People. Like all business opportunities, succeeding in the military food marketplace has much to do with people. It is vital to establish working relationships and effective communication with both uniformed service members and full time government employees involved in the multi-faceted food program. We will help you identify the key decision makers and the processes used to arrive at decisions.
Programs. Our military customers like to be told about programs that suppliers can provide that contribute to the feeding program. Keep in mind that when we provide supplies and services to the military food marketplace, we are serving the some of the most deserving customers anywhere. It is important to differentiate your product and service from your competitors. We need to give the military customer a reason to look at our product. Whether we are trying to get a product adopted into the system that is not currently available, or trying to compete by offering our product instead of an existing product, it is imperative that we recognize the desire of the military leadership to provide high quality products and services at a reasonable cost.
Patience. The military customer is a challenge. Those in the sales business are rightfully suspicious of anyone who promises immediate or quick results. Selling to the military is a marathon, not a sprint. It takes time to get to know the customer. It takes time to understand the diverse decision-making processes and procedures associated with doing business with the military. That being said, it is important to remember that we are contributing to serving America’s finest.
Perserverance. As is true of all sales, the ability to withstand some disappointments and frustrations will serve a company well as the military food marketplace requires repeated visits, contacts, and presentations of products.
Patriotism. At the end of the day, we should never forget that by providing high quality products and services to the military, we are supporting the national defense of the greatest nation on earth. We invite you to click on the “Wounded Warriors” tab and review this most worthwhile program. Led by the Research and Development Associates for Military and Food Packaging Systems and dedicated volunteers from its membership, the Wounded Warrior Program is helping the brave men and women of our armed forces who have made great physical and mental sacrifices to secure the freedom each of us enjoys. We hope you will consider contributing to this superb program.