One of the world’s leading appliance manufacturers wanted to better influence the sale of its products while maintaining high levels of customer loyalty and recognition. MarketStar worked with the company to provide solid support through Brand Advocates who provide in-store product training for sales associates who interface with the client’s end customers. By combining the client’s existing Brand Advocate program with MarketStar’s Assisted Selling program, the client experienced significantly higher sales at targeted retail outlets.

Channel Profile

A prominent appliance manufacturer had long understood that sales associates are important elements within the retail sales process. These key contacts typically have a great deal of influence over customers’ perceptions of products and brands. In order to remain a leader in the durable goods industry, the appliance manufacturer realized the necessity of providing premium training and support for the sales associates who interact with potential customers.

Challenges

The company defined the key elements of its strategy to provide retail sales support and sought an outside source to help them:
• Increase representation at individual store locations
• Train retail sales associates on new and existing products
• Ensure proper installation and use of demo products
• Place and restock promotional materials
• Report competitor intelligence from the retail sales floor
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