strategies and objectives

This customer's goal (A practical estimation of what you want to sell and how you want to put yourself for this account in the coming year.)
Currently, I am selling half of Eddy Shin's items for Hana Market. For the next eight months, I want Hetbahn to account for at least 70% of his food sales (cooked rice). Cooked rice will not only increase the number of buyers and orders, but it will also save Eddy time in the kitchen. I will capitalize on this strategy by monitoring revenue with Eddy and promote the cooked rice on the web app to encourage frequent purchases.



“For the next call that I make on this customer…”

Goal for this call (Specific objective for your RSS call) (6 pts.)

The main goal for this sale is to convince Eddy Shin to agree purchase Hetbahn rice for a change in the food products offered at Hana Market.

“The agenda I will go through to accomplish this goal during the call is as follows…”

(What order of activities, questions and topics are you planning?) (8 pts.)

A catch-up event (Hockey)

Discuss the current performance of Hana Market

Was the performance satisfactory or unsatisfactory?

What factors promote or inhibit performance

The impact of the introduction of the Hetbahn (cooked rice) into the business

The goals for the Hetbahn (cooked rice) revenue

Discuss the strategies that will enable the business to realize the goals

The potential of the product to raise revenue

The traffic impact

The potential of the business to raise funds to finance the whole project

Other Steps





Business Information of Your Customer (1 point each for #7-10)

Name of prospect’s company:

Hana Market

History of Company:

Hana Market is a privately-owned grocery store in West Lafayette, Indiana. The market is the biggest oriental grocery that specifically deals with Indian, Korean and Japanese food products. It was established in 1995 and incorporated in Indiana.

Decision Making Structure of business:

Eddy Shin, the owner of Hana Market makes all the decisions that pertain purchases.



Business Information, continued

Goals of the Business:

Retain employees by managing the labor costs. Maintain the image of Hana Market as the best grocery shop in West Lafayette IN. Increase the profits of Hana Market at 5% of the total sales. Motivate the employees by offering certain incentives. Maintain a good relationship with the suppliers.

Current Supplier: (1 point for each item)

Name of Current Supplier:

CJ Company

Problems with Current Supplier:

Over the past few years, the overall sales of the store have been quite consistent though there has been a shift in food preferences. Eddy Shin is satisfied with the current customer who has an exclusive contract with Purdue University.



Factors likely to be important to this prospect when making a purchase? (1 point)

The competitions for students’ dollars are always hard-hitting although the convenient retail stores offer reasonable mark-ups that range from 12% to 17%. Hana Market is more concerned with satisfying their customers as well as the reliability of the product. Besides, Eddy Shin is concerned with the maintenance costs since they aim at realizing profit.



Anticipated problems in selling and servicing this prospect (2 pts.):

The CJ Company will first approve the suitability of Hana Market before licensing them to sell Hetbahn rice. The approval and licensing process will cost almost $ 50,000. Prior to the approval, Eddy Shin should submit a request to CJ Company to sell their product and sign an agreement to exclusively sell Hetbahn (cooked rice) from CJ Company.