New project

Name the deal or account. The rep is captured here, on the project.

Project name Rep

Saved projects

Open a project to load its 7 steps, prep, and notes.

Before the 7 steps

Meeting Prep

Prep happens ahead of the conversation and specific to this project. A prepared rep controls the agenda and the next step.

Meeting Prep

Pre meeting plan

Prospect / company Meeting date Meeting type

Who is in the room and their role My one goal for this meeting Up front contract I will propose

Pain I expect to explore Questions I must ask

Objections I expect Next step I want to leave with

Step 1 of 7

Bonding and Rapport

Open the call as a peer, not a vendor. Be genuinely curious, mirror their pace, and earn the right to ask harder questions by being human now.

How to run it

✓ Skip the small talk script. Ask one real question and then listen.
✓ Match their energy. If they are fast and direct, be fast and direct.
✓ Use their language back to them.
✓ Aim for one honest moment, not a long warm up.

Question bank

Reference prompts. Add your own and they save to this device.

Bonding and Rapport

Notes for this project

What landed, who they are, how to show up

Step 2 of 7

Up Front Contract

Agree on the shape of the meeting before you start selling. Confirm time, agenda, their goals, your goals, and a clear next step. Give them permission to say no, and ask for the same.

◷

Set it at the start and the end. Open by agreeing the contract, and close by setting the contract for the next meeting.

Up Front Contract

Up Front Contract builder

Prospect / company Meeting date

Time set aside Who is attending

Agenda for this meeting

Their goals for the meeting My goals for the meeting

Permission to say no (state it out loud) Clear next step and outcome

Step 3 of 7

Pain

Find the real business problem and the personal cost behind it. Move from surface symptom to root cause, then quantify the impact. If there is no pain, there is no sale.

Pain discovery, surface to root

Reference prompts. Keep going deeper until you reach the personal cost.

Pain Worksheet

Quantify the impact

Prospect / company Surface symptom

Root cause (keep asking why)

Cost in dollars Cost in time Risk or reputation

Personal cost to the buyer

!

No pain check. If you cannot fill in a cost, there may be no deal yet. Disqualify cleanly and move on.

Step 4 of 7

Budget

Confirm they can and will invest to solve the problem. Talk about money openly before you present. Do not save price for the end.

Budget Review

Budget review

Prospect / company Cost of the problem (from Pain)

Budget range discussed Funding source

Time and resources they will commit Is there a real budget?

Notes

Step 5 of 7

Decision

Map exactly how, when, and by whom the choice will be made. Identify everyone involved and the criteria each one uses, then agree on a date for a clear yes or no.

Decision Review

Decision review

Prospect / company Final decision date

Who is involved and what each person decides on Decision criteria (how they will choose) Steps after the proposal

Will a clear yes or no be given? Competing options in play

Step 6 of 7

Fulfillment

Present the solution that fits the pain, budget, and decision process. Show only what solves the problems they already told you about.

Presentation checklist

Fulfillment notes

Notes for this project

What you presented and how it landed

Step 7 of 7

Post Sell

Lock in the win and prevent buyer remorse or a competitor re-entry. Replay why they bought, set expectations, and open the next opportunity.

Post sell checklist

Post Sell notes

Notes for this project

Onboarding plan, referrals, next opportunity

◈

Keep it about the work. Name the situation and the behavior, not the person.

Coaching Feedback

Feedback record

Rep name Coach / manager Date

Situation (where and when) Behavior observed Impact (on the deal, buyer, or team) What good looks like next time

Commitment from the rep Follow up date

◉

Goals live in Almcoe. Draft and submit your SMART goals at the link below. Your manager reviews and signs there.

Open Almcoe SMART Goals

The SMART framework

Align on 3 to 5 objectives. Each one should pass all five tests.

Objective	What it means
SSpecific	Clearly state the goal. Who, what, when, where, and why.
MMeasurable	Tie it to metrics and quantifiable targets when possible.
AAchievable	Realistic given the resources and constraints you have.
RRelevant	Connected to your role and the wider business strategy.
TTime bound	Set a clear deadline or timeframe for completion.

Reference

The general sales cycle

The full arc of a deal, from first touch to a referral. The 7 step approach lives inside Engage and Qualify. Use this as the wider map.

◎

Where the 7 steps fit. Bonding, Up Front Contract, Pain, Budget, and Decision happen during Engage and Qualify. Fulfillment is your proposal. Post Sell protects the win and opens the next opportunity.

Reference

Timeline and cadence

The meetings that should already be on a seller's calendar. A steady rhythm of planning and review beats a burst of effort at quarter end.

Recommended cadence

My cadence checklist

Tick what is on your calendar. Saved to this device.

Reference

Ideal team player

The strongest reps tend to share three traits. Use this as a lens when you coach, hire, or self reflect. The gap between traits is usually where the growth is.

Humble

Low ego, shares credit

Puts the team and the customer ahead of the spotlight. Owns mistakes, listens more than they defend.

Hungry

Self motivated, driven

Looks for the next thing without being pushed. Brings energy and follows through without reminders.

People smart

Reads the room

Aware of how words and actions land. Adjusts the approach to the person and the moment.

How to use it

1 Strong in all three is the target. That is the ideal team player.
2 Hungry and smart but not humble can run over the team. Coach the ego.
3 Humble and hungry but not smart means good effort that lands wrong. Coach awareness.
4 Humble and smart but not hungry needs a reason to push. Coach drive.

Reference

How Many?

Dials and leads needed to hit a face to face meeting goal. Tune the rates to your real numbers and the targets update live.

