Our Primary Product

Our primary product is an ongoing program designed to convert the salesforce from selling product/price to selling and managing full service relationships as true business consultants.

That relationship typically positions the distributor as the primary supplier to the strategically targeted Customer (90% of the items and 95% of dollars purchased)

This is a 5-7 week process and on-site commitment with each distributor, as well as unlimited and ongoing telephone support.

Ideally we will develop this relationship with 4-5 distributors.

-> Year One

1. Analyze Strengths, Weaknesses, Opportunities and Threats-Done with each group of people (department), both internal and external analysis (i.e. competitors)
2. Position the distributor in their marketplace--Determine who is a core customer, what is core geography and what is the core product mix and who are core vendors.
3. Teach the concept of core management to the entire organization and how to drive growth profitably by rationalizing existing customers, products and geography. If necessary, identify SELECT new areas for investment.
4. Develop clear goals, milestones, metrics and definitions of success with the owner.
5. Field Training for selected pilot salesperson-4 to 6 weeks one-on one with the rep interfacing directly with key Customers.
6. Classroom training focused on understanding the customer's business for selected additional salespeople and sales management. Additional modules will be added as needed and appropriate (this does not replace basic sales training and is not for a new rep.)
7. Annual review against metrics

-> Year Two

1. Field training for additional 2 salespeople
2. Combination of field/classroom training for Field Sales Management
3. Continued classroom training for other salespeople
4. Evaluate local business and culinary education resources
5. Continue to participate directly with key Customers as appropriate
6. Annual review against metrics

-> Year Three (and ongoing)

1. Review/update SWOT/Core Analysis
2. Begin "Sales Academy" training for all reps with two or more years experience. This will be combination of classroom, field and outside resources. The trained Sales Management will handle most of the instruction.
3. Ongoing coaching for Feild Sales Managers
4. Continue to participate directly with key Customers as appropriate
5. Annual review against metrics