OneCoast Training Podcast

This podcast provides a comprehensive strategy for wholesale representatives looking to successfully partner with women’s apparel boutiques. This outlines a specialized approach to identifying ideal accounts through digital research and in-person store evaluations, ensuring a brand's aesthetic aligns with a retailer’s curated vibe. It emphasizes the importance of deep product knowledge, advising sales reps to master specific styles and wear the clothing themselves to serve as "walking billboards." The sources distinguish apparel buying from gift buying by highlighting the need for unique designs, inclusive sizing, and consistent seasonal deliveries that offer high profit margins. Furthermore, the guides offer practical advice on overcoming common objections, such as concerns about pricing or existing brand saturation. Ultimately, the materials encourage building long-term partnerships through proactive follow-up and data-driven sales support.

The most effective strategy for introducing A Little & Co to new retail accounts is to shift away from individual SKU selection toward pre-built, curated packs centered on Point of Sale (POS) displays. These packs are designed based on nearly a decade of sales data, ensuring high sell-through by featuring top-performing sentiments across categories such as faith, family, and birthdays. Retailer success is maximized when Territory Managers (TMs) align the product assortment with the customer’s available floor space and ordering thresholds. By starting with entry-level displays (24-piece) and progressing to larger floor units (120-piece), TMs can secure long-term real estate within stores, leading to consistent, twice-monthly reorders and a reliable income stream.

Finding new accounts is one of the best ways to grow your territory, but prospecting can be difficult. While there are more resources than ever to help find new accounts, there is still a lot of skill and strategy that goes into turning a prospect into a customer. This podcast will provide information on how to build prospecting into your daily routine and grow your business. 

In this episode, OneCoast Director of Education, Patrick Keiser, sits down with Randy Egan to discuss sales strategies and competitive advantages of the Uyuni brand within the LED candle market. The brand distinguishes itself through its patented realistic flames, expansive color options, and superior battery life compared to higher-priced rivals. Sales representatives are encouraged to lead with tapers and lifestyle products to gain floor space before expanding into the core pillar candle category. To maximize profitability, the brand avoids third-party online marketplaces, allowing retailers to maintain higher margins. Effective sales techniques involve utilizing physical samples to demonstrate quality and upselling proprietary batteries to ensure the best customer experience. Ultimately, consistent monthly follow-ups are recommended to sustain a "vending machine" model of reliable, recurring reorders.

Patrick Keiser introduces the OneCoast sales tool and explains how to craft effective prompts for the AI. Users are encouraged to include three essential elements—specific store details, relevant context, and clear goals—to achieve the most accurate and useful results. While the software acts as a rapid information generator, Keiser emphasizes that it cannot replace a sales representative’s professional judgment and localized expertise. The guide provides several practical examples for identifying new prospects and building seasonal product collections across different territories. Ultimately, the system is designed to function as a highly efficient digital coworker that streamlines research while requiring human oversight to verify its suggestions.Prompts Document: https://drive.google.com/file/d/1SZCG2_lfIuzKA6kYtEFFjDRV4hUyg7D5/view?usp=sharing

Betsy Harrington of Woodstock Chimes talks strategy following a successful January market season and gives some pointers to Territory Managers who are new to the Woodstock Chimes line. 

OneCoast has implemented specialized Sales GPTs designed to act as expert digital partners for representatives by housing extensive brand data and catalogs. These tools streamline pre-appointment planning by analyzing a retailer’s online presence to suggest specific SKUs and tailored talking points. While traveling between meetings, sales reps can use voice dictation to identify smart order add-ons or compare purchasing trends across similar accounts. At the conclusion of the day, the AI assists in strategic follow-up by reviewing order copies to find missed opportunities or future reorder paths. Ultimately, these tools serve to increase order sizes and strengthen client relationships by providing data-driven insights throughout the entire sales cycle.Watch the video here:

In preparation for the rollout of Mary Meyer to the OneCoast line package, Patrick Keiser sat down to talk with Mary Meyer's VP of Sales, Melissa Bullock. They discussed best practices for selling plush, the ideal customer for Mary Meyer, and how to effectively work with buyers in the Children's and Toy store category. 

