Healthcare Selling Strategy

Barber Stuffed Chicken Entrées Module 3

2012

Training Objective

1. Why is the Healthcare segment important?2. How can the Barber line serve the Healthcare industry?3. Why is Barber the better choice?4. Where do Stuffed Chicken Entrées fit in the Healthcare

industry? 5. Best practices for selling to the Healthcare industry6. What you “must know” to sell the Barber line to

Healthcare customers

Why is this segment important?

The Healthcare industry has evolved over the past few years. The days of “hospital food” are over. Patients AND employees now demand higher quality menu offerings, and the consistent, high quality Stuffed Chicken Entrées in the Barber Foods line are perfect to meet this demand. Barber’s wide variety of flavor profiles will avoid menu fatigue, yet maintain the safety, quality and ease of preparation Healthcare providers need.

For more than 35 years, Barber Foods has been the innovator in Stuffed Chicken Entrées and has enjoyed a strong presence in both the Catering and Retail segments. Placing Barber products within a menu rotation in a Healthcare facility will secure year-round consistent sales for your area.

Healthcare providers have clearly stated their needs:

• Menu Relief• Availability of nutritional information • High quality and homemade appearance• Physical environment and equipment

limitations• Staffing expertise and skill limits• Operational cost vs. quality

Note:Healthcare foodservice have the same needs as every other foodservice provider.

How can the Barber line serve the Healthcare industry?

We Provide Solutions• Menu Relief -

Various flavor profiles in our stuffings

• Availability of nutritional information Nutritional information on all POS spec sheets

• High quality and homemade appearanceAmerica’s leader in Stuffed Chicken Entrées served at

home

• Physical environment and equipment limitationsMost bakeable within 30 minutes with a 2-hour hold

time

• Staffing expertise and skill limitsConsistent recipes- freezer to oven with no culinary skill

needed.

• Operational Cost vs. QualityFood safety assured, low labor requirements and minimal

waste

Why Are Barber Products the Best Choice?

Notes:- Nutritious and flavorful- Reduced labor cost- Freezer to oven- Versatile- Safe!

Where do Stuffed Chicken Entrées fit

in the Healthcare industry?PatientMeals

Cafeteria

Boardroom

Catering

Event HolidayFeeding

EmployeeFeeding

Opportunity

Homestyle – GoodSignature Supreme™ –

BetterDistinctions® – Best

Tip #1 Make your presentation to all the VIP’s at once• Foodservice Director• Executive Chef• Dietitian

Tip #2 Sell The Facts• You have a new product line with something for every

feeding occasion.

Eating is a social experience, they will play off each other’s likes and mutually solve each others problems or concerns. Having more than one person in the audience increases your chances of landing the sale!

Let your customers’ peers help you sell. The Executive Chef can help you sell the benefits of the Homestyle product to the Foodservice Director for patient feeding, even if the quality may not be what he needs for his boardroom catered events!

Best practices for selling to the Healthcare industry

Tip #3 Know What They Need• Pricing Needs• Equipment Limitations• Feeding Opportunities

Tip #4 Sell The Benefits• Costing

Multiple price points and marketing program available

• Ease of use Freezer to oven

• Meet nutritional needs Full nutritional information on POS designed for

Healthcare

Doing your homework—knowing the price needs and equipment limitations—can really pay off! Bring just the right products and be able to explain how each can work within their limitations. Solve their problems!

Best practices for selling to the Healthcare industry

Stuffed Chicken Entrées Healthcare POS

VP #36498 VP #37689

Barber Foods “Must Knows”1. Barber products go from freezer to oven.2. Barber products offer safe food handling.3. Barber products are marinated to optimize

performance and moisture retention. (2-hour hold)

4. Barber products offer the best controls on labor costs and waste.

5. Barber products cost less!

Healthcare Selling Strategy