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2019 REFERENCE GUIDE (FLORIDA)
KEY CONTACTS & INFORMATION
CUSTOMER SERVICE NUMBERS: FOR CUSTOMERS Customer.service.va@winebow.com FOR SALES CONSULTANTS Customer.service.va@winebow.com
SUPPLIER SAMPLES: SUBMIT SAMPLE REQUEST FORM TO: Cathey Bottiau 954-543-7014 Cathey.bottiau@winebow.com
HOURS: No information given
ORDER LIMITS: ORDER & DELIVERY MINIMUMS: 2 cases or $200
BROKEN CASE FEES: None ORDER CUTOFF TIMES: 6pm
A/R CONTACTS: FOR DEPOSITS deposits@winebow.com
FOR PICKUPS/CREDITS pickup.requests@winebow.com
DATA CHANGE INFORMATION: CHANGES OR UPDATES No information given
DELIVERY CHANGES No information given
TRANSPORTATION &WAREHOUSE CONTACTS: FOR TRANSPORTATION Transportation.FL@winebow.com
FOR WAREHOUSE Warehouse.FL@winebow.com FOR DELIVERY & TRANSPORTATION ISSUES 954-543-7055
IT: SERVICE DESK 855-484-3576 help@winebow.com
TRANSPORTATION ROUTES
Florida
RTE # LOCATION
1100 Panhandle 1125 Panhandle 1150 Tallahassee 1200 Jacksonville 1225 St. Augustine/Daytona 1250 Jacksonville Shuttle 1300 Tampa 1350 Panhandle Shuttle/Gainesville 1375 Orlando Sweeper 1400 Orlando North 1425 Apopka Shuttle 1450 Orlando South 1475 Orlando Central 1500 Sarasota 1525 Punta Gorda/Venice 1550 Tampa Area 1600 West Coast Sweep 1625 West Coast Shuttle 1650 Ft. Myers 1700 Key West/Vero 1725 Melbourne/Ocala Area 1800 Naples Area 1850 Naples Shuttle 1900 Stuart/North Palm Beach 2000 Miami West 2100 Miami Downtown 2200 Miami Beach 2300 Ft. Lauderdale 2400 West Palm Beach 2500 Boca Raton/Delray/Boynton 2600 Miami North
CREDIT APPLICATION
FINE WINE + SPIRITS
REP NAME:
DATE:
BUSINESS INFORMATION
LICENSE #
EXP DATE
FED ID (EIN) #
WISD# (IL ONLY)
CORP
PARTNERSHIP
SOLE PROP
LICENSEE NAME
CHECK ONE
BUSINESS NAME
DBA:
CONTACT/OWNERSHIP INFORMATION
OWNER/APPLICANT
TITLE
PHONE
CELL
FAX
PAYABLE CONTACT
TITLE
PHONE
CELL
FAX
BILLING ADDRESS
CITY STATE ZIP
BANK INFORMATION PAYMENT TERMS:
FINTECH
ONLINE
CHECK BY MAIL
CHECK BY PHONE
ACH
BANK (NAME)
CONTACT
BANK PHONE CHECKING A/C# ROUTING#
BANK (ADDRESS)
CITY STATE ZIP
LANDLORD (NAME)
PHONE
LANDLORD (ADDRESS)
CITY STATE ZIP
CREDIT / TRADE REFERENCES
CREDIT REFERENCE #1 (NAME)
PHONE
ADDRESS
CITY STATE ZIP
CREDIT REFERENCE #2 (NAME)
PHONE
ADDRESS
CITY STATE ZIP
DELIVERY INFORMATION
SHIPPING ADDRESS
CITY STATE ZIP
NEAREST CROSSROAD
M
TU
W
TH
F
DAYS & TIMES DELIVERIES CAN BE ACCEPTED: DAYS:
START TIME: END TIME:
SPECIAL INSTRUCTIONS
BUSINESS HOURS: OPEN TIME: CLOSE TIME:
SALES DATA
AFFILIATED BUSINESS NAMES (LIST ALL):
ESTIMATED MONTHLY PURCHASES: $ CREDIT LIMIT NEEDED: $ TERMS REQUESTED
HISTORIC SALES: TWO-YEARS AGO: $ LAST YEAR: $ YEAR-TO-DATE: $
COMPOSITION OF SALES (TOTAL 100% ) BEER % WINE % SPIRITS % OTHER %
FACILITIES: NUMBER OF LOCATIONS: ON OFF TOTAL SQUARE FEET BONDED AREA
WHICH BEST DESCRIBES YOUR BUSINESS?
