THE BRIEF
I have a 30-minute intro call Thursday with the VP of Operations at a 40-store regional grocery chain. Help me prepare: who she is, what the company cares about right now, and what to ask.
Scenario: Founder of a food-waste analytics startup with a first sales call on Thursday
Package: Call prep brief · $30 · 60 min
THE DOSSIER
Who you're meeting: the VP of Operations, in the role for about 2 years. Before that, 11 years at a national chain, where she ran a pilot on fresh-food waste. She wrote a trade-magazine piece in 2025 about how stores "throw away the margin they fought for."
The company: 40 stores across two states, family-owned since 1962. Last year they opened 3 new stores and announced a goal to cut food waste by 25% by 2028.
What's on her plate right now:
- The 25% waste goal is public, so she's being measured on it.
- They just switched to a new ordering system this summer (from their press release).
- Hiring posts show they're looking for a "shrink analyst." That suggests they don't have good data on waste yet.
THE CALL PLAN (30 MINUTES)
- First 2 minutes: thank her, and confirm the time. Say what you'd like to leave with: whether a pilot in a few stores makes sense.
- Minutes 2 to 15: ask, don't pitch.
- Minutes 15 to 25: show only the one screen that fits what she said.
- Last 5: agree on a next step and a date.
QUESTIONS TO ASK
- "You've set a 25% goal for 2028. How are you measuring waste today?"
- "Which departments worry you most: produce, bakery or deli?"
- "How is the new ordering system going, and does it see what gets thrown away?"
- "If a pilot worked, who else would need to agree before you rolled it out?"
WHAT TO AVOID
- Don't lead with the price. Let her ask.
- Don't criticize the new ordering system. She may have chosen it.
A USEFUL THING TO OFFER
You have data on bakery waste from your two current customers. Offer to send a one-page summary after the call. It gives you a reason to follow up.
FOLLOW-UP EMAIL (SEND WITHIN 24 HOURS)
Subject: Bakery waste numbers, as promised
Thank you for your time on Thursday. As promised, here's a one-page summary of what we've seen in bakery waste at two similar grocers. The short version: most of the waste happened on Mondays and Tuesdays. I'd be glad to walk your team through it whenever is convenient.
With thanks,
— Curtis
