admin

Do it Yourself!

shutterstock_600286118
When it comes to your Alison’s Pantry business, would your friends know that you were a representative for the company if they looked in your freezer or pantry today? If so, I applaud you. If not, here’s a few ideas to help you become better at what you are selling. The best way to become the sales person you want to be is to become the customer that you are looking for.

shutterstock_466541687
No one ever said sales were easy. To be good at what you do you must have a conviction for what you sell. How do you receive that loyalty and confidence in what you sell? By using your own products. By gaining a knowledge of how they work and how much you enjoy using them. How can you expect your customer to purchase products from you when you yourself will not purchase them? As a rep you even get a discount on your own products, why wouldn’t you buy from yourself? Why support the competition? A successful business person buys from him or herself. If you were in the market for a Toyota and happened to see your salesman drive away in a Honda, how much confidence would you have in the salesman and the product that you were planning on purchasing? The same is said for you as a representative of Alison’s Pantry. You should not be purchasing any products somewhere else that you can purchase from yourself. It’s the #1 rule of sales. Walk the walk, not just talk the talk.

shutterstock_256926211
Here’s a challenge for you, grab a black marker and your newest catalog, find five minutes to look through the catalog and circle all the items that you use in your home. Now look and see if you can find a competitor’s item in your cupboard or freezer. Make an additional mark in your catalog on that item. The next few months, concentrate on replacing those competing items with a product from your own store. This will take a few months, but at the end of it, you will have tried more of your own products and learned more about them to share with your customers. Besides learning and experience with your own products, you will also be gaining exposure to your products. You will also be making an investment in yourself and in your business. If a customer or friend stops by and happens to see in your cupboards or freezer, there would be enough of your own products there that they would know that you believe in what you sell. By supporting your own business, you support your customers.

shutterstock_155316851
Being your own best customer will not guarantee your success with Alison’s Pantry, you still must do the work, but not buying from yourself will certainly guarantee that your success will be more difficult.

This year be your own best customer!

Stacee Izatt, RSM

AP Logos

Adair Rademacher, Musselshell, MT

My father instilled in his children that if a task has to be done, do it with a good attitude. You can just imagine how well received his three children thought of that motto when we were young! In my later years my sister-in-law enhanced the saying for me, “if it is not fun, I am not doing it!” We all know that “tasks” and “fun” do not always go in the same sentence, but it is amazing how it makes life go so much smoother for me when I keep the two mottos in mind.

I was accepted as a “Wholesale Foods distributor” on October 2, 1996. I tell everyone I may not be a good Alison’s Pantry representative but no one can say I am not consistent! In those 21 years there have been many changes in my life, as well as the company. No one can expect things, good or bad, to stay the same in their life, or in the life of the companies they work with. From my beginning I worked and used my sales as a home based business. It is important to keep good records/documentation to use for taxes, everything from mileage to order adjustments. It is also important that you do not take advantage of the people you do business. Pay your bills promptly just as you want your customers to pay you. Keep in mind when you use your Alison’s Pantry sales as your own business it is your name on the line!

Like many of you I had ordered products from WSF, Pacific Foods, and/or Alison’s Pantry for some time, and then “our” representative quit. I was the same, and when I used up all my inventory of the products I loved to use I was prompted to become a representative because “how was I going to prepare my favorite dishes without these products I had learned to rely on?” Selling food for me was and is a perfect fit-I love to garden, cook, and share!

What are my favorite products? Oh my, how long of list can I have? I love the fast-food products for just that, but I mostly love the products I can use to scratch cook and bake. Most used “what are we having for dinner” food: chicken tenders, and potatoes of all kinds. Staples: all AP spices, gravy mixes and cream sauce that I use for everything from thickening my soups to flavor enhancers for casseroles and roasts. On my order every month: pepper jack sticks. Utensils: canning lids! My husband’s most asked for product AP no longer offers: smoked rope!

I live in Musselshell, Montana, population of about 40, so you see my clientele is limited. At different times I have covered a broad surrounding area but was happy to give up customers in Roundup and Custer to new representatives in those towns. I still have loyal customers that I serve that will not order from someone new! I use e-mail, snail mail, and phone calls to keep connected to my customers-we do not have cell service here so text and other messaging are out of my realm. (And I hate to learn new things!) Phone calls are what work best for my customers. I think my customers like the time spent visiting, and if something is on sale I know they order regularly, they appreciate the reminder.

