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Foodie25

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Reply with quote  #1 
So who's got the best advice building a book of business in today's market? I've opened 12 accounts this year, but I can tell not all are ideal clients. I'm 1 year into a TM role, but I have over 15 years in sales experience. This is probably the most cut-throat industry I've been in...but I enjoy building relationships and the food biz in general. Thoughts? Mistakes along the way? What's worked well? Thanks in advance!!
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Sidney

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Reply with quote  #2 
Are you in metro area, rural or resort market?  As you are just starting out you want to get in front of as many prospects as possible. Key in on those accounts that you respect their operations and management. Work closely with accounts that cater as this type of business will allow the most opportunities for extra service / profit. It is still a very much relationship type of business even with all the motion towards an "online experience". For the broad line distributors successful TM's will need to be writing $4 million or better with 65 to 75 accounts.
May sound like a big climb but as long as your building your wall between you and your competition and in every interaction with your accounts or prospects you will want to add a brick in that wall and never allow yourself to kick one out because of temporary weakness.

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Foodie25

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Reply with quote  #3 
Thanks for sharing Sidney! I'm in a seasonal resort market. $4 Mil sounds more than reachable...it's managing 65-75 accounts that makes me nervous lol! I was thinking 45-50 would be the max I can handle...but time will tell!
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Sidney

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Reply with quote  #4 
The 65 or better in number of accounts requires several major accounts of yours ordering on line along with most of your smaller accounts. That is the formula necessary in most territories. It also depends on the company your with, if not a broad liner and your with a more speciality distributor then the whole matrix changes. Its looking like most broad liners will be paying about 1% to 1.5% of sales in commissions as we move forward, just a couple of years ago that number was twice that.
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