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Merchant sales training miller deals 03162011
1.
Merchant Sales Training
Group Buying Platform & Network
2.
3.
Negotiate offer &
sign merchant
4.
Fill out offer
OutlineThat’s it!
5.
6.
Merchants share in
the revenue – we pay them to advertise
7.
Associates the Miller
Deals brand with their quality business
8.
Miller Deals gives
them value in exposure the other guys can’t
9.
Promotion vs. discount
10.
Miller Deals consumers
are quality customers
11.
Educated with higher
incomes
12.
Vouchers … not
“coupons”
13.
Consumers are likely
to spend MORE than the voucher value, especially if treated well (They feel like they have “free” money, already)
14.
Proven customer acquisition
strategy
15.
Limited time promotion
encourages new people to try businesses now!
16.
Rewarding existing customers
is likely to encourage them to introduce their friends to the business
17.
18.
Priced in line
with a business’s typical or average sale
19.
Consumer must truly
see this as a “good offer”
20.
Limit restrictions
21.
Leave room for
up-sell upon redemption
22.
Keep the offer
simple
23.
24.
25.
26.
Women under 35
27.
College graduates
28.
Work full-time &
have comfortable incomes
29.
Average offer-a-day user
spends about 60% more than the offer’s value
30.
Source: BIA/Kelsey
ILM Conference 2010
31.
See full article
here:
32.
33.
34.
Ex: Everybody eats…
Almost everybody has a car
35.
36.
37.
38.
The price point
needs to be in line with what people would expect to spend for one or two people or the service offered
39.
40.
Offer price points
41.
$5 for $10
| $10 for $20 | $25 for $50 | $30 for $60
42.
9 out of
Top 10 offers by quantity sold in December were restaurants
43.
Half of Top
10 offers by revenue generated in December were restaurants/food offers
44.
45.
Promotion:
46.
Online
47.
48.
Business with brand
strength
49.
Priced appropriately &
MORE than 50% off
50.
Few restrictions, customers
allowed to purchase more than one
51.
52.
Promotion:
53.
On-air
54.
Online
55.
56.
Two locations
57.
Business with brand
strength
58.
Priced appropriately &
50% off
59.
60.
Facials
61.
General spa services
62.
Massages
63.
64.
Rounds of golf
(Stay away from lessons)
65.
Vacations
66.
Movies
67.
68.
Prices range widely
based on offer (Detail? Unlimited pass? Simple wash? SUVs & Trucks?)
69.
Oil Change -
$20 for $40
70.
71.
Promotion:
72.
Online
73.
74.
Business with brand
strength
75.
Priced appropriately &
MORE than 50% off
76.
Few restrictions, customers
allowed to purchase more than one
77.
Sexy creative
78.
79.
Ran a week
before Christmas
80.
Promotion:
81.
On-air
82.
Online
83.
84.
Business with brand
strength
85.
Priced appropriately &
50% off
86.
Few restrictions &
good for every day
87.
Redeemable at multiple
courses
88.
89.
Ran two days
AFTER Christmas
90.
Promotion:
91.
Online
92.
93.
Business with brand
strength
94.
Great, unbelievable price
& 50% off
95.
Reasonable restrictions
96.
Enticing creative
97.
Multiple vacation location
options
98.
99.
Promotion:
100.
Online
101.
102.
Business with brand
strength
103.
Priced appropriately &
50% off
104.
Few restrictions &
good for every day
105.
Two locations
106.
Good creativeNOTE:
This merchant renewed to run again
107.
Case study -
Automotive TIPPR CONFIDENTIAL 17
108.
109.
All three offers
ran simultaneously
110.
Special sent via
email to merchant’s list
111.
112.
Business with brand
strength
113.
Business with multiple
locations
114.
Priced appropriately &
different price tier offerings & MORE than 50% off
115.
116.
197 sold
117.
$13,002 gross revenue
118.
$36 for 3-month
Super Shine Unlimited Pass ($108 value)
119.
118 sold
120.
$4248 gross revenue
121.
$20 for 3-month
Unlimited Car Wash Pass ($60 value)
122.
112 sold
123.
124.
125.
Exception: Some
Yoga, Boot Camp classes
126.
Lessons (dance lessons,
golf lessons)
127.
Most retail
(children’s clothing, boutiques, etc)
128.
Flowers (creative, location,
brand or timing may be issue)
129.
Handyman or Babysitting
services
130.
Salon hair services
(women are very loyal to their hairdressers)
131.
Makeup / Eyelashes
132.
Multi-Level Marketing offers
133.
Over-priced, overly-restricted services
or offers
134.
135.
136.
Thank you! TIPPR
CONFIDENTIAL 23
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