presents

Created by Court BradleySenior Vice President of Sales

Advanced Selling Strategies

Introduction:Introduction:The Mindset of making the Sale:– Know your customer– Find their needs and wants– We have good news– Serving vs. Selling– Mastery…becoming a business

partner

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Background:Background:What is BLU?– BLU is energy drink 2.0– The product of 2 years

of research and development

– The next generation energy drink

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Background:Background:

Energy drink positives:– Branded taste– Increase in Energy– Better Mixability

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Background:Background:

Negatives– Aftertaste– Too carbonated– Upset stomach– Crash– Brand Abrasive– Way to expensive

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BLU: WINNINGBLU: WINNING

Branded Taste– No Glucuronolactone or Inositol – Lowered carbonation– Premium water– Ultra mixer– Certified KOSHER

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BLU: WINNINGBLU: WINNING

Increased Energy– More vitamins– More minerals– Less Acids– Won’t clip

your wings

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BLU: WINNING BLU: WINNING Alcohol Mixability– No bite, aftertaste, or upset

stomach– Taste better, mixes better– Designed for higher

consumption– More BLU sold = More drink

sold= more $$$

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Red Bull: LOSINGRed Bull: LOSING

• Harmful ingredients• Higher carbonation• Old• No Flavors?• Brand Abrasive• Cost

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On Premise SalesOn Premise Sales

Sales Progression – Preparation is key– You know your accounts– Share taste, show numbers, provide

options– You are a business consultant…giving

owners new control of their business– Make them think

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The 3 Levels of Education

• Educating the Owner/General Manager

• The Bartender• The Customer

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Red Bull: LOSINGRed Bull: LOSING• Cost break down (10 cases per week)

• Instant savings: $8 per case– $80 weekly– $320 monthly– $3,840 yearly

• Alcohol Sales Increase (100k monthly x 5%)

- Monthly increase $5,000- Yearly increase $60,000Total Increase = $63,840 per year

Monthly = $5,320Per Day = $175

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On Premise SalesOn Premise SalesProduct Introduction TOOLS:• Cold BLU• Price Savings Sheet• Marketing Flyer• Your contact card• Account Profile Sheet

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Red Bull: LOSINGRed Bull: LOSINGTotal Increase in value:

Yearly = $63,840 Monthly = $5,320Per Day = $175

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What if we were just half right in this example? (2.5%)

Yearly = $31,920 Monthly = $2,660Per Day = $88

On Premise SalesOn Premise Sales

– Tell the story– Help Businesses– Your customers need you– Always remind them how

YOU and BLU can help their business

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Relationships Matter

On Premise SalesOn Premise SalesEverything has cost and value:REMEMBER…

– Sample Better Taste to non-decision makers

– Explain Savings and Alcohol Sales

because of superior taste to decision makers

– No reason to take a NO…

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On Premise SalesOn Premise Sales

Objections

– SWAG & POS– “But people ask for Red Bull”– “But I have a Red Bull Contract”– Energy drink in a gun

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Telling the storyTelling the story• The numbers tell the story…Can

you?• Don’t back down• Take the Market• Own your accounts

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