Bunzl Case Study

Selling Organization: Bunzl Processor Division

• offer high quality products designed specifically to meet the needs of meat processing industries

• Annual revenues of $14.5 Billion

Buying Organization: Smithfield Foods

• American food company

• worlds leading protein company

• located in Indiana

• not currently an account of BPD

Sales Scenario:

Me: Account manager at Bunzl Processor Division

Identify cost-saving opportunities while promoting company initiatives

Product Being Sold: Dunlop Boot

Facts about the Dunlop Boot:

1. Passes the SRC Slip Rating Test on both steel and tile

   • only boot made for the Food Processing Industry

     • open sole which allows fats and grease to escape making it easier to clean

2. Lightweight

   • 35% lighter in weight than Neoprene

   • Orthopedic insole-reduces strain on the employees back by an average of 550 lbs of weight daily

   • removable insole useful for employee turnover

3. Durable

   • lasts 2-3 times longer than Neoprene

   • 1 year manufacturers warranty

Customer Value Points:

1. Employee Safety

   • passes SRC Test on both tile and steel

   • only boot designed specifically for meat processing industries

   • open sole allowing grease to escape which makes it easier to clean

2. Longevity

   • lasts 2-3 times longer than the neoprene

   • 1 year warranty

3. Employee Satisfaction

   • 35% lighter than the Neoprene

   • orthopedic insole- reduces strain on workers back by 550 pounds of weight daily

     • insole is removable