RYSAVO — Sales Team Portal

Know Before You Dial

What We Sell

Full-color digital advertising on a 32-inch screen at grocery store checkout lanes. Annual contract. We put your advertiser's message in front of 20,000 shoppers per week at the exact moment they are standing still with nothing to do. They can not skip it. They can not scroll past it. They are three feet from it for 60 to 90 seconds.

The Numbers

Why It Works

20K

shoppers per store per week

52-104

exposures per shopper per year

90 sec

average checkout dwell time

12 mo

annual agreement, renewal ready

Our Territory

Store Inventory

WV — 30 stores (Price Cutter, Shop and Save, Riesbeck's, Giant Eagle WV)
PA Giant Eagle — 79 stores
Ohio Giant Eagle — 87 stores
Piggly Wiggly Southeast — 312 stores across AL, GA, SC, MS, TN, LA, AR
Redner's — 44 stores across Eastern PA, MD, DE

Pricing

Know the Numbers, Don't Use Them

1 store — $300 per month
2 stores — $275 each per month (third store FREE)
Multi-store — $200 per month per store
Production fee — $200 flat, one time, any number of stores
12-month agreement

Your job is to set the meeting. Chance closes. Never price-out a prospect. That is not your role.

Step 1

Getting Past the Gatekeeper

Confident, brief, never deceptive. You are not hiding what you do. You are simply asking for the right person.

Gatekeeper Script

"Good [morning / afternoon], this is [Your Name] calling for [Company]. I am looking to connect with whoever handles your advertising decisions. Is that something you handle, or is there someone else I should speak with?"

If They Ask What It's About

"We work with local businesses in [Market] on in-store advertising at the grocery stores in your community. Quick two-minute call to see if it's a fit. Who would be the right person?"

Step 2

Opening When You Reach the Decision Maker

Warm, direct, give them an easy out. You are not cornering them. You are offering a quick look at something real.

Opening Script

"Hi [Name], this is [Your Name] with Media Works. Real quick — we run advertising for local businesses on the grocery checkout screens at [Store] in [Market]. I am reaching out to a handful of businesses this week and wanted to spend 90 seconds explaining how it works. Is now okay, or is there a better time in the next day or two?"

If They Say They Have 30 Seconds

"Perfect. 20,000 shoppers a week, standing at checkout, looking at your business on the screen in front of them. Same people, every week, for a year. It's the most repeated exposure you can buy in [Market]. Can I set up a 15-minute call for you with our territory director to walk through the details?"

The Explanation

How to Describe the Program

One clear picture. No jargon. Make them feel it.

Program Explanation

"When someone checks out at [Store Name] in [City], they are standing there for 60 to 90 seconds. Your ad is on the screen right in front of them. Your name, your phone number, your message. That happens 20,000 times a week. The same people, every single week. By month three they feel like they already know you. You are not interrupting them. You are just there, consistently, where they are. One year. One flat fee to produce the ad. We handle the design, the install, everything. You just show up."

The Cartvertising Add-On

The Double Stack

If a prospect is interested and there is a Kroger nearby, mention this naturally.

Optional Add-On Mention

"One more thing — we also run advertising on the shopping carts at Kroger locations in this territory. Same audience, different moment. If you want to double your exposure at two different stores, we can look at a bundle. Something for Chance to walk you through on the call."

Listen First

Discovery Questions

Ask these in order. Do not jump to qualifying before you understand their situation. Listen to the answer before asking the next question.

Question 1

"How are you currently reaching new customers in [City / Market]?"

Question 2

"Are you doing any local advertising right now? Radio, print, social, anything like that?"

Question 3

"Would it be fair to say most of your customers live within about five miles of your location?"

Question 4

"If the right people were seeing your name every single week at the grocery store, would that be worth something to you?"

Question 5 — Confirm Decision Maker

"Who makes the advertising decisions for [Company] — is that you, or is there someone else involved?"

Score the Prospect

Qualifying Scorecard

Check off what applies. Aim for 6 or higher before handing off to Chance. Under 4 means more discovery is needed first.

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Check what applies above

Stay Calm

Common Objections

An objection is not a no. It is a question in disguise. Acknowledge, reframe, ask one more question.

"We already do Facebook and digital ads."

"That is great — this works differently. Facebook is digital and people scroll past it. This is physical. Someone is standing three feet from your name for 90 seconds. You cannot scroll past a grocery screen. They work well together."

"We don't have a budget for advertising right now."

"Totally understand. When does your advertising budget typically reset? Most of our clients start thinking 60 to 90 days out so they are ready when the timing is right."

"Send me something first before I talk to anyone."

"Absolutely. Can I get Chance, our territory director, to email that directly to you? He handles all proposals personally. What is the best email — and is morning or afternoon usually better for a quick follow-up?"

"I'm just not interested."

"No problem at all. Can I ask — is it the timing, or is the concept just not a fit for you right now? I want to make sure we are not bothering you if it is never going to be something you'd look at."

"I have to talk to my partner / boss first."

"Makes complete sense. When would work to get everyone together for a 15-minute call with Chance? He can walk you both through exactly how it works and what it would cost for your specific situation."

"How much does it cost?"

"Programs start around $300 a month for a single store. There are multi-store options that actually lower the cost per store. Chance is the right person to walk you through what makes sense for your situation — that is exactly what the call is for. Can we find 15 minutes?"

