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The Selling Story. By Tom Hesslau. Know Our Products. Size Cost Retail Profit Margin Penny Profits Varieties Portfolio Knowledge Expose The Competition. E.T.C. Expose The Competition. Fresh Product? Variety? Rotated? Empty Racks Excessive Inventory Expose The Mix.

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Presentation Transcript
The selling story
The Selling Story

By Tom Hesslau


Know our products
Know Our Products

Size

Cost

Retail

Profit Margin

Penny Profits

Varieties

Portfolio Knowledge

Expose The Competition


E t c expose the competition
E.T.C. Expose The Competition

Fresh Product?

Variety?

Rotated?

Empty Racks

Excessive Inventory

Expose The Mix


What they ll get
What They’ll Get

Great Service

Free Labor

Awesome Equipment

Timely Delivery Of Equipment

Customer Excitement

New Items/Profit

Products That Only We Carry

Quality Brands

Quarterly Business Reviews


Prepare customer w growth potential
Prepare Customer W/Growth Potential

EDLP Pricing

SDA Profit Decreases (we control)

Turns Increase

Maximize The Cash Calendar

Support Center Helps With Allowances In HHC

Signage

Inform Customers With A Sell Deck

Share Examples: Borchards, Hutches, Franks, Jackson High


Price changing sheet
Price Changing Sheet

  • Pepperidge Farm UPC’S 2009

  • GOLDFISH-14100 0COOKIES 14100 0 COOKIES 14100 0

  • BagsCrispy and Soft BakedMilano & Distinctive

  • 9190 Mix-ups 7522 Tahoe 7481 Raspberry Milano 7464 S.B. Verona

  • 9362 S’mores 7708 Chesapeake 7567 Milk Milano 9255 V. Mango

  • 8808 Cinnamon 7712 Sausalito 7472 Dbl. Choco. Milano 7462 A.R.Verona

  • 8807 Chocolate 7713 Nantucket 7412 Milano

  • 8806 Honey 7860 Dbl. Nantucket 7435 Orange Milano

  • 9188 Ranch 9193 Wht. Milk Choco. 9038 Rasp. Milano

  • 9187 Mzzrella 8203 Captiva 7947 Mint Milano

  • 8548 Extra Chdr. 7821 SB CH.Chunk 8736 Black & White

  • 8552 FB Nacho 9192 SB Wht. Milk Choco 9043 Choco. Mint Milano

  • 8553 FB Pizza 7869 SB Macadamia 7420 Brussels

  • 8578 Whole Grn. 7884 Oatmeal Raisin 7946 Mint Brussels

  • 8546 Parm. 8206 Carmel 7419 Geneva

  • 8547 Cheddar 8469 SB Sugar 7952 Chessman

  • 8550 Original 8470 Snkrddle 7410 Bordeaux

  • 8560 Pizza 8899 Oatmeal 8908 Tahiti

  • 8561 Baby 8900 SB Milk Choco 9058 AC Verona

  • 8554 Sodium 8901 SB Molsses. 9059 Blueberry Verona

  • 8562 Pretzel

  • 8930 Starfish

  • 8539 Colors

  • 9132 Toasted Corn


Challenge our competition
Challenge Our Competition

Our Competitors Can’t Compete With Independent Distributor Creativity.

Initially It Takes Time

Signs, Upc’s, Sell The Program

Example:

Hutch’s Spartan Store

$40 Every 2 Weeks

Approximately $300 To $400 Per Month.

Product Visibility


New item distribution
New Item Distribution

Target Your Locations

Execute the Shipper

(Sell Them As Is)

Know The Margins

Take A risk

Example:

Jackson High School

New Grahams

4 Cases Per Month


Equipment availability
Equipment Availability

Use The Equipment Flip Sheets

Know The Dimensions You’re Targeting

Show Example:

What Stores Have Them

Share The Volume

Business Review

PF Delivers In A Timely Manner - Obtain Equipment # ’s


Hutches hutches pos pos pos pos
Hutches, Hutches, POS, POS, POS, POS

Quickly Assembled

Dimension Friendly

Money Makers

Very Durable

Eye Catching

Signage


B a r t be a risk taker
B.A.R.T.Be A Risk Taker

Scare The Competition

Utilize Our Portfolio

Take Advantage Of The Great Code Dates

Example:

Frank’s Shoprite

$50 E.O.W.

Currently

$600 To $1000 Per Month

E.D.L.P. Works


Payoff big profits
Payoff, Big Profits

Money In Our Pockets

Distribution In The Market

Customer Awareness

Product Exposure

Visibility

Excitement

Customer Trust

Great Service


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