Microsoft Dynamics ERP
in Food and Beverage Manufacturing
Telesales and Direct Sales Guide
This telesales and direct sales guide provides an overview of the information you will need
to drive demand for Microsoft Dynamics ERP solutions with customers in food and beverage
manufacturing.
BACKGROUND INFORMATION
VERTICAL OVERVIEW
The food and beverage (F&B) manufacturing vertical is a large worldwide
market that includes the development, production, and distribution of non-
durable consumable goods. The industry is struggling with low profit
margins, increased regulatory pressures, and strengthening customer power.
Regardless of where they are located or which markets they serve, nearly all
food and beverage manufacturers experience similar issues. The need for
operational productivity despite high workforce turnover is a constant in the
industry, to ensure margins even when retail customers prefer to sell their
own private label brands and consumers shop on price. Another constant is
that F&B companies do not have direct access to demand data, but rely on
retail and foodservice customers. Beyond those core needs, current
challenges include:
1. Economic cycles and private labelThe 20082009 recession occurred
with such speed that few companies could match the changing demand
for lower-cost meals and groceries. Many consumers switched to lower-
cost private label or store brands, giving retailers more influence.
2. Consumer concerns and food safetyConsumers will pay a premium
for foods and beverages offering safety assurances, health and energy
benefits, or eco-friendly practices. Food safety threatsfrom tainted
ingredients, animal and plant diseases, infectious organisms, or
undeclared allergensare frequent, despite efforts to contain the
problem. The inability to trace product quickly and recall only those with
the hazard is costly.
3. Market and product line expansionOpportunities abound for
companies developing solutions specifically for seniors, children, pets,
preventive health, beauty or all-natural markets, and growing economies
such as India and China. Varying labeling requirements and multi channel
retail strategies lead to stock keeping unit (SKU) proliferation. More SKUs
makes productivity challenging in every corner of the companyfrom
production to packaging to logistics and marketing. Fortunately,
programs to eliminate waste and increase training in the face of
workforce turnover have delivered improved performance.
4. Partner collaborationAs companies expand into new regions and
markets, explore ways to use new ingredients, replace additives, and
develop custom applications, they are partnering with other companies
with greater expertise in these areas. This is all in addition to supply chain
Microsoft Dynamics ERP in Food and Beverage Manufacturing
collaboration to reduce costs and satisfy consumers with demand
sensing, supplier replenishment, pallet and item tracking, and packaging
changes. At the same time, this complex value network makes
traceability for food safety more challenging.
5. Regulations and sustainabilityGovernment regulations affect
processes for facilities, packaging, food safety, taxes, environmental
protection, food ingredient and nutrition labeling, and worker health and
safety. Additional programs focus on conserving energy and water,
sourcing from those with sustainable, ecological, and humane practices,
and limiting additives, pesticides, and hormones. To meet these
regulations, companies must change processes and have data easily
accessible. Additional regulations such as Hazard Analysis and Critical
Control Points (HACCP), shifting good manufacturing practices (GMP),
and increasing waste disposal costs continue to challenge F&B firms.
6. Workforce turnoverThe companies most positive about the impact of
sustainability on their bottom line appear also to be the most concerned
about their human capital. Recruitment and retention is a top challenge
to growth.
Technology plays an important role in enabling F&B manufacturers to
respond to todays market pressures. The investment in usable enterprise
resource planning (ERP) tools that enhance the performance and productivity
of F&B efforts can create competitive differentiation, which helps F&B
manufacturers achieve superior revenue, share, and profit growth.
Prospects may or may not know the value that an ERP solution can provide
their organization. Their mind-set could be any of the following:
Are using manufacturing-specific systems and fear losing any critical
functionality in order to add ERP functionality.
Have implemented an ERP solution such as SAP or Oracle and are
dissatisfied with it due to the high cost of maintenance and the lack of
flexibility.
Are attempting to integrate multiple systems across their enterprise due
to mergers and acquisitions.
Telesales and Direct Sales Guide Page 2
PERCEPTIONS
While an increasing number of F&B manufacturers are aware that
Microsoft has an ERP solution, some might not believe that the Microsoft
