Sausages and smoked meats are sold whole and sliced. At the buyer's request, the seller is obliged to cut the sausages into thin slices and place them on wrapping paper using a knife or fork. Sausages are cut depending on the thickness and shape of the loaf.

It is recommended to cut boiled sausages in the form of a straight, thick loaf at a right angle (straight cut). In this case, the loaf is placed on the board perpendicular to the knife and held with the left hand so that it lies tightly on the board. They start cutting with the end of the knife and end with the heel. The thickness should not exceed 3 - 4 mm.

Boiled, semi-smoked and hard smoked sausages in the form of a thin, straight loaf are cut at an acute angle of 35 - 40° (oblique cutting). The sausage slices come out to have an elongated, beautiful shape. The ring-shaped sausage is placed on the board at an angle of 40 - 45° from its edge and cut. Sausages in the form of a thin straight loaf or in the form of a ring are cut in two movements.

Thick loaves are cut at right angles to the surface of the counter (straight cutting). The thickness of the slices depends on the density of the sausage. The denser the sausage, the thinner the slices can be.

Fig.1

The thinner the loaf, the smaller the cutting angle. The picture shows bias cutting, which makes the seller's job easier because it reduces the number of slices by the same weight.

Fig.2

Slicing a thin ring loaf. When slicing all types of sausage, the movements of both hands must be strictly coordinated

Fig 3.

Storing boiled sausages

Particularly careful monitoring and control of storage conditions and sales deadlines require perishable gastronomic goods, incl. liver and boiled sausages, etc. For these goods, the following conditions and terms of storage and sale were established (the terms were calculated from the moment the technological process of manufacturing the products was completed at the enterprise and included the time the products were in transit, stored in warehouses and distribution network bases, as well as the time spent products in stores before being released to consumers): boiled sausage, frankfurters and sausages, boiled meat hams were allowed to be stored for up to 48 hours.

The storage of sausages is determined by the creation of certain storage conditions and the type of casings used. Only semi-smoked and smoked sausages are allowed to be stored in non-refrigerated areas. Other types of sausages require refrigeration equipment. Storage conditions and periods are given in Table 1.

Table 1

Type of sausages		Temperature, °C	Relative humidity, %	Best before date
	all varieties
Sausages	all varieties
Meat loaf	all varieties
Sausage slicing under vacuum	all varieties

Boiled sausages produced in accordance with GOST 23670-79 are stored at a temperature of 2 to 6 °C, depending on the type of casing, for the following periods:

· amitan, amiflex M, amiflex U - 20 days;

· Amiflex L - 25 days;

· Amiflex T - 40 days.

Today, the meat industry uses a wide variety of casings that affect the shelf life of sausages and which can be divided into the following types:

· natural (intestines and bladders of slaughtered cattle);

· artificial on a natural basis (cellophane, viscose-reinforced cellulose);

· synthetic polymers (amitan - single-layer, amiflex - five-layer, ampiak - corrugated, amismok). This type of casing ensures longer storage of sausages.

All refrigerators must have a thermometer. In the store's sales area, immediately before sale, products are stored in chilled counters and refrigerators at a temperature of 0 - 6 degrees. Shelf life in refrigerated chambers:

· semi-smoked sausages - 10 days

· boiled-smoked sausages - 15 days

· raw smoked sausages - up to 4 months.

In stores, boiled sausages are stored in clean, cool, preferably darkened rooms.

In accordance with sanitary rules, prepared sausages are stored separately from semi-finished products and raw meat.

Producing sausage at home as a business is a promising idea, which is confirmed by numerous arguments. The main one is the decline in the quality of products from large meat processing plants. Introduction of additives into products that reduce the taste and benefits of consuming the product. In addition, interest in natural food is increasing due to the promotion of a healthy lifestyle, proper nutrition, and rational diets.

Feedback from an entrepreneur: After a severe allergic attack, the child was forbidden to eat literally everything. What was possible, my daughter, who does not have a good appetite, refused to eat herself. Our salvation was farm sausage, for which my husband drove 42 km from the city every morning. Gray, not pink, with a delicate aroma, Masha immediately liked it. And for me, because not a single spot, not a millimeter of flaky skin appeared after using it. By the way, the price is quite reasonable, not much higher than the factory “chemicals”.

