Sprint

Objective: Sprint Spectrum were first in to the US market with PCS, however competitors were quick to follow. Surveys showed consumers did not fully understand the product, and were unhappy with rate structures. Retailers were not receiving regular sales calls, leading to concern at potential market share erosion with new market entrants. USM were recruited to deliver three objectives:
1. Build positive relationships with retailers
2. Educate both retailers and consumers
3. Maximise Sprint's market share of new retail sales

Activity: As part of the consultation process, USM conducted mall interviews with current and potential customers, and attended train the trainer product courses.
USM subsequently recruited and trained a dedicated team of sales representatives / retailers, and devised an incentive based compensation plan to maximise sales.
Retailers were also Mystery Shopped, with feedback provided immediately to the Store Management.

Communication: Developed program to educate retailers to the benefits of Sprint Spectrum's products and services by:
1. Creating a time-in-store call plan based on production
2. Conducting training seminars for retailer's sales associates
3. Creating collateral highlighting product benefits versus the competition

Results: Retail stores manned by USM, consistently outperform those stores without representation, and Sprint's major retailers regularly request USM support.
All stores are merchandised to the highest possible standards.

Related services: Sales, Training, Merchandising, Consultancy,