Inline Plastics Playbook v2 JUL-21

Upsell/Cross Sell Success Stories

Upsell / Cross Sell Success Stories

Simply Pure is an independently owned micro market which offers convenience foods/vending/ beverages, etc. When we first followed up on this lead provided by Bunzl Phoenix, we were originally requested to drop off a sample of a TS24 at Bunzl’s office. The first thing we did was notify Bunzl we were going to personally meet with Simply Pure with the sample requested and see if there were any more opportunities. Once we met with the owner, we were able to learn more about her business and their goals. She told us she did not have a huge amount of storage so our intent was to be more strategic in her current inventory situation and show items that came in one box to reduce skus, and items that could be used for multiple applications. She also was trying to generate more traffic in the store to keep nearby office workers from leaving premises for breakfast, lunch, snacks, etc. Upon our visit, we had observed she had vending machines along with refrigerated and dry shelving and was looking for options to serve. We discussed the trend for more fresh food choices and proceeded to give her ideas to help increase excitement of alternatives to encourage patrons to shop at her store which will increase check rings/revenue. Suggestions offered were easy addons such as our Flip n Mix inserts for salads in the Safe-T-Fresh® line, SnackCups with inserts for yogurt parfaits, TSSB3R with CCLR lid for one container for different meals (yogurt/fruit/granola for breakfast, vegetables/dip for lunch, meat/cheese/crackers for snacks). For her vending application our tight perimeter lid fit ensured the lids would not pop off with the drop-down dispensing mechanism. Our lid seal would also help increase shelf life, reduce waste and decrease labor time from rotation of product. We suggested the TSSWR for multiple applications (cake slices, sandwiches, and wraps). By the end of the conversation, Inline’s 1 item sample request expanded to about 25 items and she was thrilled about the revenue generating possibilities! Our Bunzl rep was pleased with the incremental sales!

Some of my successes have come from cross selling between Processors and Grocery Retailers. When I first joined Inline I was able to get a major cut veggie processor (Incredible Fresh) to utilize Safe-T-Fresh® for their shipments to Publix. Publix at the time was very cautious about moving to STF due to ‘the piece that comes off’ and potential choking hazard. Once they got some experience with utilizing the container, they became more willing to use it in their stores. The rest is history and Publix is one of our biggest Safe-T-Fresh® customers. It can work the other way around as well, Publix was transferring business back to a processor account that I had sold for many years because they didn’t want to pack product at store level anymore. Because of our success at Publix with Safe-T-Fresh®, I was able to convince the processor, with nudges from Publix, to utilize our TS4032 in their packing operation. Furthermore - when grocery chains have multiple banners and one of the banners has an innovative way to utilize / merchandise our containers, sharing pictures/success stories/ packing out samples of the target retailers’ products in that container usually helps swaying the target in our favor.

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