Victoria Romanova, Petrozavodsk.

1. Where to start?

First of all, you need a premises that meets the requirements of Rospotrebnadzor and sanitary and epidemiological services. It is prohibited to produce anything in a city apartment, so this type of business is suitable for owners of their own separate buildings - country houses, dachas, etc.

They must be equipped with stationary ventilation systems, water supply, electrification and powerful hoods. In addition, regulatory authorities will regularly check the condition of the air and soil for contamination by food waste. To register your business, a potential entrepreneur must contact the administration (local, regional, municipalities). They will provide a list of documents required for preparation and approval. It varies from region to region, but always involves obtaining certificates from Veterinary Supervision, Rospotrebnadzor, and the Ministry of Emergency Situations (for compliance of premises with fire safety standards). The next stage is obtaining certificates for products. Simultaneously with submitting the application-declaration, you must submit a package of documents:

1. Constituent.
2. Confirming ownership (lease) of the premises.
3. Range.
4. Documentation for raw materials.
5. Data from the examinations carried out.
6. Samples of finished products.

Business in Russia. Guides to starting a business in the regions.
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* The calculations use average data for Russia

Sausage is a food product that belongs to sausage products and is minced meat from one or more types of meat, fat and offal with the addition of salt and spices, heat-treated until ready for consumption and packaged in an oblong casing. Sausage is one of the most common types of meat delicacies in our country.

Types of sausages

There are several main types of sausages, which are produced by most modern domestic producers - both small and large. The most common and inexpensive types of sausages include boiled sausages, made from salted minced meat. The most popular variety of this type of sausage in our country is “doctor’s sausage.” As the name implies, cooked sausages are cooked at a temperature of about 80 degrees Celsius. Cheap types of sausages contain, in addition to the meat itself, a large amount of soy. Due to the high water content in boiled sausage, it has a short shelf life.

Cooked-smoked sausages They are first boiled and then smoked. If boiled sausages have a uniform consistency and do not contain a large amount of spices, then boiled-smoked sausages have a more spicy taste and may consist of small pieces of meat. Milk, cream, lard, flour and starch are often used as additives in the preparation of these types of sausages.

Semi-smoked sausages, according to the recipe, they are first fried, then boiled and finally smoked. Semi-smoked sausages are not inferior in taste to boiled-smoked ones. The only difference is that when they are heat treated, the weight loss will be significantly less.

Raw smoked sausages, unlike other sausages, are not subjected to high-temperature heat treatment and contain the largest amount of spices. During the process of cold smoking at a temperature of 20-25 degrees Celsius, the meat is fermented and dehydrated. It takes about a month (up to 40 days) for raw smoked sausages to mature. This period can be reduced by adding an acid that affects the pH level and starting cultures (usually yeast microorganisms).

Dry-cured sausages(for example, salami) are made from minced marinated meat, which is smoked in cold smoke for 3-4 days and then dried at a temperature of 15-18 degrees Celsius.

Finally, there are also liver sausages, which are made from meat by-products and are the cheapest types of sausages on the Russian market.

Prospects for the sausage business in Russia

The Russian sausage market, according to research data, has been actively developing over the past ten years. The annual growth rate is about 7.5-8.0%. First of all, thanks to the stable and constantly increasing demand for meat products. In general, this segment, which has one of the highest turnover rates in the Russian food industry, is assessed by entrepreneurs and investors as promising, which explains the high level of competition in it. The domestic market is dominated by domestically produced products (its share is estimated at 99%). However, after Russia joined the WTO, the share of imports of sausage products increases every year.

The largest domestic sausage production enterprises are mostly located in the following regions: Central Federal District - 38%, Volga Federal District - 19%, Northwestern Federal District - 12%. In terms of production volumes, enterprises in Moscow, the Moscow and Saratov regions are leaders. At the same time, most of them use the capacities at their disposal by an average of 62%.

