NESTLÉ

B2B Value Selling App

Nestlé Group were looking for approaches to make their Professional Catering Division sales appointments more effective. They wanted to encourage more caterers/restaurants to use their extensive range of products such as CHEF, Docello and Maggi.

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The challenges

The Nestlé Professional range provides a culinary solution that allows chef’s and caterers to save time and eliminate waste from the kitchen.
The range also provides significant cost savings but doesn’t compromise on taste. Despite these benefits Nestlé’s sales representatives experienced difficulty in articulating these in a sales situation.

Our creative strategy

In discussion with our client Nestlé we established that the sales team were being equipped with iPads.
Sales calls with restaurant owners/head chefs can be very time-limited so using a custom developed iPad app was proposed as the best way to quickly demonstrate the value of the product range.

 

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What did we create?

A value-selling iPad app which showcases the extensive Nestlé Professional product range. Running through a series of quick data capture questions with the customer, the sales user could evidence the cost they are currently spending on junior chefs, bespoke ingredients, energy costs, waste etc and display in a visual format the cost saving by purchasing pre-prepared Nestlé products.

The comparison data is saved as a concise report PDF on the iPad which can then be emailed to the customer after the sales meeting.

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Results

Nestlé have gone live with the first product range, Docello, and we are now rolling out other product ranges in the App.

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