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Perfect Floorplan Sales Team - 51919

Available at Prezzip.com Sales Series by WinningByDesign & Prezzip
by

Your Prezis

on 12 February 2016

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Transcript of Perfect Floorplan Sales Team - 51919

Large projector screen + camera setup, used to communicate with other teams across the world.
Office 1
Office 2
Executive Boardroom
Video conf room
Demo
Demo
Demo
Demo
Kitchen, stocked fridges, microwave, dishwater, coffee maker, with use of silverware and plates over plastic.
Farmers table, where lunch and dinners are catered to create community, to help drive performance.
Setups of the tables surround junior talent with senior performers to promote "listen & learn"
60" TVs depict the status per POD through SFDC dashboards
Demo stations where a SDR/ AE team performs an online diagnose and demonstration.
Entry hall
OTHER
CM
DATA
VPS
OPS
VPM
SEO
POD 1
oAE
SDR
CSM
MDR
oAE
AE
POD 2
oAE
SDR
CSM
MDR
oAE
AE
POD 3
MDR
oAE
CSM
SDR
oAE
AE
Farmers lunch table
Industrial workspace, high ceilings, open floor plan, transparent, light. Promoting an open environment.
FloorPlan
Large projector screen + camera setup, used to communicate with other teams across the world.
Office 1
Office 2
Video conf room
Entry hall
CM
DATA
VPS
OPS
VPM
SEO
POD 1
oAE
SDR
CSM
MDR
oAE
AE
POD 2
The Perfect
Floorplan

of a Sales Team
Jacco's Guide To
This template is co-created with:
WHO?
THE GAMEPLAN
Assets
This prezi template and many more available at:
http://www.prezzip.com
VALUE PROPOSITION
Lululemon - Launched with smaller sizes, creating a level of exclusivity for the brand. Consmers willing to pay higher prices to be part of that exlusivity.

Athleta - Vanity sizes, larger sizes are marked a size smaller. Consumers willing to pay for the confidence boost.

Nike - Cutting edge technology, Nike is performance driven. Consumers are willing to pay for the innovative technology.


Ethona-
1) WHO?
Consumer Markets
Market Segment
Target Groups
2) HOW?
Print
Video
Website
Education
Social Media
3) WHAT?
Branding our Why
Key communication points
Product Differentiation
4) SUMMARY
The four Ps
Our Value Proposition
Career Consumers
$28.65 billion industry in 2015
44 million people in the U.S. work from home (full/part)
82% of distributors are female, 18% are male
Every 10 seconds a new home business launches
55% are in the 44-53 age range
Network Marketing booms during a recession
Athleisure Consumers
$97 billion industry in 2015
11% of affluent homes in the U.S. spent between $250-$499 in 2015
Most popular markes are wealthy areas
3 Types of Career Consumers
Sharers - People who share when asked.
Part Time Builders - People working to build a part time career, mild outreach and follow up.
Full Time Builders - People working hard to build a full time business, mentally commited.
SKEW OLDER?
DRIVERS?
CONSUMER 1
CONSUMER 2

There is a level of maturity and discipline you need to succeed in this industry.

We need our Reps to be authoratative figures.
SKEW YOUNGER?

Most leaders are 44-50, but the builders are suprisingly ASPIRATIONAL YOUTH. The more money you have the more likely you are to be a sharer. A younger demo is more likely to buy into the idea that they can start a part time business.

Our Athleisure consumers are chasing youth, our reps need to embody this youth.
Primary : Making Money

Secondary: They are already active and fit, so this career path works perfectly with their current lifestyle. Our reps are Lifestyle authorities.

Third: Community recognition
Influential Fitness instructor/trainer with captive audience

Sales experienced, employed, people who need secondary income (volatile markets)

Unemployed people with retail sales experience

Stay at home moms

Gay men - Sell a ton of product in Network Marketing world, influencers, fashion focused, typically active, healthy and socially connected.
"CAREER" CONSUMER MARKET SEGMENTS
"ATHLEISURE" CONSUMER MARKET SEGMENTS
TARGET GROUPS
LifeStylist
THOUGHT STARTERS
Secondary income
Targeted linkedin ads to
real estate agents

Studio Owner Kit - Studios sell product typically, let's create a kit or strategic package for them.

