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03 MARKETING & SALES 1. USPs & General Marketing & Sales Commandments 63 // 98

2. Distribution Channels (Segments)
3.KPI’s

03/2 DISTRIBUTION CHANNELS - CUSTOMER

DEFINITIONS AND CHARACTERISTICS

Do’s Don’ts

1. Who to pitch? Make the initial 1. Be arrogant - Don’t say “MY PIZZA
presentation to the F&B Manager and IS THE BEST”, rather claim “MY

HOTELS & to the Executive Chef or to any relevant SOLUTION IS BETTER”
top level decision maker. If the hotel

RESORTS is part of a chain, make sure that the 2. Dress inappropriately - Come to the
meeting dressed appropriately. You
discussion is leveraged onwards.
represent the company!

2. Check out the real estate - Identify how

many outlets are available in the hotel. 3. Come unprepared – Find out how many

E.g. pool, lobby, room service, main people will be at the meeting and bring

dining room, bar, banquet menu. enough pizza.

3. Matchmaking- Offer the right solution 4. Compromise on the MOQ drop for the

for the outlet. Hotels - they can handle it.

4. Placement- Photograph the kitchen 5. Oversell - Build the business

and/or work space for future review. organically. Learn about your client and

grow your account.