The largest block of time I spend on Alison’s Pantry is my order week. When an order arrives I send out catalogs with orders and those without an order are mailed or hand delivered by me within a couple of days. Each catalog is sent out with my “newsletter,” featuring everything from company changes to recipes; and most importantly, my early-bird order date and AP order dates! The Monday before order day I e-mail my first reminder-if a customer ordered before I send that reminder their name goes in my early-bird drawing. I always set my order date for the Wednesday before deadline. The bulk of my orders come that day either e-mail or phone calls. On Thursday and Friday I make calls to those I know that have an order ready but wait for me to call. (I always think that is so funny they will not call on their own when they have taken the time to have an order ready. J) On Saturday I make a “last call” e-mail giving non-ordering customers the final day I will take orders, AND remind them that if they wish to place an order themselves online they can order until Monday night at midnight on the Alison’s Pantry website! Since online ordering I include a small gift with orders, such as yogurt pretzels or caramels, to those customers that placed their order online; because whereas it is not necessary to place their order online it is convenient for me if they order themselves.

My hardest task is generating new customers! Obviously our small population limits the number of events I can promote AP. I take the opportunity to promote products in potluck items I take to events, make sure I plan our community dinner theatre’s menu featuring AP products, and regularly request customers to pass the word about how great Alison’s Pantry products are and get them a catalog.

Through the years I have found, and I encourage you to do the same, that you need to become a friend to your customers because as you become a part of their lives and they become a part of yours, your success will not be a “task,” you will naturally have fun!

What makes us different? It’s that Personal Touch!!

If you look at all the different business out there vying for your dollar, what makes one better than the other? You’re probably thinking “the one that has what I want or provides the service that I need”. The cost is usually a concern too but also the experience of dealing with the company. If you are always being put on hold, never talking to a real person, issues are not being taking care, you receive poor customer service, etc., you are probably not going to take your business to that company again.

In today’s world, some of us have a lot of choices when it comes to the services or products we need – online shopping, a gas station/convenience store on almost every corner, fast food restaurants everywhere, multiple grocery stores/department stores, etc., and some of us have only one choice in our area or, unfortunately, no choice and have to travel a distance to get to one or more of the products and services we need or want.

Now, let’s look at Alison’s Pantry. We offer restaurant-quality products through our sales representatives once a month with delivery happening in 7 – 12 days usually. If you compare what we offer to other businesses, how do we rate?

First, we offer a higher-quality product than most grocery stores because our products come from the food service industry. They are the same products restaurants use to make the delicious meals we love to go out to eat (and at a higher cost). And they come in bigger sizes so we save money that way too.

Second, we don’t offer PRIME shipping but our delivery schedule is much better than it was several years ago when it was 4-6 weeks before we got our orders delivered. Unless the customer places their order early in the month, they aren’t having to wait as long to get their product each month.

Third, and I think the most important factor is, we have wonderful sales representatives to add that PERSONAL touch to ordering from us. Even though we now have our new online ordering program that makes it more convenient for customers to place their own orders, many customers would prefer to interact with their sales representatives. And if they do place their own order, we still have that personal contact with our customers through reminders and delivery of their orders. Customers rely on their sales reps to be knowledgeable of the products we sell; to point out sales, incentives, hot deals and closeout items; and to remind them of order deadlines in this crazy, chaotic world we now live in. They look forward to seeing your smiling face when they pick up their order or you deliver it to them.

In looking at these 3 factors, what do you think makes Alison’s Pantry the most different from other businesses? Why do they buy what they need from us instead of other businesses? In my opinion, it’s that PERSONAL TOUCH that only YOU can provide!!

Good luck with your Alison’s Pantry business this year!

Becky Price, RSM

Meet Toni and Marilyn!

