PREPARING FOR SALES SUCCESS
WELCOME
11TH January 2012 Michael Hussey
Growing Growing
the success
of Irishoffood
& horticulture
the success
Irish food
& horticulture
THE BIGGEST EVENT ON
THE IRISH FOOD & DRINK
CALENDAR
Growing the success of Irish food & horticulture
Growing the success of Irish food & horticulture
The Buyers are On
Their Way –
So Get Ready!
Target 385
•
•
300 Overseas
85 Ireland
Growing the success of Irish food & horticulture
Meeting Match Process
The Bord Bia overseas offices are asking buyers which
companies they wish to meet
List of Buyers attending available 16th Jan - on the website
www.marketplaceinternational.eu
From Jan 19th your Bord Bia sector manager will start notifying
you of the buyers wishing to meet you so you can start your
preparations. A one page Buyer Profile will be sent to you with a
summary of the buyer’s business
Growing the success of Irish food & horticulture
Today’s Aim
Give you the tools and
processes to help you
increase your chances
of success at MPI2012
Growing the success of Irish food & horticulture
Account Management
& Follow up - February
22nd
• How to Follow up on a Lead
• Sending Samples
• Handling Meetings
• Converting Leads to Business
• Hotline service
Growing the success of Irish food & horticulture
Today’s Agenda
9.00 – 12.30 Group A
9.00 – 12.30 Group B
Liffey Hall 1
Liffey Meeting Room 2
Conor O’Connell
Suzanne Bosscher
•The Five Critical Selling Steps:
•The Sales Process
CONNECT, EXPLORE, REVEAL,
RESOLVE, CONCLUDE
Qualifying your leads
Building a Sales Pipeline
•Establishing the Cornerstone of Your Sales
Message
Converting Lead into Business
•Structuring a Compelling Pitch
Lead Management and Sales Funnel
•Use of Support Collateral
Follow Up and Communications
•Honing Your Delivery Skills
Growing the success of Irish food & horticulture
Today’s Agenda Cont’d
•
12.30 – 1.30
Ulster Bank
Lunch time - Soup and Sandwich with Overview of Currency Challenges -
1.30 – 5.00 Group A
1.30 – 5.00 Group B
Liffey Meeting Room 2
Liffey Hall 1
Suzanne Bosscher
Conor O’Connell
The Sales Process
•The Five Critical Selling Steps:
Qualifying your leads
CONNECT, EXPLORE, REVEAL,
RESOLVE, CONCLUDE
Building a Sales Pipeline
Converting Lead into Business
•Establishing the Cornerstone of Your Sales
Message
Lead Management and Sales Funnel
•Structuring a Compelling Pitch
Follow Up and Communications
•Use of Support Collateral
•Honing Your Delivery Skills
•
5.00 -5.30 ALL
Training Conclusion
- Suzanne & Conor
Growing the success of Irish food & horticulture
Exhibitor Briefing
11TH January 2012 Denise Murphy
Growing Growing
the success
of Irishoffood
& horticulture
the success
Irish food
& horticulture
Venue, Dates & Times
Frame:
Single Day Event
Date:
February 7th 2012, Convention Centre Dublin
Format: Speed Dating Meetings- 0830 to 1715
Opening: Simon Coveney T.D. to officially open at 0730
breakfast in Liffey Suite, 2nd Floor
Growing the success of Irish food & horticulture
SCHEDULE
Set up
Monday Feb 6th - Set up 1800 to 2000
Tuesday Feb 7th - Set up 0700 to 0820
Event
0720 - 0820
0830 – 1305
1310 – 1415
1420 – 1715
Breakfast
Meetings Session 1
Lunch
Meetings Session 2
Break Down
1720 – 2000
Clear Meeting stations
Growing the success of Irish food & horticulture
VENUE OVERVIEW
Growing the success of Irish food & horticulture
Meeting Space Overview
Growing the success of Irish food & horticulture
Stand Visual and Package
Your stand package consists of;
Meeting space measuring 2.4m2
1 4ft trestle table, covered, and 4 chairs
1 double electrical socket
2 logo panels each 600mm2 , and 1 QR code panel
Admittance for 1 company representative each to the
buyer breakfast and lunch in the Liffey Suite.
Growing the success of Irish food & horticulture
Set Up Arrangements
Access available from 1800 to 2000 on February 6th
You will have an opportunity to register for the event
and collect at Registration Desk in foyer during this
time.
Registration Desk will re-open at 0700 on February
7th
No additional dressing possible, space too confined
Samples will be prepared by on site chefs in kitchen
Growing the success of Irish food & horticulture
Display/Tasting Stations
Growing the success of Irish food & horticulture
Display/Tasting Stations Detail
2 Food and 1 Drinks
Product from majority of participants on
display
Merchandised by Prop Shop
Managed by Bord Bia
Growing the success of Irish food & horticulture
Catering Arrangements
Teas & coffees available throughout the day
1 breakfast and 1 lunch delegate per company
Delegate nomination form included in manual
Soup & Sandwiches available for remaining
delegates
Growing the success of Irish food & horticulture
Storage Arrangements
Almost 180 companies
Product must be received in advance
5kg and carton dimensions as per manual, Limits strictly
enforced
Separate package for display/tasting stations
Storage requirement form included in manual
Return this by Friday next
Growing the success of Irish food & horticulture
Sample Preparation
8 Commis and 2 Head Chefs in kitchen
Access to kitchens not permitted
Accurate Product labelling essential to efficiency
‘Special preparation directions’ form included in
manual.
Return no later than Feb 3rd
Growing the success of Irish food & horticulture
On the Day
0700
0720
0820
0830
1305
Arrive
Designated company representative
proceed to the Liffey Suite for
breakfast
Breakfast ends
Meetings Session 1 begins
Please listen to timing announcements
for meetings carefully.
End of Meetings Session 1,
Designated delegate proceed to lunch
1315
1415
1420
1715
1720
Growing the success of Irish food & horticulture
Lunch begins
Lunch ends
Meetings Session 2 begins
Final meeting ends
Clear meeting stations
Shipping Arrangements
Almost 180 companies
Labelling templates included in manual
Repeat - 5kg and carton dimensions as per manual
Repeat - Separate package for display/tasting stations
Dawn Distribution (Chilled/Frozen) Deadline for delivery is
12noon 6th Feb
WDisplay (Ambient) Deadline for delivery is 12noon Feb 2nd
Growing the success of Irish food & horticulture
Forms Deadlines
Storage Request (Form i) due back on Friday next.
Sample Preparation (Form ii) due back on Friday
next.
Meals Delegate (Form iii) due back on January 24th
Special Instructions (Form iv) due back on February
3rd
Growing the success of Irish food & horticulture
Key Points to Remember
Timing is everything
Adherence to deadlines
Consideration for others
Growing the success of Irish food & horticulture
Questions
?
Growing the success of Irish food & horticulture
Training Day Overview
11TH January 2012 Conor O’Connell
Growing Growing
the success
of Irishoffood
& horticulture
the success
Irish food
& horticulture