OneCoast Training Podcast

The most effective strategy for introducing A Little & Co to new retail accounts is to shift away from individual SKU selection toward pre-built, curated packs centered on Point of Sale (POS) displays. These packs are designed based on nearly a decade of sales data, ensuring high sell-through by featuring top-performing sentiments across categories such as faith, family, and birthdays. Retailer success is maximized when Territory Managers (TMs) align the product assortment with the customer’s available floor space and ordering thresholds. By starting with entry-level displays (24-piece) and progressing to larger floor units (120-piece), TMs can secure long-term real estate within stores, leading to consistent, twice-monthly reorders and a reliable income stream.

Finding new accounts is one of the best ways to grow your territory, but prospecting can be difficult. While there are more resources than ever to help find new accounts, there is still a lot of skill and strategy that goes into turning a prospect into a customer. This podcast will provide information on how to build prospecting into your daily routine and grow your business. 

In this episode, OneCoast Director of Education, Patrick Keiser, sits down with Randy Egan to discuss sales strategies and competitive advantages of the Uyuni brand within the LED candle market. The brand distinguishes itself through its patented realistic flames, expansive color options, and superior battery life compared to higher-priced rivals. Sales representatives are encouraged to lead with tapers and lifestyle products to gain floor space before expanding into the core pillar candle category. To maximize profitability, the brand avoids third-party online marketplaces, allowing retailers to maintain higher margins. Effective sales techniques involve utilizing physical samples to demonstrate quality and upselling proprietary batteries to ensure the best customer experience. Ultimately, consistent monthly follow-ups are recommended to sustain a "vending machine" model of reliable, recurring reorders.

Patrick Keiser introduces the OneCoast sales tool and explains how to craft effective prompts for the AI. Users are encouraged to include three essential elements—specific store details, relevant context, and clear goals—to achieve the most accurate and useful results. While the software acts as a rapid information generator, Keiser emphasizes that it cannot replace a sales representative’s professional judgment and localized expertise. The guide provides several practical examples for identifying new prospects and building seasonal product collections across different territories. Ultimately, the system is designed to function as a highly efficient digital coworker that streamlines research while requiring human oversight to verify its suggestions.

Prompts Document: https://drive.google.com/file/d/1SZCG2_lfIuzKA6kYtEFFjDRV4hUyg7D5/view?usp=sharing

Betsy Harrington of Woodstock Chimes talks strategy following a successful January market season and gives some pointers to Territory Managers who are new to the Woodstock Chimes line. 

OneCoast has implemented specialized Sales GPTs designed to act as expert digital partners for representatives by housing extensive brand data and catalogs. These tools streamline pre-appointment planning by analyzing a retailer’s online presence to suggest specific SKUs and tailored talking points. While traveling between meetings, sales reps can use voice dictation to identify smart order add-ons or compare purchasing trends across similar accounts. At the conclusion of the day, the AI assists in strategic follow-up by reviewing order copies to find missed opportunities or future reorder paths. Ultimately, these tools serve to increase order sizes and strengthen client relationships by providing data-driven insights throughout the entire sales cycle.

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In preparation for the rollout of Mary Meyer to the OneCoast line package, Patrick Keiser sat down to talk with Mary Meyer's VP of Sales, Melissa Bullock. They discussed best practices for selling plush, the ideal customer for Mary Meyer, and how to effectively work with buyers in the Children's and Toy store category. 

Patrick Keiser has an interview with Amy Dawes of Grace Brands, who discusses the strategic importance of opening new accounts for building a healthy sales territory. She emphasizes "matchmaking" brands to retailers by understanding each brand's unique persona, such as Green Leaf's "girly" aesthetic for boutique placement or Bridgewater's signature "Sweet Grace" fragrance with a philanthropic giveback. Daw offers practical advice for territory managers on prospecting—including utilizing competitor dealer locators, preparing suggested opening orders, and having a well-stocked car with samples—to streamline the sales process. She also highlights the power of fragrance as a consumable product that encourages frequent reorders and explains the necessary new account paperwork, including dealer applications and resale certificates, which are crucial for a smooth onboarding experience.

OneCoast Territory Managers Leslie Dickinson and Rebekah Bostwick talk with Patrick Keiser about the new line they are representing, Town Pride. In this discussion, they cover the basics of selling the line, including selling strategies such as where to start, how to introduce it to new customers, and which parts of the line have been successful so far. 

In this sales-focused episode, we sit down with Territory Managers Cathy Seagraves and Brittany Latiolais, alongside Jane Marie’s Dwaina Kerr and host Patrick Keiser, to explore the power of physical samples in driving customer engagement and closing sales. Whether you’re new to selling Jane Marie or looking to refresh your approach, this conversation offers real-world tactics you can implement today.

You'll learn how to turn samples into strategic tools for storytelling, upselling, and building trust. From tips on organizing your sample bag and planning quick-hit product presentations to leveraging trends and optimizing follow-up routines, this episode is your go-to resource for getting the most out of your sample investment.

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🔄 Perfect for: OneCoast Territory Managers selling Jane Marie or looking to improve their customer outreach and merchandising strategies.