RESTAURANT
RETAIL SHOP
GROCERY
WAREHOUSE
DISTRIBUTOR
PERSONAL GUARANTEE
Return via email to: AR@winebow.com
FINE WINE + SPIRITS
REP NAME:
DATE:
TERMS AGREEMENT I understand that the purpose of this credit application is for obtaining credit. I therefore authorize a credit investigation including but not limited to credit bureau and D & B reports, calls to trade references, and bank inquiries. I warrant and represent that the above in- formation is true and accurate, that I am legally empowered to authorize such an investigation, to open an account with Winebow, and to enter into binding agreements. Insofar as allowed by applicable laws, Winebow reserves the right to reinvestigate and/or change extended credit terms at any time. I also understand and agree to Winebow’s term of sale as follows: 1. All sales are made in accor- dance with state law and are due on the date specified on invoice. 2 In the event of default, should legal action be necessary due to non-payment, balances due are subject to interest at the rate of one and one-half percent (1.5%) per month, retroactive to the date of invoice, or maximum allowable by state law, whichever is greater. 3. I agree to pay all reasonable costs and attorney’s fees (including, but not limited to, court costs, filing fees, and expert fees, among other costs) necessary for collection and enforcement, in addition to any relief that may be granted. 4. Regardless of licensee ‘s location, any dispute between Winebow and licensee may be filed in the courts at Winebow’s choice. 5. A charge of $30.00 will be assessed for each occurrence of a check returned by the bank unpaid. GUARANTY In consideration of Winebow granting credit to ___________________________________________(“purchaser”) for the purchase of merchan- dise from Winebow the undersigned guarantor(s) does hereby unconditionally guarantee prompt repayment, when due, of all amounts advanced by Winebow to purchaser for use in purchaser’s business described above. If purchaser defaults in the payment of any such indebtedness, guarantor(s) will pay to Winebow on its order or demand the amount due. 1. This is an open and continuing guaranty. Notice of acceptance is waived. This guaranty shall remain in full force until guarantor(s) delivers to agreement with respect to any in- debtedness incurred subsequent to such delivery. Such revocation shall not affect any obligation under this agreement with respect to any indebtedness incurred by purchaser. 2. Guarantor(s)’ liability will continue notwithstanding the incapacity, death, or disability of any person. This failure byWinebow to file or enforce a claim against the estate (either in receivership, bankruptcy, or other similar proceeding) of purchaser or of any person shall not effect guarantor(s)’ liability under this instrument. Nor shall guarantor(s) be released from liability if recovery from purchaser, any other guarantor, or any other person, becomes barred by any statute of limitations or is otherwise prevented. 3. Guarantors(s) waives notice and any right to require Winebow to proceed against purchaser as a prerequisite to the enforcement of the guaranty. 4. Guarantor(s) agrees that in the event the indebtedness being guaranteed herein is the indebtedness of a trust, or of any entity of which the trust is a shareholder or partner, as set forth in the applicable paragraph A hereinabove, that guarantor(s) expressly waives any and all rights conferred upon guarantor(s) by applicable state laws to the extent it protects a trustee and trust from liability for contracts entered into by the trustee on behalf of a trust. Guarantor(s) understands and acknowledges the significance and consequence that WINEBOW may proceed against the trust as permitted by applicable state law.
IN WITNESS WHEREOF the undersigned Guarantor(S) have executed this guaranty this day of , 20 .
