that provides in-depth insights into the relationship multi- and monobrand salespeople build with the brands they sell. It reveals concrete solutions on how to identify, manage and develop salespeople into highly motivated, over performing brand ambassadors. OBJECTIVES : Convert your sales force into real brand ambassadors and retail talents Recruit, motivate and retain your team in the long run Advance your brand turnover Strengthen the ties between your brand and its sales force PROPOSED TOPICS : Learn to motivate and engage your sales force in the long run Strengthen your salespeople s love for your brand Help your sales force fully identify with your brand values Develop strategies that allow your salespeople gain trust in your brand Provide your sales associates with tools to feel proud about your brand Learn about methods to enhance the brand recognition of your sales force Discover new ways of managing sales people in the digital age Obtain efficient recruitment strategies for finding potential brand ambassadors 4 years of research Over 600 interviews among managers and salespeople of 50 luxury brands 18 management strategies Over 200 quotes Numerous illustrations, models, hands-on checklists Publication of the French Edition in 2015 Trainings to this topic exist in all leghths and can be adjusted to your industry sector. Even though the research has been conducted in the luxury industry, the proposed management strategies fit to all industry sectors where salespeople play a key role.

7 Mastering the new retail reality: Trends Best Practices - implications THE CONTEXT: Dr. Michaela Merk reveals the latest retail trends that will more and more impact and shake the world of retail and especially the future of brands. You will discover how innovations, especially from a technological and digital perspective influence distribution formats today and tomorrow. She will analyze how consumer expectations and behavior currently change due to the omnipresence of digital tools and shows which measures could be taken by brands to be prepared to these fundamental changes. Finally, she will share with you how these important movements might impact your brand and which actions could be taken by management, marketers, retailer directors, merchandisers, trainers and human resources directors. OBJECTIVES : Optimize omni-channel strategies Enhance customer experience Drive growth by improving your store portfolio Learn about future retail trends PROPOSED TOPICS : New shopping expectations of the connected customer The most striking retail best-practices and benchmarks worldwide Making the difference instore The role and behavior of the new salesperson 2.0 Implementing a true omnichannel strategy Retail characteristics across markets Analysis of upcoming retail trends And many more We will provide you with strategies, as well as concrete case studies.

8 Luxury Digital Management

9 The digital challenge of premium & luxury brands Best-practices and implications THE CONTEXT: Integrating digital strategies and tools within every brand s organization is no longer a choice but a necessity also for luxury brands that have been hesitant for a long time. More and more brands are now incorporating digital tools in distribution, communication, sales and marketing processes. This gives rise to numerous questions: How to digitalize your brand...without destroying its true identity and knowledge?...in order to satisfy the new expectations of connected customers?...in order to increase the business potentials and sales figures? How might the integration of digital strategies impact and change the organization within brands and corporations? OBJECTIVES : Enhance your brand identity, service and retail experience through digital devices Combine traditional retail channels with modern technologies to increase your sales potential Manage by using digital strategies PROPOSED TOPICS : Upgrade your brand value and identity through digital media Provide insights into the global e-business and social media world Master the new retail reality and its changing customer expectations Enhance your brand s online retail experience Succesful launch strategies for your e-commerce plateform Learn to build efficient omnichannel retailing strategies Future trends and opportunities in the digital world We will provide you with best-practices advices and practical examples

10 Luxury Brand Management

11 Luxury Brand Management The art of building an launching strong brands OBJECTIVES : How you can increase your market value through efficient tricks from the luxury goods industry How you can win your customers and employees hearts through strong branding strategies How you can make your brand identity unique and desirable Enhance your brand value and service level PROPOSED TOPICS : Main characteristics of premium & luxury brands Distinct tools of strategic and operational brand management Process of creating a strong brand identity Development of a striking and unique brand concept Determination and analysis of your target group Methods of fixing the right price positioning Latest communication strategies on an international perspective Determination of the best adapted branding strategies Develop new ideas to enrich your brand s service level And many more We will provide you with strategies, as well as concrete case studies.

12 Latest Training & Conference References SELECTION OF RECENT EXECUTIVE TRAININGS AND CONFERENCES Paris, January 2015 Keynote for Chanel Fashion, International Retail Conference, How to improve customer service and shopping experience in the digital age Paris, October 2014 Keynote for LVMH Group, Beauty Division, La nouvelle réalité retail: tendances, réalisations, implications Paris, October 2014 Training for George V Managers: 360 Retail Management de Luxe: Apprendre à créer des ambassadeurs de marque et du service Toulouse, September 2014 Training for Board of Directors Pierre Fabre, La Digitalization des marques: Pourquoi? Comment? Washington, June, 2014 Keynote and workshops for L Oreal USA Luxury Sales Force Management: Strategies for winning over your brand ambassadors Marrakech, Mai 2014 Keynote and workshop for Four Seasons Spa Managers Europe: Creating brand ambassadors in the service sector Taiwan, March, 2014 Keynote, TV show and training: e-branding: Winning over the service sense in the digital age Dubaï, February. 2014: Executive Training Chalhoub Group, Marketing and Retailing for luxury brands in the Digital Age Paris, Janaury 2014: L Oreal Luxe/ Yves Saint Laurent European Retail Conference, Luxury Sales Force Management Berlin, Oct. 2013: Xchange European Summit: Mastering the Retail (R)Evolution, Digital strategies to solve omnichannel management challenges Zurich and Venise/ May and Sept Kerastase Selective Customer Event: Vision 3.0: Luxury in the digital age

13 Selection of Client References

14 Dr. Michaela Merk Merk Vision & Partners 19, rue Martel, Paris michaela.merk@merk-vision.com