Inline Plastics Playbook v2 JUL-21

Sales Stories • My market is very different from the US and Canada since I have to handle many cultures and different types of market, but something that has stood out to me since I started at Inline is that I have always wanted my client to leave the meeting knowing the qualities of the product, that as a sales person I do my job to investigate the market and clients needs and that they trust us as that business partner who will help them develop new product ideas and new sales. • Supermarket chains: One of our main qualities is our transparency and tamper evident seal, so something that has worked for me and I use in all my sales meetings, when going to a new client, the day before I talk to the people in the store and review what are the main containers, they feel they have more problems with either in the stacking, closing, or shelf life. Usually the top director levels are not in the day to day how these people are. Once I have those items, I buy two of them to pack one out in my INLINE containers that I send to the hotel for the meetings. In Latin America especially in the supermarket chains the portfolio used is very similar, so I always travel with the top 20 most sold and the new launches to show the clients. I review the shelves for more products we can replace and pack them all out. During the meeting I introduce myself and present the company. When talking about the product lines, I start taking out the current products they offer, and put my product packed in an INLINE container right next to it. This has really impressed the buyers because they always tell me nobody really takes the time to go to the stores, understand the stores, talk to the store-level people and understand the needs of the store and then provide solutions in a better, clearer package. • If we have a client in mind with our distributor and we haven't been able to get a meeting with them or don't have the direct contact, I prepare a presentation with pictures of their products next to our products so they can see the difference of how changing their package changes the perception of their product. We pack out the product with the distributor as well and leave it in their headquarters with a catalogue and business card. Usually when the people in the front desk see the work, they give us the contact information of the person in charge and we contact them immediately.

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