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Valassis V22 - 3.16.17

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Transcript of Valassis V22 - 3.16.17

Placeholder

have
accelerated

our
growth
&
success
in
2016

with leadership
Collaborate
You must
Today, we have a successful
Client spends $1 with us,
Data and Analytics
Capabilities
Proprietary
Sales to engage Marketing and other support functions
Welcome!
National Sales Training Conference
Second Annual
quota
B
2.2
You will drive
our success.
in 2017 & win!
Analytics
Integrated
Digital Sales
Targeting
Valassis Apio™
& Analytics
in 2017
omni-channel approach
We are going to
ccelerate
ccelerate
ollaborate
ollaborate
ransform
ransform
Valassis Apio
Targeted
customer information
to
grow revenue
Customer
location
&
purchases
Help customers be
more successful
-11%
-8%
Print Products
GREW 2.5%
4X faster in 2016 than 2014
Digital Momentum Grew
new products
New Products
Target new segments
First Touch
Primary Care, ER, Urgent Care
Dental, Retail Clinic and Wellness Apps.
Path to
Purchase
15%
55%
$3.5B
Check
Credit Scores
Valassis Apio™
Audible Offers
Chatbot
=
=
Sustainable Advantage
Intelligent Media Delivery
Print & Digital Campaigns
-7%
cross-sell
digital
digital
digital
Everything we will accomplish will rely on
ively
engage with others
TM
Build your
ion
plans
ivate
on what you
learn here
Healthcare
Spending has
increased
new team resources
new client contacts
challenger methods
leadership
cross sell
2017
ion
New Team
Resources Help
New client contacts
Teach
Tailor
Take
Control
Constructive Tension
Challenger Method
Goals
Strengths
Improvement opportunities
Development
needs
You must
with each other
collaborate
New
integrated
campaigns
Performance Management
is an ongoing process
Integrate everything we do
We will continue
to experiment using
2017
surpassed
Others Declined
Valassis Strategic Imperatives
Increase Consumer Engagement
Develop Data & Analytics Capabilities
Improve Processes
1
Secure and Expand Sectors
Strengthen the Portfolio
2
3
4
5
YOU
2017
we must
do more
In
RedPlum Retail
RedPlum Connect
Household Personalization
RedPlum Email
Digital Search
integrated campaigns
Takeaway
Key
Dave Safford
♣Account Background:
Purchase full array of products
Acquired DirecTV
♣ Approach & Results:
Presented RedPlum Connect
Created a 12 page booklet
Targeting 1M HH, 8 markets, $135K in rev – ran test the week of Feb 21
Takeaway
Key
Persistence and listening to client needs let sales rep to suggest new product they hadn’t previously known about.
Rita Legerstrom
♣Account Background:
Client disappointed with multiple competitors in magazine within his industry
♣ Approach & Results:
Introduced the Big Extra to client

Client was not satisfied with product
We updated product so 1 company per every 8 pages
Joe Karcher
♣Account Background:
64 subway Co-op Groups through Adstaff/Asher Agency
Wanted to increase sales and foot traffic

♣ Approach & Results:
Crafted simple 3 Option Package (DMA Level, 2 Mile Radius around store location or home ATZ only) – groups could pick the budget level that fit their needs
Partnered with Peter Hartman and Matt Uber (sales) to get in the door with digital.
Grew revenue by $920K PLUS $100K in digital


Takeaway
Key
We must capture
MORE
Leverage your relationships with your Digital Sales Executives as a strategic selling partner.
♣Account Background:
Synder’s-Lance bought Diamond Foods – a long time NCH client
Synder’s-Lance brand loyal to competitors, Diamond Foods contacts no longer at company
♣ Approach & Results:
Analyzed existing Diamond business to uncover key differentiators that were presented to Synder’s-Lance
With new contacts, team has opened the door through Valassis procurement
Opportunity to submit RFP in March 2017
Takeaway
Key
Leverage existing knowledge about a client to assist new ownership in understanding full breadth of capabilities.

Cross-sell products
Takeaway
Key
Preparation pays off

Takeaway
Key
Continue to bring insights and ideas
Takeaway
Key
Persistence & listening to client needs let sales rep to suggest new product they hadn’t previously known about.


♣Deb Schleich (Agency)
♣Account Background:
Primarily SM client
♣ Approach & Results:
Amy Saunders
♣Account Background:
Canada’s largest QSR fast food restaurant chain
Due to new ownership and cost cutting initiatives, Valassis contacts were eliminated.

♣ Approach & Results:
Collaborated with long-time Burger King team (Amy Sanders). Leveraged knowledge of the 3G business approach
Leveraged data, insight and expertise to educate new contacts (some who had moved from BK).
Secured SM programs with estimated $1.4M in revenue after $0 in 2015.
Takeaway
Key
Leverage the strength and expertise of the Valassis sales network to collaborate on client opportunities.

Clients contacts change as personnel are promoted

Utilize internal network
Andrea Mroz
♣Account Background:
Leading global specialty retailer of health and wellness products
More than 8,800 world-wide locations, including 6,500+ in the U.S.

