ADP - Account Development Plan

• Document No.

• Audit Title

• Client / Site

• Conducted on

  Date

• Prepared by

• Location
  Address

• Personnel

ADP - Account Development Plan Today I would like to talk to you about a new initiative that we are running between the 1st July and the 31st August. I have been asked to share this sales improvement plan with those retailers who I feel would benefit most from a real concerted effort to focus in on specific sales product and who I would personally like to commit some of my time to work with on the project. I have a short power point which explains more about this exciting process.

• 1. Have you seen the PowerPoint detailing the ADP -Account Development Plan?

  Yes

  No

  N/A

• 2. Would you like to see the criteria that I used in selecting you as one of my potential partners?

  Yes

  No

  N/A

Step 1 - Selection

• 3. Are you a retailer who has a level of sales which are suitable for development?

  Yes

  No

  N/A

• 4. Please explain why you feel your sales level would be appropriate for this initiative?

• 5. Are you a retailer who has a loyalty to the Horseware brand?

  Yes

  No

  N/A

• 6. Please give a short summary of your brand association.

• 7. Are you a retailer who has a good level of staff availability who would support allowing for some of your staff to be trained up on Horseware product and general sales ability?

  Yes

  No

  N/A

• 8. Please give a short summary of the levels of staff you would be prepared to allow for this training the amount of time that they could spend in training.

• 9. Are you a retailer who has an in store area capable of holding a fantastic display?

  Yes

  No

  N/A

• Add media

  Media

• 10. Please give some idea of what you would like to see in place and the way in which this area would be ideal for a product display.

• 11. Are you a retailer who has their own social media outlet, be that Twitter, Facebook etc. and do you keep it current?

  Yes

  No

  N/A

• 12. Are you a retailer who has a regular newsletter or access to your own customer data base which you could use to promote this sales initiative?

  Yes

  No

  N/A

• 13. Please give some details of what you currently do on social media and in terms of contacting your customer base.

• 14. Please give some suggestions as to the level of assistance that you would require from Horseware I.e content, images etc. in order to push this initiative.

• 15. Are you a retailer who is very active in driving sales?

  Yes

  No

  N/A

• 16. Please provide some photos of current merchandising and promotional areas in store.

  Media

• 17. Are you a retailer who wants to improve customer service levels?

  Yes

  No

  N/A

• 18. Please provide some brief details as to what you currently do to drive sales in your store.

• 19. If possible please supply some photos of the sales assistants or in store displays / shop front that would give an idea of the importance of customer service.

  Media

• 20. Are you a retailer who wants to improve sales?

  Yes

  No

  N/A

• 21. Please provide some reasoning behind this statement, why is driving sales so important to your business and what product areas are good areas for development?

• 22. Would you be wiling to share some basic information around the product areas that Horseware Ireland operate in with a view to developing a plan which could see improvement in areas such as sales share, profit margins or unit sales?

  Yes

  No

  N/A

Step 2 - Analysis

• 23. One of the key areas that we are keen to see sales improvement in is in and around the Rugs business, what improvements would you like to see in this product range for your store(s)

• Please enter some images of the current rugs display area in this store.

  Media

• 24. Over all what is the current value of this product area to your business and how does this compare to say last year?

  worst than last year

  same as last year

  better than last year

• 25. What are the reasons for this current performance?

• 26. Roughly speaking what would the monetary value of all sales in this product area?

• 27. Roughly speaking what would be the sales levels in terms of units sold for this product area?

• 28. Using the last two figures as a benchmark what percentage of both sales value in pounds and unit values would be the current Horseware product contribution, 30% / 60% / 90%? What would you suggest?

• 29. By implementing the ADP what sort of impact would you consider to be both desirable and achievable in terms of value and qty?

• 30. Would you suggest that the essence of the improvement would be in selling up, brand switching or in new sales?

• 31. What would you like to see as a result of a focused and concerted effort to push sales of Horseware products?

• 32. What would be your preferred 'foundation' increase focus for this store would it be in units sold, value sold or in profit increase?

• 33. What would be the end result or benefit of conducting the ADP in this store how would both parties benefit?

Step 3 - Commitment

• 34. What are the top 3 objectives for this retailer / what do they want to achieve from being involved in a ADP?

  Select increase loyalty to brand increase turnover improve profit receive staff training have a fun time increase units sold improve store presentation promote the product drive footfall instore build customer interaction reward staff build Horseware relationship build local reputation make use of available space improve business profile

  • increase loyalty to brand
  • increase turnover
  • improve profit
  • receive staff training
  • have a fun time
  • increase units sold
  • improve store presentation
  • promote the product
  • drive footfall instore
  • build customer interaction
  • reward staff
  • build Horseware relationship
  • build local reputation
  • make use of available space
  • improve business profile

• 35. Will retailer commit to using their own social media / website / newsletter or CRM system to promote the ADP?

  Yes

  No

  N/A

• 36. Will the retailer commit to providing suitable amounts of space in order to present the promotion products?

  Yes

  No

  N/A

• 37. Will the retailer provide staff for staff training and support and encourage this crucial element of the ADP process?

  Yes

  No

  N/A

• 38. Will the retailer promote the product competition within the store for the full duration of the ADP?

  Yes

  No

  N/A

Step 4 - ADP proposal submission

• 39. Are you happy to submit this proposal and if selected to participate commit fully to the 8 week sales initiative?

  Yes

  No

  N/A

• Add signature

  Sign

• This proposal will now be passed to Horseware Ireland for authorisation to proceed. We should hear back within 3 days and I will send you a copy of this completed proposal via email

• 40. Please provide your email address