The Logistics of the Deal
Selling to the Horeca (Hotel, Restaurant, Catering) sector isn't about smiling and shaking hands. It's about logistics. If you don't know that a site is a factory canteen with a 30-minute delivery window before the lunch rush, you will lose the account. If you don't know they have zero storage space for ambient goods, you will annoy the chef.
This template is a CRM built for the realities of food service distribution. It ignores the fluff and focuses on the hard operational data that determines whether a site is profitable or a headache.
Granular Control: Site Infrastructure
The field How many chillers do they have? is a direct proxy for sales volume. A site with one chiller is a low-volume drop. A site with six chillers is a key account. Tracking this allows you to segment your territory instantly. Similarly, Special delivery instructions prevents the classic disaster of a driver turning up at the front door during service instead of the loading bay at the back.
The Type of site field (Factory, Call centre, DC) gives you immediate context on the customer base. A call center needs grab-and-go energy drinks; a factory needs hearty, subsidized meals. Knowing this before you walk in the door changes your pitch entirely.
The Scaling Phase: Commercial Reality
The most powerful field in this entire template is What are the sites margin expectations?. Horeca is a penny business. Knowing upfront that a client expects a subsidized tariff versus a high-street retail margin saves you weeks of negotiation. You can qualify leads in or out based on financial viability before you even print a price list. This database turns your sales route into a strategic map, where you spend time on the sites that actually fit your business model.