Sales of Just Cook Limited to McDonalds - Speech or Presentation Example

Sales Presentation of Just Cook Limited to McDonald’s Table of Contents Introduction 3 Prospecting 3 Pre-Approach 4 Approach 4 Presentation 5 Handling Objections 7 Closing 8 Follow Up 9 Conclusion 9 Introduction The current paper would focus on formulating a sales presentation related to a kitchen equipment company, Just Cook Limited, for a potential customer, McDonald’s. It would reflect on the pattern in which the kitchen equipment company would present the merchandise such that it meets needs and aspirations of the restaurant company. The paper would also discuss other parameters related to the sales process such as, handling of objections related to the customer and also effectively closing the sale through generation of orders. Finally, the after sales or follow up stage of the sales process would be rightly dealt in the paper such that the same contributes in enhancing the company’s relationship with customers. Prospecting McDonald’s, one of the leading food retailers in the global landscape, is considered as a prospective customer for the kitchen equipment business. McDonald’s operates through a large number of stores based along 100 different global regions, which helps in fulfilling the needs of around 70 million people on an average daily basis. The above statistics reflect on selection of McDonald’s as a prospective customer for the kitchen equipments manufactured and sourced by Just Cook Limited. Working as a supplier of kitchen products to McDonald’s can be better observed as playing a vital role in sustainability drives of the company in order to generate quality products and services to the customers (McDonalds, 2014). Just Cook Limited aims to manufacture and distribute effective kitchen equipments for two types of customers, namely business and domestic. Just Cook Limited operating based on a vertical integration process aims to function on grounds of large product assortments such as, Bulk Cooker, Deep Fryer, Kettle, Vegetable Cutting Machineries, Service Trolleys, Gas Burners, Jacketed Vessels, Griddle, different types of cookers, steamers, baking trays, meat slicers, mixers and food processors, Graters, Juicers, Spoons and Spatulas and other similar equipments of all sizes. Operating with a large scale product assortment potentially helps the company to meet variegated needs of the restaurant business in the highly competing environment. Pre-Approach McDonald’s is regarded as a prospective customer for Just Cook Limited owing to a large number of factors that can be underlined as follows. The customer company tends to function as a large restaurant chain with an aim to satisfy the taste buds of nearly 70 million customers on a daily basis. Based on the 2013 Annual Report, the company’s growth in sales on a year-to-year basis was recorded to be 0.2 percent, while 4 percent growth is noted in Earnings per Share along the stated period. McDonald’s is observed to operate based on a plethora of food products like, hamburgers, cheeseburgers, chicken nuggets, sandwiches, french fries, desserts, beverages and soft drinks as well as other low calorie food products like, oat meals and salads. The restaurant company also entices its customers by way of offering breakfast products like, eggs, sandwiches, biscuits, cakes and steamed beverages. Sales and revenue records during 2012 reflects that McDonald’s, through its operation in the stores worldwide, gained the capacity of generating around $1.2 trillion relating to its annual sales. The restaurant company concentrates upon providing effective customer services while operating independently or through franchisee outlets by way of maintaining cleanliness and responsible service standards required. The above information, thus, rightly reflect or rationalizes the selection of McDonald’s as a prospective customer of Just Cook Limited based in the United States (McDonalds, 2013). Approach The demand of McDonald’s related to kitchen equipments implies that it requires such equipments that tend to consume lesser energy to operate as well as contribute towards meeting the objectives for a greener environment. Furthermore, the restaurant company is also observed to depend on such instruments that would help to minimize the use and consumption of oil, thereby enhancing the food quality (McDonalds, 2014a). In order to effectively sell its kitchen equipments to McDonald’s, Just Cook Limited is required to provide effective solutions to the above mentioned needs. The Unique Selling Propositions (USPs) of the kitchen equipments and appliances produced must highlight on key points related to reduction in energy consumption. In respect to the production and sales of cooling instruments and storage devices, Just Cook needs to uphold features reflecting reduced greenhouse gas emissions. Hence, the objective of sales presentation is to help project the kitchen equipments as environment friendly and also that they involve lesser consumption of oil. The sales presentation is required to highlight