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Valassis V27 - 3.21.17

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Transcript of Valassis V27 - 3.21.17

Placeholder

have
accelerated

our
growth
&
success
in
2016

with leadership
Collaborate
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
Customer
location
&
purchases
Increase
Customer
Success
-11%
-8%
Print Products
GREW 2.5%
4X faster in 2016 than 2014
Digital Momentum Grew
new products
New Products
Target new segments
55%
$3.5B
Check
Credit Scores
=
=
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 Sales Method
Goals
Strengths
Improvement opportunities
Development
needs
with each other
Collaborate
New
integrated
campaigns
Performance Management
is an ongoing process
Integrate everything we do
Continue Experimenting with
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:
Acquired DirecTV
Searching for channel to communicate full range of AT&T services

♣ Approach & Results:
Launched RedPlum Connect in Feb’17
Created a 12 page booklet
Targeting 1M HH, 8 markets
Early results indicate on track
Takeaway
Key
Listening leads to offering new products and client satisfaction

Rita Legerstrom
♣Account Background:
Client wanted to stand out from competition
♣ Approach & Results:
Introduced the Big Extra to client
Updated product: 1 company per every 8 pages
Client signed Big Extra annual agreement and renewed annual Clipper commitment


Joe Karcher
♣Account Background:
64 Co-op Groups through Adstaff/Asher Agency
Wanted to increase sales and foot traffic
♣ Approach & Results:
Simple Options: DMA Level, 2 Mile Radius, Home ATZ
Partnered with digital sales
Grew revenue by $920K + $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 NCH-client Diamond Foods
Synder’s-Lance brand loyal to competitors, Diamond Foods contacts no longer at company
♣ Approach & Results:
Analyzed existing Diamond Foods business to identify differentiators
Opportunity to submit RFP to Snyder’s-Lance in March 2017
Takeaway
Key
Leverage existing knowledge about a client to demonstrate value of all product solutions
Cross-sell products
Takeaway
Key
Preparation and diligence pays off. Challenger works!
Takeaway
Key
Test and showcase digital with integrated campaigns to drive greater success
♣Deb Schleich
♣Account Background:
Primarily Shared Mail client

♣ Approach & Results:
Amy Saunders
♣Account Background:
New owner and contacts at Canada’s largest QSR fast food restaurant chain

♣ Approach & Results:
Collaborated with long-time Burger King team
Gained insights on 3G business approach
Educated new client contacts
Secured estimated $1.4M in Shared Mail 2016 revenue (2015: $0)
Takeaway
Key
Leverage the strength and expertise of the Valassis sales network
Clients contacts change as personnel are promoted

Utilize internal network
Andrea Mroz
♣Account Background:
Specialty health and wellness retailer
More than 6,500 U.S. locations
♣ 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
Takeaway
Key
Valassis Apio

differentiates our ability to deliver campaigns at the local, ATZ level
Susan Martin
♣Account Background:
Largest natural and organic U.S. supermarket
Experiencing steep competition and declining
consumer loyalty
♣ Approach & Results:
Utilized Valassis Apio™ to target at ATZs.
Targeted highest propensity to shop within 10 mile radius
Takeaway
Key
Competitors can’t deliver targeting and analytics like
we can – build comprehensive digital programs for clients

♣Account Background:
Carlos Green
High-end steak house becoming digital savvy
♣ Approach & Results:
Cross-device delivery approach
Targeted millennials daily
$250K win in 2016
Takeaway
Key
Maintain client contacts in changing environment. Think Digital, sell Digital
♣Account Background:
Purchased digital from agency only
♣ Approach & Results:
Recommended digital display program
First-ever Unilever brand-funded campaign: $451K + $150K digital display from other UL brands
$645K in 2017

Jessica Francia
Online course

Full Day Trainings

Ongoing Coaching
Takeaway
Key
Demonstrate differentiation in targeting ability
♣Account Background:
U.S. expansion by Japanese-based apparel retailer
Priority in driving foot traffic
♣ Approach & Results:
Presented Valassis Apio
Secured 6-week catalog campaign; Two 16 page circulars via solo mail; 67M cross-device digital display impressions - $1.4M revenue

Yvonne Lienbard
Takeaway
Key
Print + Digital puts us in unique leadership position
♣Account Background:
♣ Approach & Results:
Tested print & digital for Iams Dog & Cat
Delivered 2.5% lift on ROMS

Matt Camalo
Chatbot
Hone
Challenger
Teach
Tailor
Take
Control
Constructive Tension
Exposure for Valassis

"One Story Per Day" Campaign
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
Client grew > 20%
$6.36m
5x
revenue goal
2016 Revenue
Three Keys
Brooke Tishler
SE:
DSE:
Allyson Moran
Fil Musilli
Peter Hartman
Karen Band
Added enablement tools
SE:
DSE:
SE:
SE:
2017 Revenue
SE:
Questioned Status Quo; demonstrated newspaper disconnect
Educated on benefit of Shared Mail
48 markets, 19M pieces, $1M in revenue
Ron Gramling
♣Account Background:
Largest U.S. mattress retailer footprint
3,500+ locations across 49 states
♣ Approach & Results:
Offered vehicle complementing national marketing plan.
Used Challenger; Emphasized inefficiency working with 100’s of individual newspapers – resulted in $2.1M incremental revenue
Converting select markets via page testing - resulted in $1.87M incremental revenue
Thank
You!

DSE:
SE:
DSE:
SE:
DSE:
SE:
♣ SE:
SE:
Kelly Jarzynski
DSE:
NCH SE:
Steve Schmidt
NCH SE:
Bridget Zepeda
♣ Valassis SE:
Maura Priem
SE:
SE:
Brooke Sutherland
DSE:
15%
Right Message to Right Target at Right Time
Nicole Norton
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 U.S. based client + Canada
Open to test targeting platform
Client provided their data
Cross-sold digital to deliver best in class KPIs
$8M increased Shared Mail spend and $650K digital

Digital
Digital
Digital
increase
Utilized FSI as shopper activation with Target
Implementing a Digital Forward strategy for Petcare brands

6%
Relaunched Valassis.com
Reset brand strategy
Aligned to a vertical structure

data
Data and analytics
New segments
Thought leadership
1.4%
growth
Thought
Leadership
collaboration.
Implemented Marketo
Added Key Ring Marketing to Digital Offering
Valassis voice in market place
Launched Valassis Apio
Restructured Digital Account Management
=$34m
Skills
Takeaway
Key
♣Bring insights/ideas to client with opportunities to teach.
Marketing and Targeting are huge assets
Capitalize on the
Successful
Advanced Analytics
Data
Confidence
Greatest Opportunity is the First Touch
2013-2016
2013-2016
2017-2020
Our Future Success in 2017
Cross platform media solutions
in Auto industry
Auto

omni-channel offerings
$15.4M
Test new products to meet client needs
TM
TM
Good to See You!
Full transcript