Keeping Track - Sales

It seems like the buzzword in sales the last year or so has been "collaboration". At the highest levels of the industry, on both the retail and publishing sides of the fence, people are exploring ways in which they can better work together. In fact, the need for greater collaboration has radically restructured some of our very own initiatives here at ECPA (a la Pubtrack).

For this reason, I was excited to see that Scott Blume has lined up Tony Witter, President of Witter Marketing Group, to talk about "Mastering Your Customers' and Buyers' Buying Habits".

In his summary outline, Tony has emphasized a strong approach to working with and for the retailer. Some of his key points are as follows:

• Know their business/who their customer is/where their stores are
• Know their sales (what they do well with)
• Know their departments/codes
• Start with THEIR “A” titles, not YOUR “A” titles
• Know their buying seasons
• Know their work habits
• Tailor make your presentation to both the customer and the buyer

I think these are essential tips on collaboration. It will be exciting to see how Tony unpacks this in his session.