2013 Regional Sales Call Competition

2013 REGIONAL SALES CALL COMPETITION SALES CALL ROLE PLAY – SELLER’S BRIEF ABOUT YOU You are a Sales Representative for ADP and are responsible for calling on Chris Williams, Chief Financial Officer for Camp Chef.

ABOUT THE PROSPECT’S COMPANY Great tasting food will always bring people together and Camp Chef has that figured out. As an industry leading manufacture for more than 20 years, Camp Chef produces high quality products offering efficient ways to cook for almost any outdoor gathering. From social functions to campouts or even dinner on the back patio, Camp Chef can do it all.

In 1990, Camp Chef was established on the idea that there just had to be a better way to cook outdoors. The founder and president of the company, Ty Measom, recognized many campers and sportsman had an interest in outdoor cooking but were struggling with what cooking equipment was available to them. That is when he designed a stove that would meet the needs of the avid outdoorsman.

That simple stove design later became the Pro 60 and evolved to include the most versatile cooking system on the market by incorporating accessories to simplify and diversify any outdoor menu. BBQ boxes, flattop griddles, and pizza ovens now give users the ability to grill, griddle, bake, boil, brew fry, stream, and even cook Dutch oven - all on a single Camp Chef stove.

After being in the campsite for nearly 10 years, Camp Chef began producing quality cast iron cookware with its signature True-Seasoned Finish. Another 10 years later Camp Chef addressed the demand for a versatile outdoor cooking system at home. Today there are several stoves, smokers, fire pits and more, designed specifically with the home and patio in mind. However, the roots of the company are in the great outdoors, continuing to give people the opportunity to experience nature without sacrificing a hearty meal.

Camp Chef is located in the heart of Cache Valley, Utah, surrounded by the beautiful Bear River Mountain Range, a perfect site for product testing. Each product is a result of Camp Chef's dedication to outdoor cooking and its pledge to improve and create new products that fulfill the needs of its highly valued customers. WHAT YOU’VE HEARD Camp Chef is currently using Pay Through Us (PTU) to manage its payroll. PTU is a local company specializing in payroll services and has been in business for just over five years. Using the appeal of “doing business with a local company”, combined with relatively low fees, PTU has been very successful at acquiring clients. Unfortunately, PTU’s growth has surpassed its capacity and customers are beginning to notice a decrease in service quality.

Camp Chef has 75 employees, most of whom love the outdoors and the opportunity to work for a company that manufactures quality outdoor cooking equipment. One of Camp Chef’s primary concerns is the satisfaction of its employees, especially as it relates to getting them paid on time.

Using LinkedIn, you established a relationship with Susan Johnson, one of Camp Chef’s product specialist. You first contacted Susan to get some ideas about which of Camp Chef’s products would be best suited for tailgating (you love to cook while tailgating and needed some portable, versatile and high-quality cooking equipment). Susan was very helpful, and now you’re able to host large tailgating parties for friends and family (including some of the accountants that generate leads for you). While sharing tailgating stories with Susan, she indicated that Camp Chef has been having some trouble with Pay Through Us and that you might want to contact Chris Williams (CFO). After a few attempts, you were able to connect with Chris over the phone and set-up this appointment. Chris did share with you two things – 1) he likes doing business with small local companies, and 2) he can only give you 20 minutes.