Every operator has seen it, experienced it and been frustrated by it. The client has a mediocre vending program. Everyone loved the products at the food tasting (now two months ago), and everyone agrees that a micro market is a great idea. So why is the sales cycle dragging on forever?
Is the client experiencing a fear of failure? Fear of change? Or maybe – your presentation looked like all the others and failed to get the prospective client engaged and involved. Instead of waiting by the phone after your next pitch, bring on the Fixturelite Design Tool and get the sales cycle moving!
“Focusing on design and getting the prospective client engaged in the process will accelerate the sales cycle and put you in control of the account,” said Steve Orlando, an experienced operator of ten years who co-founded Fixturelite, a leading supplier of micro market retail displays, equipment, furniture and design tools.
Their end goal is a refreshments space that creates an experience that their employees will speak of in a positive light.
“Sit down with the client, fire up the Fixturelite Design Tool and allow the client to tell you exactly what is important to him or her in terms of the revamped breakroom. Confirm that design and function is a top priority for the client – an important part of his vision,” said Orlando. “Once that vision is established, the operator has an opportunity to take control of the situation and focus on creating the environment that the prospect has been dreaming about at night,” said Orlando. “They aren’t dreaming about fruit juice and chicken salad sandwiches. Their end goal is a refreshments space that creates an experience their employees will speak of in a positive light. Moreover, a potential bonus is that the decision maker gets credit.”
Mike Purkey, Owner of Arizona Fresh Vending, agrees that a focus on design will accelerate the micro market sales process. “Once the client gets involved, and you can show him that he will get exactly what he wants in a market, they are pleased and want to see it happen.”
“The project and design was a complete success,” said Purkey. “I wouldn’t hesitate to use Fixturelite in the future.”
Arizona Fresh was recently involved in a major project with Fixturelite and he saw first hand how a focus on design can captivate a client. “The project and design was a complete success,” said Purkey. “I wouldn’t hesitate to use Fixturelite in the future.”
“Some operators think of the Fixturelite Design Tool as a product with a singular purpose – design,” said Orlando. “In reality, the Fixturelite Design Tool is also a powerful sales tool and we are happy to show operators how they can use it to acquire more accounts in a shorter sales cycle.”
