Sell-Through Solutions was established in 2003 by 35-year Electronics industry training veteran Charles Thompson with the goal of boosting professionalism in retail sell-through. Charles began his career with a decade in Electronics retailing, followed by national training management posts with Harman, Esoteric Audio, and Monster. This combo of retail/manufacturing experience enabled him to see both sides of the sell-through coin. Looking at the industry, Charles saw a big gap between how product/sales knowledge was taught, and how audiences actually learned. Today, Sell-Through Solutions fills that gap.
At retail, sell-through is what happens after the product is delivered to the store. Do sales professionals possess the proper motivation, selling skills, and product knowledge? How do we get sales pros engaged, making them partners in the enterprise? Is retail management driving selling initiatives from the top down? How is sell-through success quantified?
We believe that for successful sell-through, great products are only the beginning. In today’s digital age, it’s actually difficult to find a bad product. Therefore, true differentiation must come via extraordinary service, consummate professionalism, and systematic selling. And, while content creation is a Sell-Through Solutions hallmark, we also believe that instruction is merely one of several components of a successful sell-through program.
That’s why Sell-Through Solutions developed the STAR Sell-Through System™: Strategy, Teaching, Audience Focus, Return on Investment.
The STAR Sell-Through System goes well beyond product and sales knowledge, to ensure maximum return on the continuing development of sales professionals…
A sell-through program will not work without a roadmap to the desired outcome. Proper strategy outlines the constraints to success, and formulates the steps to overcome those constraints. While most manufacturers and distributors are sell-in driven, a sell-in strategy differs from that of sell-through. A sell-in program targets dealer principals, buyers, and distributors. A sell-through program targets the interaction between retail sales pros and consumers, recognizing that the product, while key, must share focus with the marketing, the merchandising, seller development, and vendor support.
Sell-Through Solutions learning programs target the person with the most influence over product sales: the retail sales pro. Our programs spring from an ever-evolving perception of how adults learn, coupled with a vast storehouse of Consumer Electronics and Computer knowledge. We’ve built a network of expert partners with the same guiding principles, enabling us to offer a far more varied and complete teaching solution than one company alone. This allows Sell-Through Solutions to keep up with every advance in adult education: e-learning, mobile learning, instructor-led training, international translation, video, animation, interactivity, narration, and more.
Electronics products provide many features and benefits, and their manufacturers understandably want audiences to know them. Unfortunately, when features and benefits become the primary focus, the most important learning component—the recipient—is often left out. That recipient, responsible for the manufacturer’s message to the end-user, has nothing to show for their time beyond a bulleted list of talking points.
Sell-Through Solutions teaching programs swing the focus back where it belongs: to the audience. Looking through the eyes of sales pros and end-users, manufacturers can see and communicate about their products in an active, involving way. Via interactive exercises, “a day in the life” scenarios, and continuous audience input, sales pros are energized and empowered to take your message to the world.
One key goal of any product/sales teaching program should be to increase retail sales. During the strategy session, Sell-Through Solutions helps clients map out the program(s) with the best ROI—the most sales for each dollar invested in training content.
Instructor-led, e-learning, and tablet-based programs each have significant upside, especially when combined. We’ll work with your company to strike the best balance between content delivery, investment, and payoff.