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The Selling Story

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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The Selling Story

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  1. The Selling Story By Tom Hesslau

  2. Know Our Products Size Cost Retail Profit Margin Penny Profits Varieties Portfolio Knowledge Expose The Competition

  3. E.T.C. Expose The Competition Fresh Product? Variety? Rotated? Empty Racks Excessive Inventory Expose The Mix

  4. 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

  5. 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

  6. 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

  7. 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

  8. 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

  9. 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

  10. Hutches, Hutches, POS, POS, POS, POS Quickly Assembled Dimension Friendly Money Makers Very Durable Eye Catching Signage

  11. 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

  12. 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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