Dealing with salespeople: what questions should you ask

KEY INSIGHTS

• It’s important you ask questions and get value out of the conversation
• Give the salesperson a chance to show they’ve done their homework
• It’s helpful to know the supplier is willing to offer extra value through customer support

Every chef knows that to make memorable meals you need to start with quality ingredients. But with today’s staffing and skills shortages, sometimes it’s hard to find enough time to do your research and find the best suppliers and products.

As a result, you might find yourself relying more on distributor or supplier sales representatives. When dealing with salespeople, a chef should ask the following questions to ensure they make the best purchasing decisions for their kitchen:

What is the product's price and availability?

What are the product's features, and how do they compare to similar products?

What are the product's nutritional and ingredient information, and are there any allergens or special dietary considerations?

What are the storage and shelf-life requirements of the product?

How is the product produced, and what are the sourcing practices and certifications?

What is the delivery schedule and minimum order requirements?

What is the return policy and customer service options in case there are any issues with the product?

Are there any promotional deals, promotions or discounts available?

Are there any additional services such as training or recipe development available?

How can the salesperson assist in improving kitchen operations, and what other products or services might be beneficial for the kitchen?

What other products do you produce in addition to those you’re talking to me about today?

This allows you to gauge whether the salespeople represents a boutique supplier or specialist in one area, or whether it’s a larger manufacturer across several product categories and industries. There can be pros and cons to both – boutique suppliers often produce highly sought-after products, but can be more easily affected by supply chain and cashflow issues; larger manufacturers can often ensure greater consistency of supply and quality, but their products are often more mainstream and less specialised. Whether these considerations are relevant depends upon what type of product you’re seeking.

Where is your product produced? How important is product sustainability to your business?

Locally sourced produce, lower food miles and contribution to sustainability have become important considerations for foodservice businesses and their customers over the past decade. Many foodservice professionals are looking to support local producers and suppliers over imported product, and with Australian food standards among the world’s most rigorous, local production is also a good indicator of quality.

What are your products’ key features and benefits and why should I review my current products?

What you’re really asking here is “What makes your product better than the competition, and how do I get the most out of it?” A good salesperson will be able to tell you not just about the product itself but where and how to use it to enhance your menu.

Do you offer training to help my staff be expert in the application of these products?

Apart from the obvious benefit of showing how to get the most out of the products, it’s also helpful to know that the supplier is willing to offer extra value through customer support.

YOU MAY ALSO LIKE