Stay at home Moms
Mommy and me yoga instructors and gift Branded kid size yoga blocks
Mommy and me yoga Gift Card Caimpaign
Send stroller Ride Instructors branded snack boxes for mommy walkers

Unemployed retail sales experience
Targeted facebook/instagram advertising
Sponsor entry level job training forums (excel skills etc.)

Gay men
Sponsor drag queen competitions - we know pageants!
Washington, D.C.
Minneapolis, MN
Portland, OR
Denver, CO
San Francisco, CA
San Jose, CA
Seattle, WA
San Diego, CA
Boston, MA
Sacramento, CA
FRINGE CONSUMER
Women who preform intense
fitness
activites will gravitate to brands with high performance technologies. Women who are super
fashion
forward will gravitate towards brands with more risque cuts and patterns.
We are as aspirational. Our market is those who aspire to be in either of those categories, not women who have attained acceptance already.
HIGH FITNESS
LOW FITNESS
HIGH FASHION
LOW FASHION
NO FOCUS FOR US
NO FOCUS FOR US
THE FASHIONISTA
Focused on staying on trend, being healthy never goes out of style.
Created some new goals and decided looking the part is the most important step. Not going to stick with the workouts, but may evolve into more of the fashionista type.
The New Years Resolution
The Activity Addict
This person focuses on physical activity being an affect on mental health. She tends to enjoy group activites that provide a photo opp.

The Active Mom
Less fashion focused, more about funcionality and convenience. This person exercises and eats right when they can. This person schedules fitness around their other obligations.

Consistently exercising and eating right to improve. Mix of high and low intensity . Same fashon focus as the activity addict. Not running a triatholon, but schedule life around their fitness routine.

The Focused Do-er
The 1%
Totally fit, high intensity individuals who exercise to maintain. These are athletes or competitors.

FRINGE CONSUMER
CORE CONSUMER
The Focused Do-er
The Activity Addict
The Active Mom
Priority
Relationships
Routine
Playlists
Free Time?
Workouts
Gym?
Price Justifier
Fitness first
Functional first
Work related
Creature of habit
Hikes, volleyball, beach
Dance, Boot camp, Soul cycle
Member
Family schedules first
Convenience
Other active moms
When kids are entertained
Walks with kids
Pilates, eliptical, natural body weight at home
Gyms with daycares
Friends first
Design/pattern/cuteness
College/High School
Weekend warrior
Aerial yoga, paddle board, hiking
Class pass or specialty bundle
Consumer
THOUGHT STARTERS
Focused Do-er
Run social media dance competition and rent dance space for winners.

Active Moms
Pop up day care center at farmers markets
Baby pump up - Awesome muscle Ts for babys with classic sayings and ethona hashtags, send to day care centers at select gyms as swag, run competition for posted photos.

Activity Addicts
Poloroid camera campaign - 200 branded poloroids cameras to aierial yoga instructors asking clients to tag us on SM

HOW?
BUT FIRST: WE STRETCH. . . . WE BREATH!!!
HOW ARE WE CONNECTING WITH CONSUMERS?
PRINT
SOCIAL MEDIA
EDUCATION
VIDEO
PRINT
VIDEO
Product Catalogue
Hostess Brochure
Presenter Pamphlet
Order Forms
Saving Innocence one-sheet
External:
Meet the designer
Backyard transformation
About the brand video
Internal: 32 short education clips
Our brand makes people feel better, we are always appealing to those "chasing youth". Models typically look 26-30.
* Sienna is not our target demo, Sienna is who our target demo aspires to be.
Feminine tone

WEBSITE
WEBSITE
Homepage
Host
Career
Learn More
Shop
Education App
Meet EVA! Your Ethona Virtual Assistant
Check in with daily to-dos and reminders.

Follow up with potential clients.

Simplify throwing a fitting.

Follow up with people who attended your fitting.

Give you tips on what to discuss during follow up calls.

Helps you train the LifeStylists in your downline.