Hi my name is Toni Soderquist. My mother in law Marilyn and I have been Alison’s Pantry reps for 10 years. We live in Kanab, UT and we love the products that we offer. We like the convenience and the affordable way we can offer our families great dinners and family feasts.
We were introduced to Alison’s Pantry through the great bulk spices and pastas that we used to offer. We have sold many spices to our customers and the people of this area of the state. Many times, I am referred to as the “Spice Queen” because of my love of the spices.
Every year we host an open house at the end of the year in appreciation of our customers. We invite them to come and sample and taste many of the new and fun products. If they refer a friend, they will receive 10% off their order after the friend orders. Most people who attend make orders, and we offer a give away too. We have found many new customers from doing this. Because we hold this open house in my home, we can offer some of our favorite products including some of the meat products.

This last November we offered the Farmland Bacon Wrapped Fillets #5589, the Simplot Mini Baby Bakers #2423, and Rosina Meatball #8963 with gravy in a crock pot. We also offered the Janey Lou’s Cinnamon Rolls #9134 which were a big hit. Through our association with Alison’s Pantry and our customers we have built many wonderful and lasting relationships.

This year we were able to attend the AP food show in September and loved getting to sample all the wonderful foods and meeting all the great staff and reps from around the country. We love attending the monthly webinars to learn more about the products we offer. We love to learn new ideas and recipes that will help us be better informed for our customers.
Some of my favorite products are the Milford Valley Chicken Cordon Blue #8553, the Simplot Roasted Mini Baby Bakers and of course the bulk spices. Marilyn loves the Pilgrims Boneless, Skinless Chicken Breasts #6519 which allows her to have bragging rights on her famous chicken dinner.

Our families love that we are Alison’s Pantry Reps!

Do You Have a Business or a Hobby?

Alison’s Pantry is a great business and a fantastic way to earn extra money and stay in touch with your friends and family. But are you treating it like a business, or is it more like a hobby for you? How do you know the difference? And why does it matter?

Your business is a hobby if:

You work when you feel like it.
You are not scheduling time to work your business. In fact usually you procrastinate until the last minute.
You aren’t intentionally adding and looking for new customers each month.
You customer information is not up to date in the new website including address, phone number, and correct email address.
Your customer service is spotty. Sometimes you don’t respond to messages, emails and phone calls until you get around to it.

The biggest challenge of treating your business like a hobby is that it will pay like a hobby. “If you treat your business like a business it will pay you like a business. If you treat it like a hobby, it will pay you like a hobby.”

“Even though your hours are flexible, they are not optional. If you want to achieve a consistent income and build a growing, thriving business. Random actions produce random results.” Lydia Martin

Here are some tips on how to treat your business like a business.

Have a separate bank account for Alison’s Pantry and track your expenses, keeping good records for taxes.
Have a goal of where you are going and what you are doing. You may not want to grow your business, but you still need to regularly get new customers to keep things status quo. What are you actively doing to get new customers?

Block out time to work on specific tasks.
Get organized! Get current, up- to- date customer information into the new website. Have folders and systems for tracking expenses and other important information you need every month with Alison’s Pantry.
Read your emails!

Invest in education by attending the webinars, visiting with your RSM on a regular basis and checking out all the great tips at pantryacademy.com

Consistently do your reminders and follow up with customers. They want to hear from you. You need to ASK for orders if you want them.

For more information, check out this great blog post about treating your business like a business: 19 Ways To Start Treating Your Business Like a Business

Julie, RSM

Kathy Clark – Crawford, CO

We are Roger and Kathy Clark from a very small town named Crawford in
southwestern Colorado with about 300 people in it. We have two children, Tonya and
Kraig, and five grandchildren.

Our nearest grocery store is 17 miles away from us, so you want to make sure you have supplies on hand. We have been doing this going on 5 years this December. I can remember how excited I was to become a new rep. Understand we are just simple farmer/rancher folks who enjoy life, hard work and good food. Alison’s Pantry certainly provides us with wonderful food. We raise chinchillas for pets and Dexter Cattle, a smaller homestead beef that is very friendly.

We love so many of the products, but one thing we really like is all of the seafood.
Small grocery stores just cannot compete with our fish, we also use many of the frozen
fruits and vegetables, our favorites are just to numerous to say.
My monthly sales are consistently good and I attribute that to good products, but also
to making my customers important to me. They truly have become my friends. I like to
find out each month what is going on in their lives. The North Fork Valley, which is
comprised of several small towns has been wonderful to me and my business.

