Meet Madalina Carlsen: The Digital Sales Developer at VILA
VILA is a prominent Danish female fashion brand, where Madalina has been instrumental in integrating Touchtech's Digital Showroom into VILA's sales and marketing processes within the wholesale business to increase sales efficiency, capture lost sales opportunities and utilizing marketing content for stronger storytelling.
Driving Sales and Better Decision Making
The Digital Showroom has been a game-changer for VILA's sales representatives. "The Digital Showroom enhances the shopping experience, both for our customers and our sales representatives," Madalina explains. "It makes it a lot easier for them to sell and help guide our customers to make the best shopping decisions. As a sales representative, it gives you a great way to show your customer their selection because you can group the styles in any way you want—by delivery, category, color markup—anything that your customer prefers. And we have heard multiple times that we have been able to sell a style based on the model images that we have in the Digital Showroom."
A significant advantage of the Digital Showroom is that it reduces reliance on physical samples. "It might be that we don't even have a physical sample, but the customer would buy it because it's easier for the customer to get inspired. For us as a female brand, the way a style fits on the model is important."
Empowering Storytelling and Maximizing Marketing Content
Madalina highlights the collaboration with their marketing team: "We have an amazing marketing team who loves the Digital Showroom just as much as we do. We typically build the catalogs to work with the way our sales representatives would normally approach a sales meeting in the showroom. We start with a color overview and focus on our brand styles, then we divide everything into delivery months because that’s also the journey that the sales representative would take together with the customer in the showroom. So we build that digital experience to blend in with the physical experience during the customer appointment."
The Digital Showroom has also empowered VILA's sales representatives to use more storytelling in their sales approach. "It allows them to tap into all the marketing materials that we have. We actually get more out of our marketing images and videos than we were able to do before. It makes them feel empowered to create their own storytelling while still anchoring it in our brand DNA."
Enhancing Efficiency on the Road
Selling on the road has become much more efficient as the Digital Showroom is accessible through any browser. "You don't have to carry as many styles with you when you're selling on the road. This saves time because you don't have to pack as many samples, put them in your car, drive with them, unpack them at the customer, and show everything you have. You can bring a selection of samples and have everything else on the Digital Showroom."
Streamlining Internal Sales Meetings
The Digital Showroom has also streamlined VILA's internal sales meetings. "It took less time for our sales reps to go through the collection during the [internal] sales meeting, which can be very long and quite a tiring process. We were positively surprised that for the first time, we actually used less time during the meeting to go through the [full] collection. It didn’t feel overwhelming by the end of the day; people still had energy. The sales representatives told us that the strategy is now very clear. When they leave the internal hand-off meeting, they know exactly what they have to do to sell the collection [to their customers]."
Madalina continues, "They have a good overview of the collection, and their presentations are ready. So when they start selling, everything is ready from the sales meeting. They don't need to do more; everything is in place, which has been a good feeling for everyone involved."
Integrating Touchtech's Digital Showroom has transformed VILA's sales process. It has made the process more efficient and engaging for both their customers and sales team, demonstrating the powerful impact of this technology on modern retail.
