Current Case History
From AAA Innovations
Provided by Mark Charbonneau, AAA Innovations, Regional Sales Manager
Recently a distributor came to me looking for a bag. Since we have lots of bags in different styles and materials, I asked “what kind of bag?”
Distributor reply was, “I have a $40.00 budget.”
Now it was time to enter guerrilla sales guy role so I unloaded on the strategic questions—how many, how quick, how being used, color, etc.
By the end of the conversation I learned that the need was for a work from home swag bag and they needed 50 pieces.
As the reconnaissance work continued, I realized that I was only being the “bagman” for this project and although the budget was $40.00, that was the “all in” budget and my role was to simply find the most entry level price point bag we have.
After finding the perfect bag, our 4125 cotton canvas boat tote, my next line of attack was to find items to fill it. This was going to be tough since the distributor had visions of PPE items dancing around in her head. So I switched gears and reminded about the idea of work from home….not much need for PPE if you are home so we dove into games and umbrellas. But I had to prove THE WHY?
An umbrella, our best seller Promo2 was the perfect gift for taking that morning, mid day, or end of day walk no matter the weather conditions to get out of the house office.
A game, but not a game for just the employee but our table top tumble tower, style 12063 is the perfect solution to not only keep the kids home from school occupied but a way for the whole family to play around the kitchen table after dinner.
Back to guerrilla selling—We would insert the products into the bag after decoration at no additional cost. Since the 4124 cotton canvas boat tote has a zipper top, we even zipped the items in.
The Win : turned a 50 piece order into a 150 piece order and the distributor only had to cut one purchase order while saving her end user the 2 additional shipping charges and fulfilment costs. Time well spent!