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| D.J. Payne was established in 1969 and has
been managed by its current administration since 1975. We have been representing some of
the same Principals for almost 30 years. Target Markets
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| D.J. Payne’s goal is to provide
professional sales representation that exemplifies their commitment to the highest levels
of business acumen, technical competence, ethical standards and continuing education. We offer our Principals a cost effective means to rapidly increase market penetration. Our Principals are provided with in-depth knowledge of the local and regional market while offering their customers broad product expertise and extensive application knowledge. We feel we are the leading marketing resource in our respective markets.
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| D.J. Payne provides highly motivated sales
professionals who successfully introduce new products to the market and improve and expand
market penetration for existing lines. Through frequent distribution and end user contacts our sales professionals foster strong customer loyalty with quality sales and service. We serve both national, regional and local accounts. All 13 sales professionals are capable of getting products in front of the right people faster, never losing focus of building market share for our manufacturers. Our representatives have committed time and resources necessary to develop smaller local accounts in addition to major national accounts. This commitment improves market penetration, and offers a proven track record of success by developing and maintaining sales volume for the Principals we represent. Unlike what the Food Broker calls a salesman, D.J. Payne’s representatives average over 10 years of experience with our company and over 18 years in the industry. We have a different definition for customer relationships and valid end use calls as opposed to "here taste this and by the way we sell gloves."
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| Regular Meetings Agenda for each meeting reflects the topics of most timely interest and many include visits from key Principals. Knowledge is money, 13 key sales personnel share information regarding the activities of key distributors and key competitors. This allows our staff to be more responsive without reacting to temporary situations with solutions that cost our principals on a permanent basis. Management Reports
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| D.J. Payne’s interest is to represent
companies that allow us to mutually profit by being able to sell multiple cohesive lines
at the end user and wholesale level. Lines like Genpak afford you the opportunity to be
before the customer and accomplish a "by the way" sale that you can ill afford
to make on its own. We practice what we call "womb to tomb sales." Given the breadth of D.J. Payne’s representation we can offer an end user total Synergy in setting up their food service packaging. We make it a one stop shop for the customer by coordinating the entire product line with one salesman that takes over the responsibility to make sure that all his products arrive on time and that all artwork, when applicable, match in color and appearance. We convince the end user that by getting every part of his program from us, it will be correct. Seco Thermasystems is a great example for putting our sales staff in front of the right person.
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| D.J. Payne strongly believes in taking that
extra time to sell custom work and special prints. Putting ink on anything is like an
annuity, price becomes secondary to the ability to quote on the spot and properly schedule
repeat orders. Distributors are far less likely to switch factories if their broker has
written special print orders, due to an inordinate fear of the rep taking their special
print business and transferring it to another vendor. They are much more likely to share a
competitive situation and give us a last look than risk switching suppliers. In House Artwork D.J. Payne has invested in the ability to produce good replication of customer’s artwork. We own the latest flat bed scanner along with color printers. This enables us to scan in any kind of artwork or logo the customer may have and paste it onto a whole series of products to show the end user how well putting their logo on their products can enhance their image.
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| Don’t leave your fate in the
hands of you distributors Distributors lose major accounts every day but our principals don’t have to. We follow the business to whatever distributor acquires it. We establish work with programs with our customers. Determine the best potential by working ½ days with each distributor’s sales force. This is sufficient time to train the M.A.s and target their key accounts. Most important follow up Respond back with market knowledgeable competitive quotes; generate reports to both the M.A. District Manager and to the principal. Don’t forget the buyers like to be informed too. They like to know that their decision to do business with you is a wise one.
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| Our end user specialists have over 13 years
of experience with D.J. Payne. Aside from following up on every lead Patty Cadena makes
scheduled work-withs along with distributor’s sales force. More importantly Patty makes joint calls with our sales staff and follows up with a complete written proposal accompanied with samples plus the distributor’s mark up to the end user. Patty, also pulls double duty by attending all trade shows to assist our sales staff and have a major presence at the distributor level.
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| For over 20 years D.J. Payne has developed
relationships with the movers and shakers at the end user level. We maintain direct
contact with these people and encourage their calls directly to D.J. Payne. Everytime they
upgrade or downgrade their presentation we are invited. To Name A Few:
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