Dinex - The Market - Carlisle FoodService Products

Report
National Sales Meeting
FoodService Products
Sanitary Maintenance
Dinex
Marko
Introduction
• The Market
• How to Crush Competitors?
• Thermal•Aire II and the new product
applications
FoodService Products
Sanitary Maintenance
Dinex
Marko
The Dinex Market
Hospitals
Schools
Long Term Care
Prisons
FoodService Products
Sanitary Maintenance
Dinex
Marko
The Market – Trends
• Flat Market
• Affordable Care Act
Hospitals
FoodService Products
• Improve Patient
Satisfaction
Sanitary Maintenance
Dinex
Marko
The Market – Trends
• LTC not a focus for
Aladdin
Long Term Care
• Less Traditional Meal
Delivery/ Traytop items
• Community
Dining/Equipment
opportunities
FoodService Products
Sanitary Maintenance
Dinex
Marko
The Market –
Meal Delivery Process
Delivery on Trays
Cook-Serve
FoodService Products
Cook-Chill
Sanitary Maintenance
In Bulk
Cook-Serve
Cook-Chill
Dinex
Marko
The Market –
Dinex Strategy
• Be on Top of Projects
• Build The Relationship
• Own the Equipment
• Get the Hat Trick
Equipment, Wares,
Disposables
FoodService Products
Sanitary Maintenance
Dinex
Marko
The Market – Profitability
Hospital Size
Distribution
7%
11%
49%
11%
22%
FoodService Products
Sanitary Maintenance
Dinex
Marko
The Market – Profitability
• For every 200 beds
per year
• Lids $5,600
• Small Wares $8,000
• Paper $8,000
• Trays $2,500
FoodService Products
Sanitary Maintenance
Dinex
Marko
The Market – Profitability
• Average size sales
200 beds
• Smart Therm Solution
$16,500
• Carts $25,000
• Support Equipment
$15,000
FoodService Products
Sanitary Maintenance
Dinex
Marko
The Market – Profitability
• Average size sales
300 beds
• Thermal•Aire II
Solution $500,000
• High Heat Disposables
$40,000
FoodService Products
Sanitary Maintenance
Dinex
Marko
Cambro
• More Durable & Stain Proof
• More Non-Skid
• More Attractive
• Lower Price
FoodService Products
Sanitary Maintenance
Dinex
Marko
Cambro
Cambro
Skid Free
FoodService Products
Sanitary Maintenance
Dinex
Marko
Dietary Manager
Testimonials
“We are saving $400
per month for 100
beds.”
is great. It has saved
us from numerous
spills.”
“The trays are
extremely durable
and the nonslip
surface is firmly
adhered to the tray.”
“We just love these
trays and can’t say
enough good things
about them.”
“The nonslip surface
FoodService Products
Sanitary Maintenance
Dinex
Marko
Easiest Sale
You’ll Make All Year!
• Remember: ROI from paper savings in
four months.
FoodService Products
Sanitary Maintenance
Dinex
Marko
No Polar Vortex Required!
“I think it’s a great
counterpart to the
heated base. Cold
temps held for quite a
while and some items
even cooled further.”
– Patient Services
Manager
FoodService Products
Sanitary Maintenance
Dinex
Marko
Dinex Exclusive
•
Certification on
Lids
• 2 oz. Tumbler Markers
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin
Aladdin Statement:
•
✔
No dish heater needed
•✖ 60+ minutes hold time
✔
•
Less heat in the kitchen
•✖ Improved patient
satisfaction
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin
• How to sell against Aladdin?
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin
Aladdin Statement: No heated plate
required, fewer pieces of equipment to
repair and maintain
• Still need a plate dispenser, no space
savings
• Unheated plates get you 45 to 60 minutes
• Aladdin is now telling customer to use a
heated plate to extend hold times
• Still need a heated plate for 60+ minutes
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin
Aladdin Statement: Improved Patient
Satisfaction
• Remove Heat from the Food and Reheat it
– Has to Affect Food Quality
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin
Aladdin Statement: Reduce Energy Cost
Real Energy Consumption per Year based on 300 beds
1000
900
$928
800
700
600
$580
500
$580
400
$371
300
200
100
0
HOD Aladdin
FoodService Products
Turbo Temp
Sanitary Maintenance
Smart Therm
Plate Heater
Dinex
Marko
Aladdin
• Double the size
• Triple the weight
• More difficult to
return for service
• More heat into
the delivery cart
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin
Aladdin
Temp-Rite
• 1.43 lbs
• 2.18 lbs
35% lighter
FoodService Products
Sanitary Maintenance
Dinex
Marko
Cambro
• How to sell against Cambro?