♣ Approach & Results:
Launched: Pilot – 4 teams in 2015

Investment: $700K
in overall training

Internal Certified Challenger Facilitators
&
6.48%
only
of our clients use
&
Significant investments
in our D&A capabilities

Integrated service offering with a single POC


Confidence

Data

Advanced Analytics
Takeaway
Key
Apio differentiates our ability to deliver campaigns at the local, ZIP/ATZ level which are most important for our clients.
Susan Martin
♣Account Background:
Largest natural and organics food supermarket in US
Steep competition and loosing consumer loyalty
♣ Approach & Results:
Utilized Valassis Apio™ to target right consumers in their home ATZs. Targeted highest propensity to shop within 10 mile radius.

Takeaway
Key
Competitors will say they can deliver targeting and analytics but not to the degree we can – build comprehensive digital programs for clients.
♣Account Background:
Carlos Green
High end steak house, becoming more sophisticated in digital

♣ Approach & Results:
Brought them 2 pronged approach with
cross-device delivery
Targeted millennials with daily deal messages
$250K win in 2016, $645K in 2017
Takeaway
Key
Stay close with clients as internal personnel changes happen and build internal teams at Valassis to help build the right relationships.
♣Account Background:
Historically purchased all digital through agency

♣ Approach & Results:
Recommended heavy digital display program with internal brand manager
First ever Unilever brand funded campaign: $451K + additional $150K digital display from other UL brands
$250K win in 2016, $645K in 2017
Jessica Francia
Online course

Full Day Trainings

Ongoing Coaching
Takeaway
Key
Continue educating clients on our differentiation and ability to target consumers based on web behaviors, credit card data and smartphone location
♣Account Background:
Japanese based apparel retailer, expanded into US several years ago
Foot traffic into stores a key priority

♣ Approach & Results:
Presented multiple touchpoint opportunities with Valassis Apio
Secured 6 week spring/summer catalog campaign – 2 16 page circulars via solo mail and 67M cross device digital display impressions - $1.4M
Yvonne Lienbard
Takeaway
Key
Print & Digital put us in a unique leadership position that others can’t replicate
♣Account Background:
♣ Approach & Results:
Presented opportunity to test P+D for Iams Dog and Iams Cat
Delivered 2.5% lift on ROMS
Matt Camalo
$205M
Chatbot
We need to
these new

hone
Challenger
skills
Teach
Tailor
Take
Control
Constructive Tension
Exposure for Valassis

"One Story per Day" campaign
Capitalize on the
Challenger Sales Method
58%
in clients that spent over
$1M

2016
Integrated Media
4x
Revenue growth
than print alone
MORE
Shared Mail + Shared eMail & Digital Display
Clipper Magazine + Total Loyalty Solutions
VDP + Solo Targeted eMail
Home Improvement + Big Extra
Added marketing operations team
Training Support
More than
$10M

with Valassis by
more
than
20%
$6.36m
5x
revenue goal &
5x
margin goal
2016 Revenue
Three Keys
Client signed annual Big Extra agreement & renewed annual Clipper Magazine on Feb 2017
Brooke Tishler
SE:
DSE:
Allyson Moran
Fil Musilli
Peter Hartman
Karen Band
Added enablement tools
SE:
SE:
DSE:
SE:
2017
SE:
Questioned the Status Quo - showcased the disconnect with newspapers, led to discussions on missed opportunity
Educated on SM – effectively reaches their desired audience - agreed to a 48-market, 19MM piece, resulting in $1mm in revenue

Ron Gramling
♣Account Background:
Mattress Firm has the largest geographic footprint in the US of any mattress retailer with 3,500+ locations across 49 states

♣ Approach & Results:
Offered a distribution vehicle with the scale and efficiency on key dates to complement their National marketing plan.
Using Challenger element of Emotional Impact to emphasize how much time was allocated in working with 100’s of individual NPs provided - $2.1M incremental revenue.
Complete conversion of select markets via page testing resulted in $1.87M incremental revenue.

Cross platform media solutions
in Auto industry
in 2017 with
omni-channel offerings
15.4M
Thank
You!

on it
2017

& beyond
DSE:
SE:
DSE:
SE:
DSE:
SE:
♣ SE:
SE:
Kelly Jarzynski
DSE:
CPG:
Steve Schmidt
GDM:
Bridget Zepeda
♣ Valassis SE:
Maura Priem
SE:
SE:
Brooke Sutherland
DSE:
Be diligent

The Challenger Choreography works!
Find opportunities to teach
Nicole Norton’s
SE:
Winning
Together
to bring Intelligent Media Delivery to life
to bring Intelligent Media Delivery to life
Vertical Expansion:
Valassis International
HC/Scantron:
Breakouts
Candyland:
Healthcare
Auto
Entertainment
Home Improvement
Cross Sell
Digital Display
Booths
our growth
our growth
to win
to win
and $100 elsewhere
Multi-national based client + Canada
Open to testing our targeting platform
Allowed us insight into their data
Our ability to cross sell digital delivered best in class KPIs
$8M in increased SM spend and $650K in digital


Digital
Digital
Digital
increase
Consistently utilized FSI as shopper activation with Target
Implementing a Digital Forward strategy for their Petcare brands
6%
Relaunched Valassis.com
Reset brand strategy
Implemented Marketo
Absorbed Key Ring Marketing
Valassis voice in market place

Launched Valassis Apio

Restructured Digital Account Management
Aligned to a vertical structure

Auto
data
Data and analytics
New segments
Advanced technology
1.4%
growth
advanced technology

collaboration.
Full transcript