Office Friendly Conference Presentations 2013
•Descargar como PPT, PDF•
0 recomendaciones•462 vistas
Presentations from 2013 Office Friendly Conference. 15th - 16th November at Carden Park Hotel, Chester.
Recomendados
Recomendados
Más contenido relacionado
La actualidad más candente
La actualidad más candente (20)
Destacado
Similar a Office Friendly Conference Presentations 2013
Similar a Office Friendly Conference Presentations 2013 (20)
Último
Último (20)
Office Friendly Conference Presentations 2013
- 2. Industry Experts Panel Robert Baldrey Vasanta Group
- 3. The Future of the Independent Robert Baldrey Group CEO Vasanta
- 4. New Entrants Recession Shift to selling FS products Decline in Traditional Office products ACCELERATING CHANGE OEM brands or own label? Demographics Overcapacity and Consolidation More price transparenc y EOS in decline – move to MPS New Models Channel Shift
- 5. Technology and demographics driving changes in consumption •Traditional OP in long term decline •Has EOS peaked? Hard copy now in decline? •Younger generation print and keep less – read more on tablets, smart phones •The mobile office enabled by the internet – more people are working remotely, or in several locations
- 6. Technology driving changes in consumption What future for pens, pencils, paper, document wallets, suspension files, filing cabinets ?
- 7. Channel shift – the rise of B2B e-tail?
- 8. Channel shift – Big Box focuses on the SME market •Public and Corporate spending being cut •Spend focused on a smaller number of cheaper products – less opportunity to build sales and margin •Overcapacity from the Big Box and pressure to deliver results •Increasing focus on the SME customer – better margins, less competition
- 9. Dealers – the Squeezed Middle 9
- 10. Conclusion? • Traditional Office Products and now also potentially EOS in decline • SME customers under attack from eTailers and Big Box
- 11. Conclusion?
- 13. Industry Experts Panel Martin Shaw D3 Office
- 26. Industry Experts Panel Simon Drakeford Euroffice
- 27. Future of the Independent Channel OFDA 16th November 2013 Simon Drakeford
- 29. What’s the Future = Darwinism • • • • Change and Adapt M&A Efficiencies Partnerships and Co-operations that add real value. • Technology • Customer Focus
- 30. THANKS & HAPPY CAROL SINGING…
- 31. How social media will work best for your business Steve Phillip Linked2Success
- 33. Achieve measurable results Find new clients & build relationships Raise brand awareness, let more people know you exist Keep in touch with suppliers – build on relationships Solve client problems, share case studies Client relationship management Find the best talent to join your business
- 34. Accountancy firm generates additional £250k in fees Financial services firm – 20 meetings in 12 weeks National legal lobbying body “Social media will be the last thing we cut” Funding firm generates quality meetings in 15 mins a day Energy firm wins contract – value 33% of annual target Teenager lands contract worth £15k + Export firm saves £60k
- 35. We need to change our thinking What appears to be the problem?
- 40. Fundamental principles of networking
- 42. Your actions and behaviours speak volumes
- 46. Social media marketing increases your visibility & reach Solve problems
- 48. Creating New Business Leads Outer Network Immediate Network Invite connections, followers, likes Share relevant & useful content Your Sales Process
- 52. Create more business relationships & do more business Enhance your personal & business brand reputation Show your audience how you can solve their business problems Network with millions of other busy professionals locally or globally
- 53. Resource your social media marketing? Train internally or will you need to factor out? Measure your ROI?
- 55. Business Discussion Sessions Why Hashtags & Retweet Steve Phillip, Linked2Success
- 58. Understand how to use hashtags Know what to retweet & why Win big Linked2Success prizes
- 59. The update was…
- 60. Twitter is a social ‘messaging ‘ tool 60% of tweets are sent from mobile devices This means in theory you can engage in conversation with anyone else on Twitter – globally These tweets are all publicly visible by default On average 400 million+ tweets are sent per day from 200 million users It enables you to send & receive short messages of 140 characters called ‘tweets’
- 61. Make your hashtag obvious Mark keywords of topics on Twitter Single word or phrase – no spaces # at the beginning of the word/phrase Consolidate – don’t keep changing Tag most important word 2 maximum!!