If I had one thing to tell new reps it would be to not treat your customers as just
customers, treat them like friends, which they are and you will find success. Hear their
stories, become a good listener. If something goes on sell that they love, call them and
ask them if they would like you to order it. Make them special in your life, and
ultimately give God the Glory. MERRY CHRISTMAS

Thanks, Kathy Clark

Webinar #1: Sales tips, getting new customers and much more

Introducing the professional chef Alex, who is Stacee’s son! This webinar he covers two dishes using our great Alison’s Pantry products. There is a bonus video of the third dish below that we couldn’t add to the webinar because of time constraints. So if you want to view that, please click below. The 2nd part […]

This month the RSMs give some great tips on bringing up your sales, getting new customers, reactivating old customers and much more! Sit back and make sure to take notes. These gals are a wealth of information that we can all learn from. Below are the handouts for you to try.

#1 Webinar handout

Save

What’s Next?

shutterstock_601189817
We did it, we made it through this year. So many changes, growths and struggles. When you look at where you’ve come, and where you want to be, how do you feel? If you want more from your AP business, what is your plan to get it?

shutterstock_702264304
Too many times, we set a goal only to realize that the goal is bigger than life and so unrealistic. To avoid this situation start by setting a goal that is doable, it should be a goal that requires you to stretch and push yourself, but not so much that you quit before you even start. Maybe you can plan to learn more about the business you work with, the products you sell and the people you serve. Knowledge builds confidence. Have you ever been looking to purchase an item and go to the store only to come away frustrated because the sales person didn’t know as much as you about the item you were wanting? Before I spend my hard-earned cash, I like to be informed and gain as much information as I can about the product to make a good decision. This information usually comes from the sales person helping me, but when that person can’t tell me anything about the item that I didn’t already know from my own research, then I feel that the process is a waste of my time and I generally dig deeper from another source to find out. This can happen in our business too. We have many products that are new and different from what is offered by the local grocery store. These differences warrant the need for knowledge of how to prepare, use and make the most of the products we offer. If we aren’t familiar with the products and how to pass that knowledge on to our customers, then chances are, we are probably losing sales from our customers.

shutterstock_658108702
One of the best ways to be informed is to learn about the products you sell. How do we learn about these items? By using them, by experimenting in our own kitchens and becoming familiar with them. Sampling AP items to our own friends and families and customers. What are your thoughts of a person who sells skincare and makeup, but won’t use it herself? My thought is…She must not believe in her own product. How can she expect her customers to buy and believe in those products when she herself does not?
shutterstock_453307273
Do you use your own products? Do you believe in what you sell? If you don’t you will never become successful in your own business. Your actions speak louder than words. You need to be your own best customer. You should be learning all you can about the products you offer. Sample the products for yourself. Get familiar with how to use and prepare them. Order something new each month that you haven’t tried before. I have heard reps say that they “can’t’ afford to use AP products”, honestly you can’t afford to NOT use your own products. People are watching you, watching what you purchase and gauging their purchases on what you use and how you speak about it.

shutterstock_156901325

Regularly attending the webinars is another way to stay informed! The quarterly rep sales training webinars are a great way to help you build better sales. Invite your customers to the product webinars, we will teach them for you. Are you taking advantage of this tool? They are full of information for you and your customer. Set a goal to invite your customers and to attend all the webinars this coming year. They will help you in your business. Give you knowledge and confidence in the products that you offer. We look forward to seeing you there. Good luck in the coming year!!

Stacee RSM

Danielle Sayler, Steele, ND

Hi, my name is Danielle Sayler. I have been an Alison’s Pantry rep for just over 3 years now. I live in Steele ND which is a small town approximately 40 miles from the nearest major shopping. My husband Travis and I have 2 amazing kiddos, Riley-7 and Gavin-5, that I am fortunate enough to be able to stay home with. In addition to Alison’s Panty my husband and I both run several other businesses. My husband’s business is a gravel and excavation business. I help in the day to day operations by moving and operating equipment, the book and secretary work, or any other hat that I need to wear that day. I also have an auto detailing business and work a very part time position as a zoo registrar for the Dakota Zoo in Bismarck ND.

