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Mission Foods Pedro Montanez


• Mission Foods es una compania originalmente fundada en California en 1977, y forma parte del grupo Maseca. • Mission Foods fabrica productos de maiz y harina de alta calidad. • Es duena de sus propias fabricas, 20 alrededor de los Estados Unidos • Tiene distribucion 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)

2 Cs

1 Cs

1 Cs

1 Cs

1 Cs

1 Cs

1 Cs

$10.50

$19.50

$16.65

$20.30

1 Cs

1 Cs

$17.05

$17.05

1 Cs

$10.60

$10.60

$9.60

Total Order $142.45


VIP – Very Important Products 2 Cs

1 Cs

1 Cs

$10.60

$10.60

$17.05

(for Ethnic Markets) 1 Cs

1 Cs 1 Cs

$17.05

1 Cs

$25.10 $9.60

1 Cs

$19.50

Total Order $168.20

$26.95

1 Cs

$21.15


Beer Analysis by Account Date: Salesperson: Miller Brewing Company Person: ACC NAME:

#

1

2

3

1

BUD LIGHT

COORS LIGHT

MILLER LITE

2

BUDWEISER

COORS

MGD

3

BUD SELECT

MOLSON

HIGH LIFE

4

CORONA

BUD LIME

MILLER CHILL

*5

HEINEKEN

MOLSON

FOSTERS

6

NATURAL ICE

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

12

AGUILA

COORSdddddd,,l;.[s;[[kxs NA ,aom

CRISTAL

CUSQUENA

40

24

24

16

12

OZ

/2

/*2

OZ

OZ

BT

2

5

CA

CA

L

OZ

OZ

N

N

kqkSHARP'S ,l l


“Champions keep playing until they get it right.” Billy Jean King

Marketing plan  

Identificar las areas de mayor oportunidades Cuentas Mexicanas, centroamericanas y latinos en general

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