Overview
The industry for Vending, Coffee, and Micro-Markets is a highly competitive landscape, and few industries rival its industry-wide transformation. Businesses must be quick to respond to latest trends or risk a competitive advantage. One of the largest influences to the industry’s changing landscape is the Millennial generation- who, in 2015, surpassed the Baby Boomer generation to become the largest sector of the American workforce. Their preferences have resulted in an increasing demand for healthier, eco-friendly options across the board with snacks and beverages (and they LOVE their specialty coffee!), while forcing the industry re-examine how they market to consumers. Further, advances in technology are dramatically changing multiple facets of this industry, from how payments are processed, to how inventory is managed and ordered.
MarketReach understands the diverse facets of the Vending, Coffee and Micro-Market industry. In fact, 30% of our business has been servicing the NAMA community. For 20+ years, our proprietary methods based on 12 unique sales principles, have delivered proven results for leading companies in the field. Our ability to navigate through gatekeepers and break through to reach key executive-level decision makers and heavy influencers, while communicating the features and benefits of our clients’ offerings, is unrivaled.
Vending, Coffee and Micro-Markets Blog:
What Types of Campaigns does MarketReach Handle?
MarketReach services can be employed to execute campaigns of all types and sizes successfully. For 20+ years, MarketReach has proven results in diverse industries and “niche” markets. Whether you are an OCS operator looking to obtain new accounts or seeking appointments to sell traditional vending or present micro-market options, we are ready to show you the path to new revenue. In fact, 30% of our business has been servicing the NAMA community. Highlights from our experience in each segment of this industry, include, but are not limited to:
We know COFFEE.
From various equipment manufacturers to the facets of all coffee systems:
• Coffee BLITZ Program to get your sales reps visiting 5-10 qualified OCS accounts every single day!
• Knowledgeable on how to present all types of brewing equipment to meet prospect needs and gain interest.
• Proven ways to build large prospect lists to map-out and strategically divide your sales territory.
*Ask us about our “drop in” coffee lead program!
We understand how VENDING works.
We understand the selective targeting required to identify vending opportunities, such as:
• Type of Business (manufacturing shows increased opportunity over executive operations)
• Size of Business (business size will often dictate vending demand and performance)
We acquire a list of businesses in your sales territory and prioritize the list based upon INDUSTRY and STAFF SIZE.
• Our call team knows how to ask the right questions to confirm the size and buying habits of a potential account.
• Our call team has years of experience qualifying consumers for needs and finding challenges that your refreshment services can solve!
We pioneered MICRO-MARKET marketing programs.
MarketReach clients make up some of the leading operators in the micro-market industry. Our programs are tailored to evaluate a business’ eligibility for a micro-market(s), while our strategic messaging combats common rebuttals, such as: “what about theft?” and “we have a cafeteria.”
• We use data sources and research to develop a targeted list of large businesses in your sales territory and qualify those businesses aggressively.
• Our call team uses influences in the HR Department and other decision making parties to obtain an initial presentation of the market concept to the business.
• MarketReach offers other services such as PR packages, sales kits and promotional materials to showcase your micro-market news and value proposition to your target audience.
LEARN MORE ABOUT OUR INDUSTRY HERE:
Who are the Appointments Scheduled With?
MarketReach understands the importance of reaching the people who make the purchasing decisions. Every appointment that MarketReach schedules on behalf of our clients are with key executive-level decision makers and heavy influencers. Titles for these roles vary by industry, and may include, but are not limited to the following:
• Facilities Director
• HR Director
• Owner / Co-Owner
• CFO
• Office Manager
• Executive Director
• Administrator
• Director of Food and Beverage
• Director of Purchasing
• Dietary Director
• President / CEO
LEARN MORE ABOUT OUR SERVICES FOR HIGH-LEVEL LEAD GENERATION, B2B TELEMARKETING AND APPOINTMENT SETTING SERVICES HERE:
How are Businesses Pre-Qualified?
Not all opportunities are equal. MarketReach strategically plans each campaign by establishing parameters to pre-qualify each business that we pursue on your behalf. These parameters are developed around your company’s unique needs. Parameters may include, but are not limited to, the following:
• Industry
• Region
• # of Locations
• On-site Staff Size
• Current Services
• Current Vendor
Additional pre-qualifications include:
For Vending:
• # of vending machines
For Coffee:
• Coffee set up
(# of machines, type)
For Micro-Markets:
• Facility Size
LEARN MORE ABOUT OUR SERVICES FOR HIGH-LEVEL LEAD GENERATION, B2B TELEMARKETING AND APPOINTMENT SETTING SERVICES HERE:
What Unique Insights are Gathered for Each Prospect?