solution can scale to meet their transaction volume needs.
Organizations may also think that because Microsoft does not offer a
vertical version of ERP specifically for F&B manufacturing, that Microsoft
Dynamics ERP isnt right for them.
Organizations may think that it is better to choose a more established
vendor/product, such as SAP or Oracle, than a relatively new player in
the market.
TARGET AUDIENCE
Potential prospects are companies that:
See ERP as a way to help manage complex inventory and distribution
processes, institute new sustainability practices and respond more quickly
to changing market conditions.
See the need for collaboration between all parts of the design and supply
chain as key to their ability to innovate rapidly, and to introduce new
products into the market more quickly.
Need better visibility into their customer data to be able to sense trends,
take the lead in sustainability practices, and respond with targeted
pricing and product mixes.
TARGET CONTACT
Inside the prospects business, talk directly to the technology-influencing
business decision maker (TI-BDM). While this could be virtually any senior
individual in the company, the following are the most likely roles to be
interested in ERP solutions:
Heads of Operations, R&D, Production, Purchasing, Sales, Finance
CEO/CIO/CTO/COO/CFO
Microsoft Dynamics ERP in Food and Beverage Manufacturing
ROLE-SPECIFIC CHALLENGES AND QUESTIONS TO ASK
ROLE CHALLENGES
BDMCEOs, VPs of Improving innovation success by developing successful new
Operations, R&D, products, packaging, and/or services and changing internal
Production, Purchasing, processes to make the business more effective and deliver
Sales cost savings.
Gaining access to accurate market and sales data to analyze
rapidly changing customer habits and preferences.
Staying informed about trends and meeting increasingly
shortened product life cycles, due to rapidly changing consumer
and retailer demand.
Identifying and developing products to target increasingly
smaller customer segments.
Producing many more variants for the customer, driving a need
for marketing and operations to manage more complicated
product lines.
Increasing focus on health, functional, and lifestyle products,
responding to more consumer concern for the environment.
Considering joint ventures and products to drive innovation.
Developing products in parallel with vendor input and
customer demand.
Updating processes to maximize use of recyclable and reusable
intermediate and final packaging.
Looking for and instituting innovative ways to reduce raw
material and packaging costs.
Improving profitability of new offerings.
Collaborating with R&D to ensure that product labeling meets a
multitude of localized regulations.
Telesales and Direct Sales Guide Page 3
PROBING QUESTIONS
Are you using an ERP or manufacturing system? Which
one? How long have you been using it? Are you willing to
evaluate new technology at this time?
How has the recent economic downturn affected your
business? Has customer demand changed for you? Has your
product mix changed in the last 12 months?
How much R&D and production do you control in-house,
and how much do you subcontract? Can you easily keep
track of design decisions and development progress?
How do you track costs for new product development. Do
you feel you have a good handle on profitability and the
relationship between real costs and pricing for new
products?
Are customer expectations changing (for example, organic,
healthy, environmentally sustainable ingredients and
production methods)? How are you tracking the impact on
costs and revenue resulting from the product changes
you make?
Are you making changes to internal processes as well as
product innovations? For example, leaner manufacturing,
less waste, lower energy/resource needs, increasing
inventory turns?
Microsoft Dynamics ERP in Food and Beverage Manufacturing
ROLE CHALLENGES
CEO, COO, CIO, CTO, Driving sustainability leadership, striving for environmental,
CFO, Champions of ecological, and humane sustainability practices, and reducing
Lean costs, mitigating risk, and securing your competitive advantage.
Adopting new lean business processes and achieving greater
visibility across the supply chain.
Analyzing past and current operating data to identify
opportunities to reduce costs in areas like material, packaging,
transport, energy, and utility consumption.
Sharing key indicators and benchmark data so staff can
monitor and manage sustainability initiatives in their part of
the business.
Using sustainable products in terms of energy and materials
usage and end-of-life considerations.
Reducing the cost and burden of compliance reporting and the
risk of noncompliance by making it easy to capture and report
compliance information automatically.
Monitoring real-time inventory levels so manufacturers
and their channels can continually reduce the risk of
obsolete stock.
Coordinating closely with suppliers to minimize out-of-date
inventory.
