Too Many SKUs

Research In Motion works with a variety of resellers who resell both their products and their technical service packages. Each product or service has a unique SKU. For RIM products alone there are thousands of SKUs. These resellers also deal with all of RIM’s competitors, who have just as many or more SKUs. There were a few challenges:

• The resellers needed an easily searchable database of SKUs that they could access quickly while on sales calls.

• The information and SKUs were constantly being updated or revised.

• Once the resellers found the information, they were often unsure of which product or service to recommend and why.

RIM came to MFX asking for a physical printed book. After chatting with resellers themselves, examining the situation and determining the wants and needs of the resellers, we proposed an online solution that would be easily searchable and automatically updateable when the SKUs were changed/revised.
The result was Catalyst. This website, found within BlackBerry Universe, allows resellers to easily find SKUs with confidence that the information is up-to-date. It gives them tips on what that item includes and its selling features, as well as sell-up opportunities, and new product introduction highlights.
Once Catalyst was launched, RIM needed to ensure that the resellers knew that it was available to them, knew how to get there and how to use the tool most effectively. In order to peak their interests, we created a pdf tour which highlighted the key elements and features of the Catalyst site and how, as a reseller, the Catalyst site could help them to be most effective with their sales calls. This was sent out through email to all of the resellers.