1. Bruce Winder, MBA
Bruce Edward Winder Consulting Limited
416-705-5627
bwinder@brucewinder.com
www.brucewinder.com
Folllow us on Twitter: @MbaWinder
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How to Sell to BIG Retail In Canada
Copyright 2014 - Bruce Edward Winder Consulting Limited - Retail/Manufacturer Advice & Consulting :

2. Executive Summary
The Canadian retail and e-tail market is in significant flux. Channels are shifting and new entrants coupled with 6 years of economic challenges have made selling to this market difficult without the right guide.
This presentation is designed to provide vendors and “would be” vendors a high level roadmap to Canada and its many retailers and e-tailers. It also talks to basic selling requirements in need of consideration to be successful and select details to provoke additional discussions and thinking. All in the name of ensuring vendors are not caught off-guard.
It also talks to tips to help maximize volume and profitability from a vendors perspective while being true to each retailer/e-tailer partner and servicing them professionally for long-term success.
If this presentation interests you, you can buy the full copy for $ 25 CDN via PayPal. I am also available to present this to your sales and product teams at your facilities for a reasonable flat rate.
Finally, if you do in fact need some Sales help in Canada, I offer professional contract sales & account management services on a part-time basis for a very reasonable fee.
11/26/2014
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Copyright 2014 - Bruce Edward Winder Consulting Limited - Retail/Manufacturer Advice & Consulting :

3. Agenda
•Objective of Today’s Presentation
•Major Canadian Retailers/E-tailers
– Who’s LOSING ground, HOLDING their own and GAINING momentum?
•Retail/Chain Stores vs. Wholesale/Distributor Channels
•List of major selling requirements
–Channel Management Strategy & Tactics
–Product Strategy & Tactics
–Pricing Strategy & Tactics
–Supply Chain Strategy & Tactics
–Quality Strategy & Tactics
–Account Management Strategy & Tactics
–After Sales Service Strategy & Tactics
–Sales Promotions & other ways to DRIVE INCREMENTAL VOLUME
•Timing of Proposals
–Retail/Chain Store Web Applications
•Strategic vs. Tactical Vendor Status & Benefits
•Major Pitfalls to Avoid
•Conclusion
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Copyright 2014 - Bruce Edward Winder Consulting Limited - Retail/Manufacturer Advice & Consulting :

4. Conclusion
Conclusion
•The Canadian retail market is tough and is in flux
•Consumers are polarized in spending. Rich getting richer while middle class getting poorer.
•E-tailing is growing significantly but is still much smaller then bricks and mortar
•Luxury and Dollar segments growing faster than mid-retail
•You will see less bricks and mortar stores and more retail layoffs as tops lines sag while EBITDA plans increase at least for the next year in Canada.
•US hit bottom and on very slow growth trajectory. Canada probably 1 year behind.
•Retail margins are under extreme pressure which puts pressure on vendor margins
•Need to navigate through selling process like a minefield - do you have the RIGHT guide?
11/26/2014
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Copyright 2014 - Bruce Edward Winder Consulting Limited - Retail/Manufacturer Advice & Consulting :

5. Bruce Winder’s Background
•Bruce Winder is currently the President of Bruce Edward Winder Consulting Limited, a Toronto, Canada based boutique services firm. He offers contract Sales, Consulting and Speaking services to vendors and retailers.
•Bruce has over 20 years experience at leading corporate retail companies such as Canadian Tire, Sears Canada, Zellers/HBC and Airmiles/LoyaltyOne. In Addition, he has formal Sales & Account Management experience with Mattel & Dorel Industries.
•Bruce has deep expertise in sales, category management, buying, global sourcing, quality management, supply chain & professional business speaking.
•He has held various mid-level and senior-level positions over the years including: AVP/DMM, Craftsman, AVP/Director Imports, AVP/Director, Reverse Logistics and Quality Management, GMM, Seasonal, Category Manager, Buyer, Director Retail, Director Sales & Marketing and others.
•His assignments have brought him to China, Thailand, Vietnam, India, Philippines, Taiwan, Korea, Mexico, USA, Italy, France, England, Hungary, Poland and the Czech Republic.
•Bruce has been quoted several times in "The Globe and Mail" national newspaper and has given radio interviews on CBC Radio and other stations within Canada. He has also contributed to BNN (Business News Network).
•Bruce completed his MBA from Queen`s University in 2004 & is a member of CAPS (Canadian Association of Professional Speakers).
11/26/2014
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Copyright 2014 - Bruce Edward Winder Consulting Limited - Retail/Manufacturer Advice & Consulting :