GUARANTOR SIGNATURE
GUARANTOR NAME (PRINT)
GUARANTOR TITLE (PRINT)
GUARANTOR SIGNATURE
GUARANTOR NAME (PRINT)
GUARANTOR TITLE (PRINT)
WITNESS SIGNATURE
WITNESS NAME (PRINT)
WITNESS
COMPANY/TITLE
(PRINT)
OFFICE USE ONLY
REC’D DATE:
ACCOUNT#:
CHAIN CODE:
PROJECT CODE:
APPR’D DATE:
APPROVED BY:
CREDIT TERMS:
CREDIT LINE:
20 Hook Mountain Road • Suite 103A • Pine Brook, NJ 07058 | PH: 201.445.0620 • FX: 201.930.2413 | Winebow.com
ACCOUNT DEVELOPMENT SURVEY
FINE WINE + SPIRITS
REP:
ACCOUNT:
KEY CONTACT (1)
KEY CONTACTS (2)
ACCT PAYABLE CONTACT
NAME
NAME
NAME
PHONE
PHONE
PHONE
POSITION
POSITION
POSITION ACCOUNTS PAYABLE
BUSINESS PREFERENCES DAY OF WEEK:
COMM TYPE
APPT PREFERENCE
ACCOUNT PROFILE SERVICE:
BREAKFAST
LUNCH
DINNER
LATE NIGHT
PPA:
$10
$20
$30
$40
$50
STYLE:
CASUAL
CRAFT
FAST-CASUAL UPSCALE
UNIT:
FRANCHISE
INDEPENDENT MULTI-UNIT NAT’L CHAIN
CLIENTELE CITY
COLLEGE
FAMILY
LOCALS
MIXED
PROFESSIONAL
RURAL
SINGLES
RETIRED
SUBURBAN TOURISTS
TRENDY
URBAN
WINE LIST NUMBER OF BTG - WHITES AND ROSÉS
NUMBER OF BTG - REDS
AUSTRALIA AUSTRIA
CALIFORNIA CAVA CHAMPAGNE CHILE ARGENTINA FRANCE GERMANY
ITALY
NEW ZEALAND PROSECCO SPAIN SPARKLING OTHER
BAR PROGRAM NUMBER OF COCTAILS
PRIMARY BROWN SPIRITS PRIMARYWHITE SPIRITS
AMARI
BOURBON BRANDY
GIN GRAPPA IRISHWHISKEY
JAPANESE WHISKY LIQUEURS
MEZCAL RHUM / CAÇHACA RUM SCOTCHWHISKY TEQUILA
VERMOUTH
VODKA
RYE
CUISINE
AFRICAN AMERICAN ASIAN BAKERY BBQ BISTRO BRASSERIE BURGERS
CAFE CAFETERIA/DELI CALIFORNIA CNTRL AMER. CHINESE CUBAN EUROPEAN FARM-TO-FORK
FRENCH FUSION GOURMET HAUTE INDIAN ITALIAN JAPANESE KOREAN
KOSHER LATIN MEDITERRANEAN MEXICAN MIDDLE EAST NORTHWEST OSTERIA PACIFIC ISLAND
PAN-ASIAN PASTRY PIZZA PUB RISTORANTE SEAFOOD SOUTH AMER. SOUTHERN
SOUTHWEST STEAKHOUSE SUSHI TAPAS TAQUERIA THAI TRATTORIA VIETNAMESE
OTHER
TYPE
ARENA BAR BEER TAVERN CABARET CAFE
CASINO CHARITY
MEMBERS ONLY CNTER SERVICE CRAFT
LIVE MUSIC FESTIVAL FULL SERVICE HOTEL KARAOKE
LOUNGE NIGHTCLUB RESTAURANT SPECIAL EVENT STADIUM
TEMP LICENSE WINE BAR
COCKTAIL BAR COFFEE HOUSE CONCERT HALL
SPORTS DANCE
SPECIAL PRICING REQUEST FORM
FINE WINE + SPIRITS
REP NAME:
DATE:
SPECIAL PRICING REQUEST (1)
SUPPLIER NAME:
PRODUCT CODE:
PRODUCT NAME:
ACCOUNT NAME:
ACCOUNT #:
PREMISE:
PRICE REQUESTED:
QUANTITY ON INVOICE:
START DATE:
END DATE:
COMMENTS/REASON:
SPECIAL PRICING REQUEST (1)
SUPPLIER NAME:
PRODUCT CODE:
PRODUCT NAME:
ACCOUNT NAME:
ACCOUNT #:
PREMISE:
PRICE REQUESTED:
QUANTITY ON INVOICE:
START DATE:
END DATE:
COMMENTS/REASON:
SUPPLIER MARKET WORK FOLLOW UP
FINE WINE + SPIRITS
Supplier Follow Up
DATE SUPPLIER NAME REP NAME Stop #1
Account:
PRESENTED FOLLOW UP GAINS
TRAINING OFFERED SUPPLIER REDIRECT Stop #2
Account:
PRESENTED FOLLOW UP GAINS
TRAINING OFFERED SUPPLIER REDIRECT Stop #3
Account:
PRESENTED FOLLOW UP GAINS
TRAINING OFFERED SUPPLIER REDIRECT Stop #4
Account:
PRESENTED FOLLOW UP GAINS
TRAINING OFFERED SUPPLIER REDIRECT Stop #5
Account:
PRESENTED FOLLOW UP GAINS