MarketReach employs a strategic approach to gather key insights from each prospect. Prior to each campaign, we evaluate the client’s objectives and sales cycle to determine what insights would be of value. These insights are unique to each client and campaign. In addition to general contact information (such as address and phone number), insights may include, but are not limited to:
• Name and Title of Decision Maker
• Current Vendor(s)
• On-site Staff Size
• Placement Opportunities
• Current Challenges
• Details of previous experience
• # of Locations
• Email
• Website
• Social Media Profiles
• Position in the Sales Cycle
For Vending:
• # of vending machines
For Coffee:
• Coffee set up
• # of machines
• type of machines
For Micro-Markets:
• Facility Size
LEARN MORE ABOUT OUR PROCESSES FOR PROSPECT LIST MANAGEMENT HERE:
How are MarketReach Appointments Superior?
Most unique about our process are our “leadsheets”. Our leadsheets are a one-page summary that we provide to our clients for EACH appointment that we schedule. These leadsheets contain key insights into the prospect based upon metrics deemed valuable by each client and campaign. They also contain a summary of our calling history and detailed notes of all interactions that occurred before the appointment was scheduled. Our leadsheets provide a seamless transition for your sales representatives to pick up where our callers left off and establish history and rapport with every appointment.
REVIEW OUR LEADSHEETS HERE
Coffee Vending
Micro-Market/Vending
REVIEW LEADSHEETS FROM VARIOUS INDUSTRIES HERE:
What is Forecast for ROI?
Returns on services can vary greatly, depending upon industry, audience and campaign. Prior to the launch of any campaign, MarketReach establishes clear deliverables and expectations to gage both the efficacy and performance of each campaign.
“The cost is justified by the quality and quantity of leads! This year alone, the leads secured by MarketReach have yielded growth between $75k and $150k, and even more over the lifetime value.”
George Moore, President
AUTOMATIC VENDING SALES
PRESS
MarketReach has been featured in a number of trade publications and blogs, in addition to offering sales and marketing insights at a number of tradeshows, convention and seminars.
CEO Amanda Puppo is a Contributing Author to trade publications, such as Vending Times.
REVIEW MORE BELOW
How To Exhibit At Trade Shows And How To Make The Most Of Your Dollars
Tactful Persistence Is Key Quality Of Winning Sales Strategy
Our Process Works
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1.
Consultation
We take time to understand your unique goals and objectives.
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2.
Integration
We integrate your brand's messaging with our campaign strategies and proprietary methods.
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3.
Execution
Detailed reporting throughout the campaign lifecycle allows us to make performance-based adjustments.
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4.
Navigation
Our proprietary methods help us navigate through gatekeepers to reach key decision makers and heavy influencers.
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5.
Delivery
Appointments are scheduled with prospects that are pre-qualified and highly-qualified, along with a detailed leadsheet.
Case Study
Campaign for Catering Company who Launched Vending and Micro-Market Program
CLIENT OVERVIEW:
A family-owned, Wisconsin-based Catering Company (deeply-rooted in Milwaukee’s food and beverage industry), boasts over 60 years of operation. This company distinguishes itself with food that is locally-sourced and made fresh daily, along with their impeccable service. They expanded their business to include micro-market, coffee and vending services, and immediately recognized a need to adopt strategies for B2B marketing, sales and lead generation.
CLIENT CHALLENGES:
This Catering Company had an immediate need to market their micro-market, coffee and vending services, and build effective programs for:
• Lead Generation
• Outbound Sales and Marketing
• Qualifying businesses as a sales target, in specific geographies
Throughout their 60 years of operation, their exceptional reputation had enabled their catering business to flourish upon customer referrals without any outbound marketing or sales strategy. After launching new services for micro-markets, coffee and vending, they immediately experienced barriers to entry, such as the difficulties in reaching key executive-level decision makers. They identified B2B Telemarketing, Appointment Setting and Integrated Marketing as the solution to expand their business and enter new markets. However, their attempts to manage these efforts in-house yielded unqualified leads and poor growth due to lack of experience.
TERMS OF CAMPAIGN:
Catering Company launched a campaign, featuring integrated marketing solutions with direct B2B outreach.
Terms of Campaign:
Hours: 600*
Duration: Active**
Projection:
1 appointment per 4-8 Hours
*in blocks of 100 hours
**Active client since 2011
Services of Campaign:
• High-Level Lead Generation
• B2B Telemarketing
• Appointment Setting
• Prospect List Management
• Integrated Marketing Solutions*
(*including email outreach, to increase the efficacy of their B2B Telemarketing efforts).
TARGET MARKET(S):
This campaign operated one integrated B2B program to focus on on the launch of their micro-market, coffee and vending services. The target definitions to pre-qualify each business included:
Target Definitions:
• Have a need for any food, beverage or vending services
• Businesses in southeastern Wisconsin (5-7 counties)
• Businesses with a minimum of 75 employees on-site
• Decision maker title is “Manager” or higher.
CAMPAIGN RESULTS:
Has Earned OVER 60 TIMES the cost of the campaign!
$1.2+ MILLION CLOSED SALES
$1.5+ MILLION in PROJECTED SALES
• 120 in-person appointments scheduled to-date
• 40% closing ratio from high quality appointments
• 450+ warm prospects in pipeline
What Our Clients Say
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