1. The Art of Selling… Steam Jacketed Kettles

2. The Kettle Short Course Outline What is Steam? What is a Steam Jacketed Kettle Basic Types and Sizes General Kettle Benefits [to Operator] Steam Kettle vs. Stock Pot Groen Specific Features and Benefits [Why buy Groen] Key Menu Applications [Cues to Operator Need] Key Potential Markets/Operators [Who is a Potential Customer?] Kettle Sizing Rules of Thumb [What Size is Right?] Facility Issues & Tips [Ensuring a Happy Kettle Customer] Handy Accessories [Help the Operator AND Build the Sale] Advanced Q & A Time Quick Quiz

3. What is Steam? Water [a Liquid] Converted to its Gaseous State by Applying Heat Energy Steam Carries 5 Times the BTU Energy of Boiling Water Readily Gives Up that Energy on Contact with Colder Surface Returns to Liquid [Water] State Steam Expands to Many Times its Liquid Volume

4. What is a Steam Jacketed Kettle?  Steam Under Pressure [Temp/Pressure Relationship]  Safety Valves/High Limit Switch  ASME Codes/Pressure Testing Bottom Line: SAFE…SAFE…SAFE Two Nested Hemispheres Steam in “Jacket” Heat Transfer [Conduction]  = The Core  = And More

5. Basic Types & Sizes Direct SteamSelf-Contained Models Requires External Steam Supply Makes Its Own Steam Gas HeatedElectric Heated

6. Types of Direct Steam Kettles Table Top  Cabinet Mounted [10 & 20 qt]  Cooker/Mixers [20 qt] Floor Models  Stationary [20-150 gal]  Tilting[20-80 gal]  2/3 Jacketed [20-100 gal]  Full Jacketed[40-150 gal]  Cabinet Mounted [40 & 60 gal]  Cooker/Mixers [40 – 80 gal]

7. Types of Self-Contained Kettles Table Top  Electric Heated [10, 20* & 40* qt]  Gas Heated [20* & 40* qt]  Cooker/Mixers [20 & 40 qt] *Manual Tilt/ Crank Tilt Floor Models  Stationary - Gas[20-100 gal]  Stationary – Elec.[20-100 gal]  Tilting - Gas [20-60 gal]  Tilting – Elec.[40-60 gal]  Cooker/Mixers [40 – 100 gal]

8. Selling Kettle Benefits… [Answer the “Why a Steam Kettle?” Question]  Energy Savings  Employee Safety & Comfort Labor Savings Better Product Quality Volume Production  = The Core  = And More

9. Selling Labor Savings …  Large Batch Economies  Less Pot Watching/ Stirring  Easier Clean-up – Less Pot Washing

10. Selling Product/Food Quality …  More Uniform Heating  Less Product Burn-On  More Forgiving than Stock Pot/Range Top  Low Temperature Simmer [Overnight?]

11. Selling Speed & Volume Production …  Heats Faster… in 1/3 of Stock Pot Time  Prepare Larger Single Batches  Easier Product Transfer

12. Selling the GROEN Kettle Advantage …[Unique Design Features] Reinforced Bar Rims [Built to Last] High Buff Polish [Cleaning Ease – Open/Display Kitchens?] Model Specific Features [Insulated Jackets, Easy Crank Tilts, etc.] Groen Support & Brand Strength [See Groen Support]

13. Key Menu Applications… [Cues to Operator Needs] Review Menu Before Call Observe Kitchen Layout & Work Flow Talk Menu with Chef and/or Owner

14. Key Kettle Menu Applications  Reheat Cook-Chill Foods/ Prepared Foods The “Simmer Set” …Soup, Stews & Sauces “Boiling Mad”… Shell Fish, Veggies, Starches, Bagels The Gentle Touch… Cream-Based Products, Fillings, Candy  = The Core  = And More

15. Key Kettle Markets  B & I - In-Plant Feeders  Prisons  Recreation/Tourism Independent Restaurants [Full Service & Ethnic] Schools [Junior/Senior High] Healthcare [Hospitals & Nursing Homes] Hotels/Casinos  = The Core  = And More

16. Kettle Sizing… Working Capacity vs. Nominal Capacity [“Free-Board” or “Head-Space”] Allow for Growth Twice the Capacity May Only Cost 10% More Multiple Kettle Flexibility

17. Kettle Facilities Issues & Tips Space, Including Clearances Ventilation Hood Requirements [Local Code Issues] Floor Sinks/Drains Gas, Electric, Direct Steam Faucets/Spray Hoses [Water] [See Selling Accessories]

18. Selling Kettle Options/Accessories… [Helps the Operator & Builds the Sale]  Pan Carriers [Tilting Models]  Pouring Lip Strainers  316 Stainless Steel Liner [For High Acid Products] Covers [When Not Standard] Cooking Baskets Fill Faucets/Spray Hoses Work Stands [Table Top] Draw-Off Valves  = The Core  = And More

19. Kettle Q & A… Any Questions from Material? Any Questions from Field Experience?

20. Kettles QUICK QUIZ