Pricing Guidance

If They Push for a Number

Your job is to set the meeting. Chance handles the full pricing conversation. If they absolutely will not move without a number, give the floor and hand it over.

If Pushed for Price

"Programs start around $300 a month for a single store location. There are multi-store packages that bring the monthly cost down significantly. But the right answer for your business depends on which stores make sense for you, and Chance is really the one to walk you through that. Can I set up 15 minutes with him?"

If They Say Too Expensive Without Hearing Details

"I hear you. Can I ask what you are currently spending on advertising each month? Just want to make sure I am not wasting your time if it is genuinely not in the range — and if it is, I want Chance to show you exactly what the return looks like."

Remember

Never Close Price on the Phone

You are not a closer. You are the door opener. The moment you start negotiating price, you are doing Chance's job and doing yours worse. Set the meeting. That is the win.

The Moment That Matters

Setting the Handoff

When they say yes to a call with Chance, everything moves fast. Get the details immediately. Do not let them off the phone without a specific time or a clear next step.

Timing Options

Offer These Four Windows

Send the Handoff

Handoff Details to Chance

Handoff sent. Chance has been notified. Great work.

Call Logger

Log as You Go

Add each call after it ends. Pick an outcome. Notes are optional but useful for EOD.

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Wins

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Losses

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Be Better

End of Day

Your Summary

Send this to Chance at the end of every session. It takes 30 seconds and keeps the territory moving.

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Total calls

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Wins

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Be Better

EOD sent. Good session. See you tomorrow.

Step 1 of 6 — Pre-Call Setup

Set Up This Call

Every field required before the script unlocks. Take 60 seconds here to save the whole call.

Select Store

Business Name

Contact Name (enter UNKNOWN if not yet known)

Advertising Category

Touch Number

Step 2 of 6 — Gatekeeper

Touch 1

Gatekeeper Script

Be brief. Gatekeepers hang up on long openers. One goal: get the name and get transferred.

What happened?

Gatekeeper first name

Decision maker name revealed?

Direct number or extension

Best callback time if not transferring

Notes

Step 3 of 6 — Decision Maker Pitch

Touch 1

Opening — Pick Your Version

The Pitch

Let it land. The silence after the cat food line is on purpose. Do not fill it.

The One-Two Ask

Get the email before you give the price. An email means a second chance. No email means the lead is gone.

Capture — Required Before Advancing

DM Full Name

Direct Phone Number

Email Address — Cannot advance without this

Email is required. Ask again before advancing.

Initial Reaction

Best time for Chris to call

Notes — what did they say?

Step 4 of 6 — Price Conversation

Price Tree — Follow the Conversation

Never volunteer the next tier down. Make them push for it. The asking is part of the close.

They ask price before pitch is complete

"Good question — let me finish the overview and the numbers will make a lot more sense. Sixty more seconds."

After pitch — they ask price

"One store is $300 a month. Annual agreement. One-time $200 production fee — covers design, installation, everything. That is it."

$300 pushback

"Totally fair. Two stores comes out to $275 each and we add a third store free. Three locations, $550 a month total."

Still resistant — attempt transfer

"Let me get Chris on the phone right now — he has flexibility I do not have. Two minutes?"

Cannot transfer — floor price

"The lowest I can go is $200 a month for a single store, 12-month commitment. That is the floor. I need a yes today."

$200 still no — schedule Chris

"Let me have Chris call you directly. What is better — tomorrow morning or afternoon?"

Capture

Price discussed

Outcome

Notes on the objection

Step 5 of 6 — Close

Soft Close — Appointment Set

Hard Close — DocuSign

Confirm Before Tagging WIN

Email confirmed

Call scheduled date and time OR DocuSign sent

Stores agreed

Monthly amount agreed

Step 6 of 6 — Tag This Call

Tag the Outcome

Be specific on Be Better. Not "they were not interested." What did they say exactly? That is the coaching.

Cartvertising by IndoorMedia

The Double Stack

We also sell shopping cart advertising at Kroger locations through our IndoorMedia contract. When a prospect is near a Kroger, you can pitch both — checkout screen at their nearest Media Works store AND cart advertising at the nearby Kroger. Same audience, two touchpoints, one conversation.

How Cartvertising Works

The Basics

Ads placed on the baby seat backrest and/or the nose (front) of shopping carts
Minimum 25% of the store's cart fleet
Approximately 20,000 weekly shoppers per store
52 to 104 exposures per shopper per year
IndoorMedia handles creative
Annual campaign
Lower commission than Media Works — still worth stacking as an add-on

Your Kroger Cartvertising Locations

Confirmed Territory

Elkins

WV

Clarksburg

WV

Morgantown

WV ×3

Buckhannon

WV

Parkersburg

WV ×2

Wheeling

WV ×3

Wellsburg

WV

Moundsville

WV

Weirton

WV

Marietta

OH

Bellaire

OH

Steubenville

OH

How to Pitch the Bundle

Say This

Double Stack Add-On

"One more thing — we also run advertising on the shopping carts at the Kroger in [CITY]. Same audience, different moment in their shopping trip. If you want to cover both stores we can build that into the proposal. Worth mentioning to Chris when you talk."