www.rexeleurope.com

5 steps to successHow to boost business via Auto Feed sales

Introduction

We are publishing a series of resources to help you as a dealer better understand and capitalise on the opportunity that Auto Feed shredders represent. This particular presentation introduces 5 steps you can take to help grow your shredder business.

Outline

1. Prepare your marketing assets

Before you sell Auto Feed shredders, it helps to have a range of marketing assets at your fingertips.

2. Choose a sales strategy

Adopting specific strategies may help you sell more Auto Feed shredders.

3. Identify customer needs (and direct them to the right product)

Target your pitch to your individual customer in order to reveal the customer’s specific needs.

4. Identify and sell the benefits of Auto Feed

Pitch the relevant benefits of Auto Feed that will help your clients.

5. Close the sale

A few tips specific to selling Auto Feed shredders.

Step 1: Prepare your marketing assets

Before embarking on an Auto Feed sale, it helps to make sure you have a range of marketing assets to support both your pre-sales effort and the sale itself.

Step 1: Prepare your marketing assets

Auto Feed resources on our partner site accobrandspartner.com include:

• Videos for Rexel Auto Feed models

• Brochures/Flyers

• Wholesaler promotions

• Product manuals/Technical manuals

• Digital assets

• Plus much more!

Step 2: Choose a sales strategy

As you plan an Auto Feed sales effort, the next thing to consider is your strategy.

Step 2: Choose a sales strategy

We suggest 5 strategies you could adopt in our White Paper.

Vertical markets?

Specific job functions? Sectors?

Auto Feed upgrades?

Shredding service users?

...your key message, based on your strategy will be focused on the benefits of Auto Feed shredders which best service your customer’s needs.

Step 2: Choose a sales strategy

Step 3: Identify customer needs (and direct them to the right product)

As you embark on the sale itself it is vital to understand as much as possible about your customer. The goal, of course, is to work out the customer needs.

Figure 1: What are the key questions to ask a prospect?

A. What is the size of organisation?

B. What is the size of the office?

C. What are their security needs?

D. Are they an existing shredder buyer?

Identify appropriate Auto Feed shredder

A more detailed figure is available in our White Paper.

You and your customers can use our Shredder Selector tool available at: rexeleurope.com/shredderselector

Step 3: Identify customer needs (and direct them to the right product)

...The Rexel Auto Feed range includes models aimed at both high and low numbers of user – so you can identify models that specifically target the needs of your client... (See White Paper for full comparison of Rexel Auto Feed models)

Step 4: Identify and sell the benefits of Auto Feed

When you’re making an Auto Feed sale, you will need to have the benefits of Auto Feed at your fingertips – so you can target the customer’s specific ‘pain points’ and address them.

Figure 2: Auto Feed benefits: a summary of customer ‘pain points’

What security can they offer?

What arethe on-going savings?

Will it betime saving?

What about shreddingin bulk?

Auto Feed’s benefits can be expressed in three categories:

1. Productivity

2. Security

3. Lifetime Value

You can find a summary of these, with key statistics to cite, in our free White Paper.

Step 4: Identify and sell the benefits of Auto Feed

Step 5: Close the sale

While every sales process will be different, a few principles could be useful when it comes to closing an Auto Feed shredder sale.

Step 5: Close the sale

• Review how Auto Feed’s features support the benefits you’ve identified.

• Have a response ready for common customer objections – we’ve prepared a few examples in our White Paper.

• Remind the customer of Rexel promotions – see the following slide for details of our current promotion.

1 Promotion runs from September to December 2016. Offer only available in the UK, ROI, France, Italy, Spain, Germany, Austria and Benelux.

Step 5: Close the sale

Work with your ACCO Account Manager or Channel Marketing Team to maximise the opportunities presented by ACCO promotions. We’re currently running a cashback promotion on selected Auto Feed shredders.1

500X300X200X100X l 100M

Cashback Offer

100X 100M 200X 300X 500X

£10 €15 £20 €25 £30 €40 £50 €65 £65 €85

To claim the cashback, customers visit a dedicated site, cashback.officerewards.eu – and receive money in their account within five working days.

Building strong relationships with customers is vital for channel sales - to help you do this, find more tips and strategies for success in our white paper.

Conclusion

Find out more, download our White Paper: accobrandspartner.com/auto-feed-whitepapers

ACCO Brands EuropeOxford House, Oxford RdAylesbury, Bucks. HP21 8SZ, England

www.accobrands.comRexel Europe Rexel Europe @rexeleurope

www.rexeleurope.com

Acco Brands

If you’d like to work with us

Please visit www.accobrandspartner.com to register as an ACCO Brands Partner – and download a range of resources to make your Auto Feed sales a success.

Get in touch...