“It’s about how you (restaurants) promote yourself and getting people in the doors to buy your items that you have for sale. If that chocolate chip muffin is the best muffin you’ve ever seen, you’re going to get it, even if it’s $6. If I come to your place because you’re known for scallops, I’m going to get scallops, even if they are $100.” ~ Jeremy Winter
Jeremy Winter goes into great detail in this discussion; too much to write. A MUST LISTEN.
- Post-Covid, are you seeing more or fewer customers per day? You may be surprised at Jeremy’s answer.
- Do you have a good percentage of customers placing their orders online? Another surprise…
- Have you gotten more hands on with your customers or less? Why or why not?
- Jeremy had to help customers survive during Covid which meant creating carryout for those who did not do To-Go orders and teaching others how to do social media to better reach customers.
- To-Go orders have not gone away post-covid, and better carryout containers have resulted due to the variety of food quality needs. Pros and Cons.
- You’re fighting for “share of stomach”. If you serve French fries, you are competing with McDonald’s since they are the King of fries so, a cheap fry is not going to do.
- When going after an account, many DSRs do not compare apples to apples, they may make an impressive presentation on paper saving the prospect lots of money, but that can be torn down by showing they were using inferior products. Go in there the right way and it will pay off dividends.
- Learning new products: Sales meetings of course but working with your brokers and your manufacturer reps to build that relationship is the main thing, and then they will bring stuff to you when you call on them because they trust you to do it the right way and get results.
- Do you let brokers go into your accounts without you? Yes, and here’s why!
- Brokers are like my family and friends. I know their numbers and can count on them to get back to me within the day.
- Make a list of your customers’ equipment so you know if a new product you are excited about will work in their operation. You must know your customer’s wheelhouse.
- Do not take a great sample into an operation that has no way to prepare it due to equipment or it does not go with their menu.
Be a Resource and SELL SOMETHING!!