on features of the kitchen equipments as that would support McDonald’s to achieve their business objective. Understanding of the above needs of McDonald’s was gained by way of conducting interviews with the managers related to the purchase and production departments of the customer company. Presentation The Storing Pots manufactured and sold by Just Cook Limited can be effectively presented as kitchen equipment that would contribute towards meeting the energy efficiency objective of the consumer company, McDonald’s. The following presentation would comprise a display of the product including salient points that would help reflect on features and advantages to be derived from using the product. Figure 1 (Sustainable Foodservice Consulting, 2013) Features: The Storage Pot helps to reduce the use of energy required for heating food products. Storage Pots produced has sink fins that contribute towards disseminating heat to the food products contained in the pot, thereby lowering requirement of the chef or the serving team to further heat up the content. Storage Pots produced are approved by the Food Service Technology Center as an effective product that supports energy savings. Storage Pots produced by Just Cook Limited is observed to take half of the time required for a normal pot to boil liquid products such as, curry and soup. In addition to that, Ice Machine is kitchen equipment that needs to be rightly presented before the customer company such that it requires lesser energy and also emits reduced greenhouse emissions. The following section would aim at displaying the item as well as briefing the essential features and advantages gained from using the product. Figure 2 (Sustainable Foodservice Consulting, 2013a) Features: The Ice Machine produced by Just Cook Limited is featured to be an energy efficient appliance, which needs reduced water amount in the production of ice. Energy Star reviews reflect that the Ice Machine exhibits 15 percent greater energy efficiency and water efficiency of more than 10 percent. The Ice Machine comprises both Tier 2 and Tier 3 specifications of Energy Star. Cooking Mixer is effective kitchen equipment produced by Just Cook Limited such that the same helps in the reduction of oil use for preparing food items. Illustration and features of the Cooking Mixer is presented below. Figure 3 (ESS EMM CORPORATION, 2011) Features: Cooking Mixture helps in cooking, frying and browning of food contents with reduced consumption of oil. The product also helps in lowering the amount of labor required for conducting cooking activities. Handling Objections Just Cook Limited aims to handle complaints of customers through generation of the after-sales services by incorporating a 24x7 help line. The customers are encouraged to generate complaints, grievances and also suggestions relating to product development to the company such that the same can help in delivering more effective services to the consumer groups. Customer objections related to price of the equipments can be handled by employing the reflective questioning technique, thereby reinstating the objection placed pertaining to the high product prices. The high price of the products can be effectively countered by Just Cook Limited through the generation of discount coupons and promotional codes by the sales officers. Similarly in case of customer complaints relating to the comparison of same type of products generated by another company at a reduced price range, Just Cook Limited is required to offer greater value additions in terms of warranty, provision of free samples and free delivery of products to the customers. The above process would help in attracting and sustaining potential consumers in the act of procuring the equipments (Farber, 2004). In case of customers placing product complaints, the customer care service of Just Cook Limited is needed to turn an effective ear to their views. A servicing team must be constructed in order to help generate required services to the customers, thereby helping to restore the product operations and ensuring adequate customer satisfaction. Finally, the product and customer care team of Just Cook should effectively communicate with the customers, which in turn can help in comprehending their expectations and subsequently devising the right product assortment and services (Connick, 2014). Closing The closing of the sales activity is facilitated through order requests made by the customers. Requesting orders from the customers is made possible by way of informing the consumer groups about clarifications that they need in order to be able to make their purchase decisions effectively. The process of generating the sales order can be facilitated by asking the customers about quantity of the product item/items that is required and making queries regarding attributes such as, color and other product specifications. Moreover, the sales officer conducting the sales activity can also inform the customer about the manner and time within which they ought to gain delivery of the ordered product. Asking