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3 Truths on B2B Sales in 2020

by Meghann Butcher, on Jul 15, 2020 7:57:10 PM

How are you feeling about the upcoming trade shows?

There’s a lot of change going on in our industry so if you feel a bit overwhelmed, you are not alone. You are facing the tasks of implementing Virtual Showrooms and guiding retailers on how to jump on the digital bandwagon. It’s these new tasks while all at the same time figuring out the best assortment your retailer may or may not be able to afford due to budget constraints.

Can we take a moment and reframe our minds to the possibilities at hand? It’s so easy to get stressed during this time, but you got this! 

To help ease the tensions, we want to let you in on three truths with the tips to help you crush it this season. These items aren’t just methodical, but practical advice we have seen our successful brands implement.

windows-hNiNxhUfCfQ-unsplashTruth 1 - Majority of your revenue will come from current customers. 

Tip - This is a great thing! This means you get to build upon an existing relationship which is supported by historic data. While you may not understand every digital detail, you will want to hone in your presentation and delivery. Do this by utilizing your data in your Customer Dashboard and reporting analytics to offer smart suggestions. Not only does this help you understand your retailers, but it serves them and creates strong brand loyalty.

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windows-12mi25fTAmM-unsplashTruth 2 - You can guide your retailer’s purchase decisions. 

Tip - With the right focus on analytics you can create an optimized margin plan for your retailers. Take a look at your retailer’s preseason bookings then compare the list to their in-season bookings via your Visual Top Products report. Based on your findings, be proactive by offering a pre planned strategy based on what they booked more of in-season.

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frank-busch-PzifgmBsxCc-unsplashTruth 3 - You can increase your retailer’s margins. 

Tip - More than ever your retailers need some extra cushion to bounce back and replenish funds. Best way to serve their needs? Offer an incentive program. You can offer custom solutions within RepSpark’s selling tools to motivate your retailers to increase their average order value. Referring back to the analytics above as well more great analytical options listed below, offer a smart strategy based on the numbers then seal the deal with a discount. 

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Do you want to make sure you are taking advantage of all RepSpark has to offer? Schedule a demo today.

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