Pedro Montanez

• Mission Foods es una compana originalmente fundada en California en 1977, y forma parte del grupo Maseca.

• Mission Foods fabrica productos de maiz y harina de alta calidad.

• Es dueña de sus propias fabricas, 20 alrededor de los Estados Unidos

• Tiene distribución directa de sus producto

Como introducir el producto a las bodegas

Enfocandose en las bodegas que predominan clientes Mexicanos y Centroamericanos

Tener una estrategia de ventas , enfocandose en los productos de mayor consumo. Guerrero 80 y 30 count.

Construir conocimiento sobre el producto, Cualidades, virtudes y calidad del producto

Pre-planning and Analysis• Identificar las areas de mayor oportunidades

– Cuentas Mexicanas, centroamericanas y latinos en general

• Maximize sales value and profitability– Reduce cost!

• Be informed of national and holidays programs• Control out of code and out of stock products• Track year to date performance vs. prior year

– Make note of items that impacted your sales• Plan the accounts you want to visit• Know what you need to accomplish at each visit• Know the current sales• Create a target list of accounts with no buyers, including new accounts• Know your distribution and volume goals

Sales Strategy Alignment

• Increase product exposure– Create displays and get additional shelf space

• Crew Drives– Be part of the monthly drives with Mission

members• Secure placements of new products• Make notes on what your competitors are doing –

programs, specials, etc.

Build Product Awareness

• Include new products from the portfolio by association.– If Miller Lite 24 oz. can is carried push the 12

oz bottle 6 pack or visa versa • Push products that “fit” the customer

– If 24 oz. cans move, add other products that are the same size

• Push value items– Make the customer aware that Miller Chill

includes salt and lime (vs. Corona) and Peroni is an upscale European beer vs. Stella Artois

Sales is Simple

• Sales is simple, but not easy• Sales is about one thing: action• If you are active, you will get the results• Discipline is an important ingredient in

your activity• If you are disciplined enough to perform

your actions you will get results • Results = Cash

The Account Visit

• Greet the owner• Check the inventory – in the coolers, but don’t forget to check storage (basement, etc.)• Product in the back room is useless – make sure the account has effective space management and that the product is in the cooler• Check the POS – stickers and posters• Check quality control – ensure fresh product, avoid “out-of-stocks” and “out-of-codes”• Consult with the customer on what they need• Place the order – “no order = no commission”• Profile the issues with each account – credit issues, out-of-code issues, out of stock issues, driver issues, etc.• Make notes on what your competitors are doing – programs, specials, etc.• Share important information with your manager and your key suppliers

MVP – Most Value Products(for General Markets)

Total Order $142.45

2 Cs

$10.60

1 Cs

$10.60

1 Cs

$9.60

1 Cs

$10.50

1 Cs

$19.50

1 Cs

$16.65

1 Cs

$20.30

1 Cs

$17.05

1 Cs

$17.05

2 Cs

$10.60

VIP – Very Important Products(for Ethnic Markets)1 Cs

$10.60

1 Cs

$9.60

1 Cs

$19.50

1 Cs

$17.05

1 Cs

$17.05$26.95

1 Cs

$25.10

1 Cs

$21.15

1 Cs

Total Order $168.20

Beer Analysis by AccountDate:

Salesperson:

Miller Brewing Company Person:

ACC NAME:

# 1 2 3

40 OZ BTL

24/22

OZ

24/*25

OZ

16 OZ CAN

12 OZ CAN

1 BUD LIGHT COORS LIGHT MI LLER LITE

2 BUDWEISER COORS MGD

3 BUD SELECT MOLSON HIGH LIFE

4 CORONA BUD LIME MILLER CHILL

*5 HEINEKEN MOLSON FOSTERS

6 NATURAL I CE KEYSTONE MILK/BEST

7 COLT 45 HURACAN OLD ENGLISH

8 STELLA ATOIS BECK'S PERONI

9 SAM ADAMS OTHER CRAFT LEINENKUGEL'S

10 MONSTER OTHER ENERGY SPARKS

11 ODUL'S COORS NAdddddd,,l;.[s;[[kxs ,aom kqkSHARP'S,l l

12 AGUILA CRISTAL CUSQUENA

“Champions keep playing until they get it right.”

Billy Jean King