Reebok 2013 Annual Report Download - page 77

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adidas Group
/
2013 Annual Report
Group Management Report – Our Group
73
2013
/
02.4
/
Global Sales Strategy
/
Wholesale Strategy
Wholesale Strategy
The objective of the Wholesale channel is to deliver sustainable profitable
market share growth in collaboration with third-party retailers. We strive
to establish long-term partnerships with the most dynamic retailers,
which include sporting goods chains, department stores, buying groups,
lifestyle retail chains and e-tailers. To achieve this, we have established
the Global Wholesale S P O R T strategy
/
DIAGRAM 02.
01
/
Intersport
Eindhoven, Netherlands
Toolkit drives market management
In order to drive speed and consistency within our selling processes,
we have developed a set of methods and standards that are brought
together in a common global toolkit for our sales teams. These enable
us to permanently seek and use best practices around the world and
help us to continuously improve other methods within the markets. The
toolkit supports, for example
/
the complete selling processes to our customers and consumers,
/
the setting of consistent global trade terms,
/
the standardisation of branded POS solutions and
/
the establishment of customer service excellence.
This approach allows us to drive consistent messages and synergies,
while leaving flexibility in local markets to react and adapt to specific
local consumer and customer needs. By fostering this entrepreneurial
spirit, we can rely on highly engaged management teams ensuring local
traction and strong on-the-ground relationships.
02
/
Wholesale strategic pillars
Objectives
Outgrow the competition Drive speed, simplicity and
consistency
Create and use industry-
leading sales tools
Be the partner of choice Develop the best teams
Strategies
S
Selling by developing
excellent point-of-sale
solutions, best-in-class
sales systems and a
comprehensive sales process
P
Planning by providing
analysis, benchmarking and
facts to prepare and develop
winning plans
O
Operating on a level that
enables us to outperform all
competition by enhancing
sales performance
R
Relationships by building
long-term sustainable
strategic relationships with
our leading and influential
customers
T
Training by developing
and rolling out a training
programme, PEAK, which
trains, develops, rewards
and recognises the Global
Wholesale sales team