Integrating information across the company and broader
supply chain to make real-time, fact-based decisions.
Implementing systems that support new lean business
processes and transparency in the supply chain.
Finding ways to integrate supplier-to-vendor information with
less technologically sophisticated suppliers.
Choosing a strategic IT platform that supports current business
needs and allows for flexibility of changing business processes
at low total cost of ownership.
Telesales and Direct Sales Guide Page 4
PROBING QUESTIONS
Are you adopting lean manufacturing initiatives? Are your
systems able to facilitate the adoption of these practices?
Are you working on driving costs out of your manufacturing
and production processes? Are you able to track the cost
benefit of making these changes (e.g., in terms of raw
materials, energy usage, costs of shipping, packaging,
storage, production line, etc.)?
Are production managers and other leads able to track and
benchmark the costs associated with their area of the
business? What would the impact be if leads could monitor
and track this data?
Are you making changes to your production process to
reduce packaging and other waste-stream elements?
How important is compliance reporting to your business?
How much time do you spend managing compliance
reporting, and what are the related costs? Are there gaps in
your compliance reporting that you would like to eliminate?
What are your costs associated with spoilage and expired
stock? Can you track stock waste by product line? What
impact would reducing stock waste have on your bottom
line?
How many systems are you using to track manufacturing,
production, distribution, and sales? Are these systems
integrated? Do you often find that you get different answers
to basic cost and profitability questions depending on which
system the data is drawn from?
How much time is spent collecting and massaging data to
support basic decision-making processes such as pricing and
delivery commitments?
Microsoft Dynamics ERP in Food and Beverage Manufacturing
ROLE CHALLENGES
Chief Operating Officer, Improving market responsiveness by sensing and responding
CEO, Heads of Sales, more quickly to the changing needs of customers and altered
Marketing, and Service market circumstances, and implementing technology to
facilitate improved collaboration and execution with partners.
Adopting new business processes such as RFID and higher-
frequency deliveries to track stock movements, speed product
deliveries, and keep stock-outs to a minimum.
Providing distributors, retailers, and customers with real-time
information on inventory, availability, and manufacturing
status.
Meeting increasingly strict delivery requirements coupled with
short lead times and minimizing charge-backs for missed
deliveries and other non-compliance issues.
Accessing real-time information from manufacturing and
suppliers to accurately track product costs and delivery.
Supporting multiple sales channels (such as manufacturing
reps, distributors, retail, institutional, and direct store) in
multiple geographies.
Constantly track forecasts and respond to overstock of lower-
demand inventories and stock-outs of higher-demand
products throughout the supply chain.
Telesales and Direct Sales Guide Page 5
PROBING QUESTIONS
How do you track inventory movements at the retail level?
Can you easily see when products are selling ahead or
behind projections?
What is your system for accelerating or slowing down
production based on current sales and forecasts?
What is your process for sharing production and delivery
schedules with distributors and retailers? Would you be able
to sell more product if you could more accurately
communicate product availability timelines?
What costs would you incur if you missed or shorted a
delivery with a major customer? How quickly can you sense
and respond to production or distribution pipeline issues?
Are you selling through multiple channels? Do you sell
different product lines or different mixes of product lines
through each channel? Can you forecast demand and
profitability by channel?
How do you handle forecasting? What is your typical
forecast lead time? How would faster or more accurate
forecasting affect profitability?
Microsoft Dynamics ERP in Food and Beverage Manufacturing
MICROSOFT DYNAMICS ERP VALUE PROPOSITION
KEY MESSAGE
If you have only 60 seconds to deliver your sales pitch, this is it:
Microsoft Dynamics ERP is designed for organizations like yours to enable
you to:
Develop innovative, profitable products, packaging, and services, and
change internal processes to make the business more effective and
deliver cost savings.
Improve sustainable business practices to reduce waste, conserve
resources, and drive profitability.
Sense and respond more quickly to the changing needs of customers
and markets, and adjust deliveries and pricing more precisely to curb
losses and capitalize on opportunities.
SENSE OF URGENCY
Many prospects may prefer to stay the course with their current systems
