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Getting to the Target Customer, presented by Dr. Joyce McGriff

1. Getting to the Target Customer For Your Business! SCORE “Sales & Marketing Conference October 6, 2008

2. Target Customers & Strategy Target Product/Service Place Price Promotion

3. What Do I Have to Sell? Portfolio Product(s) Service(s) Multi Single Multi Single

4. Where Do You Want to Sell? Global Metro State Regional National City County Neighborhood

5. Decide Who Your Target Customers Are Your Company (B) Business (B2B) Both B2B &B2C Consumer (B2C)

6. Federal State County City Construction Manufacturing Foundations Hospitals Universities Associations Churches Business Selling Sectors Retailer Wholesale Service B2B Government Commercial Institutions & Organizations Business (B2B)

7. Consumer (B2C) Mass Merchandisers (Wal-Mart, Target, K-Mart, etc.) Drug Stores (Walgreens, Rite Aid, CVS, etc.) Grocery (Krogers, Publix, Whole Foods etc) Department Stores (Macys, Dillards, Belk etc.) Discount Retailers (Big Lots, Family Dollar etc.) Specialty Stores (Kay Jewelry, Toys R Us, etc.) Catalogues Street/Event & Site Vending (Conventions, Festivals) Mail Order Food/Beverage Automotive Industrial Retail Consumer Selling Sectors

8. Consumer (B2C) Broadcast Retail Online Television

9. Target Customers & Strategy Target Product/Service Place Price Promotion

10. www. feedgranola .com Feed Granola Jason Osborn Jason Wright

11. United States Greenwich Village, NY Place Case Pricing Unit Pricing Price Food Trade Shows PR Green Charity WOM Promotion 5 Flavors 2 Sizes 1 Flavor 1 Size Product (B2B) Local Stores Whole Foods (Distributor) (B2B) Local Store (1) (Direct) What Customer Segment? National Neighborhood New York City Where Do You Want to Sell? Mixed Granola Mixed Granola What Do I Have to Sell? Now Start Feed Granola

12. United States Global United States Place Case Pricing Contract Pricing Case Pricing Price Food Trade Shows PR Green Charity Hotel Trade Press Food Trade Shows PR Green Charity Promotion 5 Granola Flavors 2 Sizes Nut Mixes (1 Size) 5 Granola Flavors 2 Sizes Product (B2B) Grocery Stores Federal Government (Military Commissaries) Hotel Gift Shops (B2B) Grocery Stores Whole Foods (Distributor) What Customer Segment? National/Global National Where Do You Want to Sell? Mixed Granola Nuts Mixed Granola What Do I Have to Sell? Short Term Future Now Feed Granola

13. B2B Media Options             I & O    Personal Selling            Com.   Newspaper   Trade Shows  Sales Promotion  Events  Outdoor/Signage  Direct Mail (compiled lists)   Magazine (Trade and consumer)  Telemarketing  Online  Radio  Television Broadcast Cons. Gov.

Getting to the Target Customer, presented by Dr. Joyce McGriff

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