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Solution Selling – Coffee Concepts

Solution Selling – Coffee Concepts. Introduction. Meeting Facilitators Leslie Miller, Senior Manager, Product Marketing James Daley, Sales Engineer, Channel Sales Agenda Background Coffee Market Sales Tools Lead Generation. Background Reseller Feedback. QSR Survey Results

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Solution Selling – Coffee Concepts

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  1. Solution Selling – Coffee Concepts

  2. Introduction • Meeting Facilitators • Leslie Miller, Senior Manager, Product Marketing • James Daley, Sales Engineer, Channel Sales • Agenda • Background • Coffee Market • Sales Tools • Lead Generation

  3. BackgroundReseller Feedback • QSR Survey Results • 54% said Aloha QuickService is 10-24% of Aloha SW business. • 70% said Aloha QuickService meets the needs of their customers and prospects. • Top two things that resellers believe will stimulate QS growth • Better Packaging • Assistance with Sales and Marketing • 46% said they have medium access to major brand franchises and 38% that stated they have high access. • 30% of those surveyed have installed a Burger King • 15% for a KFC and 0% for Wendy's.  Other brands mentioned by a single reseller were Starbucks, Blimpie's, Quizno's, Qdoba, Dell Taco, Arby's and Dairy Queen.    • 30% of those surveyed had installed a Scholtzsky's.

  4. So…why coffee?

  5. Coffee SegmentPrime Replacement Market Sources: National Coffee Association, Specialty Coffee Association, Mintel, and NPD

  6. Coffee SegmentSite Concentration MAINE WASHINGTON NORTH DAKOTA MINNESOTA NEW VERMONT HAMPSHIRE MONTANA NEW YORK MASSACHUSETTS WISCONSIN OREGON SOUTH DAKOTA IDAHO RHODE ISLAND CONNECTICUT MICHIGAN WYOMING PENNSYLVANIA IOWA NEW JERSEY NEBRASKA OHIO NEVADA Annapolis INDIANA DELAWARE Washington D.C. ILLINOIS MARYLAND WEST VIRGINIA Denver UTAH VIRGINIA COLORADO CALIFORNIA KANSAS KENTUCKY MISSOURI NORTH CAROLINA OKLAHOMA TENNESSEE ARKANSAS ARIZONA <50 51-300 301-500 501-700 701-1000 >1000 SOUTH CAROLINA MISSISSIPPI NEW MEXICO GEORGIA ALABAMA TEXAS LOUISIANA ALASKA FLORIDA HAWAII

  7. Coffee SegmentSite Concentration (Chains <50) MAINE WASHINGTON NORTH DAKOTA MINNESOTA NEW VERMONT HAMPSHIRE MONTANA NEW YORK MASSACHUSETTS WISCONSIN OREGON SOUTH DAKOTA IDAHO RHODE ISLAND CONNECTICUT MICHIGAN WYOMING PENNSYLVANIA IOWA NEW JERSEY NEBRASKA OHIO NEVADA Annapolis INDIANA DELAWARE Washington D.C. ILLINOIS MARYLAND WEST VIRGINIA Denver UTAH VIRGINIA COLORADO CALIFORNIA KANSAS KENTUCKY MISSOURI NORTH CAROLINA OKLAHOMA TENNESSEE ARKANSAS ARIZONA <50 51-300 301-500 501-700 701-1000 >1000 SOUTH CAROLINA MISSISSIPPI NEW MEXICO GEORGIA ALABAMA TEXAS LOUISIANA ALASKA FLORIDA HAWAII