rather than invest in technology upgrades during challenging economic
times. The sense of urgency is around this point:
Your current business information management software may be limiting
your ability to track and rapidly react to changing market conditions, and
to create and deliver the innovative products your customers want.
Integrated systems and increased visibility across the value chain are
especially crucial to driving profitability and avoiding costly mistakes. Now
is the right time to invest in an ERP solution to help you sense and
respond to changing markets, collaborate to create and deliver innovative
products, and develop sustainable business practices to reduce waste, run
more efficiently, and drive profitability.
Telesales and Direct Sales Guide Page 6
TARGET NEEDS, PAIN POINTS, AND
MICROSOFT DYNAMICS ERP BENEFITS
Good candidates for an upgrade to a Microsoft Dynamics ERP solution may
bring up any of the following needs or pain points. Microsoft Dynamics ERP
addresses those issues with these related benefits.
Needs
Improving innovation success F&B manufacturers must identify
opportunities for new products at an early stage, collaborate
internally and with partners, and create and deliver innovative
products and delivery methods in a timely fashion to capture market
share profitably.
Driving sustainability leadership F&B manufacturers need to
identify opportunities for cost reductions and improved
sustainability, and strive for environmental, ecological, and humane
sustainability practices that are used as the basis for reducing costs,
mitigating risk, and securing competitive advantage.
Improving market responsiveness F&B manufacturers need to
sense and respond more quickly to the changing needs of customers
and altered market circumstance, and implement technology to
facilitate improved collaboration and execution with partners.
Pain Points in the Vertical
F&B manufacturers find it especially difficult to track end-consumer
activity, making it difficult to forecast demand with any precision and
resulting in over-stocked or under-stocked shelves. When customer
preferences change, F&B manufacturers must be able to respond quickly
with new products and pitches.
Razor-thin margins demand F&B manufacturers practice sustainable,
highly efficient business processes to cut waste, reduce packaging and
shipping costs, minimize spoilage, and avoid saps on profitability.
A lack of integration between marketing and R&D creates inefficiencies
in developing and market-testing new products to help ensure the right
products are getting to market at the right time.
Microsoft Dynamics ERP in Food and Beverage Manufacturing
Benefits of Microsoft Dynamics ERP Solutions
Improving innovation successReduce the time required to
develop innovative products by improving collaboration with
partners and by integrating product development with
manufacturing, accounting, marketing, purchasing, and suppliers.
Boost business intelligence and performance by measuring and
delivering industry-specific and customer-specific KPIs to everyone
across the organization with easy-to-use and familiar software.
Driving sustainability leadershipEliminate waste and cost
inefficiencies and identify opportunities for improved sustainability
by capturing, reporting, and analyzing operational data to determine
which sustainability programs will yield the greatest cost savings,
increase customer purchases, and generate positive public relations
opportunities. Environmental, ecological, and humane sustainability
practices can become the basis for reducing costs, mitigating risk,
and securing competitive advantage.
Improving market responsivenessProvide manufacturing with
real-time data, helping them react quickly to changing consumer
tastes and desires in real-time, actionable workflow notifications.
Help connect retailers demand requirements directly to
manufacturing, supplier, and distribution operations. Provide
accurate reporting and analysis of changing demand and improved
visibility across the entire supply chain.
Telesales and Direct Sales Guide Page 7
EVIDENCE
Sdzucker Polska brought together data from more than 18
separate manufacturing plants with Microsoft Dynamics AX , making
up-to-date information easily accessible from one central location
streamlining processes for more sustainable practices and driving
collaboration for better innovation. More
G&J Pepsi-Cola Bottlers enhanced business insight and is
projecting an annual savings of more than U.S.$560,000 in increased
productivity gains by implementing Microsoft Dynamics GP. More
New Belgium Brewing deployed a Microsoft Web-based business
intelligence solution with Microsoft Dynamics GP and other widely
used Microsoft solutions, allowing employees access to real-time
customer data so they can respond to market changes faster,
formulate more effective sales strategies, and capture quickly
changing opportunities. More
Microsoft Dynamics ERP in Food and Beverage Manufacturing

