August 2002

Geewiz News August/September – Another Success

Greetings 

As a friend of Geewiz, you are invited to come to a special event, the launching of the first New Zealand book on "New Zealand Sales Management" on how to run your sales team, written by Richard Gee, published by CCH.

Come along and celebrate success with me, and take a look at my book, and perhaps if you like it you can even buy an autographed copy on the evening.

The book will be launched at functions in Auckland, Wellington, Tauranga and Christchurch, where many of you are based. The dates, times and venues, and how to register to attend are detailed :

When you register to attend the book launch, you will receive by return email a voucher entitling you to $10 off the retail price of the book ($69.95). –for purchase at the launch

And a special double value deal, the new book "NZ Sales Management" plus the double CD "Opportunities" (normal value $50) - offer to purchase both the book and the CD set for only $80, saving you $40. For purchase at the launch.

You have to register to get the voucher, to get the added value.

"NZ Sales Management – a practical approach" contents include everything you need to be a great sales manager, from selection of sales people, training them, motivating them, leading them, setting budgets, to matching the most effective major account rep with your major current customers, plus a whole lot more in over 400 pages of practical tips that work in the New Zealand business environment. See www.geewiz.co.nz for more details or to order on line on my safe secure credit card [Visa/MasterCard /Bartercard/BBX] on line.

The actual chapter headings are:

Each chapter has a key objective that you should be able to learn about, and at the end of each chapter is a checklist of things that you can review in your own organisation to see how well your sales team is performing.

In addition, you have the opportunity to be interactive with the author (me) by emailing me at any time with any sales management queries, strategies, or ideas that you would like to get some feedback on.

"NZ Sales Management – a practical approach" is just that, a practical, easy to read guide that will enhance your ability to lead your team.

Come along and celebrate the launching of this book, bring your sales team, bring your managers, bring your friends, and enjoy some New Zealand success.

The agenda for the launch functions will be as follows:

5.30 Welcome drink and nibbles, and chance to preview the book

I personally look forward to welcoming you, and sharing success, remember the book launch is free, but you have to register either on the website or direct with my special partner friends in the various cities so that we can organise the catering.

A special thanks to CCH for their support and belief in this publication, and if you’d like to check out their website you can see not only this business book profile, but many other business books. Their website is www.cch.co.nz. You can buy online: sales@cch.co.nz.

Adding Value to Your Sales and Marketing Tips & Ideas!

When was the last time you considered how much added value you communicate to your customers in your marketing material, sales aids, or face-to-face with your sales team?

This added value can take the form of services that you provide are included in your methods of doing business, and it is very important that these extra services, like free delivery, like technical advice, like interactive feedback, like special credit terms, like buy one product, get another at a special price (or free), and much more, are communicated. Never assume that your customers know your point of difference. Never assume that your customers understand all of the services that you offer. Never assume that your customers remember your services or your people’s expertise.

Examine your website, examine your business card, examine your sales aids, examine your brochures, examine your packing slips, examine your invoices, examine your despatch labels, and check to see whether you are communicating your service differences to make it easier for the customer to understand why they should keep doing business with you.

And if you’re not, get started on communicating those actions now!

Sales Aids

A very simple way of adding value is to give your representatives something that they leave behind with each customer which details the promotions, the value-added activities, the bundling opportunities, or even special offers that apply for a limited timeframe.

This ensures that the customer receives these ideas, ensures that the representatives remember to talk about them, and also most importantly, leave something behind in the buyer’s hands should they want to make a positive decision.

A current trend is buy one get something else either free or at a lower price, rather than discounting, and this should be encouraged as this increases (a) the amount of merchandise the buyer has, and (b) the amount of items that they may consider for future purchasing, and also (c) buyer’s determined value by value-added bonuses rather than discounts given. Discounts are quickly forgotten, and invariably are not spoken about to others, whereas bonuses or added-value offers will quite often be passed on in terms of a referral or an introduction.

Timeframes

Always add a timeframe to your bonus offer or your special offer, as this encourages customers to make a decision.

Rewarding VIP customers

By only making special offers to your VIP clients or your special clients, for a time period ahead of a general offer to other customers, is also a good way of recognising the importance of those customers.

Communication of these special offers can be by email, by printed brochure, by special flyer, but make sure there is always a written communication format in addition to the verbal format. This helps with the understanding and ensures that the customer is made aware of the particular product offers.

A current trend to add value is to offer prompt payment incentives, as you will have seen by the power companies, and also a number of successful businesses offer (as part of their added value) that if you pay your account on time you receive either a discount or a rebate or some other free product added-value.

Easter eggs at Easter time is a good incentive for payment, Christmas cakes at Christmas time is a good incentive for payment, movie tickets and leisure activity tickets, are all good incentives for adding value to ensure you get your payment.

Searching on the Web

A really good site for finding out information about how various government departments and SOEs can assist your business is to check out the New Zealand Government website. From this main government website (www.govt.nz) you can find all sorts of interesting things, like the export guarantee scheme, like the subsidies that Industry New Zealand can make available, and also the tremendous technology grants that you can get from the Ministry of Science and Technology, plus many other areas that are useful for looking at how you can fund your business.

Applying for many of these grants is a bit of a specialised activity, and this is where you need to use somebody with a bit of expertise or a consultant who’s recognised by the particular grant departments for their expertise.

I can assist you with introductions to consultants that I know have had a good success rate in applying for various grants in technology and also Industry New Zealand.

New Clients

Welcome on board the following new clients, and you might want to check out their websites:

• Tairoa Lodge, Ohakune www.tairoalodge.co.nz

• The Camerons, Inventors of the Gofa Shovel (website yet to be formed)

• Ravensdown Fertiliser (implementing a total staff training session seminar series)

• Tranzit Coachlines www.tranzit.co.nz

• Compute, computer hardware suppliers www.compute.co.nz

Welcome to these new clients, and we hope you’ll enjoy receiving some great strategic ideas and development and training for your important people resource.

SMEI Awards
– Sales Manager of the Year and Salesperson of the Year

If you haven’t already entered your sales rep who is your top performer, or even recognised your own company sales management abilities, how about doing so? Check out www.smei.org.nz as a great place to register and enter the SMEI Awards.

The Sales Manager of the Year is sponsored by my website www.successful.co.nz.

It would be really great to have some friends of Geewiz successful businesses enter their successful staff, and even better if I was able to present the award to a friend of Geewiz! Get your entries in fast. If you need any help with your entry application, email me richard@geewiz.co.nz.

The Weather

The days are getting longer again, the sun is shining, and your sales reps, your product managers, your marketing managers, and your whole team will be starting to get into a positive frame of mind. Remember to praise a person a day, and keep that positive attitude building within your business.

Remember, attitude + action = ability.

Seminars – August and September

Here are the seminars that you may care to invest in your people’s training in, that will be occurring over the next couple of months.

I look forward to celebrating with you the launch of my sales management book, and to meeting up with you at the book launches, and to personally autographing those copies of the book that you would like to receive.

Take advantage, and turn those problems into opportunities!

Have a great day!

Richard Gee.