Step 4 – Location Development
□ Complete Step #3
□ Purchase access to the Location Development Toolkit
□ Identify potential customers
□ Develop your marketing plan
□ Implement your marketing plan
□ Make sure you are making personal contact with your potential contacts as a part of your plan
□ Don’t give up
□ Guarantee great service and deliver
In order to have a business you must have customers. The only way you can guarantee you have customers will be for you to go and get them.
The BEP recognizes that this can be a challenging step and has worked hard to develop some tools to aid you in this process. We understand that most prospective clients are already being served by a large vending company and that you must convince a few to switch and give their business to you. Don’t worry no one expects you to be a marketing expert, but be confident that there are people and businesses out there who want to do business with you even if they don’t know it yet.
There is a tab on the website called Members that can provide your with a great many helpful resources. The BEP has developed a wide variety of materials and tools to help you succeed. Once you have been accepted into the Business Enterprise Training Program you can purchase access to the Vendor Location Development Toolkit for $500. Among the items this will give you access to are:
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- Information to help you understand the industry and its players
- Talking points that you can use in helping you sell your strengths
- Sample scripts and tips for calling potential customers
- Predesigned, customizable direct mail marketing pieces
- Access to lists of potential customers in your area
- The BEP informational Video
- A professional designed brochure to promote the BEP and your business
- Materials and tips to help follow-up meetings and increase your chances of success
While many of the products here are ready for you to use you should make sure that you account for the cost of your marketing plans in your business plan/budget.
There is no one set way to go about securing new customers, but all methods have one thing in common – trying hard. Maybe you already have a business or two in mind where you have an existing contact – those are always the best places to start. As any small business people will tell you – you have to be willing to get rejected many times before you find success.
Gone are the days where the BEP can just hand out new state and federal government locations to new vendors with any regularity. Now it is up to you to tell your story, open some doors and get some new clients. Our tools should help a lot, but in the end it will be up to you to build your own client list.
When you do the BEP is here to help you make it all work.
NOTE TO COUNSELORS: More than ever location development will be the key to the success of new Licensed BEP Operators. This marketing of the new business is essential and in recognition of this the BEP has developed a business development toolkit. Purchasing access to this toolkit (toolkit is in development) will provide many ready to use tools that operators can use to find and secure business opportunities. It is strongly recommended that IEP’s should include not only the cost to access this toolkit, but the resources outlined in the business plan for implementing a marketing plan with these tools. Counselors should be prepared to generate an authorization to pay for capital assets (vending machines), startup inventory to fill each vending machine once and the BEP will provide a of operating capital to be determined by the department as adequate to begin operation of the bill changer and coin mechanism.
*Any assets, miscellaneous equipment, and/or supplies purchased through an IPE or through the BEP program are considered BEP assets and will remain with the BEP program. Any items purchased that are disability related and not for direct use within the BEP program will not remain with the BEP.