Selling to Big Business1 PepsiCo Foods Canada Selling to Big Business Canadian Council for Aboriginal Business October 25, 2011
Selling to Big Business2 Storyline Prepare Define Multiple routes What do they want?
Selling to Big Business3 Prepare What value to you bring to this company? Can you define it in 3-5 words? Your version of “Just Do It” Expresses what you do for the firm Invites a question or two … “Tell me more” Earns you the right to do your introductory statement – 15 to 20 seconds
Selling to Big Business4 Prepare How much homework have you done? Do you know where you fit? Do you know where you can add value? Have you studied the website and articles about the company?
Selling to Big Business5 Define What solutions do you offer? What problems do you solve? How do you improve their market value? Examples: –I solve the problem of unprepared suppliers –I solve the problem of employee turnover –I solve the problem of consolidated fleet management
Selling to Big Business6 Multiple Routes … multiple tiers Multi Tier System –Corporation:PepsiCo –Tier One:Office Depot –Tier Two:minority firm sells products to Office Depot –Tier Three:minority firm sells products to Tier Two company Your competitors can be your allies The big deals go to bigger companies You must partner to move up the multi tier system
Selling to Big Business7 Multiple Routes First and second tier companies want: –Help getting the business –Help solving the corporations challenges –Make their operations smoother –Make them profitable
Selling to Big Business8 What do buyers want?* Thoroughness and follow-up (71%) Truth and honesty (68%) Market knowledge (65%) Cost savings ideas and innovation Consistency of processes and behaviours * Purchasing Magazine
Selling to Big Business9 What do buyers want?* Fast problem solving Rush deliveries Availability on call-backs Be an advocate for the buyer Flexibility * Purchasing Magazine
Selling to Big Business10 PepsiCo Foods Canada Selling to Big Business Acknowledge the content from Julia Hubbel