Office 1 Superstore
Office 1 Superstore International is an international franchise store of office supplies and equipment. In 2006 the franchise entered Slovenia.
Business Challenge:
When entering the Slovenian market, the company O1S Ltd. had startup problems with B2B, which is a key factor of success for the franchise - the competition has been firmly rooted in the segment.
For the sales team the approach - jump to different customer-supplier relationship, which was envisioned by O1S, was completely new. Sales meetings were frequently reduced to comparing prices, which was not a sufficient reason for switching suppliers. Office 1 Superstore license offers substantive guidance for active sales, as a key to success. However the franchisee did not offer enough training and tools for implementing that approach.
Solution:
For the sales team the approach - jump to different customer-supplier relationship, which was envisioned by O1S, was completely new. Sales meetings were frequently reduced to comparing prices, which was not a sufficient reason for switching suppliers. Office 1 Superstore license offers substantive guidance for active sales, as a key to success. However the franchisee did not offer enough training and tools for implementing that approach.
Solution:
Based on Office 1 Superstore's Manual, which describes the main competitive advantage and approach to the market, we created a sales manual that contains the appropriate sales process (a sequence of sales activities) and has prepared instructions and tools for each activity. We have conducted training for sales people to use this process and tools.
We have implemented customized IT tool that enables operational management of sales process, monitoring tasks and arrangements. It also allows monitoring and control over activities of the entire sales team as well as reports and analysis for effective monitoring and forecasting sales results.