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Valassis V19 - 3.13.17

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Transcript of Valassis V19 - 3.13.17

Placeholder

have
accelerated

our
growth
&
success
in
2016

with leadership
Collaborate
You must
Today, we have a successful
For every
dollar
a client
spends with us
,
they are
spending
another
$100

somewhere else.
Data and Analytics
Capabilities
Client campaigns can become exponentially more powerful
Proprietary data to help our clients
succeed
Sales to engage Marketing and other support functions
Welcome!
National Sales Training Conference
Second Annual
Winning
together
quota
B
2.2
You will drive
our success.
in 2017 & win!
Booths
Vertical Expansion:
Healthcare
Auto
Entertainment
Home Improvement
Valassis International
HC/Scantron:
Cross Sell
Breakouts
Analytics
Integrated
Digital Sales
Targeting
Valassis Apio™
& Analytics
in 2017
omni-channel approach
We are going to
challenger method
ccelerating
ccelerating
ollaboration
ollaboration
ransforming
ransforming
Valassis Apio
Targeted
customer information
to
grow revenue
Customer
location
&
purchases
Help customers be
more successful
-11%
-8%
Print Products
2.5% YOY
4X faster
in
2016
than
2014
Digital Momentum
Candyland:
Digital Display
new products
Product Portfolio
Target new segments
2017
First Touch
Primary Care, ER, Urgent Care
Dental, Retail Clinic and Wellness Apps.
Path to
Purchase
15%
55%
$3.5B
Check
Credit Scores
We will continue to experiment
using
advanced technology

Valassis Apio™
Audible Offers
Chatbot
Thank
You!

=
=
Sustainable Advantage
Intelligent Media Delivery
Print & Digital Campaigns
-7%
cross sell
integrated sales
digital
digital
digital
Everything we will
accomplish
will rely on
collaboration.

ively
engage with others
TM
Build your
ion
plans
ivate
on what you
learn here
Consumerism
Spending has
increased
new team resources
new client contacts
challenger methods
leadership
cross selling
2017
exist to help you & you have put it into

ion
New team
member resources
New client contacts
Teach
For Differentiation
Tailor
Take
Control
Of the Sale
Constructive Tension
For Resonance
Challenger Method
Goals
Strengths
Improvement opportunities
Development
needs
You must
with each other
collaborate
New
integrated
campaigns
Performance Management
is an ongoing process
Multiple opportunities
2017
on it
2017
& beyond
surpassed
Competition Declined
Valassis Pillars
Increase
Consumer Engagement
Develop
Data
&
Analytics
Capabilities
Improve
Processes
1
Secure
and
Expand
Sectors
Strengthen
the Portfolio
2
3
4
5
YOU
2017
We have to
do more
In
RedPlum Retail
RedPlum Connect
VDP
Household Personalization
Digital Search
Email
Takeaway
Key
Dave Stafford &
Jay Ehrlich (National Sales)
♣Account Background:
Purchase full array of products
♣ Approach & Results:
Presented
RedPlum Connect

Created a
12 page booklet

Targeting
1M
HH,
8
markets,
$135K
in rev

Takeaway
Key
Persistence
&
listening
to client needs let sales rep to suggest
new product
they hadn’t previously known about

Jenny Matteo
♣Account Background:
Clipper print client for years

♣ Approach & Results:
Sold client
TLS Phone App
$25K
initial investment &
$50K+
for 2 more brands
Built second app for +
11 more
locations

Acquired DirecTV
Increase foot traffic and sell excess inventory
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
of the
$100
they are
spending elsewhere
.
We have to capture
more
Leverage your relationships with your Digital Sales Executives as a strategic selling partner.
Steve Schmidt and Bridget Zepeda along with Valassis SE: Maura Priem
♣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.

When selling
Takeaway
Key
Preparation pays off
in understanding the client’s business, their challenges, and the industry trends.
Be diligent
in prospecting and provide relevant, actionable data points to gain interest.
The Challenger Choreography works!


