OneCoast Training Podcast

In this episode of the OneCoast Sales Podcast, we sit down with Amy Dawes, Director of Sales for Grace Brands, to revisit the foundational elements that drive success with this beloved portfolio. Whether you're a new Territory Manager or a seasoned veteran, this "Back to Basics" session is packed with relevant reminders and essential tools to sharpen your approach.

Amy shares insights on the storytelling power behind Grace Brands, how to leverage the B2B website and Salsify for smarter selling, and why meticulous attention to paperwork is key when working with these lines. Tune in to reinforce your brand knowledge, refresh your workflow, and walk away with practical steps you can use in the field today.

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In this special training episode, we dive into how Primitives by Kathy sales representatives can transform website-only buyers into loyal, relationship-driven customers. Join the PBK National Sales Manager and experienced sales reps as they share real-world strategies, best practices, and conversation starters to connect with customers who primarily shop online. Learn how to leverage the website as a powerful tool — not a competitor — to enhance your in-store visits, build lasting relationships, and increase sales success. Whether you're driving between appointments or prepping for your next meeting, this episode is packed with actionable insights you can start using today!

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 In this episode, we delve into the recent training session with Mary Square, focusing on strategies for OneCoast sales representatives to enhance their engagement with apparel buyers. Learn how to identify and present key product styles, articulate Mary Square's unique brand values, and effectively communicate with buyers to drive sales. This episode is packed with actionable insights to elevate your apparel sales approach and strengthen buyer relationships. 

Roughly 80% of a store's sales come from 20% of their customers. For a store to grow, it does not necessarily need to find new customers; it needs to do more business with the customers it already has. This can be done through more consistent marketing to bring them into the store, better customer service, and/or displaying products in ways that remind the customer that they want or need something else. Add-on sales don't just happen at the cash/wrap. If done well, placing one item next to another can help sell one or both. In this episode, we look at how we can start to think more creatively about our products and the suggestions that we can make to retailers to display our products in different ways that can lead to more sales for the retailer. 

Retail store dressing rooms are where customers spend 25-30% of their entire time within a store, yet they are often not seen as selling tools to the retailer. Here, we discuss recommendations from Paco Underhill, the author of Why We Buy, on how to improve dressing rooms to make them more attractive and enhance the customer experience. 

Signage is not just a visual element in a store; it's a silent guide that enhances your shopping experience. Yet, we often overlook its impact unless it's poorly executed. Putting up a sign is not just about finding an empty space and plastering a message. It is about knowing what message to put at each point within the store in order to ensure that it resonates with the shopper at that point in time. In this episode, we dive into what Paco Underhill says about store signage in Why We Buy, and we investigate how retailers can use signage to deliver messages to their shoppers.  

In this episode, we examine how retailers can place products to make them more accessible to customers based on their demographics and how this can help increase sales. Paco Underhill mainly focuses on two major demographics: aging customers and children when demonstrating his points. By making small changes in where products are placed, you can increase a customer's ability to interact with the product and increase their likelihood of buying it. 

Feedback survey: https://www.surveymonkey.com/r/7GT6HBM

In this episode, we examine how retailers can engage customers' senses to sell more products. Our ability to use our senses is how we gather information. The more information that we can gather about a product, the more likely we are to purchase that item. In Why We Buy, Paco Underhill says that nearly all unplanned purchases result from a retailer engaging the senses on the store's premises. This means that the more you increase a customer's ability to see, hear, taste, touch, and smell the products within a store, the more the retailer will sell. 

Survey for OneCoast TMs: https://www.surveymonkey.com/r/H266DZX

In this episode, we dive into the concept that the more time a customer spends within a store the more they will be likely to buy. One way to increase the time spent within a store is to make the shopping experience more comfortable and provide customers with space in order to make decisions on products. We'll look at what Why We Buy suggests concerning these topics. 

Survey: https://www.surveymonkey.com/r/SFHM3S6 

In this episode, we look at possibly the most famous lesson from Paco Underhill's Why We Buy: the idea that customers generally gravitate to the right. This is a well-known concept, but what is less known is what to do with this information. We look at the ramifications of customers gravitating to the right and how to use this information to your advantage for store design and display creation. 

Survey: https://www.surveymonkey.com/r/LBHX3T3