Sales Presentation for Professional Selling Class

1. Columbia
Switchback™
II
Jacket
Organiza(onal
Buyer:
Tampa
Bay
Ou4i5ers
Seller:
Meagan
Eng
MAR
3400-­‐020
Spring
2014

2. Meagan Eng is currently a student at the University
of South Florida. She will be receiving her Bachelor of
Science in Business Administration with a major in marketing
in August, 2014. The marketing field allows Meagan to utilize
both her creative and analytical personality traits.
On the job and in life, Meagan loves being part of a
team. This is one reason why she enjoys being an active
member of her community. Meagan gives back to her
community by volunteering her time to organizations such as
Jericho Road Ministries and Metropolitan Ministries.
In a group setting, Meagan is no stranger to
leadership. She has had fun leading Sunday school classes
at her church, and in school, she would often help lead her
team by managing and delegating tasks.
As a Marketing and Communications intern at USF
CONNECT, Meagan has the opportunity to use her creativity
to create exciting content and engage USF CONNECT’s
audience via social media. Within five months, Meagan
increased USF CONNECT’s Facebook engagement by 12%.
Meagan understands how to communicate effectively
to different audiences. She uses her communication skills to
write press releases for USF CONNECT clients and copy for
USF CONNECT marketing materials. She clearly and
concisely conveys her ideas when she writes digital
marketing plans for USF CONNECT client companies so that
the reader can easily understand the outlined plan.
Equipped with creativity,
communication skills and the ability to lead,
Meagan is always ready to invest her heart,
mind and time in every project and team she
works with.

3. Switchback™
II
Jacket
Product
Features
• Stow-­‐away
hood
• Modern,
classic
fit
• Adjustable
cuff
tabs
• Back
ven(la(on
system
allows
air
circula(on
• 100%
nylon
Hydroplus
material
• Zippered
hand
pockets
• Packable
into
hand
pocket
• Omni-­‐Shield™
advanced
repellency
material
repels
rain
and
stains
• Available
in
eight
different
colors
and
sizes
XS,
S,
M,
L,
XL
• Columbia
brand
name
on
upper
leX
chest

4. Switchback™
II
Jacket
Compe::ve
Advantages
• Columbia
Sportswear
was
named
one
of
“America's
100
Most
Trustworthy
Companies”
by
Forbes
Magazine
in
2013
1
• Columbia
Sportswear
sponsored
the
2014
Olympic
uniforms
for
the
USA,
Canadian,
and
Russian
freestyle
ski
teams
2
• The
brand
was
the
official
supplier
to
NBC
Sports
during
the
2002
Salt
Lake
City
Winter
Olympic
Games
3
and
the
X
Games
official
supplier
from
2002
to
2005
4
• Columbia
Sportswear
Company
owns
several
brands,
including
Mountain
Hardwear®,
Sorel®,
Montrail®,
and
Pacific
Trail®
5
• Columbia
is
a
well-­‐recognized,
established
brand
that
was
created
in
1938
6
• The
profitable
company
recorded
$1.67
billion
in
annual
net
sales
in
2012
7
1. h5p://www.forbes.com/sites/jacquelynsmith/2013/03/18/americas-­‐100-­‐most-­‐trustworthy-­‐companies/2/
2. h5p://freestyle.usskiteam.com/news/columbia-­‐unveils-­‐2014-­‐olympic-­‐uniforms
3. h5p://www.thefreelibrary.com/Columbia+Sportswear+and+NBC+Team+Up+for+Olympic+Games.-­‐a054843172
4. h5p://www.businesswire.com/news/home/20040122005905/en/Columbia-­‐Sportswear-­‐Blanke(ng-­‐Slopes-­‐ESPNs-­‐Winter-­‐Games#.UxPemigvFUQ
5. h5p://investor.columbia.com/faq.cfm?faqid=2
6. h5p://www.hoovers.com/company-­‐informa(on/cs/company-­‐profile.Columbia_Sportswear_Company.3a52bcc2e2687b7e.html
7. h5p://www.fashionunited.co.uk/fashion-­‐news/fashion/columbia-­‐sportswear-­‐2013-­‐net-­‐sales-­‐up-­‐1-­‐percent-­‐2014021920137

5. Switchback™
II
Jacket
Buyer
Benefits
Diversifying
the
product
selec(on
to
include
the
Columbia
jacket
will
create
variety
and
a5ract
more
customers
to
the
store.
Offering
the
recognizable
and
reputable
Columbia
brand
will
lead
to
more
purchases
by
new
and
brand
loyal
Columbia
customers
shopping
in
the
company’s
stores.
The
product’s
unique
design,
Omni-­‐Shield™
material,
and
adjustable
features
will
appeal
to
customers
looking
for
high-­‐
quality
outdoor
apparel
.
The
ul(mate
value
to
the
buyer
is
greater
profits
which
will
be
generated
by
an
increase
in
sales
and
revenue.
This
is
brought
about
by
an
increase
in
store
traffic
which
is
the
result
of
a5rac(ng
new
customers
with
a
larger
product
selec(on.
This
is
a
direct
benefit
of
purchasing
the
Columbia
Switchback™
II
Jacket.

6. Switchback™
II
Jacket
Financial
Analysis
Units
Unit
Cost
Total
Cost
Discounts
Net
Cost
MSRP
Revenues
Net
Profit
Profit
per
Unit
24
$30
$720
$36
$684
$60
$1,440
$756
105%
36
$30
$1,080
$54
$1,026
$60
$2,160
$1,134
105%
48
$30
$1,440
$144
$1,296
$60
$2,880
$1,584
110%
60
$30
$1,800
$360
$1,440
$60
$3,600
$2,160
120%

7. Switchback™
II
Jacket
Financial
Analysis
$0
$500
$1,000
$1,500
$2,000
$2,500
$3,000
$3,500
$4,000
24
36
48
60
Number
of
Switchback
II
Jackets
Purchased
per
Quarter
Switchback
II
Jacket
Net
Profits
and
Revenues
per
Number
of
Units
Revenues
Net
Profits

8. Notes
Financial
Analysis
• Jan
Cory,
Co-­‐Op
Adver(sing
Manager
at
Columbia
Sportswear,
emailed
the
Switchback
II
MSRP,
markup
and
es(mated
discounts
for
numbers
of
units
on
3/26/14
• Egan
Anderson,
Owner
of
Tampa
Bay
Ou4i5ers,
stated
how
many
jackets
in
each
size
and
color
he
typically
purchases
per
quarter
via
a
phone
conversa(on
on
3/22/13
at
3:30
p.m.