ADVANTAGE FOOD AND BEVERAGE SALES REPRESENTATIVE

ADVANTAGE FOOD AND BEVERAGE SALES REPRESENTATIVEPresented by:Group No. 2Sagar Chande04Aniket Kumar20Nilay Shah39Shivam Dubey114Ajinkya Raut139

Company BackgroundFounded in 1995 by 2 brothers: Lawrence & Daryl Binsky.Company offered traditional vending machine services to businesses in Columbus, Ohio.In 2010, company entered into contract with Avanti Market System (Avanti Kiosk).AF&B established 2 separate divisions: Avanti Kiosk Division & Vending Division.

In the next 12 months, AF&B acquired six new customers for Avanti Kiosk.Achieving superior financial performance:Daryl thought that the financial position could be better & thus AF&B management decided to establish more Avanti Kiosk locations.

PROFIT & LOSS STATEMENT (in $)JUNE 2010 TO MAY 2011Net Sales Revenue4,43,557Cost of Goods Sold1,98,297Selling & General Administrative (SGA)2,45,260Expenses: Salary82,177 Transportation18,523 Commission6,725 Promotion10,500 Other SGA10,418Total SGA expenses1,28,343Net Profit1,16,917Company Background

Avanti Kiosk Selling ProcessStageObjectiveProspectingFinding potential customersPre-approachUnderstanding customers motivationApproachIntroducing the company to customerPresentationMeeting customer needsCloseAsk for objective/overcome objectives and restate the closeFollow-upMaking everyone happy and resolve any problems.Avanti Kiosk Selling ProcessAvanti Kiosk Selling Process

Glitches in Selling Process

Solution by AF&BProviding cases, shelving, point-of-sale technology and security cameras.Providing a gift basket of some items of Avanti Kiosk ranging $20 for each for the decision makers.

Sales Training ProcessSales Training at AF&BThe ProblemPossible options for Sales TrainingSELLING STRATEGYProblems:-No proper trainingCompensation not addressed formallyFrequent hiring and firing of sales rep.

Sr. ManagementAll MembersLawrencePOST MEETING CONCLUSIONLawrence was not convinced that the sales rep. compensation or the selling process needed any adjustmentsBut he was more convinced that poor hiring decisions was the causePast success was not an indication of future performance