- 62. 30 Seconds
- 63. To start a conversation To reach other relevant users & not just your followers Promote events, conferences – create a buzz
- 65. 1. To raise your profile with a client or key contact 2. To share content that resonates with your followers
- 67. 1819
- 69. Created March 2006/ Launched July 2006
- 70. 1. Tweet useful content at least 3 times a day 2. Build your followers 4. Listen out for mentions of your business & respond
- 72. Business Discussion Sessions The Dirty M Chris Nichols, Office Friendly
- 73. The Dirty M
- 74. The next 20 minutes
- 76. Lets talk about stats 1. 48% of sales people never follow up with a prospect (whats the stats in your business) 2. 25% of sales people make a second contact and stop 3. 12% of sales people only make 3 contacts and stop, and only 10% of businesses make more than three contacts with a prospect or client 4. How do you compare with those stats? Is this true for you? 5. What does the above stats mean for businesses like yours 6. 2% of sales are made on the first contact 7. 3% of sales are made on the second contact 8. 5% of sales are made on the third contact 9. 10% of sales are made on the fourth contact 10. 80% of sales are made on the 5th to 12th contact 11.Over 68% of people move business because of a companys indifference to them. How do we stop this, relentless following up. By having a plan
- 78. Key reasons why your campaign has not delivered • • • • • • • • • • No Plan Not targeted Not right offer Time Resource Money Knowledge Skill Waste of time Not committed
- 79. Your Managed Marketing Service • • • • • • • • • • Budget Audit Segmentation Marketing plan Conversion Penetration Retention Implementation Measurement Results
- 80. Summarise • • • • Marketing is the key to your success A plan is critical to make it work effectively Use the tools that ofda can provide FOC Interested in MMS 7 spaces available
- 82. Business Discussion Sessions The Importance of the Internet Steve Bilton, Evolution Software
- 83. Welcome OFDA Members Webstore 101
- 84. The State of e-Commerce •Online sales are growing and recession proof. •The consumerisation of business technology marches on. •Mobility goes mainstream, however there are distinctions between B2C and B2B. •Social and its impact on traffic and conversion.
- 85. Some B2B Stats... • B2B buyers prefer suppliers that have both digital and traditional commerce options. • 81% of buyers would choose a supplier who has • • a digital offering over one who only offers traditional trading methods. 89% of buyers believe that the buying experience should be as easy and intuitive as it is for the consumer shopper. 88% of buyers with a smartphone research a purchase on the suppliers website using that device. Source: Hybris Study - State of B2B ecommerce 2012 224 B2B procurement specialists surveyed
- 86. What’s your STRATEGY? •Know your customers & their diverse needs •Profile, Plan, Attack •Incentivise to order on-line •Inform of new products & services •Raise awareness of key categories •Promote seasonal offerings •Win a bigger share of wallet •Reward loyalty and they’ll love you for it
- 87. Actions •Allocate MORE time to your webstore •Review regularly as a USER •Improve CONTENT, improve SALES •Don’t just take orders...SELL •E-shot prospects AND customers •Promote most PROFITABLE lines •Request BANNERS from SUPPLIERS •Build a STRATEGY •…...be DIFFERENT….be BETTER!!
- 88. Making the Web Work Eli Z. Lassman Google
- 89. What can make the web work for you? Presented by: Eli Z. Lassman, Google
- 90. Don't you want to buy this car?
- 91. Why it takes work
- 92. What will make the web work for you? 1. Your website. 2. Where are your customers? 3. How do you make sure they find you (and how do you understand what they do when they do)?
- 93. 1. How does your website work for your business?
- 94. 1.1 Online checkout in real life
- 95. 1.2 What does your website need to do? o Generate sales? o Generate new leads? o Build brand awareness and perception?
- 96. 1.3 Google Ads pages
- 97. 1.4 Choose your own adventure: for what should we search?
- 98. 2. Where are your customers online?
- 99. 2.1 Quiz break! • What is the number 1 use of mobile in the UK? • What is the second largest search engine in the world? 1 Unpacking the Mobile World, Google, 2013 2 UK Digital Future in Focus 2013, comScore
- 100. 3. How do you reach them?
- 101. 3.1 Where are advertisers spending the most? £2.25 billion £2.16 billion 2011 UK Adspend Source: PwC / Internet Advertising Bureau / The Advertising Association / WARC
- 102. 3.2 Let goals drive online spending priorities Product launch Brand awareness Search ads Display ads YouTube Social media Audience engagement Online traffic and transactions
- 103. 3.3 Paid and earned? Choose your own adventure
- 104. 3.4 What are your customers doing on your website?
- 105. What will make the web work for you 1. Make sure your website is your storefront. 2. Be where your customers are. 3. Know what you're trying to do.
- 107. Challenge #1: There will always be someone cheaper than you! • It’s not always about the lowest price • Together our offer is better than our competitors • What can you do to really know your customers and make it personal • How do you stand out from the crowd?
