Our Service
Published on Nov 19, 2015
No Description
MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
What do we do?
How do you add value to what we do?
Farmerbros.com says: "The success of your business is our business."
Photo by Dunechaser
THE 4 OFFERINGS
- Product
- Equipment
- Pricing
- Service
How do we add value to our customers? We do it in four ways.
1. Product. We offer a complete list of items for both restaurant and office use. Band aids, meat tenderizer, cleaner, Artisan coffee.
2. Equipment. Everything from single cup to volume brews, Douwe Egberts, espresso machines, water coolers, milk chillers, etc.
3. Pricing. Group pricing, national accounts, margin flexibility with FB products.
4. Service. Active monitoring of account pars. Rotation and facing of product. Rep recommendations. Cup quality checks.
You can use these four components when calling on a competitor's business, and to assess your own accounts.
1. Product. We offer a complete list of items for both restaurant and office use. Band aids, meat tenderizer, cleaner, Artisan coffee.
2. Equipment. Everything from single cup to volume brews, Douwe Egberts, espresso machines, water coolers, milk chillers, etc.
3. Pricing. Group pricing, national accounts, margin flexibility with FB products.
4. Service. Active monitoring of account pars. Rotation and facing of product. Rep recommendations. Cup quality checks.
You can use these four components when calling on a competitor's business, and to assess your own accounts.
Photo by schillergarcia
PRODUCT
OFFERING #1
PRODUCTS, OH JOY!
- We have a bajillion
- Your customer takes 15
- Know your offerings
THE PRODUCT CATEGORIES
- Coffee
- Tea
- Culinary
- Foodservice Supplies
- First Aid (OCS)
Farmerbros.com wraps our product offerings into four bullet points.
Coffee and tea are explanatory.
Culinary refers to all spices, extracts, jellies, cocoas, and anything else edible.
Food service supplies pertains to coffee filters, cleaner, plates, utensils, napkins, or non edibles.
First aid is exclusive to OCS, dealing in band aids, wound wipes, Tylenol, and more.
Coffee and tea are explanatory.
Culinary refers to all spices, extracts, jellies, cocoas, and anything else edible.
Food service supplies pertains to coffee filters, cleaner, plates, utensils, napkins, or non edibles.
First aid is exclusive to OCS, dealing in band aids, wound wipes, Tylenol, and more.
EQUIPMENT
OFFERING #2
Farmerbros.com says: "Your service is only as good as your equipment."
Photo by m01229
EQUIPMENT
- Batch brewers
- Single cup
- Iced Coffee
- Juice
- Espresso
Farmer Brothers has a ton of equipment at its disposal.
Batch Brewers come in traditional pot Brewers, all the way up to ten gallon urns.
Our Single Cup offerings range from Grindmaster Kcup brewers to Avalons.
Goodwest makes our creamer and iced coffee machines.
Our hotel clientele can be furnished with juice machines. For cafes and offices, we have espresso units, water cooler, gourmet beverage dispensers, and more.
Batch Brewers come in traditional pot Brewers, all the way up to ten gallon urns.
Our Single Cup offerings range from Grindmaster Kcup brewers to Avalons.
Goodwest makes our creamer and iced coffee machines.
Our hotel clientele can be furnished with juice machines. For cafes and offices, we have espresso units, water cooler, gourmet beverage dispensers, and more.
Photo by wagdi.co.uk
NUMBERS: SERVICE DEPARTMENT
With 1,000 customers out of Oakland, we have a
Lot to keep our service techs busy.
David, Mike, Sergio, and Danny are responsible for keeping our customers running.
Lot to keep our service techs busy.
David, Mike, Sergio, and Danny are responsible for keeping our customers running.
DO YOU HAVE
YOUR SERVICE TECHS NUMBER?
PRICING
OFFERING #3
PRICING
WHEN IT COMES UP, WHY IT COMES UP
You're too expensive. I can't raise my prices. Pricing will always be at the beginning or end of every sale.
Luckily, with a little work, pricing can work for us.
By using group accounts, leveraging discounts for new products, and explaining cup costs, we can remove the stigma attached to price.
Luckily, with a little work, pricing can work for us.
By using group accounts, leveraging discounts for new products, and explaining cup costs, we can remove the stigma attached to price.
Photo by Gerard Stolk (vers demain)
YOU'RE TOO EXPENSIVE!
- Farmer Brothers yields more
- Cost per Cup
- Free Equipment
- Your expertise
Many objections center around our cost per goods, and how high they can be when compared to Jetro or Costco.
Your customers are, of course, correct some of the time, but are missing some key components.
Most FB products yield more servings than the competition.
Our beverages, when broken down to cup cost, are extremely affordable, with Tea taking the lead.
We furnish the customer's establishment with equipment! Expensive, expensive equipment!
Lastly, compared to the brick and mortar stores, they are not receiving your expertise or recommendations.
Your customers are, of course, correct some of the time, but are missing some key components.
Most FB products yield more servings than the competition.
Our beverages, when broken down to cup cost, are extremely affordable, with Tea taking the lead.
We furnish the customer's establishment with equipment! Expensive, expensive equipment!
Lastly, compared to the brick and mortar stores, they are not receiving your expertise or recommendations.
WORK TOOL: PRICING INS
- Group accounts
- Chain accounts
- National accounts
- Just-make-the-sale accounts
Being in a group typically feels good. Knowing you belong to a group and you receive a discount because of it is even better.
Ask existing customers for other businesses they know of. They may be eligible for a discount if others sign up!
Soliciting can be made a little easier when you explain we already have a group account for their market section.
Are they nationwide? Good news! We have national accounts.
Use a discount to secure more business.
Ask existing customers for other businesses they know of. They may be eligible for a discount if others sign up!
Soliciting can be made a little easier when you explain we already have a group account for their market section.
Are they nationwide? Good news! We have national accounts.
Use a discount to secure more business.
Photo by monkeyc.net
Do your customers ask for discounts?
SERVICE
OFFERING #4
FARMERBROS.COM SAYS
- FB develops custom plans
- FB restocks and manages
- Provide marketing support
- Training customer on equipment
Our website makes some tall claims. Technicians are a phone call away, 24/7. We stay on top of trends and share ideas and insights. We regularly check with your team to ensure your equipment is being used properly.
NUMBERS: VISIT BREAKDOWN
During each visit to a customer, you are in charge of several aspects of their business. This includes collections, maintenance on the equipment, proper assessment of inventory, and more.
Make recommendations
Increase sales as a side effect
COFFEE MACHINE SERVICES
- Burners
- Sprayheads
- Timer
- Call service yourself
- Clean the outside
Photo by : : w i n t e r t w i n e d : :