Despite the high level of competition in the sausage market, it does not lose its attractiveness for new manufacturing companies operating at the regional level. However, in order for a mini-workshop to become successful, several basic rules must be followed. First, you first need to select the segment (product and price) in which you will work. Today, the market for smoked sausages is the most promising, with a share of almost 30%. Secondly, experts advise investing in the development of your own recipes and strict quality control of manufactured products. Thirdly, you should start by searching for distribution channels and establishing relationships with grocery stores and retail chains (including super and hypermarkets).

Opening of a sausage shop

The production of sausages is a highly profitable and fast-paying business, which, however, has certain nuances and difficulties (like any other food production). Most of the difficulties in organizing it are associated with finding suitable premises for a workshop that would comply with all sanitary rules, and obtaining the necessary permits. So, for example, the building of a former kindergarten, residential premises and public institutions (rest homes, bathhouses, etc.) will not be suitable for a sausage shop. Its minimum area should be 50 square meters. meters. However, even for a small production of sausages, producing less than one ton of finished products per day, you will need a premises with an area of ​​at least twice as large - from 100 to 250 square meters. meters. If your production volumes amount to one ton of sausage per day, then the workshop area will be no less than 300 square meters. meters.

The workshop should have a low-temperature chamber for storing raw materials, one refrigeration chamber for ripening minced meat, and a second for finished products. The total area of ​​the workshop is divided into several separate zones: a department for the preparation and processing of raw materials, a raw materials workshop, a workshop for grinding, salting and preparing minced meat, a thermal department, a warehouse for dry bulk products, a room for storing equipment and other materials, a washing room for returnable containers, storage room for sodium nitrate solution, expedition. In addition, it is necessary to provide space for a locker room, shower, kitchen and bathroom, storage space for sanitary clothing and equipment. The main requirement is that during the production of sausages, the finished product should not come into contact with raw materials that have not yet been processed.

If you have not had experience in this area, it is better when choosing a premises for a workshop to seek help from an experienced specialist who can assess it for compliance with all requirements and prepare a plan for production, warehouse and office premises.

With an extremely limited budget, you can purchase a monoblock, which is a turnkey mini-workshop. To install a monoblock, you will need a plot of land with all communications connected. This option is more suitable for rural areas and small production on a functioning farm (for processing your own raw materials). However, as an independent option for a sausage production workshop, it is unprofitable.

At the next stage, when the premises have been found, you need to choose a legal form for your enterprise. This can be either an individual entrepreneur (individual entrepreneur) or an LLC (limited liability company). In addition, you will need to register with the funds (Social Insurance Fund and Pension Fund) and obtain permits to carry out your activities from various services - SES, ROSTEST, Veterinary and Fire Inspectorate. According to the Law on the Protection of Consumer Rights, products that go on sale must have a certificate of conformity and consumer labeling, by which the manufacturer can be identified. Mandatory certification of food products is carried out in one of two forms: according to the documents of the GOST R Certification System and according to the rules for product certification using a declaration statement.

Now, as a rule, large production facilities, which have a fully established production and quality control system and whose workers have the necessary qualifications, undergo GOST R certification. The difficulty lies in the fact that GOST R requires that the enterprise have a production certificate or a quality certificate issued by ROSTEST. Obviously, it is almost impossible or very difficult for a small workshop to fulfill all these requirements.

For the GOST R certification system, it is necessary to submit a number of documents: a production or quality system certificate, a product test report in an accredited laboratory, a hygiene certificate, a veterinary certificate.

Most small businesses prefer to certify their products through a declaration application. To do this, you need to contact the same ROSTEST with a statement guaranteeing that the workshop will produce safe products that comply with regulatory and technical documentation. The following list of documents is attached to the application: copies of constituent documents, lease of production space, a copy of a certificate from the SES on production permission, a list of produced food products indicating regulatory and technical documents, copies of regulatory and technical documentation (NTD) for new types of products agreed with Trade, SES and registered at the All-Russian Scientific Research Institute Standard, a hygienic certificate as a form of approval of technical documentation with the SES, a document on the enterprise’s ability to monitor physical and chemical quality indicators or an agreement with an existing laboratory, certificate documents confirming the safety of raw materials and packaging materials, samples of test products, an agreement on product certification, veterinary certificate.

