How a Retail Wholesaler Lifted Orders 13% With Newsletter
Posted by Universal Ad at Sunday, December 23, 2007 12:55 AM and is filed under Retail,wholesale,E-Mail 
I figured this too-good-to-be-true story (how to increase your orders by 13% using only an e-mail newsletter!) would be just right coming the day before Christmas Eve.
So to everyone celebrating (and even those who aren't) - may all your wishes come true and your sales/revenues/(enter relevant metric here) rise by 13% or more without your having to do more than send out a newsletter.
Enjoy the holidays and don't worry, you can easily catch up with our posts after you're back from vacation!
Marketing Sherpa has an case study about a national wholesaler (supplying home decor, gift and collegiate products to independent retailers) that used e-mail newsletters to boost sales. The results - retailers who subscribe are ordering 36% more often than those who don't, plus their orders are 13% larger so that overall sales to the average retailer are 54% higher with those who receive email than those who don’t.
Currently, direct, face-to-face sales coming through their field salespeople make up 80% of their annual revenue. The thought behind their email marketing campaign was that it would "drive more retailers to their regional sales reps, who could then generate more sales". Their email newsletter program sent tips on better retail management practices, featured manufacturers’ products, and prominently displayed their regional sales representatives.
The case study goes on to outline 6 tips on how to create an email newsletter that encourages face-to-face sales to retailers:
Posted by Universal Ad
So to everyone celebrating (and even those who aren't) - may all your wishes come true and your sales/revenues/(enter relevant metric here) rise by 13% or more without your having to do more than send out a newsletter.
Enjoy the holidays and don't worry, you can easily catch up with our posts after you're back from vacation!
Marketing Sherpa has an case study about a national wholesaler (supplying home decor, gift and collegiate products to independent retailers) that used e-mail newsletters to boost sales. The results - retailers who subscribe are ordering 36% more often than those who don't, plus their orders are 13% larger so that overall sales to the average retailer are 54% higher with those who receive email than those who don’t.
Currently, direct, face-to-face sales coming through their field salespeople make up 80% of their annual revenue. The thought behind their email marketing campaign was that it would "drive more retailers to their regional sales reps, who could then generate more sales". Their email newsletter program sent tips on better retail management practices, featured manufacturers’ products, and prominently displayed their regional sales representatives.
The case study goes on to outline 6 tips on how to create an email newsletter that encourages face-to-face sales to retailers:
- Send targeted emails (by region, product type, etc.)
- Advertise vendors’/manufacturers’ products
- Send timely information
- Include useful, specific and concise information
- Create an attractive email
- Keep sales reps in the loop
- Compensate sales reps fairly
- Notify reps of new customers in their region
- Communicate regularly with sales reps
- Mention your rep as part of any communication with a retailer
- Add a sales representative locator to your Web site
- Provide online tools to the sales rep
Posted by Universal Ad
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