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Why Did the Chicken Cross the Road? [Shared]

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Prezitime Design

on 4 November 2016

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Transcript of Why Did the Chicken Cross the Road? [Shared]

My first 3 months with
Bosch
Packaging Systems.
The usual answer is what??
To get to the other side…
Why am I crossing the road?
My initial goal:
Go through previous customers and contacts
Now I have established a goal…
SPLAT!!
Look left!
LOOKING LEFT:
Initial calls:
Not a fit
Here comes my first car!
Look
Right!
Set up meeting
Look Left Again!
Market Research and New Customer Acquisition Ideas
Plant the seed
New Customer Acquisition
ideas
1
Contact other Copackers and manufacturers similar to Standard Candy
2
3
4
Florida Location + Winter Time = Good
Crossing
the

road

Now I can “cross the road”!
Continued Successes:
I get it.
What happens after you cross the road?
Continue to cultivate new relationships
Why did the chicken cross the road?
Thank you!
?
right
Chad
Waites
Who would be a good fit?
Who would see the value in our offerings?
Who could afford what we offered?
Do not just run across the road...
What were you taught?
What to do first?
Set up meetings
Make calls
Narrow down list
Doboy equipment being installed
Some successes
Great timing
Looking for 4 new lines
Very good fit
Additional meetings secured
Ride along’s
Different sales styles
Travel to Bosch in Beringen, Switzerland
Extensive training
Extremely helpful
Market Research
Research shows that nutrition bars are set to increase from $5.5 billion to $6.2 billion by 2018.
Niche Opportunities
Gain Mindshare
Updated Plant Manager and Purchasing details
Targeted database of pharma customers
www.industrialinfo.com
Packaging Equipment Specialists:
Manage conflicts with current accounts
Only Supplement Business
Established Relationships
Packaging engineering groups
5
Create specialized group
6
7
Grow existing ones
Change game plan as needed
We need a goal, just like the chicken.
Sales Analogy:
Goal for chicken: Get to the other side.
Go after some low hanging fruit
Successful cold call:
Examples:
Nutritional, Breakfast and Health Bar
Lunch and Learns
Other OEM’s
Full transcript