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  1. #1
    Join Date
    May 2006
    Location
    Hot Springs, Arkansas
    Posts
    28

    Post

    I read all of these postings, and I am thinking to myself, what is the goal here?? Has anyone actually ever been to a c-store and made a presentation to a manager or owner, and made a sale. What people, store owners, managers want from a distributor is SERVICE!! They could really give a damn about the name of your product, etc. When you visit your store locations, do you clean the cooler door where your product is displayed?? Do you make sure that all of your beverages are easily viewed and the facings are faced forward.?? Do you sample inside and outside the store, potential customers, to help familiarize the consumer with your product?? Priming the pump is the key to any new beverage success. Ask 5 people inside and outside the store, have they heard of your product?? IF not, you better stay @ that location until they KNOW and recognize your brand. I have so many people say they have tried distributing a brand of beverages and they DO NOT SELL, then I ask them how many locations did you sell the product to?? They will say well about 20-30 locations, and I just shake my head thinking, well if you only had 20-30 locations, why in the hell are you thinking about distributing anything. If you can not have blanket penetration in your market, as you should have 100% of the independent locations, and 50% of Corp locations, then stay away from distributing. It is NOT for you!! If you would like to be a distributor then get serious, penetrate your market, and get busy. This is the reason RB, AB, Coca Cola are so successful, they are in every location. Make it your goal to establish your brand in every possible outlet.

    I wrote down the other day, 20 different outlet applications for energy drinks by themself. Believe me, C-stores is @ the bottom of the list.

    Till next time, all the best, JSC
    J. S. Clayborn 1-800-469-3010

  2. #2
    Join Date
    Mar 2002
    Location
    Westerville Ohio, Las Vegas, Florida !!!
    Posts
    649

    Post

    Very well said !!! SumPoosie sells well because it taste great. Yes... the name will get you to try it but its the taste of the Pure Cane Sugar that brings you back. C-stores sell tobacco, liquor, porn, and speed do you think they are worried about selling SumPoosie? We give distributors plenty of shirts, hats, inflatibles, posters, stickers, and door racks.
    In return they make sure our product is out there and available because we look at it this way... if you can't sell SumPoosie you might as well go home.

  3. #3
    Join Date
    Dec 2005
    Location
    Montreal, Canada
    Posts
    241

    Post

    "I wrote down the other day, 20 different outlet applications for energy drinks by themself. Believe me, C-stores is @ the bottom of the list."

    What do you mean by that?

  4. #4
    Join Date
    May 2006
    Location
    Florida
    Posts
    22

    Post

    What that means is there are so many other outlets for energy drinks outside c-stores to create sales and product awareness. The old saying of bringing the horse to the well, in this case you bring the well to the horse. Locations where you know the demographic works, such as car dealerships, lawnmower shops, body shops, stereo shops, tire stores, tattoo parlors, etc. If you have a good tasting drink and are willing to do some sampling to these locaitons, I can personally tell you that alot of them are happy to put a counter top cooler in there location and purchase the product at a wholesale price. This is great becasue you eliminate competition and you are bringing the beverage to a demographic that may already be drinking a can a day or more. In alot of cases, for the simple fact that the product is close, cold, and convenient the employees of these locations will consume more than there average one or two cans a day. A sale is a sale, whether you are at a c-store or a body shop. You would be suprised what these locations can produce if you have a good tasting beverage.

  5. #5
    Join Date
    Jul 2004
    Location
    Jupiter, Florida, United States
    Posts
    1,575

    Post

    Big Energy----How are you going to drive volume in a Car Dealership? How about in a tire service store? If you "give" these guys a cooler, then sell them product at below wholesale so they can buy it at wholesale, how many cans are going to have to sell to the 10-15 sales guys or tire mechanics to make your money back? Furthermore, If these guys are already drinking 1-2 cans per day of another brand where do you think they are getting it? I bet the C-Store. C-Store stands for CONVENIENCE! C-stores are where the volume is at because of the broad range of demographics that use them day in and day out.
    Whether you think can or think you can\'t, you\'re probably right!

  6. #6
    Join Date
    Jul 2004
    Location
    Jupiter, Florida, United States
    Posts
    1,575

    Post

    JSCNitro2GO----How many stores do you visit per day? 5? I understand about word of mouth and getting the customer to know about your product but that is what POP or POS is for. Let the material talk while you go to the next store and service it. Drive your volume and let people "SEE" your name.
    Your approach reminds me of some of the training videos we would watch at PBG. If you did everything that the training video suggested it would take you 8 hrs to service 1 mass market account.
    Whether you think can or think you can\'t, you\'re probably right!

  7. #7
    Join Date
    May 2005
    Location
    Chicago,IL
    Posts
    4,552

    Post

    If I may add my some what uneducated point.

    For those who doubt the traffic and sales patterns of C-Store customers; park your car from the hours of 6am to 10am in a popular C-Store parking lot. Observe what the customers are holding in their hands. Yes you will see coffee and donuts.
    I bet you be surprised at the number of energy drinks that customers from all walks of life will be holding in their hands. Some with two cans.

    My point is that a popular,well managed C-Store has the traffic of repeat customers that are very comfortable in paying for the convience of getting what they want.

    IMO....C-Store are at the very top of the list for energy drinks sales (gross volume).

    [ 05-31-2006, 11:36 AM: Message edited by: Mr Zabe ]
    Don't worry, be happy. Meher Baba

  8. #8
    Join Date
    Jan 2006
    Location
    Southern California
    Posts
    632

    Post

    Agreed. I see the point JSC is making...there are OTHER distribution points where sales can be made. But, to be successful, one must concentrate on the locations that will drive volume and repeat sales.

    On the flip side - even if you service the heck out of a c-store and take good care of the owner/manager - if your product doesn't move it will get the axe eventually. Service can't replace lost sales $$$...

  9. #9
    Join Date
    May 2006
    Location
    Florida
    Posts
    22

    Post

    Greg - When I say "give" them a cooler, what I meant is let them use a cooler as long as they are purchasing product. When you are selling these locations product at wholesale in alot of cases the owner or manager of the location will in turn sell it to there employees for the same price. It is convienent for them and easily accessible. I know the potential in a c-store is greater. Remember I am talking from a point of a E-drink that you are building market share with. I can tell you from experience that I have a small Mexican resteraunt that employs around 15 people and they go through 8 cases a month on a regular basis. Now if you are a new drink to a market and you a fighting for space in a cooler and if your lucky you get maybe one or two sleeves for your product, when you talk in terms of sales in that store eight cases a month is great. This is a good avenue for getting your product out there. It should by no means be your bread and butter. Again, if you were caring a product like Monster or RockStar or Redbull you would not need to do this.

  10. #10
    Join Date
    May 2006
    Location
    Hot Springs, Arkansas
    Posts
    28

    Post

    Hello, GREG

    I appreciate your comments, but I can easily service 20-30 locations a day. In some cases I have went to over 50 locations in a single day.

    I also, call on the phone over 100 accounts a day pre-selling, so maybe now you will better understand. Once you have established your core accounts, with POS and POP displays, you dont have to do this everytime you visit the store. You should know that you just have to make sure some other bulldog is NOT ripping your decals off of the wall, and make sure the customer is happy with your service. Well there is no training video available presently, but if you need to one, I am sure I could come up with one.

    When you have done this as long as I have, there is nothing to it. Stay Tuned. JSC
    J. S. Clayborn 1-800-469-3010

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