Wilmington Districtby: Jimmy O’Sullivan & Brian Peek

Red Carpet Project

1. G3 Approach

2. Target Audience

3. Pre-Event

4. Red Carpet Event

5. Results

G3 Approach

1. Get ‘Em In– 15-20 decision makers

2. Get ‘Em Going– Premium product in hands

3. Get ‘Em Up– Upgrade Sell sheets– Test Drive coupons

• E.D.G.E

• Where?– Wilmington-Main (2392)– S College (2538)– Ogden (2408)– Leland (2571)

• When?– Event date: 7/21/16

• Time: 10:00am – 2:00pm– Calls made: 7/6/16 – 7/20/16

Location

Prospective Accounts

• Who?– Low-sales accounts*– Potential accounts for upgraded paint

• How?– Customer Weekly Sales Frequency report– Sales by Product Family report– Account Snapshot report– G3 Int/Ext Account report

Customer Call Sheet

• Worked with sales reps to:

• Identify customers

• Write a call script

• What we were looking to accomplish with the 3 phases of calls

1. Identify

2. Narrow and Invite

3. Final Confirmation

Get ‘Em In

• Paint & Supplies– 5 Interior Paints– 4 Exterior Paints– 3 Primers– Rollers & covers– Paint brushes & trays– Drywall

• Draw– Food– Good bags– 3M: Sharon– Mi-T-M: John

Get ‘Em Going

Get ‘Em Going

Get ‘Em Going

Get ‘Em Going

Get ‘Em Up• Call-backs

– Opinions of the event– Lead generation– Offered Test Drives

• Positive Feedback– Jeffery Bozik

• Harmony upgrade• Test Drive purchase

– Gerald Alston• Test drive for Duration

Customer 360

– 1) Elliot’s Painting• Low-sales account• Buying from

Benjamin-Moore• High in repeat

business

– 2) Knight’s Painting• Large purchases of

PM 200• 90% business is S-W• New account

Summary1. Got Em In

– 23 accounts

2. Got Em Going– Sparked interest in product– Alex (Precision Coat Paint)– Gerald Alston

3. Got Em Up– Jeffrey Bozik– Elliot’s Painting– Knight’s Painting

Questions?