Flipbook TEST

WORK-WITH PROTOCOL

FINE WINE + SPIRITS

I. •PICKING OUT A DATE FOR A WORK WITH

c What day of the week do I see most buyers?

c Half day/splitting with another rep? Look at 4-6 accounts 3 Coordinate with the other rep for best routes, times, etc.

c Full day? Look at 8-10 accounts

c Difficult buyers? Loyal buyers? Potential sales? II. •2-4 WEEKS OUT

c AS SOON as your work with is scheduled (confirmed by your manager), reach out to the supplier acknowledging the date is in your calendar, and that you will be in touch soon with an agenda for the day. 3 *Email is the preferred form of contact, leaving little to no room for mixed up c EX. “Hi Supplier, I just wanted to confirm our work with on Monday, October 15th in the South Orange County area. I will have an itinerary over to you no later than a week before our date. Looking forward to working with you! Thank you,” 3 Start talking to your accounts about the date, finding out if the buyer will be in, and what times are preferred. • Schedule time frames to allow flexibility • Start putting an itinerary together! • Allot time for lunch III. •1-2 WEEKS OUT c Continue confirming appointments with your buyers! They may have schedule changes, so be prepared to adjust 3 “Hi Buyer! Just another friendly reminder; I will be in with Joe Schmo from Said Winery on Monday, October 15th! Are we still good to come in between 9:00-10:00am?”

c DO YOU NEED SAMPLES? 3 How many, which ones?

3 Supplier able to bring or Supplier Samples? • If the latter, submit Supplier Sample Form in ADVANCE (found on Cellar, or ask your Manager for help) 3 Be aware of temperature! Use your wine bag! If it exceeds that amount, consider chilling all wine, to last the day in your car (and potentially your buyer’s car)

c Once the day is planned, EMAIL the supplier

3 The more information, the better! 3 SEE template “Work With Agenda”