Nathan Hayes

Nathan Hayes is the Manager of Business Development for Red Tray and Editor of sellingtoecps.com.

Reps are welcome to contact him at 404.934.3535 or to send him an e-mail if you have questions about how Red Tray can benefit your accounts or with general comments about selling to ECPs.

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How Lexus Responds To Customers Who Try To ‘Make A Deal’

Posted on March 25, 2010
Filed Under Articles, Case Study | Leave A Comment

What do you do when your accounts insist on getting deep discounts on your premium products?

You might take a page out of Lexus’ book. When someone shopping for a Lexus tries to bargain on price, the sales associate will do one of two things: Read More

How Would You “Buy Back” Your Own Product?

Posted on November 19, 2009
Filed Under Case Study | Leave A Comment

I got a fascinating question this week, and I want hear how YOU would handle this situation.

The Scenario

You’ve got a $1000 sunwear display with $1300 worth of merchandise on it. The display is not well located in the dispensing area, and the practice hasn’t sold any product off of it for 12 months.

Read More

Case Study: An account leaves in order to save a nickel - Part 2

Posted on October 16, 2009
Filed Under Case Study | 2 Comments

Last week we considered the case of an account that threatened to leave for 5¢ in savings.

This week, I’m going to highlight three elements of Mr. Smith’s (the sales manager) response that I think will be a big help if you face a similar situation.

I’ll finish with a few of my own ideas. Please email me or post in the comments any counters that have helped you personally when accounts look to leave you for deeper savings. Read More

Case Study: An account leaves in order to save a nickel

Posted on October 9, 2009
Filed Under Case Study | Leave A Comment

I heard a fascinating story at Vision Expo West last week that I’m giving you as a case study.  Post how you would respond in the comments or email me.

Next week, I’ll post a selection of the best and most insightful responses, and how the sales manager in question responded.

A penny saved…

Here’s what happened: An account came to Sales Manager “Smith” and told him they wanted to move their business to another lab. Read More