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Vending Business Information, Issue #038 -- The Vending Sales Call (conclusion)
October 30, 2011

The Vending Sales Call (conclusion)

Once you have gathered all the information you need; the number of employees (white collar are worth $3.00 per week, blue collar are worth $7.00 per week in sales), the amount of equipment you will need, if the factory has a scheduled shut down each year you can then move forward with your calculations.

To give you an example the company that Iím talking with has 900 employees, with 250 white collar and 650 blue collar. Three months out of the year they lay off 500 blue-collar employees. This leaves 250 white collar and 150 blue-collar workers on location. So, you can see the account is not as promising as I once thought it was.

Now, add into the mix that there are 14 break rooms and you have a sizable investment to take over this account. Figure in that 3 months of the year we will probably have to empty a portion of the machines on this location.

Add into the mix that we will have to operate a cafeteria for them, which in many cases are not a moneymaker, and now this account is not all we had hoped for.

Before The Presentation

Sit down and start running the numbers for this account. Is it going to be a profitable venture? Will it have enough cash flow to cover the payments at the bank for the equipment and the labor that will go into taking care of this account?

Once you have the figures then it is time to approach your bank about the loan you need. Iím assuming at this time you have a working relationship with your bank.

When the bank gives the go ahead for the money you need it is time to put together a proposal.

The Day Of the Proposal

If you are going to hand out the proposal in hard copy ask your contact in advance how many people they will bring to the meeting and make sure you have enough copies to go around.

Better yet set up a slide show. This will help you stay in control of the presentation because they cannot jump ahead of you. The larger the company normally the larger the number of people they will bring to the meeting.

It is a good idea to bring two or three people to the meeting from your company. Remember, you are trying to make friends and you are giving them the information they need to make a decision at this presentation.

At smaller locations I have had them give me the answer at the presentation but that is rare. I donít think it hurts to ask for it at that time just donít expect an immediate answer.

Tell your contact you will call them in a couple of days and do it. Know in advance you are not going to close every deal. Many times you will get a call in a year or maybe two that they want to talk. If the relationship you have made is strong enough you will be able to stay in touch with your contact for months or years in the future.

Summary

Remember the bigger they are the longer it will take to land the account. Patience is a virtue.

Dennis Slack

PS Our honor snack boxes are on sale from 10/29/2011 through 11/6/2011. Enter the code (halloween) at check out and receive $10.00 off per case of Honor snack boxes and Tray shippers ordered.

PSS Vending Business Information has an honor snack box tray stand that stands 30.75 inches tall. It is meant to help you with the account that doesnít have any extra counter space on which to set your box. It should be ready for shipping the week of November 7th. It will ship in a 5-stand case or a 20-stand case. You will save in shipping costs by purchasing the 20-stand case.


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