FoodService Products
Sanitary Maintenance
Dinex
Marko
Cambro
• Camduction is not Induction
FoodService Products
Sanitary Maintenance
Dinex
Marko
Cambro
• Increase in labor
• Camduction needs
a dedicated worker
to heat bases
FoodService Products
Sanitary Maintenance
Dinex
Marko
Cambro
Cambro
• 108 lbs
• 23.4 lbs
• 30x19x35
• 15.25x18.3x7
• Not able to boost
• Able to boost
• 1 year warranty
• 2 year warranty
FoodService Products
Sanitary Maintenance
Dinex
Marko
Lakeside
• How to sell carts against them?
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin, Cambro, Lakeside
Tray Retrieval
Cart
TQ Cart
TVL
ICT/PSC
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin, Cambro, Lakeside
Aladdin
Lakeside
Temp-Rite
• Make the difference with the TQ Cart
Cambro
• TVL similar in price with Cambro Plastic
cart
• Plastic cart is an insulated cart
FoodService Products
Sanitary Maintenance
Dinex
Marko
Lakeside
Lakeside
FoodService Products
Sanitary Maintenance
Dinex
Marko
Lakeside
Lakeside
• Take what we build
• Fully Customizable
• MDF Board
Components
• Stainless Steel
• No Spill Prevention
• Prevents Spills
Better Dinex product for the same price
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin, Cambro, Lakeside
Mini Starter Station
• Perfect Solution for
Room service POD
systems
• Improve Productivity
• Saves Space
FoodService Products
Sanitary Maintenance
Dinex
Marko
Aladdin, Cambro, Lakeside
• Sell the Dinex Service Department,
the Best in the Industry
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
Meal Delivery Solutions
For Cook-Chill &
Conventional Hotline
Boost Applications
In Hospitals
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
For Global Satisfaction
• Users and Patient Satisfaction
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
What is Thermal•Aire?
+
FoodService Products
+
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Applications
• Cook-Chill
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Applications
• Cook-Serve
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Applications
• Satellite Application
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Cook-Serve Applications
• Make the difference with a new way to
approach Meal Delivery in Cook-Serve
PAST
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Cook-Serve Applications
• Hot and Cold Food Temperature
remain consistent 365 days a year
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Cook-Serve Applications
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II – Targets
• All Facilities
having challenges
with food
temperatures
• VA hospitals
• State hospitals
• Existing Retherm
account
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
Why sell Thermal•Aire II?
• 5% commission
• Average Order: 500K$
• Lot of Sales Opportunities in
your territories
• Residual Sales on Tropez
ware and disposable
• Help of the Dinex Retherm
Team
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
How to sell Thermal•Aire II solutions?
• Explain the benefits in term of
operation
• Do a
demonstration
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
How to sell Thermal•Aire II solutions?
• Explain the product features and benefits
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
How to sell Thermal•Aire II solutions?
• Have a Strategy and Prospect Key Areas
• Generate Leads and Identify the Need
• Ask Dinex Thermal Aire II Team for help
• Refer to our Reference Sites
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
How to sell Thermal•Aire II solutions ?
How to sell Thermal•Aire II solutions?
• A No Brainer Meal
Delivery Solution
For $30 a day…
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II
How to crush competitors?
• Using Dinex Competitive Analysis
Burlodge
FoodService Products
Aladdin
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Conclusion
The Best Product to Make
The Difference
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Conclusion
A Team to Support You
FoodService Products
Sanitary Maintenance
Dinex
Marko
Thermal•Aire II –
Conclusion
Let Us Help You to Get Your 5%
Commission and Be a Rock Star When you
Go back to Your Customer
FoodService Products
Sanitary Maintenance
Dinex
Marko

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