After checking all the submitted documents, Gosnadzor carries out an inspection of the production with the execution of an act and, if the inspection is successful, issues a certificate of conformity. The latter can be issued for a period of one or three years. For a new small production it is more profitable to obtain a certificate of conformity valid for a year. This time will be enough to finally formulate your assortment and fine-tune all processes. The received certificate, by the way, does not at all exempt you from quarterly inspection control by ROSTEST, SES and Veterinary Inspectorate, which involves a thorough inspection of the premises and analysis of samples of manufactured products, checking their packaging and labeling. If the condition of the selected samples does not comply with established regulatory documents, the products are subject to confiscation, and for the workshop itself this is fraught with serious losses and troubles, including closure.

To make sausages you will need special equipment. The main equipment and inventory include boning tables, knives for cutting carcasses, deboning (separating meat from bones), grinding ingredients, a minced meat mixer, an electric meat grinder (grinder), refrigeration chambers, a cutter for preparing minced meat for boiled sausages and pates, a syringe for stuffing sausages. shells with minced meat, an oven with a smoke generator (it is better to give preference to a universal model, which can be used for drying, cooking, frying and smoking). You should not skimp on equipment, since it is this that determines the productivity of your enterprise. The domestic market offers equipment from both Russian and foreign manufacturers.

When choosing, experts recommend focusing, first of all, on technological indicators, and not on production. Imported cars are much cheaper than domestic ones with similar characteristics, but the latter are almost as reliable as them. An additional advantage of domestic equipment is the lower cost of spare parts and repairs, if necessary. When choosing equipment, pay attention to the material from which it is made. It should be either stainless steel or food grade aluminum.

For comparison, we give approximate prices for basic equipment. Thus, the minimum cost of a refrigeration chamber (a total of 2-3 units will be needed) is from 100 thousand rubles, a grinder - from 60 thousand rubles, a minced meat mixer for 150 liters - from 35 thousand rubles, a cutter - from 100 thousand rubles, a vacuum syringe - from 35 thousand rubles, pneumatic clipper - from 20 thousand rubles, hair cutter - from 68 thousand rubles, band saw - from 20 thousand rubles, heat chamber - from 87 thousand rubles.

It is best to purchase raw materials from domestic suppliers - wholesale companies and farms. Please note: all products you purchase and components of the finished product (even sausage casings and sausage dressing threads) must have certificates confirming their origin and quality. To check the authenticity of the documentation and the quality of the raw materials, you can contact the services of a commodity doctor or a sanitary doctor who understands all the nuances. When purchasing small quantities of meat from farms, medical examination can be carried out during production by concluding an agreement with the veterinary and sanitary laboratory of the regional food market. Specialists from the local laboratory will carry out all the necessary tests and stamp it.

Many manufacturers prefer to purchase raw materials abroad, which entails additional costs for obtaining a special permit to import them into Russia. To obtain such permission, you must submit a written application to the veterinary service of your region (region or republic) at least thirty days before importation, indicating the characteristics of the imported products, the place of their storage, quarantine, processing, purpose of import, and country. It goes without saying that this raw material must have all the necessary documents: a general certificate or a certificate agreed upon with the veterinary service of the exporting country, agreements (treaties, protocols, conventions) between the veterinary services of our country and the exporting state.

To work in production you will need employees. First of all, you cannot do without the help of a technologist who will control the quality of products and prepare recipes for sausages, butchers for deboning meat and cutting carcasses, if you do not plan to purchase already prepared meat, a forwarder, a mechanic, general workers, and an accountant. The functions of managers for the purchase of raw materials and sales of finished products can be taken over for the first time. Modern automated equipment allows significant savings on labor costs. No more than five people will be required to operate one production line. But you shouldn’t skimp on the specialists themselves. Give preference to qualified and experienced workers. Then you will not have to worry about the quality of the products you produce.

