Grow Your Sales
How should you invest your resources to best grow your business?
As a leading food manufacturer with serious non-commercial business, it’s hard to get in front of your business when you don’t have visibility. How can leaders like you truly gain control? Visibility isn’t just seeing. It’s the first step to enabling powerful sales strategies that drive the business.
UNDERSTAND PERFORMANCE AT GROUP PURCHASING ORGANIZATIONS AND FOODSERVICE MANAGEMENT COMPANIES
Volume at your FMCs or GPOs can be materially impacted when locations move between them. Your team can only affect volume at accounts that maintained membership year-over-year, so one team member may benefit from accounts moving to a GPO, while the one calling on the ‘losing’ GPO is penalized. Neither salesperson can influence these moves, so they shouldn’t be held accountable for the volume effects.
CROSS-SELL YOUR EXISTING CUSTOMERS
Identifying commonly paired products can be a powerful sales driver. Within pairs, locations already purchasing one of your products have a higher probability of purchasing another. For example, if most hospitals buy peas and carrots, you want to know which hospitals were buying one but not the other and send your sales or broker teams to follow up.
DRIVING NEW SALES
A classic sales growth strategy is increasing penetration in a segment or other operator grouping by finding new sales targets. But assessing current penetration and finding relevant targets isn’t always easy. Manually blending distributor lists, your location-level claims data, member lists, or third-party sources in Excel is exceptionally cumbersome. The result often lacks the means to identify the most viable targets, or is full of locations that aren’t operating, changed names, or are otherwise defunct. If you can see how much volume locations are purchasing in relevant segments without the noise, you can re-focus your time on growing the business.
BE IN STOCK WHERE IT COUNTS
The best salespeople prepare for an Operator sales call by identifying the most substantial opportunities for new placements. Knowing which items you’re selling to a Distributor and the Operators buying from them allows a salesperson to present only the items in stock during sales calls, avoiding the frustration of offering a product they can’t source. Suppose you’re selling a new item into the operator’s territory. You can pre-sell to the operator to ensure you meet the minimum volume required to get the item stocked at the distributor.
“Tibersoft are masters of foodservice data. This understanding of our business has helped us put our data to work, transforming it into a valuable asset that directly impacts our business visibility and profitability.”
BRYAN KRAYER | VICE PRESIDENT