Strategic Sale Pre Approach

 

 Pre Approach                                                                                                                                                       

Bringing GoPro to the SDSU Bookstore 

 

SDSU is seeking to expand their Aztecnology division : revenue of this division

      -Currently offers Apple products: iPhone, iPad, and iPad, & IMac Dell, HP, Sony, Adobe, Samsung, Microsoft, & Lenovo

 

Have to find out study abroad numbers (incoming and outgoing)

 

Find different action sports in San Diego + ranking of SD in extreme sports:

“Surfing and its extended family of wave-powered water sports, sailing, sea-kayaking, jet-skiing, water- skiing and wakeboarding are all ultra-popular in San Diego. GoPro not only used for water sports, San 

Diego area is close to many ski resorts, mountain and desert ranges where many engage in mountain 

biking, motor sports and racing. GoPro can also be used as just a camera for everyday use with its 

custom options for width and HD quality. GoPro will thrive in this dense market opportunity.” 

 

ICBA (Independent college bookstore association) 

   - 1B annual revenue across 50 campuses

 

Todd Summer - Director of Aztec Shops

   - Quirky guy, dresses uniquely, 

   - Main shop on campus grosses ~$20 Million annually

 

 Attention                                                                                                                                                             

“You look like someone who has had some adventures in your life! Whats the craziest thing you’ve done?” (the buyer is Todd Summer: quirky guy)

 

“I’m sure you would have loved to record your experiences: that’s what the GoPro offers you !

 

This video sponsored by GoPro shows you all the benefits of such product: http://www.youtube.com/watch?v=A3PDXmYoF5U

 

 Involvement                                                                                                                                                         

Ask Questions (Open Ended)

• We have heard that your campus bookstore is a leader in innovation within the spotlight of the ICBA..

• Is it true that you are working on expanding your Aztechnology department? In what ways have you made efforts to accomplish this?

• How are you planning to differentiate yourself from service and product  centers like the Apple Store?

 

Engage

• Throw Todd the Go Pro.. “That there, is the future. Welcome to GoPro Todd”

• Aside from our upcoming IPO that will undoubtedly increase product design and innovation, let me show you why GoPro will help make your Aztechnology department the absolute leader in campus bookstore technology.

• Put the GoPro is a glass of water while streaming it live through GoPro 2.0 app.

 

Understanding and Agreement

• Features: small light and still camera, high performance and versatility, exist in three colors ( Black, white, silver)

• Advantages: easy to use, anyone can take photos and videos of every life’s experiences: video mode that captures the world’s most immersive wide angle perspective while AutoLow Light mode intelligently adjust frame rate and light performance. Phone application that allow you to see what you are filming and share it directly, remote to control it from a distance.

• Benefits: several mount accessories, free 32GB micro SD card, +30% battery life compared to the previous camera and 4 time faster Wifi. Free shipping on all us orders.

 

Resistance: Aymeric → Objections are unanswered questions

 

Professor tips and feedback on selling us GoPro: 

• Throws the camera and drops it as an attention getter.

• Lets make money..

• Were gonna take what those people at Fry’s do best at selling the hottest newest products, but turn it into making money for the school.

• Ideas about product demonstration during lunch.

• Questions he asked: What are the biggest challenges you have here? You think that’s achievable to convince students to buy high price products? What have you done until now?

• Introduces the “3 different products” and the mounts.

• This best quality one is this price and for these reasons.

• Cost, lets show the people by comparison that we are offering at the same price as competitors or by proposing price matching.

• Fair Market Value price

• Planning an event to launch the product

• Guaranteed Buy-Back after event 1,2,3 with supplied campus ambassadors.

 

 

 Questions You Must Expect:                                                                                                                              

The price is too high

Eventual discount depending on the number of devices purchased, it’s definitely worth the money, people who don’t like the price don’t regret their purchase, high technology product.

 

What happens if I don’t sell your products?

As we are willing to offer you the best customer service and get a long business relationship with you, we are engaged in getting back all the products that haven’t been sold on our own with no extra fees, but from what we know so far, it surely won’t happen anyway.

 

Why would I buy your product and not a cheaper version I found online?

GoPro doesn’t only come up with the product, we also include the service in the price that is to say training your employees to show any demos or exhibit and also provide the return of any defective product with a year warranty or in case the product isn’t selling well.

Besides, we provide the best quality as we are the most purchased camera worldwide but also the most awesome features, no one can beat us.

 

 

How may I make my students willing to be aware of the product?

If you are okay with that, we can plan to have some demonstrations & exhibits on campus with something exciting, can involves icones in different sports, giant cameras to show how the quality of the footage, experts in the product to answer any questions etc to make sure that the whole students on campus (30 000) will hear of that.

 

 Action                                                                                                                                                                   

Direct approach :

I think that you understood how the Bookstore could benefit from selling the GoPro, so I propose you to:

Start with 15 units (5 of each camera: Black, Silver and Surf edition) and every time you’ll sell 3 articles, we’ll ship you 15 articles in 24hours to be sure that you’ll never run out of units and that you don’t take any risks

What do you think about this?

 

Display Confidence:

Selling Points:

• 1440p48/ 1080p60/ 720p120 fps

• 12 MP/ 30 fps Burst

• Wi-Fi Buit In

• Wi-Fi Remote Option

• Pro Tune Mode- Cinema quality video for professional productions

• GoPro App compatible

• IPO announced Feb 7

  • More investment funds to come in soon=more innovative products, therefore great opportunity for aztec shops to begin a relationship with GoPro

• Huge study abroad culture both incoming and outgoing

  • People buy a gopro right before beginning an extreme sport or unforgettable adventure

• San Diego has wide range of sports

  • watersports, mountain sports, winter sports all nearby

• People are drawn to GoPro display, if place strategically in Aztecnology section it can lead to consumers wandering into tech displays giving Aztecnologists more opportunities to engage them

• Gopro just launched its own editorial software to realise movies based on your own footages

 

Terms of Contract: Start off with 5 of each camera

• Hero 3+ Black Edition

• Hero 3+ Silver Edition

• Hero 3+ Surf Edition

 

Accessories: Start you off with a stock of 10 of each of our best selling accessories.

• Tripod Mount

• Headstrap

• Suction Cup

• Floaty Backdoor

• Surfboard mount

 

Terms                                                                                                                       

1 year contract:

• GoPro rep to maintain display and manage account.