CANAL+, a French national general private television channel with contract-based payment and a focus on cinema and sport, faces a hyper-competitive environment concerning both offer and pricing with the arrival of new television and Internet players. CANAL+ has understood the need to renew their message and innovate on their sales methods to strengthen their presence among their network of distributors.
The challenges
Most of the CANAL+ distributors face performance downturns related to a sluggish economic climate or business models in need of change.
The CANAL+ commercial team is increasingly confronted with distributors for whom CANAL+ is no longer a priority among their set of products. The negotiations are more tense and commitments more difficult to apply on a daily basis.
The N°1 goal is not to sell CANAL+ but to help each distributor to reinforce their sales and sales hosting competences to ensure that each seller will systematically propose the CANAL+ offer at each television, PC, tablet or smartphone sale.
The DARDELIN CONSEILS solution
A real break both in style and substance where sales training is concerned:
Defining
a CANAL+ sales reference adapted to the limitations of stores (very short customer contact time, small team, rise and fall in client flows).
Boosting
distributor commitment by training sellers and store supervisors in a real situation in the store, to sell their products and CANAL+ more and better.
Providing
new action models to the CANAL+ commercial team in the areas of SELL- OUT sales, KEY ACCOUNT MANAGEMENT and COMMERCIAL MANAGEMENT.
Making CANAL+ autonomous
by introducing an internal taskforce capable of training the 8 000 sales assistants of the distributors with DARDELIN CONSEILS training technology.
Innovating
by helping CANAL+ to introduce and forming their new chain of POP-UP STORES.
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