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You need to prove you are different and that your product will sell
Customer meetings You need to prove you are different and that your product will sell In person meetings are some of the most valuable time you get with your customers. Your sales people should have the ability to walk a potential customer through the differences your product brings to the category. There is no reason a retailer […]
Continue readingYour sales people should be very good at creating presentations
Customer meetings Your sales people should be very good at creating presentations We took a break last week to discuss the new Food Strategy for Canada. It seems to be getting a fair amount of attention, which is good. We will dive back into our series on the role of your sales people. In person meetings are some […]
Continue readingMore choice. More Control. More Canada
More choice. More Control. More Canada The National Food Security Strategy Within the last week the government of Canada has released a National Food Security Strategy. It is encouraging to see a more proactive approach to our food and beverage industry. If you follow what we share from SKUFood you would know it was very frustrating to […]
Continue readingGet the basics right III
Get the basics right III You need to communicate (electronically) with customers You have heard us say many times your sales people need to communicate with your customers. Definitely an important part of their job. To work with the larger retailers your business also needs to communicate with your customers when there are no people involved. This […]
Continue readingGet the basics right II
Get the basics right II Your sales people need to understand what your customers require Last week we discussed some of the basic requirements for doing business with retailers. It is an important part of your sales people’s role to interact with existing and potential customers so they know what is required. We recommend you consider the […]
Continue readingGet the basics right
Get the basics right Your sales people should know what is required Last week we discussed some strategies to get meetings with existing or potential customers. To secure these meetings your business needs to meet or exceed the basic requirements of the customers. Your sales people need to be the conduit between your business and existing/potential customers. […]
Continue readingGetting a meeting with a new customer
Getting a meeting with a new customer Challenge your sales people to use their network We have talked a lot about the role of your sales people in developing relationships with existing customers. Important work that needs focus 52 weeks of the year. If you have capacity and you need to grow the top line, your sales […]
Continue readingYour sales people need to be in the stores
Your sales people need to be in the stores Watch for changes and new direction Your sales people need to be great at selling your products. They also need to be students of your customers. They should be in the stores as much as possible and trying to understand where the retailer is focused and how your […]
Continue readingI learn every time I go to the store
I learn every time I go to the store Take advantage of store visits Last week we shared some insights related to trade shows. You know we would always recommend you get out to some stores when you are in a different market for a trade show. We were fortunate to get into some Toronto area stores […]
Continue readingA new take on trade shows
A new take on trade shows Some new ideas for your next opportunity This week I had the opportunity to attend the Canadian Produce Marketing Association (CPMA) annual trade show. We did work with some growers from NS, NB and PEI. It was a great opportunity to help them get ready and then be there to support […]
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