ROLE-SPECIFIC CHALLENGES AND QUESTIONS TO ASK

OPEN THE CALL
Hello, this is [name] from Microsoft/[Partner Name]. Im calling today to talk to you about the flexible, easy-to-use business-management solutions we offer. These affordable
solutions are designed to help manufacturing businesses like yours drive performance and help increase profitability.
What is your role in your organization? (See list of target contacts on page 2.) Are you responsible for decisions related to business management (ERP) solutions?

If YES, ask PROBING QUESTIONS

If NO, identify the right contact.
to determine your prospects
(See page 2)
interest.

Who is responsible for decisions related to business I am calling to discuss ways that we might be able to
management/ERP systems in your company? help you with solutions related to ERP.

PROBING QUESTIONS (if you are successful connecting to one of the decision-makers)
Identify your contacts current Pains, Plans, Processes, People, and Price (that is, budget and resource) situations.
Pains: Based on the role of your contact, ask some of the role-specific questions provided on pages 35 of this guide.

PLAN PROCESS PEOPLE

Are you using an ERP solution? If yes, which one?
What are some of your current business priorities?
Does your current ERP system fully support them?
Do you have any projects or initiatives underway to
address these priorities?
What is your timeframe for completing [projects
related to priorities]?
What are some of the ways you plan to measure
success related to these priorities?
Are you evaluating an ERP solution? If yes, what
solutions are you actively evaluating to help you
meet your objectives relative to these priorities?
What (additional) solutions to address these
priorities are you aware of and planning to evaluate?
Who else at your company is involved in the
evaluation or decision around these priorities?
PRICE
Are you currently looking at any ERP solutions to
address these priorities? Which ones? Are you
familiar with Microsoft Dynamics ERP solutions?
Do you have employees with the needed capabilities
to help you accomplish your objectives related to
these priorities?
Are you working with any technology partners to
help you implement any solutions to address your
priorities in this area? Who?
Have you already allocated budget for this solution?

Check Point: Is this prospect interested in evaluating ERP solutions from Microsoft?
Is he or she a good candidate for a new solution? If so, move on to the PROVE VALUE section.

Telesales and Direct Sales Guide Page 8

Microsoft Dynamics ERP in Food and Beverage Manufacturing
PROVE VALUE
GENERAL MICROSOFT DYNAMICS ERP BENEFITS FOR THE VERTICAL
Improve innovation success
Pain: A lack of integration between marketing and R&D creates inefficiencies
in developing and market-testing new products to ensure the right products
are getting to market at the right time.
Benefit: Microsoft Dynamics ERP helps F&B manufacturers develop
innovative, targeted products that satisfy highly specific customer desires by:
1. Reducing the time required to develop innovative products by improving
collaboration with partners and by integrating product development
with manufacturing, accounting, marketing, purchasing, and suppliers.
2. Integrating multiple facilities and departments to deliver a single, real-
time view into all manufacturing, sales, procurement, and financial
activity, with information tailored to specific roles within the
organization.
3. Boosting business intelligence and performance by measuring and
delivering industry-specific and customer-specific KPIs to everyone
across the organization with easy-to-use and familiar software.
4. Reducing the time necessary to introduce new products into production
schedules and adjusting inventory levels at key distribution points.
5. Enabling business intelligence analysis to rapidly determine the success
of new product introductions.
6. Improving collaboration internally and externally by standardizing
processes on Microsoft Dynamics ERP and extending information to
appropriate people with integrated services and applications such as
Microsoft SharePoint Server, the Microsoft Office system and Microsoft
BizTalk Server, and Web services.
Telesales and Direct Sales Guide Page 9
EVIDENCE
New Belgium Brewing deployed a Microsoft Web-based business
intelligence solution with Microsoft Dynamics GP and other widely used
Microsoft solutions, allowing employees access to real-time customer data so
they can respond to market changes faster, formulate more effective sales
strategies, and capture quickly changing opportunities.
SUMMARY
Makers of Fat Tire Amber Ale and other inspiring craft beers, New Belgium
Brewing has been experiencing double-digit year-over-year growth. By
expanding on core Microsoft Dynamics ERP functions and implementing a
company-wide intranet built on Microsoft SharePoint Server, New Belgium
has gained greater visibility into decision-driving information. Manufacturing,
production, sales forecasting, and budgeting have all benefited from the
expanded solution, and in recent years the company has been able to cut its
shipment forecast error in half, from 8 percent to 4 percent, dramatically
reducing production overruns and product outages.
BENEFITS
Profitably grew its portfolio of craft beers and expanding into new
territories with extended access to information across the company.
Reduced shipment forecast error by 50 percent, increasing profitability
and reducing production overruns.
http://www.microsoft.com/casestudies/Case_Study_Detail.aspx?
CaseStudyID=4000000904
Microsoft Dynamics ERP in Food and Beverage Manufacturing

