FoodService Products Sanitary Maintenance Dinex Marko National Sales Meeting.

FoodService Products Sanitary Maintenance Dinex Marko

National Sales Meeting


Introduction

• The Market

• How to Crush Competitors?

• Thermal•Aire II and the new product applications


The Dinex Market

Hospitals

Long Term Care

Schools

Prisons


• Flat Market

• Affordable Care Act

• Improve Patient SatisfactionHospitals

The Market – Trends


The Market – Trends

• LTC not a focus for

Aladdin

• Less Traditional Meal

Delivery/ Traytop items

• Community

Dining/Equipment

opportunities

Long Term Care


Delivery on Trays

Cook-Serve Cook-Chill Cook-Serve Cook-Chill

In Bulk

The Market – Meal Delivery Process


• Be on Top of Projects

• Build The Relationship

• Own the Equipment

• Get the Hat Trick Equipment, Wares, Disposables

The Market – Dinex Strategy


The Market – Profitability

7%11%

11%

22%

49%

Hospital SizeDistribution


• For every 200 beds per year

• Lids $5,600• Small Wares $8,000• Paper $8,000• Trays $2,500



• Average size sales 200 beds

• Smart Therm Solution $16,500

• Carts $25,000• Support Equipment

$15,000



• Average size sales 300 beds

• Thermal•Aire II Solution $500,000

• High Heat Disposables$40,000



Cambro

• More Durable & Stain Proof

• More Non-Skid

• More Attractive

• Lower Price


Skid Free

Cambro

Cambro


Dietary Manager Testimonials

“We are saving $400 per month for 100 beds.”

“The trays are extremely durable and the nonslip surface is firmly adhered to the tray.”

“The nonslip surface

is great. It has saved us from numerous spills.”

“We just love these trays and can’t say enough good things about them.”


Easiest Sale You’ll Make All Year!

• Remember: ROI from paper savings in four months.


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


Dinex Exclusive

• Certification on Lids

• 2 oz. Tumbler Markers


Aladdin

Aladdin Statement:

• No dish heater needed

• 60+ minutes hold time

• Less heat in the kitchen

• Improved patient satisfaction

✔

✖

✔

✖


• How to sell against Aladdin?

Aladdin

Temp-Rite

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

Aladdin


Aladdin Statement: Improved Patient Satisfaction• Remove Heat from the Food and Reheat it

– Has to Affect Food Quality

Aladdin


Aladdin Statement: Reduce Energy Cost

HOD Aladdin Turbo Temp Smart Therm Plate Heater 0

100

200

300

400

500

600

700

800

900

1000

$928

$580 $580

$371

Real Energy Consumption per Year based on 300 beds

Aladdin


• Double the size• Triple the weight• More difficult to

return for service• More heat into

the delivery cart

Aladdin


• 2.18 lbs

AladdinTemp-Rite

• 1.43 lbs

35% lighter

Aladdin


• How to sell against Cambro?

Cambro

Cambro


• Camduction is not Induction

Cambro


Cambro

• Increase in labor

• Camduction needs a dedicated worker to heat bases


Cambro

• 108 lbs • 23.4 lbs

• 30x19x35 • 15.25x18.3x7

• Not able to boost • Able to boost

• 1 year warranty • 2 year warranty

Cambro


Lakeside

• How to sell carts against them?

Cambro

Aladdin

Temp-Rite

Lakeside


Aladdin, Cambro, Lakeside

TQ Cart

ICT/PSC TVL

Tray Retrieval Cart



• Make the difference with the TQ Cart

• TVL similar in price with Cambro Plastic cart

• Plastic cart is an insulated cart

Cambro

AladdinTemp-Rite

Lakeside


PAST

Lakeside

Lakeside


• Take what we build

• MDF Board Components

• No Spill Prevention

• Fully Customizable

• Stainless Steel

• Prevents Spills

Better Dinex product for the same price

Lakeside

Lakeside



• Perfect Solution for Room service POD systems

• Improve Productivity• Saves Space

Mini Starter Station



• Sell the Dinex Service Department, the Best in the Industry


Meal Delivery Solutions For Cook-Chill & Conventional Hotline Boost Applications In Hospitals

Thermal•Aire II


• Users and Patient Satisfaction

Thermal•Aire II –For Global Satisfaction


What is Thermal•Aire?

Thermal•Aire II

+ +


• Cook-Chill

Thermal•Aire II – Applications


• Cook-Serve



• Satellite Application



• Make the difference with a new way to approach Meal Delivery in Cook-Serve

PAST

Thermal•Aire II – Cook-Serve Applications


• Hot and Cold Food Temperature remain consistent 365 days a year





Thermal•Aire II – Targets

• All Facilities having challenges with food temperatures

• VA hospitals

• State hospitals

• Existing Retherm account


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

Thermal•Aire II


How to sell Thermal•Aire II solutions?

• Explain the benefits in term of operation

• Do a demonstration

Thermal•Aire II


How to sell Thermal•Aire II solutions?• Explain the product features and benefits

Thermal•Aire II



• 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

Thermal•Aire II


Thermal•Aire IIHow to sell Thermal•Aire II solutions ?


• A No Brainer Meal Delivery Solution For $30 a day…


Thermal•Aire II

How to crush competitors?

• Using Dinex Competitive Analysis

Burlodge Aladdin


The Best Product to Make The Difference

Thermal•Aire II – Conclusion


A Team to Support You



Let Us Help You to Get Your 5% Commission and Be a Rock Star When you

Go back to Your Customer


Date post:	14-Dec-2015
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FoodService Products Sanitary Maintenance Dinex Marko National Sales Meeting.

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