  8. Coffee SegmentTop 10 Cities Source: NPD Group

  9. Coffee SegmentExperience

  10. Coffee SegmentCompetitive Advantage • “National ‘Daily Dose’ Format Operators such as Starbucks, Subway and Dunkin Donuts are using so-called “daily dose” formats. What knits these operators together is that they all have a customer dynamic that runs counter to variety seeking. While few people want to eat pizza every night for dinner, many look forward to starting each day with a cup of consistently good coffee or a fresh bagel. Likewise, eating a sub sandwich for lunch once or twice a week feels okay, too.” • QSR Magazine, Loyalty Programs, October 2004 • Aloha – eFrequency and eCards • Offers solutions to generate repeat business for our customers • Helps our customers get to know their customer • Makes order payment faster than cash • Provides a tool for our customers to determine the effectiveness of a promotion

  11. What’s in it for ME?

  12. Coffee Sales and Marketing ProgramDeliverable Summary Typical Concept Program - The Box Solution Profile Sheet Hardware Profile Sheet Customer Profile Sheet Sales Presentation Demonstration Database Customer List Direct Mail Templates Key Reports Guide Market Report Target Assistance Lead Generation Campaign Coffee Bonus – Gift Card

  13. Coffee Sales and Marketing ProgramProfile Sheets • Solution Profile • Hardware Profile • Customer Profile OrderReady Customized Messaging Look-and-Feel

  14. Consumer- Facing Solutions Cashier-Facing Solutions • POS Terminals • Kitchen Video • Store Peripherals Hardware Order Confirmation Electronic Payment Processing Gift Cards Kitchen Video • Cash Management • Labor Management • Inventory /Food Cost Management • Price & Menu Configuration • Screen Design • Menu Scheduling • Promotion Management • Inventory Configuration • 3rd party Back office • Accounting / GL • Electronic Payments Authorization • Implementation • Integration • Custom Development • Training • Support and Maintenance • Hardware field service Loyalty Training Mode Express Order Name Lookup POS Back Office Solutions Enterprise Reporting Above Store Configuration Management Interfaces Support / Services Coffee Shop Operator MARKET PRESSURES OPERATIONAL PRESSURES • Employee turnover • Training time • Order accuracy • Theft and shrink • Beverage quality and • safety Sales Growth Cost Controls • Labor cost controls • Data integrity/Security • Store level P&L • Exception-based analysis • Increased competition • Speed of delivery • Convenience • Rising bean prices • Speed of service • Customer visits • Complementary products • Sales reporting Average Check Same Store Sales Labor/Sales Theft and Waste The Aloha Technology Ownership Experience • Reliability • Ease of Use • Low Total Cost of Ownership • Unified Solution – End to End

  15. Restaurant Operators Have Selected Aloha Our Company • Division of Radiant Systems, Inc. (RADS on Nasdaq) • 900 Employees • Offices in Atlanta, Dallas, Singapore, Prague, Melbourne • 120 Certified resellers with over 1,000 Aloha dedicated employees • Installations in over 25 countries Our Vision • 20 years of leading technology innovation • More product development resources than any other POS provider • Unified end-to-end solution tailored to specific restaurant concepts/ brands Our Products • More than 30,000 Restaurant installations • #1 provider in US • Highest customer satisfaction in the industry • More Aloha trained servers and cashiers than any other POS system • More than 125 restaurants installed per week “You take care of the restaurant, Aloha takes care of the rest”

  16. Coffee Sales and Marketing Program

  17. Coffee DemonstrationAloha Order Confirmation

  18. Demonstration – Coffee POS DB

  19. Show Me the Money Leads

  20. Lead Generation • Initial Campaign – 55 Targets • Postcard • Letter and Profile Sheets • Calling Campaign • On-line Site Searches • Chowbaby • Coffee Superpages • Tradeshows • Planning attendance • Evaluating various options

  21. Chowbaby

  22. Next Steps • Receive your coffee box next week • Download e-versions of materials from reseller portal • Follow-up on leads from your RSM • Target local coffee houses using 2 websites • Sell, Sell, Sell • Provide program feedback to lmiller@radiantsystems.com • Concept Program Contents • Coffee Program Contents • Concepts of Interest • Brands of Interest • Share and photograph your success!! • Attend the June Roadshow Questions?

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