HOW DO I APROACH THE LOCATION OWNER? OR DO I APROACH THE MANAGER? DO I TALK FACE TO FACE, CALL AND MAKE AN APOINTMENT OR WHAT. I AM 13 YEARS OLD AND I AM MORE INTERESTED IN BULK VENDING. ANY ADVICE WOULD BE GREAT. THANKS!
HOW DO I APROACH THE LOCATION OWNER?
Started by FIRE MEDIC, Aug 06 2006 02:04 PM
1 reply to this topic
#2
Hal_Burch
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Posted 07 August 2006 - 08:48 AM
HOW DO I APROACH THE LOCATION OWNER? DO I TALK FACE TO FACE, CALL AND MAKE AN APOINTMENT OR WHAT. ANY ADVICE WOULD BE GREAT. THANKS!
You do NOT want to approach these vending location prospects in a suit and tie. If they think you?re a salesman, the manager won?t come out to talk. Dress business casual.
You want to have a vending business card (preferable a nice one to appear that you are more professional than the other vending companies)
If you hand out any materials, make sure they look professional like you have a real business. If someone knocked on your door out of the blue with nothing but photocopies of all their items, would you feel safe hiring them? First impressions are everything!
You want to find out what they like and Do Not like about their current vending machine service. Then use those points in a proposal that you?ll drop off later.
You want to go in, make a quick 3 minute pitch about your vending service and ask to see their current vending room or machines. This will give you an idea of what type of equipment you need, what prices they currently have, how the appearance of your vending machines will improve their look, etc?
You may want to take a picture of their vending machines, computer paste it into a proposal that also shows how the area would look with your vending machines instead, assuming there is a big improvement.
If they are somewhat interested after the first unexpected talk, you?ll want to bring them a bag of goodies (see more vending tips) when you drop off the proposal so that their employees get hooked on the unique items that you provide which they don?t currently have in their vending machines. You want to cater to your clientele. If it is an upscale office, you want to include items they like rather than your everyday chips and candy bars. If it is a healthy looking group, you may want to include Protein Bars, Low Carb bars & Candy, etc?
Keep in mind that, for snack & soda vending, blue collar workers buy more than white collar. Also, men buy snacks & candy more than women.
When you present these items to them, make sure your vending business projects a professional image. Don?t just throw them in a paper bag. Find some cheap basket to display them in and leave with them. Or buy a $1 table cloth at Wal-Mart to lay them out on and make a statement so that all the employees notice the goodies as they come through! Lay your vending business cards around & it will probably stay on the table a few days. This way, they don?t see you for 5 minutes and then forget about you!
If you can create a buzz in their office about your service, you?ll get the vending account.
More than what you say, IT?S ALL ABOUT PRESENTATION.
Those tips are really the most important things. Now for what to say?
You may be able to get an idea from the employees of how good or poor their current vending service is. Then, you know how to approach the manager. Usually the manager, Human Resources person, building manager, or service manager (car lot) handles the vending machine account decisions.
Normally you can just ask what person you should talk to about their vending machines for that location. Once you get to that person, use those tips to tell them why you will provide the absolute best vending service they will find without sounding full of bull. Like I said, they don?t believe what you say as much as what you show them. In this first encounter, your goal is to interest him / her enough that they are willing to let you see their vending room and make a proposal. While you?re talking, you can hand him the customer snack and soda survey - a list of the products you carry (it is better to offer more than the traditional items like everyone else)
Even though you may not ever need to provide them with these exotic snacks, it is a plus to know you offer them and the others don?t.
If you have them, one of the best things you can give him are some reference letters from other happy vending machine accounts on nice quality paper. The more original the letters look the better. Leave them with him to look over after you?re gone. Give him something to think about. If they are at all unhappy with any part of their current vending service (which is often the case) tell him you don?t want to take much of his time; so if it is okay, you?d like to look at their current vending rooms and then create a proposal that you will drop off for him to see how you could improve their snack & soda vending service