However, producing a high-quality and tasty product is only half the battle. It is also necessary to establish its sales. The main sales channels for sausage products are grocery stores, kiosks and stalls, super- and hypermarkets, as well as catering establishments. The most difficult thing is to get on the shelves of super- and hyper-markets, although, for obvious reasons, every manufacturer dreams of this. To do this, you will need to ensure large volumes of supplies, pay for placing your goods on the network, and also agree with an authorized person who is responsible for the assortment of the retail network.

Renting shelf space, for which an agreement is concluded with the network, will cost a decent amount - from 3 to 10 thousand rubles per square meter of display, depending on the type of product. In the case of a new product that is still unknown to the consumer, paying monthly or annually for a shelf may not be profitable. Ideally, it is better to display your product in networks where there is a single fee for joining the network. However, keep in mind that with the latter option, a change in management is possible (which happens quite often in large chains), and proving to the new person in charge that you have already made your single contribution may be problematic and you will have to pay again.

A high entry threshold, the requirement for large volumes and stable supplies, deferred payment (minimum 60 days) - all this makes it much more difficult for small industries to enter the network. In addition, most of the hyper- and supermarkets, as well as regular retail chains in the “convenience store” format, produce goods under their own brand for the most popular food items. If there is no other option, you can try to offer them to sell your products under their own brand. Keep in mind that if your product does end up on the supermarket shelves, but turns out to be unmarketable, the chain will simply terminate the contract with you.

So, let's calculate our expenses and possible profits. Let's take as an example a mini-workshop with an area of ​​50 square meters. meters (minimum area) with a capacity of 200 kg of sausages per eight-hour shift. Renting such a premises will cost from 120-130 thousand rubles per year, depending on the location. To open such a small workshop for the production of sausages, you will need from 550 thousand rubles. This amount includes registration and registration of the enterprise, rent of premises (conditionally ready for operation as a workshop), purchase of equipment, raw materials and wages to employees for the first time. Ideally, the reserve for the first months should, of course, be larger. Experts advise having enough funds for at least six months of uninterrupted operation of the workshop when reaching zero.

Monthly costs include the cost of purchasing raw materials, utilities, rent and wages. However, most likely, you will not need this supply. A sausage shop has a very high profitability, which can reach 30% (however, in fact this figure is rather closer to 25%). The payback period is, under favorable conditions, three months.

Since the times of Ancient Rome, sausage has been a popular food product. She has not lost her popularity to this day. A large number of entrepreneurs want or a department selling sausages.

If you don’t know the intricacies, opening a store selling sausages may seem easy to a novice entrepreneur, but you still shouldn’t underestimate this business. At first, you may well encounter a lot of different problems.

Preparing for the opening

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Market research

Before actually opening a store, you need to study many different aspects. One of these is studying competitors, in other words, you should determine how the assortment of your sausage store will differ from the products of competitors. Try to determine the circle of your future potential customers by answering the question why they should buy sausages in your store. Conducting a survey among residents of the area where you are going to locate your outlet can help you with this. During the survey, you can obtain information about customer preferences in price and brands.

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Range

An important aspect when opening a sausage store is the range of sausage products. This largely determines how much profit your sausage shop will generate. It is worth noting that purchasing too many different types of sausages will not bring the desired result. Select about 30 of the most popular products and start selling them. Compile the necessary statistics for yourself and then, based on the results of your store’s work, highlight the best-selling types of sausages and remove unpopular ones.

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Business plan

One of the most important points is the business plan for your store. First of all, it is necessary for defense before a state commission, but a business plan is also useful for the entrepreneur himself. It should be recalled that opening a sausage store is not easy; it is a matter that requires proper planning. A well-written business plan that includes all the necessary information will help you take your business to a new level. Of course, everything will depend on a variety of factors: prices, store location, competition, popularity, etc., but the cost per month of work store in a large city should be an amount equal to approximately 30,000 rubles.

Selling sausages is considered a fast-paying business, so monthly income can be as little as 60,000 rubles. up to 120,000 rub.

For all beginning businessmen, experts advise drawing up a business plan by multiplying all expense figures by two. A business plan drawn up in this way will help determine whether your finances are enough to open a sausage store. With such a calculation, some financial difficulties may arise, so think about the loan option in advance, and also do not forget about government assistance to entrepreneurs.