I began my Alison’s Panty business kind of by chance. I already had a lot on my plate but our local rep was quitting. I threw the idea around for a couple of months before I made the jump, and am so glad that I did. The previous rep had a good foundation and an existing customer base which made starting out a little bit easier. Since then Alison’s pantry has grown for me enough to where I can cut back a bit on the other jobs that I am doing and over the next year or so hope to grow my business enough that I can eliminate and replace those other jobs with Alison’s Pantry alone.

I always have a running goal to beat at least the previous months sales and ultimately top my best sales ever. However in reality that is not always possible, so each month as sales come in, I look at my total sales as the deadline approaches and push myself to hit a threshold, whether it be just one more sale, or to reach out to one more customer to put me to the next commission level. This year I also looked at my overall position in the company and decided that I wanted to be at a certain level next year and that is my major goal at this point. I one day hope to be in the company top ten, and look to those reps who are currently at that position and try to model my business after things that they do to become as successful as they are.

One thing that has helped my business tremendously is expanding the area in which I serve. There are several other communities that are anywhere from 20-60 miles from where I am located. I simply reached out to customers from those areas and offered to provide AP to them. It is difficult to deliver if you only have a small order to those areas and not lose money, so I did go in with the stipulation that I needed to have a minimum order for the area. I have had an overwhelmingly positive response to this offer. So for example if I am going to deliver 40 miles away I need to have a minimum of $300 combined from all orders to make it worth my time and expense to travel there, and nearly every time I have at least double the minimum if not more in orders. If someone decides to order and we don’t meet the order minimum I either hold on to the order till the next time or make other arrangements to get them their products.

The AP staples in our house are the Trident ultimate fish sticks and the Mediterranean chicken. But honestly I think every meal we make has AP incorporated into it in one way or another, whether it be the main course, the side, the spices to bring it all together, or even the pans we use to make the meal. My husband jokes regularly about feeling like he knows Alison personally since she is such a big part of all of our meals. LOL!

I also try to provide samples each month. The ones that are individually packaged already like the fruit snacks are the simplest. But I seem to have the greatest success with ones that are bigger quantity items. That way the customer gets to try them before investing into a bulk box of something without knowing if they like it or not. One month I made protein balls and gave each customer a protein ball with the recipe (that listed numbers for each of the AP ingredients) and ended up having several customers order all of the ingredients from the recipe!

Personal experience and service with products is by far, hands down, the bestselling tip that I have. After I try things I try to let customers know what I think of them. My customers have become very reliant on my opinion of products. I will be 100% honest about a product, not only on quality and taste but also on price. We live far enough that the big box stores aren’t always convenient but close enough that my customers aren’t going to pay a significant amount more just to get it locally. My customers know that I always have their best interest in mind even if it means my bottom dollar might be a little less. That trust encourages them to tell other people about products and my services which more than makes up for a product that they may not order. Instead of discouraging them from ordering what I will do is point them to the unique products that we offer and honestly those are the products that sell better for me anyways. Hot Deals are a HUGE portion of my monthly sales especially when the Mediterranean chicken was/is available. I have a feeling I have a reputation as the crazy chicken lady but know that once people try it they are going to be in love with it too. If it has been several months since it has been available I have no problem selling upwards of 35+ cases of that single item. I keep a running list of customers and what they like to order regularly and let them know when those particular items are available or on sale or if there is another similar item that they might be interested in.

Finally I make a point to be honest and sincere with all my customers. I truly have some of the most amazing customers out there and am so grateful for that. I reward them with referral bonuses, various drawings, and early bird bonuses. When I see them I don’t expect to talk about AP, if they bring it up we discuss it but if not we talk about the other things going on in their lives or my own. I see quite a few of my customers on a regular basis. I have always jokingly said to them, “ I don’t ever want to be the person you see walking down the street and you have to dodge behind the nearest light post and hide because her comes that crazy Alison’s pantry lady.” Of course I want my business to thrive but I have to remember that these people are my friends and neighbors first and foremost, and that my business is successful because of them so I need to be sure that my customers are my number one priority and the sales will then fallow.

I am a huge fan of the changes that have happened with AP over the past year, there are have been rough patches but that is all part of change. I really like to try and embrace it, roll with the punches so to speak. We are given a multitude of resources to help us succeed, and I try to take full advantage of them, whether it be marketing kits, finding information on the blog or reaching out to rep support for help with questions and issues. This business allows you to make it what you want it to be. The more you put in the more you get out.