Your goal

Meetings held per week2

Working days per week5

Your conversion rates

Dial to real conversation10%

Conversation to meeting booked20%

Show rate (booked to held)80%

Dial attempts per lead6

What it takes

Dials per week

125

Dials per day

25

Conversations per week

13

Meetings booked per week

2.5

Fresh leads per week

21

Leads per month

85

Dials per meeting held

63

Calls per hour needed

6

Calls per hour assumes 4 hours of active dialing per working day. Dials and leads round up to whole numbers since you cannot make a partial call.

Reference

Ideal Customer

Almcoe's book is built on multi location food retail and cold chain operators that run refrigeration around the clock. This is drawn from the current customer base, so it doubles as your prospecting target.

⊙

Who to look for, in one line. A multi location food retailer or cold chain operator in Texas that runs refrigeration around the clock, where downtime means lost product and lost sales. Use the rest of this page to qualify a prospect against that picture before you invest time.

Best fit segments

Where Almcoe wins most often.

Grocery and supermarket Warehouse club Retail pharmacy Specialty and ethnic grocery Food processing and cold storage Restaurant and QSR Entertainment venues

Anchor accounts today

Names already in the book. Look for lookalikes.

HEB Costco Brookshire's Albertsons GE Foodland Aldi India Bazaar

Firmographic signals

✓ Multi site operator with walk in coolers, freezers, reach in cases and rack systems.
✓ Refrigeration uptime tied directly to revenue and food safety.
✓ Footprint inside DFW, East Texas, Austin or San Antonio.
✓ Existing time and material relationship, or open to one.
✓ Annual spend that can support a planned maintenance agreement.

Buying triggers

! Refrigerant compliance and the A2L and low GWP transition.
! Aging rack systems and rising emergency call volume.
! Store remodels, resets and new builds.
! Energy efficiency and temperature compliance mandates.
! A national vendor consolidation or single source push.

Who you are selling to

Facilities directors, regional facility managers, store operations leaders, and construction or remodel project managers. For national accounts, expect a procurement or vendor management layer above the local contact.

Why customers choose Almcoe

Fast response from a dense Texas technician base, deep refrigeration specialization rather than general HVAC, and the national parts network, backing and reporting of Smart Care Solutions behind a local team.

When it is not a fit

Qualify out early so you spend time on the right accounts.

✕ Single location with little or no commercial refrigeration.
✕ Outside the DFW, East Texas, Austin and San Antonio service footprint.
✕ Wants a one time handyman fix with no interest in a service relationship.
✕ Residential or light HVAC only, with no cold chain exposure.
✕ No budget or authority to fund planned maintenance.

Reference

Value Proposition

The reasons a food retailer or cold chain operator should run their refrigeration with Almcoe. Lead with the point that matches the pain in front of you, and use the line under each one to say it in the customer's terms.

★

Frame it as their outcome, not our features. Every point below ties back to protected product, protected revenue, and fewer surprises. Anchor to the cost of the pain you uncovered.

1

Specialists

Refrigeration experts, not general HVAC

Racks, cases, walk in coolers and freezers, and cold storage are the core of the business, not a side line. Sellers who lead with refrigeration depth win against generalist contractors.

Say it like thisRefrigeration is what we do all day, so we see the failure coming before it takes your product down.

2

Coverage

Fast response across Texas

A dense technician base across DFW, East Texas, Austin and San Antonio means shorter response times and faster recovery when a system goes down.

Say it like thisWe have technicians near your stores, so when something fails you are not waiting hours for someone to show up.

3

Scale

National backing, local team

The parts network, financial strength, technology and reporting of Smart Care Solutions sit behind a local relationship. One vendor can cover every location.

Say it like thisYou get a local team that knows your sites, backed by a national parts and reporting network so nothing falls through the cracks.

4

Uptime

Uptime that protects revenue and food safety

Refrigeration downtime means spoiled product, failed inspections and lost sales. Keeping systems running is the whole point, and it is measurable.

Say it like thisA cooler down for a day is product on the floor and a health risk. We keep it running so that is never your problem.

5

Prevention

Planned maintenance that prevents emergencies

A maintenance agreement lowers emergency call volume, extends equipment life and turns unpredictable repair bills into a planned budget.

Say it like thisPay a little on a schedule and stop paying a lot at 2am. Fewer emergencies, longer equipment life, a budget you can plan.

6

Compliance

Refrigerant and compliance handled

The A2L and low GWP refrigerant transition, EPA rules and temperature compliance are managed proactively, so the customer stays ahead of the mandates instead of reacting to them.

Say it like thisThe refrigerant rules are changing fast. We keep you compliant and plan the transition before it becomes a fire drill.

7

Consistency

Multi site consistency, one point of contact

Standardized service across every location with a single source to call, instead of a different contractor and a different standard at each store.

Say it like thisOne number, one standard, every site. You stop managing a pile of local contractors.

8

Visibility

Transparent reporting and data

Work order visibility, service history and KPIs give facility leaders a clear view of what they are paying for and where the recurring problems are.

Say it like thisYou see every work order, every site, and the trend, so you know exactly what you are getting for the spend.

Reference

Forms and PDFs

Every fillable form in one place. Project forms fill and save inside a project. Each form prints to PDF with Print, then choose Save as PDF.

Admin

Access control

Temporarily open the tool to anyone with the link, then lock it back to Almcoe sign in when you are done. This setting is shared, so it takes effect for everyone right away.

✓

SSO is on. Users must sign in through www.almcoe.online.

Require Almcoe sign in (SSO)

On means users must sign in at the portal. Off means anyone with the link gets in without signing in.

!

While SSO is off, the tool is fully public. Anyone with the link can view and change every project, with no login. Turn it back on as soon as you are done sharing.