Flipbook TEST

SUPPLIER MARKET WORK PROTOCOL CHECKLIST

FINE WINE + SPIRITS

I. ONE MONTH TO TWO WEEKS BEFORE:

Establish contact

c

c Ask the following questions when you talk to the supplier: 3 Is this an on-sale or off-sale focus day? Or both?

3 How many wines do you want to present? (The maximum should be six.) 3 With sr that have larger portfolios, ask: is there a specific brand focus? 3 Do you have any time constraints that morning or evening? 3 Are there any accounts that are high priority that you really want to see?

c Utilize your supplier as a resource

c Map out your day based on the winery / supplier and the wines. 3 When possible plan on starting early and working late. 3 Start with those accounts that are the most difficult to get an appointment with or that are a high priority for you and / or the supplier.

3 Plan geographically. 3 Allow time for travel!

II. ONE WEEK BEFORE:

c Call the supplier representative and:

3 Confirm the work with and the meeting time. 3 Confirm the meeting place.

3 Confirm the wines to be presented and how many. The max should be six 3 Are all the wines appropriate for both on and off premise accounts? 3 Who is bringing the samples? With a winery principle do not ask this question. 3 Confirm who is bringing winery information and tech sheets. Don’t be surprised! 3 Establish with the SR your personal case and placements goals for the day.

Order samples as needed.

c

c Fill out the work with report form

c Always have a back up account or two

Plan your agenda wisely

c

3 Are you allowing time for lunch? 3 If the following day is a ship day, allow time to check VM and call in orders.

c Verify that all of your appointments have been confirmed

c Confirm the vintage and check inventory of the wines. Prepare a supplier price sheet.

c Confirm pricing. If pricing is not clear call the sales & marketing queue to verify. III. ONE DAY / TWENTY-FOUR HOURS PRIOR:

c Submit your work with report form to your regional manager. The campaign report should have complete addresses for each account as well as first and last names for the key buyer(s) at each account.

c Fill your gas tank and have money for parking meters.

c Clean your car as needed. Is your car’s trunk presentable?