Markon Objections
"We already purchase from the "other guy"; isn't all the same
Markon 5 Star
"Product doesn't taste as fresh as when we cut it in house"
RSS products are often processed and packed much faster, maintaining a mildly sweet flavor and crisp texture.
"Your price is too high, the other guy is cheaper"
The key is to shift the conversation from "price per case" to "cost per serving."
"Your cases are too big"
What if I were to offer a flex pack option or 20lbs of RSS shredded lettuce is a smaller case pack then the same yield from a commodity field pack lettuce
"Markon ? What does that mean to me...?"
Can I show you the value of our 5 Star Program?
"It's all grown and packed in the same place"
Markon Approved Farms and Vendors
"The product lasts longer if we cut it in house"
Professional cutting tools reduce "mechanical damage" (bruising) better than a kitchen knife might, which helps preserve the leaf's integrity and shelf life.
"I don't care about quality...it's all the same"
Markon 5 Star Food Safety - which monitors the product from the field and processing facility all the way to the kitchen.
"Your produce isn't fresh, I get it delivered everyday"
We move produce faster than any of our competitors - receiving multiple loads per day to ship out the freshest produce - most times within a 24 hour period we will move into another Lot Code
"Can you give me a picture of the white label on the box? I threw it out, but here's a picture of your product in the bag..."
Product complaints = Traceability is on the outer and the inner packaging
"I like to buy local and support my local companies and farms"
Trace Back as well as our NuProduce fresh cut facility not only cuts locally, but sources local produce when its available
"We already have someone in the kitchen and they need something to do"
Manual chopping increases the risk of cross-contamination in a busy kitchen
"I can't afford value-added produce"
An "inexpensive" head of lettuce becomes the most expensive item in the kitchen if it causes a foodborne illness outbreak. - Markon Trace Back reveals down to the specific field lot and ensures the product is washed in a controlled, sanitary environment—something a busy restaurant kitchen often cannot guarantee
"I need multiple deliveries because I have limited space - you only deliver twice per week"
Understanding the need and what pack size is correct - we can meet most needs - we also have van deliveries from our Marketplace Stores
"Product tastes better and last longer when I cut it in house..."
“Can I come out to do a cutting with our RSS lettuce to compare taste and shelf life with bulk products?”
"I don't care who's name is on the box, as long as it's cheap"
Markon = Marketing Consistency
"We take pride in our menu and only serve the freshest ingredients"
While "fresh-cut" has a romantic appeal, the Markon RSS line provides 100% yield and consistent flavor profiles while removing the bitterness and safety risks associated with improper manual processing
"Menu costs continue to rise - I need to buy the best value"
Field-cut commodity produce typically has a 30% waste factor due to cores, outer leaves, and stems that must be thrown away.
"Your "strawberries" are always coming in moldy"
It is essential to move from "apologizing for the case" to "solving the system." Use strategies and talking points to rebuild trust and demonstrate the value of the Markon 5 Star Food Safety
"You are too expensive"
"Can I come out to perform a yield test? I would like to see for myself how we compare to the competition, would you mind?”
36lbs/46lbs
Romaine/Iceberg
"Your RSS lettuce is washed with chemicals"
RSS products are washed and packed in a controlled environment to ensure safety without the need for heavy preservatives
"Fresh produce is too expensive - I buy canned or frozen"
While canned and frozen products offer stability, fresh produce remains the "gold standard" in commercial kitchens for its sensory qualities and culinary flexibility
"I don't have enough space for your produce"
Seek to understand what that means. What products do they currently use now and how do they match against Markon RSS
"I can't afford your value-added produce - that's why I only get commodity"
"Can I show you a yield comparison chart that shows the benefits of our RSS items?