App Tracks
Prospects
Customers
In-person host
Virtual host
LifeStylist
Product Overview
Party Invite
Product Drip
Follow up
Hostess development
Loyal shopper
LifeStylist development
In-person prep
Virtual prep
Become a LifeStylist
Another fitting
Virtual prep
In-person prep
Another fitting
Become a LifeStylist
1st party prep
Recruiting
Being a leader
ETHONA
Social Media
Social Media Overview - Direct Selling Companies
Social Media Overview - Brick and Mortar Athleisure Brands
HIGH ENGAGEMENT
LOW ENGAGEMENT
Stella and Dot
Herbalife
Jamberry Nails
Ruby Ribbon
Younique
Cabi
* high engagement for a standard brand is 10% response rate on a post.
182k Instagram, 440k facebook
Detail of jewelry
Community connection posts
#fanfavorites instead of rep focus
Always a great story in caption
354k Instagram, 2.8mm facebook
Sole focus on the lifestyle
Subtle product placement
Community events pics
Consumer features
129k Instagram, 333k facebook
Detail of nail patterns
Unique color themes
Community connection posts
Great stories in caption
465 Instagram, 24k facebook
Directed at sales reps
Corporate event photos
Reposts of consumer shots
Customers wearing products
70k Instagram, 244k facebook
Flat lays of makeup products
Tutorials
Product focused, not lifestyle
15k Instagram, 125 facebook
Features customer photos
How to wear the looks
office behind the scenes
Product flat lays
Social Media Takeaways
Rep focus VS. Consumer focus
Corporate events VS. Lifestyle Events
HIGH ENGAGEMENT
LOW ENGAGEMENT
Lululemon
Michi
1.2mm Instagram, 1.4mm facebook
Lifestyle, travel, adventure feel
Photos of in house events
Fewer product shots than DS
No shots feel staged
"This is the lifestyle" vibe

32 k Instagram, n/a facebook
Major focus on product, not background
Feels like one big photoshoot
No color theme shows lack of direction
Photoshop flatlay VS. Photoshoot flatlay
Boring Statements VS. Clever captions
ETHONA SOCIAL MEDIA STRATEGY
March 1: Instagram, Facebook & Blog
April 15: Twitter, snapchat, b
Phase 3: Pinterest

* Stagger content on each platform
LifeStyle
75%
Posts
Content
Community
20%
Reps
<5%
Each post fits within the lifestyle buckets
Flat Lay
Quotes
Active Post

Travel Inspiration
Food/Recipes
Product

Activities
Answering all questions, concerns and direct messages
Follow, like, like, like
Providing content to reps to post
Promoting community events
Recognition with short bio in the caption (copying humans of New York model)
Create a rep hashtag
Interview style video about reps (controlled in house)
PRODUCT
FLAT LAY
RECIPES/FOOD
ACTIVE POSE
HOME INSPIRATION
TRAVEL INSPIRATION
QUOTES
ACTIVITIES/SOCIAL INTERACTION
INSTAGRAM VIBE
Blog
1 per week
Pursuing a healthy active lifestyle
FACEBOOK VIBE - ALWAYS A CALL TO ACTION
BI-MONTHLY ANALYTICS
HootSuit - $9.99 per month
Iconosquare - $13 per month
INSTAGRAM
BEST TIME TO POST
FACEBOOK
TRACKING DAILY
WHAT?
SMALL ADAPTATION TO OUR BRANDING
WHY
HOW
WHAT
The inspire people to strive for more and fight for those who can't
Cultivate a group of like minded members who aspire to better themselves and the global community.
We make versatile activewear for women on the go.
Previously, our branding message was about inspiring women to do more. After really defining who our lifestylists are, I think we need to make sure we are targeting people already achieving the healthy, active lifestyle. Consumers aspire to be that perosn and therfore buy Ethona to feel like that person.
PEOPLE DON'T BUY WHAT YOU DO THEY BUY WHY YOU DO IT!!
WHY
HOW
WHAT
We believe that leading by example is the best way to inspire ACTION.
Cultivate a group of like minded women who are achieving great things both independantly and with their community.
We make versatile activewear for women on the go.
Now our core message is about building a community of leaders (which we are doing). You can trust Ethona, our LifeStylists are leaders, we lead by example.


