Sales Blitz Call Script

Industry: Consumer Products/Food & Beverage

I. Introduction

Hi! my name is__________ from SAP. Is this a good time to talk? Do you have a
few minutes?

Is it fair to assume that you have some fairly significant pressure to drive innovation
and rapidly accelerate growth at <COMPANY>?

No -> Thats unusual for a Food & Beverage company of your size. Can you tell me a
bit about your plans for <COMPANY>?

Yes -> Thats interesting What is your strategy to accelerate speed to shelf for
your products and how do you plan to support growth and profitability from an
information infrastructure perspective? As an example, do you have a plan for
establishing compliance with Wal-Mart and other retailers electronic business
programs?
What about supply chain collaboration? How do you work with your
supply chain to improve time to market? Do you utilize automated supply
chain processes?
In order to sustain profitability, how do you plan to manage the integration
of mergers and acquisitions? How do you expect to maximize plant asset
utilization and profitable use of plant assets?
Do you have a plan for ensuring compliance with FDA Food Safety
mandates and bioterrorism reporting?
Do you have a plan for enhancing profitability through product
rationalization, price leadership, and diversified sales channels?

II. Introduction to SAP Industry Positioning Statement

Im not sure if you are aware of all the work SAP has done helping midsize Food &
Beverage companies meet top line growth and cost control requirements. But in
summary, we enable executives such as yourself to put in the infrastructure to sustain
and drive profitability, this includes:
1. Providing business process visibility and analytics to improve your
bargaining position with retailers.
2. Supporting brand-specific organizations structures and processes
3. Developing superior insights into the total marketplace: consumers,
shoppers, and retailers.

I know some of this may seem too overwhelming to think about but have you
thought about making any plans about these items at <COMPANY>?

No -> What are your key initiatives for the next 2-3yrs?
III. Line of Business Questions

See Talk Track to engage with individual according to LoB

IV. Introduction to SAP Solution for the Mid-Market (Business All-in-One)

I recognize that in the past you may not have considered SAP due to its reputation for
serving the largest companies in the industry. In fact, you may not be aware that SAP
has a proven business software solution specifically for small and midsize Food &
Beverage companies that can be fully implemented in as little as 10 weeks.

SAP's All in One Solution for Food & Beverage Companies is a comprehensive suite
of enterprise software designed to meet the needs of mid market customers. We offer
a fully defined methodology with accelerators for rapid evaluation and
implementation leveraging our Consumer Products Best Practices.

V. Secure a Meeting

Can I schedule some time for you to talk in more detail about these solutions?

VI. Call to Action

Until then <if meeting was secured>, I would like you to visit our online Resource
Center for Midsized Enterprises. Here youll gain insight from industry experts as
well as SAP executives and customers who discuss best practices, lessons learned,
and how to become a best-run business. Access to our Resource Center is free so we
encourage you to bookmark the site and return often.

Can I confirm your email address to send you the link to our sire?

www.sap.com/fm/midsize

-Or

Position another call to action: See Blitz kit 9_CalltoAction for Call to Action
alternatives

IV. Closing the Call

Positive Conversation: This is really interesting and I appreciate your time. Let me
talk to a few of my colleagues to determine what information would be best to provide
you with. In the interim is there anything I can help you with?
Negative Conversation I appreciate you time. Just in closing -- we have a special-
access business community which includes a lot of video presentations by companies and
people facing the same challenges as yourself. Would you like to get a link to the
community?

Voice Mail Message

Attempt Message
Hello <prospect name>, this is <your name> from SAP and Ive been working
with midsized Food & Beverage companies like <COMPANY> to manage
faster innovation and respond to increasingly demanding customers and
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retailers. Please call me to discuss how SAP may be able to help you add profit
to the bottom line within 3 months. Please <phone> or email me at <email
address>.

Hello <prospect name>, this is <your name> from SAP. By implementing SAP,
Tasty Baking achieved an 11% increase in sales volume without hiring more
2 staff and Under Armour reduced the time it takes to close their books by 33%
and counting. Please return my call at <phone> or email me at <email address>
so that we can discuss areas where SAP may be able to help you.

Hello <prospect name>, this is <your name> from SAP. Would you be kind
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enough to please return my call at <PHONE>? Thank you.