SEPHORECA TASK FORCE english

SEP TASK FORCETASK FORCE division of SEPHORECA

Presentation TASK FORCE

Presentation 2012

FOODSERVICE & HOSPITALITY TASK FORCE

SALES OUTSOURCING SPECIALIZED IN FOODSERVICE & HOSPITALITY INDUSTRY



INTRODUCTION AND BENEFITS OF TASK FORCE

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Market/Internal• Macroeconomic crisis that affects the HORECA

sector. (7% gross domestic product and a reduction of 9% annual sales).

•Geographic dispersion of points of sale at a local or national level.

•Differential needs by end customers as a result of the subsegment.

• Sales personnel reduction to manage fixed costs. • Increased pressure in identifying prospective clients

to meet minimum sales objectives.• Loss of contact with the client and his needs due to

lack of bidirectional feedback.• Sales are left up to independent and/or specialized

distributors.

Route to Market (Distributors)• Lack of morale and enthusiasm in the sales force.• Lack of confidence to introduce and mobilize a new

and high priced product. • Sales force reduction of personnel. •Reduction of sales on loyal clientele.•Multiproduct management. The company is a client

and a product.• Lack of basic knowledge or poor knowledge of the

product. •Oriented at volume sales.

Point of Sale/Potential Client•Poorly quantified operations and management.• Increased focus on cost savings.•Need for differential product offering in order to

“survive”.•Growth of alternative purchasing vs distributors to

control costs (ie/ supermarkets, markets).•Cash Management position.•Economic benefits become redundant due to poor

application of product or business counseling.

TASK FORCE Mission:

Prospecting, introducing and / or selling products to Hospitality customers in specific geographic areas and for a limited time, through external resources managed by SEPHORECA, in order to achieve the objectives of prospection / sale agreed.

Elements managed by the TASK FORCE client(Sales flow)



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WHY TASK FORCEWHY SEPHORECA

TASK FORCE BENEFITS

• Sales support in poorly managed geographic areas due to lack of resources. • Development of an effective, efficient and good quality sales effort/activity.• Direct sales.• Sales transfer of the client products to distributors.• Identification of short, medium and long term potential clients.• Acquisition of sensitive sales information (competency, attractiveness, solvency,

product viability).• Presentation and disclosure of product or category of products for our client to

Foodservice & Hospitality Market.• Prestige reinforcement and brand positioning for our client.• Labor cost savings. • Administrative process cost savings. • Time savings in HR personnel management.• Flexibility in lifespan of sales force.

SEPHORECA

• Deep knowledge of Foodservice & Hospitality market and its counterparts.

• Management team specialized in Foodservice & Hospitality market.

• Talent acquisition professionals for internal and external candidates.

• Use of professional and seasoned sales people.

• Complete exclusivity of the sales promotion and efforts.

• Rigor and methodology in our focus and activities.

• Able to identify and work with the profiles of real potential clients for our client.

• Capable of designing prospection and selling tools and processes for our client.

• Ability to integrate field information and define areas of benefits.

• Tangible and measurable results.



• Definition of environment• Potential client visit list• Definition of objectives and

sales• TASK FORCE personnel

acquisition and training

Planning

• In person visits• Presentation of product or

product category• Data collection through

questionnaire

Visit

• Report development• Visit status reports• Transfer of direct sale to client

or distributor• Transfer of reports to client or

distributor

Analysis and development of

client report

TASK FORCE WORKING PROCESS

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Client Sales Department or

Distributor

Direct sales through TASK

FORCE SEPHORECA

• Closing sales visits• Visits & Sales Reporting• Sales Control vs. Sales Objectives• Sales Follow-up• Increasing sales in actual clients.• Weekly Sales meetings.

Prospection

Prospection and

Sale

Report• Type of establishment• Actual purchase/product consumption

of client products• Level of interest in client product• Actual vs. potential purchase• Reason for purchase• Visit/demo schedule and plan• Direct sale or schedule of meeting to

close sale



TASK FORCE SEPHORECA CHARACTERISTICS

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I. Contract between SEPHORECA and the client is of a specific timeframe. We recommend a monthly timeframe, with a minimum of 3 months of sales push with the possibility of less time when the objective is prospection only. The time frame can be weekly if it is a launch or promotion of a specific product.

II. Task Force can be extended to an annual effort if sales is outsourced by the client.

III. Fees are both fixed and variable.

IV. Fixed cost is valued at 2,500€ monthly (taxes not included) per salesperson or promoter. Monthly billing at the beginning of each month and due within 10 days from the invoice date. This fee includes:

a. Acquisition of salesperson

b. Sales exclusivity for the client

c. Salesperson salary

d. Management of sales personnel

e. Sales expenses (meals and transport)

f. Sales council

V. Variable fees range between 3-10% of total sales based on product to be sold and timeframe of sales effort. Billing is at the end of each month due in 30 days from invoice date.

VI. The client has the option, upon completion of TASK FORCE, to hire the sales person on a full time basis paying a recruitment fee of 1,500€ (taxes not included).

VII. SEPHORECA will keep all client information confidential and will not be shared or sold to third parties. The information will only be used for the purpose of the sales effort for which it was contracted.



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