September 14, 2010

Selling Independents

Are you preparing to call on and sell independent grocery store operators? Often, they are part of a wholesale cooperative or belong to a group of stores like IGA, Piggly Wiggly, Supervalu, Associated, Western Foods, or Spartan Stores.  These independent operators can be vital to the growth and success of your growing food business and supplying them value and solutions will result in greater sales success for your company.

When preparing for these calls and working to offer solutions for Independent growth, answer their basic questions and concerns when possible in your offer.  Even if they do not bring them up to you in the meeting go ahead and answer these questions and demonstrate the value you bring to the table.  They are looking for solutions and methods to compete and your demonstration of understanding their needs will succeed:

Presentation Prep Questions for Independents:

  1. How do we increase our profit margin?
  2. How do we increase customer loyalty?
  3. Do I have the right pricing and promotional strategy?
  4. Can we compete with the chains?
  5. How can we market our store better?
  6. How can we lower our prices?
  7. Do I have the right mix of products in my category?
  8. Are my employees trained correctly?

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