TRAINING OFFERED SUPPLIER REDIRECT Stop #6
Account:
PRESENTED FOLLOW UP GAINS
TRAINING OFFERED SUPPLIER REDIRECT
SUPPLIER MARKET WORK PREPLAN
FINE WINE + SPIRITS
Supplier Sample Visits
DATE SUPPLIER NAME REP NAME SAMPLES USED
APPOINTMENTS
1ST Appointment
GOALS
TIME ACCOUNT BUYER NAME PROFILE
2ND Appointment
GOALS
TIME ACCOUNT BUYER NAME PROFILE
3RD Appointment
GOALS
TIME ACCOUNT BUYER NAME PROFILE
4TH Appointment
GOALS
TIME ACCOUNT BUYER NAME PROFILE
5TH Appointment
GOALS
TIME ACCOUNT BUYER NAME PROFILE
6TH Appointment
GOALS
TIME ACCOUNT BUYER NAME PROFILE
SUPPLIER MARKET WORK PROTOCOL CHECKLIST
FINE WINE + SPIRITS
I. ONE MONTH TO TWO WEEKS BEFORE:
Establish contact
c
c Ask the following questions when you talk to the supplier: 3 Is this an on-sale or off-sale focus day? Or both?
3 How many wines do you want to present? (The maximum should be six.) 3 With sr that have larger portfolios, ask: is there a specific brand focus? 3 Do you have any time constraints that morning or evening? 3 Are there any accounts that are high priority that you really want to see?
c Utilize your supplier as a resource
c Map out your day based on the winery / supplier and the wines. 3 When possible plan on starting early and working late. 3 Start with those accounts that are the most difficult to get an appointment with or that are a high priority for you and / or the supplier.
3 Plan geographically. 3 Allow time for travel!
II. ONE WEEK BEFORE:
c Call the supplier representative and:
3 Confirm the work with and the meeting time. 3 Confirm the meeting place.
3 Confirm the wines to be presented and how many. The max should be six 3 Are all the wines appropriate for both on and off premise accounts? 3 Who is bringing the samples? With a winery principle do not ask this question. 3 Confirm who is bringing winery information and tech sheets. Don’t be surprised! 3 Establish with the SR your personal case and placements goals for the day.
Order samples as needed.
c
c Fill out the work with report form
c Always have a back up account or two
Plan your agenda wisely
c
3 Are you allowing time for lunch? 3 If the following day is a ship day, allow time to check VM and call in orders.
c Verify that all of your appointments have been confirmed
c Confirm the vintage and check inventory of the wines. Prepare a supplier price sheet.
c Confirm pricing. If pricing is not clear call the sales & marketing queue to verify. III. ONE DAY / TWENTY-FOUR HOURS PRIOR:
c Submit your work with report form to your regional manager. The campaign report should have complete addresses for each account as well as first and last names for the key buyer(s) at each account.
c Fill your gas tank and have money for parking meters.
c Clean your car as needed. Is your car’s trunk presentable?
NEW ACCOUNT SET-UP
FINE WINE + SPIRITS
Submit to: Customer Service (FL, GA, Mid-Atlantic, SC, CA, WA, OR) DC / WA - you MUST provide a copy of your ABC license with this form.