You are already someone inspiring those around you, why not get paid for it?

You are pursuing a healthy, active lifestyle and we RECOGNIZE that. - celebration

Everyone in the Ethona community thinks like you do.

You are the boss now.

Freedom and flexibity.

No experience, no problem - we make it easy for you with EVA

You're fighting Human Trafficking
WHAT ARE WE COMMUNICATING? Key message points for LifeStylists (consumer 1)

Congrats on deciding to pursue a healthier active lifestyle! We have been doing this for a while, want some help?

You are making positive trends in your life and we RECOGNIZE THAT - encouragement

Now that you are a woman on the go, you need versatile clothes that you can mix and match based on the occassion.

This purchase makes you seem younger (healthier and fitter).

You are an empowered, kick-ass woman in Ethona gear!


WHAT ARE WE COMMUNICATING? Key message points for Consumer 2
* Sienna is NOT our consumer, it is who our consumer wants to be.
WHAT ARE WE COMMUNICATING?
External communication always starts with internal culture
OUR WHY: We believe that leading by example is the best way to
inspire ACTION
.
OUR WHY: We believe that
leading by example
is the best way to inspire ACTION.
Ethona's Four P's - Marketing Mix
OUR GOALS TODAY
Clearly define the Ethona Marketing Mix
Price
Product
Promotion
Place

Understand our companies value proposition in the marketplace
Product - A versatile design strategy where every peice, no matter the collection, matches with what your currently wearing - mix and match fashion, fashion on the go.

Promotion- Heavy focus on social media, online brand ambassadors soften the sale for LifeStylists.

Price - Premium pricepoint (comprable to Lululemon) because of above average quality and the fact that it comes with a LifeStylist advisor.

Place - A personal fitting in the comfort of your own home
mani/pedi, brunch
Custom - EDM and house
90s hits and todays hits
Top 40 or super select local indie
Philanthropic:
• 1 person per team picks a local community event for his/her team to participate in once a month. That person is responsible to coordinate.
• Every employee has an immersion meeting with Saving Innocence.
• Ethona will provide paid time for employees volunteering time with Saving Innocence.

Mental Health:
• Flexible work hours
• “Start the week actively inspired” - Every department has Monday morning staff meetings. Everyone picks one thing that inspired them over the weekend or from the previous week to kickoff meeting.
• “Self appreciation moment” - Every Wednesday at 12 pm, everyone stops and gives themselves some positive affirmations (compliments themselves). Team leader needs to set recurring reminders on calendars.
• “Achievement recognition” Friday – before every person leaves they tell the team their biggest accomplishment of the week (team leader responsible to enforce)
• “Spark Creativity” - Always have a creative station setup – it can be as small as a jigsaw puzzle or a video game console. A place to unwind and spark creativity.
• Dog friendly environment (when appropriate)
• 6 month goals listed on website

Physical Health:
• “ Take a second” - Daily breathing exercise everyday at 2 pm (team leader sets daily reminders in calendar).
• “Get inspired” - Once a month seminar from local motivators.
• “Happy Hour” - Team workouts once a month, rotate who chooses.
• Corporate partnership with fitness center (subsidize employee memberships after X amount of time)

Community:
• “Catch up” - Once a month company get together – no work discussion.
• “Grassroots” - Every employee must spend 30 minutes per week on a call with rep. Team leaders responsible to host bi-weekly feedback meetings.
• “Self growth” - Paid time off if you attend a conference pertaining to your role.
• “Brainstorm training” - Debate class reimbursement to enhance healthy debate during creative sessions.
• “Monthly raffle: - Prizes are classes for two in creative space (painting, sculpting, photography etc.)

Community Access. Woman sharing tips and tricks and advice and supporting eachother. A community lead by lifestylists, inspiring action.

Ultimately, marketing needs to be focused on showing the value of this community, supporting the authenticity of a LifeStylist and attracting those aspirational consumers.
FRINGE CONSUMER
2016 Marketing Strategy
Full transcript