Selling to SYSCO Handbook: A How-to Guide

Date: October 23, 2011
US$ 595.00
Publisher: Technomic, Inc.
Report type: Reference Manual
Delivery: E-mail Delivery (PDF)

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Selling to SYSCO Handbook: A How-to Guide
Foodservice distribution continues to consolidate. Huge broadline distributors are snapping up business and are expanding their product lines, services and geographic reach. And SYSCO is leading the charge. Chances are, your company's sales and marketing professionals need a better route for selling to SYSCO. Selling to SYSCO Handbook: A How-To Guide is the road map you and your staff need. With this easy-to-follow, detailed guide, your team will be better prepared to submit a successful business plan to SYSCO.

Distribution & SYSCO: The Big Picture
  • Maps out the dynamics of foodservice distribution, including the economic and financial issues critical to the business. To sell to SYSCO, you'll need to know the company's vision and philosophy, positioning, objectives, purchasing criteria and financial performance.
Proven Strategies For Successful Selling
  • Provides a better understanding of multiple organization requirements, target markets and needs. It also helps you:
  • Create a winning organizational structure
  • Steer your product or service positioning
  • Build and educate a sales and support team
  • Implement proven strategies for reaching the SYSCO marketing associate
  • Ideal primer for those who would like to do more business with the No. 1 foodservice distributor. Some of the vital issues covered:
Foodservice Distribution Fundamentals
  • The "heart of the industry"
  • Demystifying the operator market
  • Distribution's role
  • Understanding distribution economics
How SYSCO Works
  • How SYSCO is organized
  • Market position
  • SYSCO brand growth
  • SYSCO's corporate and operating companies
  • The SYGMA company
  • Impressive financial results
  • Growth objectives and strategies
Organizing to Do Business with SYSCO
  • Positioning your company
  • Skills required on the SYSCO business team
  • Information requirements
Developing Your SYSCO Business Plan
  • Trade spending
  • Impact of SYSCO branding
  • Incorporating SYSCO's perspective
  • Required information for corporate and operating companies
Creating Your SYSCO Sales Strategies
  • The key questions
  • Strategies driven by products, markets and accounts
  • Organizational imperatives
  • SYSCO sales terrain
  • Reaching the SYSCO marketing associate
  • Servicing the operating companies

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