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====== Sales Call Agenda & Briefing (S.C.A.B) Outline ======
Going forward we have a new process for Sales Calls to Prospective Customers, Existing Customers, and Licensors.  The following are the steps in the process:
  - Barbara will be notified by the sales person immediately once travel plans are finalized. 
  - Barbara will add the trip to the shared Sales Call Outlook Calendar 
  - Barbara will then send the [[start:scabtpl|“Sales Call Agenda and Briefing” (SCAB) template]] to the sales person.  
  - The sales person will fill out the following portions of the SCAB:
    - Customer
    - Date
    - Attendees (With Titles and Departments)
    - Location
    - Preliminary Objectives/Reason for meeting (in rough order of importance)
    - Request for any necessary product samples and select from a menu of available marketing materials to be sent
    - Request for any custom reports other than the standard reports included in all SCABs
  - This will be returned to Barbara immediately.
  - The SCAB will then be sent over to the Key Retail team to complete/include the following:
    - Customer/Licensor Reports
      - Appendix A: Rolling 12 
        - Top 20 Items
        - Gross Sales, YOY Sales and % Change
        - Breakdown of Blank vs. Licensed Sales
      - Appendix B: Product Assortment
        - Total # of SKUs
        - Licensed entities carried
        - Categories/Brands carried
        - Recent Specials/Promos
      - Appendix C: Customer Profile
        - Customer Details
        - Chargebacks
        - Discounts/Rebates
        - etc
      - Misc if necessary/Custom requests for reports
    - High Level Site Overview (if necessary) – We will standardize this after we do a few SCABs and decide what is pertinent. (any suggested objectives to be discussed will be added to the Objectives section and be marked as “Key Retail”)
      - Product listing issues
      - Pricing issues
      - Potential opportunities
    - Misc Information (any suggested objectives to be discussed will be added to the Objectives section and be marked as “Key Retail”)
      - Overall customer notes
      - Notes from previous meetings with same customer
      - Feedback/suggestions
      - Etc
  - The SCAB will be completed and sent back to the sales person at least 5 business days prior to the scheduled sales call. (if feasible)
  - Sales person will review the SCAB and request any clarification/addition/etc as soon as possible
  - File will be stored in easily accessible area on S Drive. (S:\SALES\Key Retail Accounts\_SCAB)
  - Sales person will conduct sales call successfully!
  - Within 3 days, the sales person will fill out the follow remaining sections of the SCAB:
    - Meeting Notes (overall what was discussed/covered/etc)
      - The SCAB will be set up to have the objectives listed in the notes with space for written notes.  “Other” section will also be included for anything else discussed)
    - Action Items
      - Should be SMART action items (Who, what, when)
      - Should be typed up and sent to Key Retail
  - The finalized SCAB will be sent back to the Key Retail team to input Action Items into Intervals.  Notes will be scanned into SCAB folder
      - All Action Items should have an owner and a deadline.
Additional Notes:
  - In the cases where a meeting is set up last minute, we should still follow the procedure above but with a SCAB Lite.  This means only basic reports will be included (Gross Sales #s) and high level notes from the KR team
  - The template for Licensors and Prospective Customers should be different
    - New Customers
      - Customer Profile with # of Stores; Sales $s; background, etc
    - Licensors (include Tiffany in prep)
      - Total Sales Rolling 12
      - Top customers Rolling 12 
      - Royalty payments
  - It will be left up to the sales person if they would like to send the objectives to the customer ahead of the meeting.
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