Objection Management
This is what a CDS rep might say when the client indicates they're already satisfied with their current setup and not looking to make a change.
What is Completely understand. Push analysis.
This is the typical return on investment range considered reasonable to offer when pitching SP business solution. (Nate approved)
What is 3-10x (some higher, some lower) say that we will at least get their money back (essentially free to use our service at the very least)
This competitor has started as a foe but has become a friend
What is Carbon6
This shipping document is needed for Pre-Paid shippers
What is POD
These are five well-known brands we can confidently name-drop in sales conversations to build credibility.
What is Bissell, Crayola, Cricket, Hanes, Blackstone, MGA, Harrys, Gildan, Palmers
This is what we as a team might say when the prospect has already partnered with another provider to manage their deduction process.
What is (Stacy) "We're happy to be a second set of eyes to ensure you're getting the value and transparency you deserve from your current provider. If they're doing a great job, awesome! If not, never hurts to check with a free audit" (nate said no notes)
What is "Would you be open to a 15-minute Zoom call to compare?"
These two pain points, common in Target's deduction process, are key selling opportunities for positioning your solution.
What is unpaid invoices and auto-re-dispute
This competitor is known for its manual deduction recovery services with Walmart and they charge a percentage of what they recover
What is STAT Recovery
In this fulfillment model, the supplier doesn't ship directly to the retailer or the end consumer - instead, a third party handles inventory, billing, and delivery to the retailer
What is distributor shipping
This is the number of brands we’ve partnered with - spanning over 84 different departments.
What is 600+
When using a common brush-off phrase like "send me an email" one might respond with this.
What is confirm what they would want to see in an email and ask if its okay that you will follow up within a week so you get a chance to review it
To maximize the chance of recovering funds from Amazon, suppliers must do this.
What is dispute within 30 days
This competitor focuses on managing trade promotion deductions and supports recovery for UNFI/KeHE
What is Promo Mash
These two brands are famously used at SupplyPike as the go-to example when explaining DSD
What is Frito Lay, Coke
This is the total amount suppliers have successfully recovered with SupplyPike’s help — and it’s still growing! 💸
What is $1.3B+
This is how you'd deal with a prospect that might say/try to quickly end the call due to a hectic schedule or competing priorities.
What is find out a time they might be free
This is our average win percentage range when disputing invalid shortage deductions with Walmart.
What is 70-80% (be sure to say this is for invalid shortages)
This Amazon-focused competitor is often referred to as a "black box" solution due to its lack of line-item visibility, contingency-based pricing, and vague monthly reports.
What is DimeTyd
This acronym is used for a shipping method whereby a supplier bypasses retailer's distribution centers and goes directly to the individual retail stores
What is DSD (Direct Store Delivery)
This is the year that SupplyPike started as the research and development division of CaseStack
What is 2018
When "not interested" is used a CDS rep might say this phrase to keep the conversation going
What is (Nate approved) "You mentioned on the call earlier that you weren't seeing many deductions, is that why or is there something else?" maybe ask them how many deductions they are seeing monthly (20ish a month would be worth looking into even of they are saying its not that many)
This is the retailer portal that suppliers go through to dispute Walgreens deductions
What is "it doesn't exist"/email
This cloud-based software builds ERP for finance orgs and provides some assistance with deduction management (auto-fetch, backup documentation, links to deductions, automatically write off low-value deductions)
What is High Radius
These two acronyms are used to describe the same shipping method, which bypasses DCs and go directly to the end consumer
What is DSV (Drop Ship Vendor)/DTC (Direct To Consumer)
According to ZoomInfo, this is the number of employees at SPS Commerce
What is 2783