or Accounts Receivable (CT, Midwest, NJ, NY, PA)
REP NAME:
DATE:
TERRITORY:
ROUTE:
ACCOUNT INFORMATION
* NAME OF ACCOUNT: (* Must match name on ABC license)
* ADDRESS: CITY: STATE: ZIP: (*Must match address on ABC license)
COUNTY: ( Required in MD) PHONE NUMBER(S): OFFICE: CELL: * EMAIL: FAX: (*Fax # and/or Email address req’d for accounting purposes) STATUS: ON PREMISE OFF PREMISE INDEPENDENT CHAIN CONTACT NAME(S): ABC LICENSE #: EXPIRATION DATE: SALES AND USE TAX CERTIFICATE ID#: ( If applicable) EXPIRATION DATE: PAYMENT TERMS: (Check One) COD DCABC MBJ NET 30 NET 10 Only check what is available in your market (DC Only) (MD Only) (FL Only)
DELIVERY INFORMATION
SHIPPING ADDRESS:
CITY: STATE: ZIP:
NEAREST CROSSROAD :
M
TU
W
TH
F
DAYS & TIMES DELIVERIES CAN BE ACCEPTED: DAYS:
START TIME: END TIME:
DELIVERY ENTRANCE: FRONT DOOR BACK DOOR
BUSINESS HOURS: OPEN TIME: CLOSE TIME: NOTES / SPECIAL INSTRUCTIONS:
****************************************************************** FOR OFFICE USE ONLY ******************************************************************
LICENSE VERIFIED BY: DATE: NEWACCOUNT #: NOTES:
WEEKLY PREPLAN
FINE WINE + SPIRITS
WEEK OF:
MONDAY
TUESDAY
WEDNESDAY
THURSDAY
FRIDAY
ACCOUNT 1:
OBJECTIVE
RESULT/ FOLLOWUP
MONDAY
TUESDAY
WEDNESDAY
THURSDAY
FRIDAY
ACCOUNT 2:
OBJECTIVE
RESULT/ FOLLOWUP
MONDAY
TUESDAY
WEDNESDAY
THURSDAY
FRIDAY
ACCOUNT 3:
OBJECTIVE
RESULT/ FOLLOWUP
WORK-WITH PROTOCOL
FINE WINE + SPIRITS
I. •PICKING OUT A DATE FOR A WORK WITH
c What day of the week do I see most buyers?
c Half day/splitting with another rep? Look at 4-6 accounts 3 Coordinate with the other rep for best routes, times, etc.
c Full day? Look at 8-10 accounts
c Difficult buyers? Loyal buyers? Potential sales? II. •2-4 WEEKS OUT
c AS SOON as your work with is scheduled (confirmed by your manager), reach out to the supplier acknowledging the date is in your calendar, and that you will be in touch soon with an agenda for the day. 3 *Email is the preferred form of contact, leaving little to no room for mixed up c EX. “Hi Supplier, I just wanted to confirm our work with on Monday, October 15th in the South Orange County area. I will have an itinerary over to you no later than a week before our date. Looking forward to working with you! Thank you,” 3 Start talking to your accounts about the date, finding out if the buyer will be in, and what times are preferred. • Schedule time frames to allow flexibility • Start putting an itinerary together! • Allot time for lunch III. •1-2 WEEKS OUT c Continue confirming appointments with your buyers! They may have schedule changes, so be prepared to adjust 3 “Hi Buyer! Just another friendly reminder; I will be in with Joe Schmo from Said Winery on Monday, October 15th! Are we still good to come in between 9:00-10:00am?”
c DO YOU NEED SAMPLES? 3 How many, which ones?
3 Supplier able to bring or Supplier Samples? • If the latter, submit Supplier Sample Form in ADVANCE (found on Cellar, or ask your Manager for help) 3 Be aware of temperature! Use your wine bag! If it exceeds that amount, consider chilling all wine, to last the day in your car (and potentially your buyer’s car)
c Once the day is planned, EMAIL the supplier
3 The more information, the better! 3 SEE template “Work With Agenda”
IV. DAY OF WORK WITH
HAVE IN YOUR BAG: 3 Pitchbook 3 POS
c
3 Business cards 3 Note pad/pen 3 Ipad (if applicable in your area) 3 Tech sheets
DO’S
c
3 Dress business professional 3 Be early! 3 Clean car, full gas tank 3 Bring your usual account tools; duster, iPad, folder 3 Ask LOTS of questions! This is your chance to hear about the wines/winery. 3 It is okay to fulfill orders, not of their product. You are still out there servicing the account. They will understand needing to fill holes and place additional orders. Just be courteous and step away to do so.
DON’TS
c
3 Discuss business involving other suppliers 3 Bad mouth ANYONE (buyers, other suppliers, coworkers, etc.) 3 Curse 3 Show them RAMPS or price books
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