- 108. Challenge #2: Business Supplies • Open your mind to what you can sell • What does the customer buy from someone else? • What services do they use that you could supply? Think Business Supplies and Services, not Office Products
- 109. Business Supplies and Services FS is a £5bn market opportunity!
- 110. Challenge #3 Q: How do we remain price competitive in an ever more challenging market? Q: How are we going to live with reduced margins across the chain? Q: How can we make more money together? A: Eliminate duplication of cost and effort wherever possible
- 111. Cost and Effort Duplication • Purchasing • Stockholding • Delivery • Customer service • Invoicing and Credit Control
- 112. New models: everyone’s at it! Superstat Cadabra Integra XPD
- 113. The Future? Vendor • Product innovation – finding products that meet the new office workers • Brand – creation of attractive brands Wholesaler • 25,000 products available for next day delivery • Pick, pack and deliver to the end user • Catalogue and marketing • Customer service • Invoicing and cash collection Dealer Manage the customer relationship Selling needs of the Everyone focuses on their core competency
- 114. • A long and special relationship • We know each other well • How do we become even closer and successful together?
- 115. Conclusion We will thrive in our partnership if: • We open our minds to Business Supplies and Services • We all focus on our core competencies • We together focus on eliminating cost and effort from the supply chain
Notas del editor
- how many of you have a marketing system / plan? how many have a budget? did you use our excel tool or any sort of planning tool? What testing and measuring did you do? how many of your marketing promotions/ideas are followed up? The last question focuses on following up what do we mean by following up and what do the statistics tell us
- Again – back in your groups next 5 minutes discuss your best or worst marketing idea over the last twelve months and consider. This is about sharing, we share we learn... What it was (good or bad) How was it executed Why was it successful / why was it not successful Best email campaign ever what was it, how many times do you email per week? Successful campaigns have you repeatedly, marketing in its very essence is boring, as once you have found out what works it is a case of repeating that process until you have exhausted it.
- Fully integrated marketing system and plan which is designed, implemented and managed by the central team to help you deliver your marketing objectives
- How i here you ask
- The recession to the largest extent was offline - retail, housing - online continued to grow… Recession Proof April 2012 Sales Growth - 0.4% retail - 18.1% online. May 2012 Sales Growth - 3.3% retail - 21.6% online. June 2012 Sales Growth - 1.9% retail - 14.3% online. July 2012 Sales Growth - 3.1% retail - 14.2% online. As the economy shrinks savvy shoppers and corporate buyers headed to the internet to find the best deals and make their limited resources go further. Consumerisation BYOD Consumer experience Ipad’s and iphones in the enterprise - different from a few years ago when everyone had blackberrys Social Value is sentiment / very little impact on conversion / use cases for Social…. Brand building Customer engagement Customer support What are the do’s and dont’s
- Benjamin Disraeli Quote 19th Century Politician - “There are 3 types of lies - lies, damn lies and statistics” Bricks, clicks and flick - multi channel is the way forward Procurement requirements - punch out - local authority and big business - webstore is table stakes, need one like you need office, telephone, etc…. Again, back to the consumerisation of tech point - OPIPS list and link no longer acceptable - these guys are just consumers. distinction between B2C and B2B behaviour on mobile - consumers are buying stuff, business is researching and consuming content.
- •Welcome •Me / Ph background •Session is about •Your interaction - Ask questions – feedback
- Your website is your digital destination... it's the online equivalent of your storefront or office building. Far too often people put Google first and not their customers when it comes to digital in the offline world business focus on customers (major retialers customers first) in digital you must do exactly the same •Your website is your digital destination •Where does your website fit into your overall marketing strategy? •most online / offline channels lead to your website and it pages •Central hub of you strategy •Lots of marketing effort to bring user to you (attract, capture and convert) •How hard do you work to engage and convert? •You train sales people, how hard do you ‘train’ you your website to work harder for you? •Why do you need to optimise? •Not just for search – who are more important USERS/CUSTOMERS •Improving your organic search results (SEO) •Improving conversion •We should be optimising for our customers, their experience •Nothing new really, in the real world this is common practice •Take these principles to you digital activity •If you owned a car dealers and I brought 1000 people to you ‘pitch’ and 800 walked away – would you be happy!?
- Your website is your digital destination... it's the online equivalent of your storefront or office building. Far too often people put Google first and not their customers when it comes to digital in the offline world business focus on customers (major retialers customers first) in digital you must do exactly the same •Your website is your digital destination •Where does your website fit into your overall marketing strategy? •most online / offline channels lead to your website and it pages •Central hub of you strategy •Lots of marketing effort to bring user to you (attract, capture and convert) •How hard do you work to engage and convert? •You train sales people, how hard do you ‘train’ you your website to work harder for you? •Why do you need to optimise? •Not just for search – who are more important USERS/CUSTOMERS •Improving your organic search results (SEO) •Improving conversion •We should be optimising for our customers, their experience •Nothing new really, in the real world this is common practice •Take these principles to you digital activity •If you owned a car dealers and I brought 1000 people to you ‘pitch’ and 800 walked away – would you be happy!?
