Clarion Case Study

Clarion – RPS Partnership Delivers Business Growth Strategies to Retailers & Brands

“RPS is our retail and brand business building partner. We work with RPS to provide additional benefits of membership to our exhibitors. In a challenging climate, our retail and brand customers really appreciate and benefit hugely from the business building education and sales strategies our Clarion/RPS free seminars deliver. Our customers are raving about the content shared and the feedback has been outstanding. Adding unexpected value this way has helped strengthen Clarion as the events company of choice.”

Nick Coffey, Show Manager, Clarion Events

Adding Value beyond Sector Events to Over 150 retailers & brands

The Challenge
Delivering Enhanced Value to Position Clarion as First Choice

Retail Operations Director Stuart Fox recognised that the business faced challenges. “On the back of several years of continued growth and to take advantage of growth in the economy, we wanted to improve the service standards in our stores from good to great,” he says.

“We had a set of KPI’s in some areas of the retail operation but they weren’t standard across the business and didn’t analyse performance in enough detail to make informed decisions at floor level. There wasn’t enough time being spent on developing the service and selling skills of our sales teams.

“We strongly believed that we were missing some opportunities and through greater visibility of and focus on performance, we could drive better sales.”

The Solution
Complimentary Business Growth Seminars

Business Building Seminars (for retailers) and Selling into Retail Seminars (for brands), were delivered by RPS and promoted by Clarion Events to their customer base. The partnership was based on the principle of Clarion adding value to its customers beyond the implicit and explicit value of their exhibitor events being sold. SME retail & brand business owners learnt business
growth strategies of the world’s top performing retailers and brands and took away proven Game Plans to take their business to its next level of performance.

Success for Clarion Events

• 100% of attendees (over 200) highly recommend the
seminars
• Enhanced position as events company of choice
• Strengthened exhibitor loyalty
• Developed advocates for Clarion Events
• Enhanced benefits of membership for Indigo members

Success for Retail & Brand Customers

• Take away retail & brand growth strategies deployed by
world’s best retailers and brands
• Effective marketing strategies to drive new business
• Proven techniques for buying & range management
• Techniques to convert more customers by up to 20%
• Process and system to improve sales KPIs and increase
sales revenue by up to 30%

How have we helped our clients?

Exceed Category Growth Target by 20%

Johnson & Johnson

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Defined strategic approach

Cadbury

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1

Going from good to great.

Housing Units

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Increase in ATV of 16%

Housing Units

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Hitting budget within 4 months

Total

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roomes mini

16% increase in growth

Roomes

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Business growth strategies

Clarion

 

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Customer loyalty strategy

Fisher & Paykel

 

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Blue Banana Logo

Boosts Sales by 30%

Blue Banana

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New sales channel

Ebay

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Best product launch ever!

Lion Breweries

 

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For more information on our Improvement Programmes contact us for a Performance Diagnostic.