Patrick Keiser has an interview with Amy Dawes of Grace Brands, who discusses the strategic importance of opening new accounts for building a healthy sales territory. She emphasizes "matchmaking" brands to retailers by understanding each brand's unique persona, such as Green Leaf's "girly" aesthetic for boutique placement or Bridgewater's signature "Sweet Grace" fragrance with a philanthropic giveback. Daw offers practical advice for territory managers on prospecting—including utilizing competitor dealer locators, preparing suggested opening orders, and having a well-stocked car with samples—to streamline the sales process. She also highlights the power of fragrance as a consumable product that encourages frequent reorders and explains the necessary new account paperwork, including dealer applications and resale certificates, which are crucial for a smooth onboarding experience.

OneCoast Territory Managers Leslie Dickinson and Rebekah Bostwick talk with Patrick Keiser about the new line they are representing, Town Pride. In this discussion, they cover the basics of selling the line, including selling strategies such as where to start, how to introduce it to new customers, and which parts of the line have been successful so far. 

In this sales-focused episode, we sit down with Territory Managers Cathy Seagraves and Brittany Latiolais, alongside Jane Marie’s Dwaina Kerr and host Patrick Keiser, to explore the power of physical samples in driving customer engagement and closing sales. Whether you’re new to selling Jane Marie or looking to refresh your approach, this conversation offers real-world tactics you can implement today.You'll learn how to turn samples into strategic tools for storytelling, upselling, and building trust. From tips on organizing your sample bag and planning quick-hit product presentations to leveraging trends and optimizing follow-up routines, this episode is your go-to resource for getting the most out of your sample investment.Key Topics Covered: How to confidently present 3 go-to styles per category (kids, men, women) Smart ways to use old samples as eye-catching leave-behinds Catalog and email hacks that boost engagement and sales Why controlling the appointment — and the catalog — matters Tips for closing orders and locking in the follow-up 🔄 Perfect for: OneCoast Territory Managers selling Jane Marie or looking to improve their customer outreach and merchandising strategies.

In this episode of the OneCoast Sales Podcast, we sit down with Amy Dawes, Director of Sales for Grace Brands, to revisit the foundational elements that drive success with this beloved portfolio. Whether you're a new Territory Manager or a seasoned veteran, this "Back to Basics" session is packed with relevant reminders and essential tools to sharpen your approach.Amy shares insights on the storytelling power behind Grace Brands, how to leverage the B2B website and Salsify for smarter selling, and why meticulous attention to paperwork is key when working with these lines. Tune in to reinforce your brand knowledge, refresh your workflow, and walk away with practical steps you can use in the field today.Key Topics Covered: How storytelling drives connection and closes sales Getting the most out of the Grace Brands B2B website Using Salsify for up-to-date assets and content Paperwork must-dos: accuracy, expectations, and brand-specific needs

In this special training episode, we dive into how Primitives by Kathy sales representatives can transform website-only buyers into loyal, relationship-driven customers. Join the PBK National Sales Manager and experienced sales reps as they share real-world strategies, best practices, and conversation starters to connect with customers who primarily shop online. Learn how to leverage the website as a powerful tool — not a competitor — to enhance your in-store visits, build lasting relationships, and increase sales success. Whether you're driving between appointments or prepping for your next meeting, this episode is packed with actionable insights you can start using today!Key Takeaways: Positioning the PBK website as a resource, not a replacement Conversation techniques for converting web-only buyers Common objections and how to overcome them Building trust and long-term relationships with online shoppers

 In this episode, we delve into the recent training session with Mary Square, focusing on strategies for OneCoast sales representatives to enhance their engagement with apparel buyers. Learn how to identify and present key product styles, articulate Mary Square's unique brand values, and effectively communicate with buyers to drive sales. This episode is packed with actionable insights to elevate your apparel sales approach and strengthen buyer relationships. 

