november2024 - 10

available products. These products will supplement the
popular, " must-have " items.
* On the coffee service side, our advanced bean-to-cup
brewers along with state-of-the-art drip coffee brewers
will provide a tremendous selection of specialty drinks
and favorite selections from local roasters. Bag-in-box
cold brew will provide a simple, finishing touch that
will be appreciated by your staff.
* Our point-of-use water-filtration system, which comes
with customized personal bottles, will eliminate the
need for 16oz plastic. The savings will be significant,
allowing you to focus on more healthy products,
which was identified by Susan, the HR Director, as an
important initiative.
* Your client services representative - a dedicated
employee who will be assigned to your account -
will review each invoice and ensure that monthly
budgetary objectives are being accomplished.
Additionally, that representative will be focused on the
employee experience and your overall satisfaction.
We are very excited about next week's taste testing and
product sampling - along with an advanced discussion
of the cost structure and our plan to facilitate a smooth
transition to this new and much-improved program for
A1 Distributing.
We will see you on the 17th at 10 a.m. as scheduled.
If you have any questions in the meantime, please do not
hesitate to reach out.
Thanks, Bob Tullio - A1 Refreshment
The executive summary accomplishes many things:
* It reinforces all of the good things that happened at
the initial meeting.
* It clearly points out what needs to happen for your
company to earn the business.
* It keeps the prospect organized so as not to confuse
your company with the next one that comes in to
make a presentation. Chances are, they will not be
taking this extra step. The executive summary will set
your company apart.
* It sends a message: We have our act together, we
pay attention to details, and we develop customized
programs for our clients.
ENSURING FOLLOW-UP
How can you ensure that the account executive will follow
up in a proper and timely manner? Not surprisingly,
artificial intelligence (AI) is the answer today.
10 Automatic Merchandiser * November 2024
SALES TRAINING TO UP YOUR GAME
There is so much more to follow-up, but how do you
teach it?
I was recently contacted by new operator who was
about to write a $6,000 check to an online trainer
who offers a course on " How to succeed in the
vending business. " I suggested to the new operator -
and there are many new operators out there today
- to avoid this type of scam and instead, turn to the
training resources offered by NAMA, including the
course I developed, " Selling Convenience Services. " In
that course, I offer many follow-up strategies and the
most comprehensive guide in existence to selling OCS,
vending, micro markets and pantry service.
As a course developer, I can provide a discount to
my readers on just about every NAMA educational
offering. Just use the promo code B2B10. It's a much
better choice than the $6000 program offered on
social media.
In last month's column, I mentioned Gil Cargill, the
speaker who brought the house down at the NAMA
Show in May, talking about his AI solution for business
development. Among other things, AI is an incredible
follow-up solution, ensuring that executive summaries
and other follow-up efforts occur right on time, despite
the busy schedule and distractions that sales reps deal
with daily.
Cargill said he's willing to give any operator a free
test run of his autopilot AI program. He will start by
bringing your lost accounts and long-forgotten prospects
back to life.
Reach out to me, and I will be happy to make the
introduction. I'm anxious to see it in action and to
write about the results.
If it works the way Cargill said it does, it could be
the next big thing for convenience services sales teams.
Seasoned operators will remember 2000 when pay-perclick
advertising was new and inexpensive. Those of us
who dipped our toe in the pay-per-click pond had our
phones (landlines) ringing nonstop. ■
About the author
VendingMarketWatch.com contributing editor
and industry consultant Bob Tullio is a content
specialist who advises operators in the
convenience services industry on how to build
a successful business from the ground up and
advises suppliers on how to successfully connect
with operators. Tullio's YouTube channel, b2b
Perspective, is designed to " elevate your business in two minutes. "
Visit www.tulliob2b.com or email bob@tulliob2b.com.
http://www.VendingMarketWatch.com http://www.tulliob2b.com
november2024

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