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03 MARKETING & SALES 1. USPs & General Marketing & Sales Commandments 69 // 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 5. Audit - check quality of dish served and 1. Brag - Don’t say, “MY PIZZA IS THE
presentation to the bar manager/owner. equipment maintenance on a monthly BEST”, rather claim “MY SOLUTION IS

BARS & 2. Benchmark - Be aware of the existing basis! BETTER”.

NIGHTLIFE dishes on the menu and their cost. 6. POS - Make sure that the pizza is 2. Dress inappropriately - Come to the
meeting dressed appropriately, as a
publicized on the menu or a tent card.
3. Logistic capability - Confirm the If there is no visual - there is no sale! representative of our company.

customer has the ability to store the Suggest to the owner/manager that

product adequately. you will place the oven in the front of 3. Come unprepared – Know how many

the bar so people can see it and get people will be attending the meeting

4. Professional Training - The baking “hungry”. and bring enough pizza.

instructor completes the “Selling Cycle”

by making sure the kitchen promotes 7. Don’t compromise on the the MOQ 4. Compromise on the MOQ drop for the

the product. drop. Bars and Nightlife - they can handle it.

8. Be tough on collection. 5. Oversell - Build the business

organically. Learn and grow the

account.