438: Cold Call: Hunt for problems, which become opportunities!
DSR Dave is riding in the car with AFDR President Todd Hauser, DSR at Martin Bros. Distributing, while they talk about the experience they had when they went into a new (tough) prospect to present some pricing Todd had put together on products the owner had given him on his last call.
They sit down to eat while waiting for the owner to come out and talk to them. When the waitress was taking their order, they asked her what items were the “most sold” on the menu so they could order them to see and taste them plus check out the kind of quality the restaurant was using. Right after the owner sat down with them, their order, the “most sold” item, came out to their table and it looked HORRIBLE, and tasted AWFUL! Dave and Todd had hit the jackpot . . . opportunity!
The owner made it pretty clear that she was very happy with the suppliers she was using, and she really didn’t need another supplier. Then, DSR Dave just about got smacked by Todd when he asked him point blank, “Todd, why should she buy from you; you all have the same products?” Listen in for Todd’s answer and more.
They then offered a sample of the new Heinz 14 oz. clear plastic, upside down ketchup bottle, as a solution to a problem they identified at the table.
Todd and Dave went back a few hours later and ordered the same thing just to see if it was a fluke that it was bad when they were there earlier, and OMG it was worse in a different way! So, Todd is going to ask the owner if he can come in and work a shift or two to see if he might be able to come up with a different procedure in the kitchen for that “most sold” item that came out to them TWICE in bad shape.
Oh, by the way, Todd’s sending his third order into this account this week!