Roughly 80% of a store's sales come from 20% of their customers. For a store to grow, it does not necessarily need to find new customers; it needs to do more business with the customers it already has. This can be done through more consistent marketing to bring them into the store, better customer service, and/or displaying products in ways that remind the customer that they want or need something else. Add-on sales don't just happen at the cash/wrap. If done well, placing one item next to another can help sell one or both. In this episode, we look at how we can start to think more creatively about our products and the suggestions that we can make to retailers to display our products in different ways that can lead to more sales for the retailer. 

Retail store dressing rooms are where customers spend 25-30% of their entire time within a store, yet they are often not seen as selling tools to the retailer. Here, we discuss recommendations from Paco Underhill, the author of Why We Buy, on how to improve dressing rooms to make them more attractive and enhance the customer experience. 

Signage is not just a visual element in a store; it's a silent guide that enhances your shopping experience. Yet, we often overlook its impact unless it's poorly executed. Putting up a sign is not just about finding an empty space and plastering a message. It is about knowing what message to put at each point within the store in order to ensure that it resonates with the shopper at that point in time. In this episode, we dive into what Paco Underhill says about store signage in Why We Buy, and we investigate how retailers can use signage to deliver messages to their shoppers.  

In this episode, we examine how retailers can place products to make them more accessible to customers based on their demographics and how this can help increase sales. Paco Underhill mainly focuses on two major demographics: aging customers and children when demonstrating his points. By making small changes in where products are placed, you can increase a customer's ability to interact with the product and increase their likelihood of buying it. Feedback survey: https://www.surveymonkey.com/r/7GT6HBM

In this episode, we examine how retailers can engage customers' senses to sell more products. Our ability to use our senses is how we gather information. The more information that we can gather about a product, the more likely we are to purchase that item. In Why We Buy, Paco Underhill says that nearly all unplanned purchases result from a retailer engaging the senses on the store's premises. This means that the more you increase a customer's ability to see, hear, taste, touch, and smell the products within a store, the more the retailer will sell. Survey for OneCoast TMs: https://www.surveymonkey.com/r/H266DZX

In this episode, we dive into the concept that the more time a customer spends within a store the more they will be likely to buy. One way to increase the time spent within a store is to make the shopping experience more comfortable and provide customers with space in order to make decisions on products. We'll look at what Why We Buy suggests concerning these topics. Survey: https://www.surveymonkey.com/r/SFHM3S6 

In this episode, we look at possibly the most famous lesson from Paco Underhill's Why We Buy: the idea that customers generally gravitate to the right. This is a well-known concept, but what is less known is what to do with this information. We look at the ramifications of customers gravitating to the right and how to use this information to your advantage for store design and display creation. Survey: https://www.surveymonkey.com/r/LBHX3T3

As we dive further into Paco Underhill's Why We Buy,  we will take a look at the next major takeaway from this book: the importance of a decompression or transition zone. The violation of this is honestly one of the biggest mistakes I see when visiting retailers. So many do not understand the concept of a decompression zone or do not take it into account when they are designing their store. So, we'll talk about what this is and some tips on how to decrease the amount of space it takes up within a retail store. Survey: https://www.surveymonkey.com/r/NGLCPJT

To relaunch the OneCoast Training Podcast, we are going to dive into content that will help you add value to your retailers when you make sales calls. We will look at Paco Underhill's book Why We Buy and pull major lessons you can implement with your retailers. The first of these lessons is that the store experience starts outside. From the moment the customer sees the retail store, their experience with the retailer begins. What are some things that retailers can do outside their doors in order to attract more customers or make a good impression on potential buyers? Feedback survey: https://www.surveymonkey.com/r/YJGYYLF

Show Marketing Update for the Winter 2020 shows

OneCoast has a strong belief in building a culture which focuses on mutual trust and respect among individuals, ownership and accountability to our actions, honesty and transparency within our interactions, and collaboration and integration across teams. Building upon an individual's emotional intelligence allows them to develop and cultivate more meaningful relationships and become more confident in your actions with others.