- 1. Choose relevant, useful topics. HOW TO , DEMOS, INTERVIEWS, TESTIMONIALS 2. Go for the best quality you can manage. CONTENT MORE IMPORTANT 3. Keep it short and sweet. 40 SECS DOWN FROM ONE MINUTE 4. Promote and optimise your video. TRANSCRIBE, MEASURE 5. Make it easy for others to share. YOUTUBE, SOCIAL ACTIVITY - ASK FOR OPINIONS.
- In my opinion there's not really a choice whether to embrace mobile, social and video, its a must. Three big trends driving transformation of digital marketing are mobile, social media and online video. Whether you start with only one or use them all together, it's going to be increasingly important to account for these tools in your overall marketing strategy. These are disrupting marketplaces and providing new opportunities. need to keep or risk falling behind.
- •Generate sales •not just first time visitors, but repeat customers, helping you build life time value and loyalty •Generate new leads •Sales opportunities for your sales teams •Build brand awareness and perception •Does you online shop match you offline •We often see that the perception online doesn't match clients brands online •Customer service •world class experience on multiple devices – not just desktop (tesco main chain stores v tesco express •Help answer and inform you users helping the move further down the buying cycle
- •Keep thing familiar – user have an expectation on where information should be •Logo top left •Contact number and info top right – don’t make it hard for a user to pick up the phone and speak to you if needed! •Often we see social share icons top right as well •Link to blog, login link etc
- •Think about how people scan a page - the ‘scanability’ factor •Just think about how you do it •The ‘F’ factor: •This can influence how you place ‘key’ conversion element/components on a landing page •Think about what the user can see above the ‘fold’ •Remember this can be different on different devices! •How do you plan for this / take it into consideration •
- In my opinion there's not really a choice whether to embrace mobile, social and video, its a must. Three big trends driving transformation of digital marketing are mobile, social media and online video. Whether you start with only one or use them all together, it's going to be increasingly important to account for these tools in your overall marketing strategy. These are disrupting marketplaces and providing new opportunities. need to keep or risk falling behind.
- Modern consumers are more engaged and in control than ever. They’re active explorers who want immediate, relevant information without delay. They're spending loads of time on their mobile...and not just for phone calls. social media is the #1 use of mobile in the UK. Half of smartphone users access search via their mobile every day. And video is huge on all devices...66% of smartphone users watch video on their mobile... and YouTube the second largest search engine behind Google! these 3 areas combined can make a huge difference to your business if you're currently under performing in any of them.
- In my opinion there's not really a choice whether to embrace mobile, social and video, its a must. Three big trends driving transformation of digital marketing are mobile, social media and online video. Whether you start with only one or use them all together, it's going to be increasingly important to account for these tools in your overall marketing strategy. These are disrupting marketplaces and providing new opportunities. need to keep or risk falling behind.
- Online advertising, including paid search, display and classified, is now the largest advertising channel in the UK. Advertisers spent more than 2.2 billion pounds on Internet advertising in 2011, accounting for nearly a third of the total advertising market. So what does this mean for you and your business?
- Now, let's say that you've now decided to incorporate online marketing into your mix: a typical percentage allocation could range between 15% and 25% (like the example of Sold Out Advertising that we talked about a few minutes ago). But that's only part of what you need to think about. You also must consider your goals, and how best to distribute that 15 to 25 percent among search, display, social and video.
- Google Analytics provides a valuable roadmap that shows how customers are finding and interacting with your business website. For example, here we can see where traffic to a particular site is originating...whether from search or an online display ad or social media.
- Google Analytics provides a valuable roadmap that shows how customers are finding and interacting with your business website. For example, here we can see where traffic to a particular site is originating...whether from search or an online display ad or social media.
- 1. Choose relevant, useful topics. HOW TO , DEMOS, INTERVIEWS, TESTIMONIALS 2. Go for the best quality you can manage. CONTENT MORE IMPORTANT 3. Keep it short and sweet. 40 SECS DOWN FROM ONE MINUTE 4. Promote and optimise your video. TRANSCRIBE, MEASURE 5. Make it easy for others to share. YOUTUBE, SOCIAL ACTIVITY - ASK FOR OPINIONS.