to place an order for a product that is considered for the sales pitch is the most effective way of closing the sale such that it helps in generating greater opportunity for the company to help influence the consumer in buying the product (Orr, 2012). Other aggressive form of asking for the sales order from the customer relates to presentation of an order form where the customer is needed put his or her signature so as to help in generating the order. Other forms of requesting sales order from the customers is by informing them about the down payment they ought to make and the subsequent payment activity in specific installments that must be facilitated in a subsequent fashion for the total service containing of delivery, installation and after-sales services offered by the company. Other types of sales tactics that can be used by the sales person for generating orders involve congratulating the customer for the purchase decision made or corporate customer for deciding to procure a product from the company (Fox, 2010). The above strategies can be rightly implemented by the sales officer whether singly or in combination in order to help in generating order for the equipment. Follow Up The plan for follow up relating to sales of the kitchen equipment can be formulated by the sales team of Just Cook Limited as follows. The sales officer is required to help in generating effective alternatives to the customers such that the same is able to promote users’ freedom select a product type while making the purchase decision. Similarly, the sales staff is required to maintain effective communication with the customers such that the customer is able to inform about the decision of a later purchase. The follow up plan also involves effective negotiation to be made with the customer so as to help in arriving at an effective price standard that helps in meeting needs of the company as well as the former, thereby cutting down on the number of complaints made. The follow-up process also requires the sales team to revise with the customer the terms agreed upon relating to the item chosen, the price and the delivery time agreed upon. This act helps in reducing and addressing to the emergence of differences and in closing the sales activity in an effective fashion. Other steps relating to the follow up plan constitute encouraging feedback from the customers such that the same contribute towards enhancing the level of customer services offered and also augmenting features of the product so as to generate greater benefits. Finally, the follow up plan also requires encouraging the customers to generate written testimonials about the product or service as well as referring other individuals to buy the product. Testimonials generated by the customers that are to be published on the company websites must be approved by the customers (Moore, 2010). Conclusion Just Cook Limited is needed to follow the sales process underlined as above in order effectively sell its products to the target customer, McDonald’s. Gaining understanding of needs and aspirations of the company can help Just Cook Limited to design the product catalogue consisting of the right items so as to appropriately satisfy needs of the customers. It also reflects the manner in which the sales presentation must be formulated by the company so as to help McDonald’s appreciate the product features and advantages, such as, reducing energy consumption as well as minimizing green house gas emission levels. Furthermore, the style required by Just Cook Limited to help close the sale and generate orders from the customer for effective kitchen equipment is mentioned. The follow up process to be incorporated by the company so as to adequately strengthen the relationship base with the customers is also reflected in the sales process recorded above. References Connick, W. (2014). How to Handle Objections in Six Easy Steps. Retrieved from http://sales.about.com/od/salesbasics/ht/How-To-Handle-Objections-In-Six-Easy-Steps.htm ESS EMM CORPORATION. (2011). Commercial Kitchen Equipment. Retrieved from http://essemmcorporation.tradeget.com/F61053/commercial_kitchen_equipment.html Farber, B. (2004). Barry Farbers Guide to Handling Sales Objections. United States: Career Press. Fox, J. J. (2010). Dont Send A CV. United States: Random House. McDonalds. (2013). 2013 Annual Report. United States: McDonald’s. McDonalds. (2014). Energy Efficiency Improvements in Kitchen Equipment. Retrieved from http://www.aboutmcdonalds.com/mcd/sustainability/planet/climate-and-energy/equipment.html McDonalds. (2014a). Getting to Know Us. Retrieved from http://www.aboutmcdonalds.com/mcd/our_company.html Moore, G. T. (2010). Taking Charge of Distribution Sales: 9 Proven Skills to Lead and Manage Your Sales Team. United States: Natl Assn Wholesale-Distr. Orr, L. M. (2012). Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant. New York: Routledge. Sustainable Foodservice Consulting. (2013). Efficient Commercial Kitchen Equipment. Retrieved from http://www.sustainablefoodservice.com/cat/equipment.htm Read More