PROVE VALUE
GENERAL MICROSOFT DYNAMICS ERP BENEFITS FOR THE VERTICAL EVIDENCE
Drive sustainability leadership G&J Pepsi-Cola Bottlers enhanced business insight and is projecting an
annual savings of more than U.S.$560,000 in increased productivity gains.
Pain: Margin pressures demand F&B manufacturers practice sustainable,
highly efficient business processes to cut waste, reduce packaging and
SUMMARY
shipping costs, minimize spoilage, and avoid saps on profitability.
With 1,700 employees, G&J Pepsi-Cola Bottlers is one of the largest Pepsi
Benefit: Microsoft Dynamics ERP is designed to help F&B manufacturers
bottlers in the United States. The company used Microsoft Dynamics GP for
implement sustainable processes to reduce waste and control costs.
corporate finances, but each bottling plant used an IBM AS/400 system for
Environmentally sustainable products can also become the basis for increased
payroll and Sage Abra for human resources (HR). By converting its payroll
customer purchases, positive public relations, and increased competitive
and HR systems to Microsoft Dynamics GP, G&J Pepsi is implementing more
advantage:
sustainable business practices and projectsrelated cost savings of more than
1. Effectively and efficiently meeting government regulation requirements $560,000 annually.
using data from product development and the supply chain.
2. Streamlining supply chain and plant manufacturing processes to
BENEFITS
optimize manufacturing capacity, procured materials, and finished Improved reporting through integration of key business information and
product inventories. better reporting tools.
3. Reducing waste in the manufacturing process and improving real-time Centralized administrative duties, avoiding duplication and increasing
visibility into consumer demand to reduce shrinkage and spoilage. productivity.

4. Accelerating the adoption of sustainable and lean manufacturing Reduced administrative overhead, increased access to information, and
processes for cost reduction, helping improve differentiation and future eliminated duplication of data entry projected to save $560,000 per year.
growth.
http://www.microsoft.com/casestudies/Case_Study_Detail.aspx?
5. Creating transparent tracking and tracing of products across the entire
casestudyid=4000004374
value chain to maximize product availability.
6. Giving retailers the visibility they demand by integrating bar code and
RFID systems into business systems.
7. Automating compliance and performance reporting, and reducing time
and effort needed to respond effectively to audits and product recalls.

Telesales and Direct Sales Guide Page 10

Microsoft Dynamics ERP in Food and Beverage Manufacturing
PROVE VALUE
GENERAL MICROSOFT DYNAMICS ERP BENEFITS FOR THE VERTICAL
Improve market responsiveness
Pain: F&B manufacturers find it especially difficult to track end-consumer
activity, making it difficult to forecast demand with any precision and
resulting in stock outages and rushed deliveries, or returned product and
spoilage. When customer preferences change, F&B manufacturers must be
able to respond quickly with new products and pitches.
Benefit: Microsoft Dynamics ERP is designed to help F&B manufacturers
access real-time consumer demand data, helping them react quickly to
changing consumer tastes and desires, and make adjustments to supply and
pricing by:
1. Providing real-time consumer demand data, helping them react quickly
to changing consumer tastes and desires.
2. Helping connect retailers demand requirements directly to
manufacturing, supplier, and distribution operations.
3. Providing accurate reporting and analysis of changing demand to help
ensure more accurate production, pricing, and delivery decisions.
4. Allowing production planners to run what-if scenarios prior to firm
commitment of production schedules.
Telesales and Direct Sales Guide Page 11
EVIDENCE
Sdzucker Polska is responding to customer demands more quickly and has
cut order lead times by 30 percent, with improved access to order,
production, and transportation information across their entire organization.
SUMMARY
Sdzucker Polska is the sugar industry leader in Poland and Europe. When
Sdzucker Polska formed one large organization out of 18 separate
companies, it faced the challenge of preserving the independence of each
company while operating as one. Implementing Microsoft Dynamics AX has
enabled Sdzucker Polska to automate processes and bring together data
from all manufacturing plants into one central location, streamlining
planning.
BENEFITS
Cut order lead times by 30 percent through improved inventory tracking,
warehouse management, and transportation.
With easy access to detailed reports of all production plants, employees
can act quickly when inventory runs low or equipment breaks down and
needs to be repaired.
Improved customer service by coordinating order workflow, with easy
access to orders and logistical information across all locations.
Optimized cost management through improved logistics and detailed
cost tracking.
http://www.microsoft.com/casestudies/Case_Study_Detail.aspx?
casestudyid=4000004423
Microsoft Dynamics ERP in Food and Beverage Manufacturing

QUALIFY
Based on what weve spoken about today, I would recommend that you look at Microsoft Dynamics ERP.
Can I send you more information related to Microsoft Dynamics ERP?
May we schedule a meeting to determine the best solution to your current needs?

CLOSE THE CALL

I will send you a Microsoft Dynamics ERP information packet immediately.
I will schedule a call with one of our sales representatives.
Before we close, can I confirm your contact information?
Correct spelling on name
Title
Mailing address, city, state, and postal code
E-mail address
Direct phone number and fax
Thanks very much for your time. Please feel free to call me at any time. You can reach me at [phone number
and e-mail address].

Telesales and Direct Sales Guide Page 12