Y
sell
Takeaway
Key
Continue to bring insights and ideas to your client.
Value is perceived even in rejected ideas (1 in 7 recommendations were accepted by MFRM).
Find opportunities to teach your customer.
Marketing and Targeting are a huge asset.
Ron Gramling
X
Takeaway
Key
Persistence
&
listening
to client needs let sales rep to suggest
new product
they hadn’t previously known about

Richard Vespe (Agency)
♣Account Background:
Primarily SM client


♣ Approach & Results:
Open to testing our targeting platform
Lisa Reyes
♣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.

Allowed us insight into their data
Ability to cross sell digital delivered best in class KPIs
$8M
in increased SM spend &
$650K
in digital
♣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.

Focus on our
digital capabilities
FACTS:

Upgraded the content management system and relaunched Valassis.com.

Launched Valassis Apio with a comprehensive marketing, training and communications strategy.
FACTS:

Clients contacts change as personnel is promoted

Utilizing our internal network to stay connected with client movement
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:
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

FACTS:

Launched: Pilot – 4 teams in 2015

Investment: $700K
in overall training

Internal Certified Challenger Facilitators
&
6.48%
only
of our clients use
6% YOY
VS
&
1.4% growth rate
FACTS:

We have made significant investments in our D&A capabilities including a new leader in Greg Green who has centralized our intelligence without disrupting the business

Marketing Intelligence, Targeting and Analytical Solutions are all key areas that you can access the same way you always have through your analytics partner – now you have the confidence of an integrated service offering with a single POC
FACTS:



Confidence –
you now have the confidence to tie results to campaigns to attribute sales and ROI

Data –
we have consumer behavioral and demographic data to help win our clients business

Advanced Analytics –
consolidated team to leverage the knowledge and drive more value for our clients
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
Carlos Green
♣Account Background:
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,
Allyson Moran
30 Day

online course
2 Full
Days
Valassis Sales Leader Training
2 Full
Days
Challenger Immersion Training
1 Full
Day
Training on Challenger
1 ½ days
Refresher Training for Directors & VP’s
coaching
Ongoing
1x1
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
Eric Walloga
$34M
Conservative Analysis
More than
$10M
with Valassis by more than
20%
in 2017
Takeaway
Key
Print & Digital put us in a unique leadership position that others can’t replicate
♣Account Background:
Consistently utilized FSI as shopper activation with Target
Implementing a Digital Forward strategy for their Petcare brands

♣ Approach & Results:
Presented opportunity to test P+D for Iams Dog and Iams Cat
Delivered
2.5%
lift on ROMS
Matt Camalo (CPG/GDM)
$205M
video, labeled “HarlandClarke – Alexa” in the 3_Design>Demo videos folder
Chatbot
Cross platform media solutions in Auto industry
We need to
these new

hone
in 2017 with
omni-channel offerings
Challenger
skills
Teach
For Differentiation
Tailor
Take
Control
Of the Sale
Constructive Tension
For Resonance
Exposure for Valassis

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

2016
Integrated Media
4x
Revenue growth
than print alone
MORE
SM
Shared eMail & display
Clipper Magazine
Loyalty of the client with TLS
VDP
Solo targeted eMail
FSI coupon page
Digital coupon + retail connection & mobile display for Shopper Marketing
SM Inserts
Complement with an overlay of display
Home Improvement
for the magazine
Big Extra
Multi-national / North America-based client
Add Canada to the FSI US-based FSI master agreement
BevMo!
Aligned to a vertical structure, added a GDM Marketing manager, Healthcare Marketing Manager and plan to add Auto.

Added a Marketing operations team to focus on enablement, metrics, local marketing and the VSC.
FACTS:

Training Support
SGI Commissioned Stretch:
$1.29m
Actual:
$6.36m
5x
revenue goal &
5x
margin goal
2016 Revenue
Three Keys
15.4M
Full transcript