Question

How to Prospect For New Customers

Background

Pete Tsuleff has been interested in the food and beverage industry since he was a little boy. His father owned a restaurant/tavern. Tsuleff spent his evenings, weekends, and summers working in the restaurant. At age 21, he began to work as a bartender. He had firsthand experience ordering food, hiring, firing, and running the entire operation by the time he was 25. At age 30, he bought his father out. During the next 10 years, he opened another restaurant/bar and two package liquor stores. Tsuleff’s first love was experimenting with new recipes. He had a chili that won competitions in his hometown. He made a spaghetti sauce that was world class. His garlic bread and garlic cheese bread were legendary. Tsuleff decided to get out of the tavern and liquor business, and he opened a line of spaghetti shops. Sales over the first five years were outstanding, and he opened a new store every six months. Tsuleff continued to experiment with recipes and developed a line of barbecue sauces. He believes that he is the first to dual franchise spaghetti and barbecue in the same building.

Current Situation

Tsuleff is convinced that a good market exists (e.g., groceries, restaurants, gas stations) for his garlic bread and spaghetti and barbecue sauces. He has seen his sales grow by 18 percent per year over the past five years, and the trend is expected to continue for at least the next three years. One of his first problems is to obtain a list of prospects.

1. What prospecting methods should Tsuleff use?

2. How can Tsuleff qualify the leads he receives? What qualifying factors will be most important?

3. How can Tsuleff organize his prospecting activities?

4. How should he keep records of his prospects?

5. What precall information is needed by Tsuleff? How will he collect this information?

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Answer 1

Given data:

· Pete Tsuleff has been interested in the food and beverage industry since he was a little boy. His father owned a restaurant/tavern.

· At age 21, he began to work as a bartender.

· He had firsthand experience ordering food, hiring, firing, and running the entire operation by the time he was 25.

· At age 30, he bought his father out.

· During the next 10 years, he opened another restaurant/bar and first love was experimenting with new recipes.

· He had a chilli that won competitions in his hometown.

· He made a spaghetti sauce that was world class.

· His garlic bread and garlic cheese bread were legendary.

· Tsuleff decided to get out of the tavern and liquor business, and he opened a line of spaghetti shops.

· Sales over the first five years were outstanding, and he opened a new store every six months.

· Tsuleff continued to experiment with recipes and developed a line of barbecue sauces. He believes that he is the first to dual franchise spaghetti and barbecue in the same building.

Current Situation:

· Tsuleff is convinced that a good market exists (e.g., groceries, restaurants, gas stations) for his garlic bread and spaghetti and barbecue sauces.

· He has seen his sales grow by 18 percent per year over the past five years, and the trend is expected to continue for at least the next three years.

· One of his first problems is to obtain a list of prospects.

1. Prospecting methods should Tsuleff use:

Yes, Tsuleff should use prospecting methods because he has rich experiences to run the business with new innovative ideas since childhood.

He should use new market research for his new prospecting customers.

2. Tsuleff qualify the leads he receives & qualifying factors will be most important:

He can hire customer relation manager for receives the leads of customers. His invention ideas for new market and customers

And he have administrative experiences will help him, which is most important factors for Tsuleff. .

3. Tsuleff organizes his prospecting activities:

Tsuleff organize his prospecting activities, by the giving franchise of his business at these areas for spreading their business more areas.

4. Should he keep records of his prospects:

He should use Google sheets to keep recorders of his prospects for their business and work

.

5. Precall information is needed by Tsuleff :

Precall information is needed by Tsuleff for knowledge of new customers and new ideas of business, market research, prospecting areas of business and new industry.

He can collect this information by primary data researches and secondary data researches.