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Room

The next thing you need to think about is the premises itself, where the sale of sausages will begin. Having already collected all the necessary data about your future business, you should think about renting premises. First, carefully consider the location of your store: it should be in the most optimal location with minimal competition, as many possible consumers as possible (in other words, in a crowded place and always in plain sight) and have an adequate rental price. Secondly, the premises themselves must meet sanitary standards and have enough space for your business. It should be noted in advance that in order to prepare all documents and certificates for trade, you will need to contact a lawyer in your region, since the list of required documentation may vary.

As soon as the room is completely at your disposal, start arranging it. The main focus of a sausage store can be good refrigeration equipment. Many sausage manufacturers offer their own branded equipment, so try to explore and use this option, it can help you save money. In addition to the equipment, it is worth thinking about the design of the room itself. When dealing with this issue, try to think about both your customers and your staff. A few appropriate decorations will help increase the prestige of your store, and having at least a couple of pots with plants will make your space more cozy and homey. By the way, for all this it makes sense to turn to experienced designers.

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Selection of suppliers

Finding suppliers usually does not take much time, but this only means that their choice must be taken carefully. When choosing suppliers, experienced entrepreneurs strongly recommend that you familiarize yourself with the company’s activities by approaching them and evaluating, as they say, with your eyes, not your ears. Pay special attention not only to price and product quality, but also to location. Also, do not forget about the company’s performance indicators and delivery schedule. The latter is especially important during the holidays, when the supplier will directly determine whether your store is able to serve all customers. The inability to provide such service can give the store a bad reputation. Think about whether you will cooperate with one supplier or several, this is also an important question. Long-term relationships with suppliers will save you not only money, but also your nerves.

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Staff

A lot will depend on the personnel in your business, so choose them no less carefully than choosing suppliers. Particular attention should be paid to the seller. Sellers are people who are in direct contact with customers, they are the face of your store, so they must first of all be able to easily and pleasantly communicate with customers and leave a pleasant impression. Everything else will come with experience, namely knowledge of all the features of the product being sold. It often happens that the buyer does not even know what product he needs and how much he is willing to fork out. In these matters you will need the help of an experienced seller.

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Opening and promotion

So, your store is open and your business plan is starting to work. Now you need to think about promoting it. You can’t, having started your own business, immediately let it take its course. To convince people to buy your product, you can offer them several types of advertising:

• name of shop. Oddly enough, a suitable name is one of the main secrets of store advertising. It should be easy, memorable and indicative of the product you are selling;
• signboard. If your store is located in a crowded place, then you should not save money on a high-quality sign. It should not only be catchy and bright, but also interesting and original. Of course, if your store is located in an alley, then a large sign is inappropriate. In this case, more attention should be paid to the design of shop windows and windows;
• stock. Your store should become “alive” and constantly attract new visitors! Carry out various promotions there, don’t be stingy with hiring students for temporary work and allow customers to try out your product by tasting it. Even if you have a small store, promotion should not bypass it. All promotions you run are a sign that you are interested in your customers. They appreciate it;
• bags with logo. Simply print bags with your store's name and logo and provide them to customers for free. In this case, customers will no longer forget the name of your sausage store, and passers-by will have the opportunity to get to know it by seeing your logo on someone else’s package. The circulation of packages usually costs only 5,000-10,000 rubles. and provides the store with advertising for approximately 3-6 months;
• distribution of leaflets. Let more people know about your existence - hire a promoter and distribute leaflets with your promotions. By the way, after hiring a person for such a job, try to monitor the honesty of its implementation. A considerable number of people working in this field tend to deceive the employer, for example, by throwing most of the leaflets into the trash.

I would like to offer the “rejection” option, this is a tough way of selling. It can be used provided:
1. The need for the product has been identified 100%. The product is needed and needed now, the offer is profitable.
2. The seller knows exactly the reason for the refusal.
3. A potential client needs to be squeezed.
4. The seller has experience in sales.

Example:
A very good friend of mine, young in age and experience in sales, recently got a job at a sausage company.
During the first week of work, she had to find at least three clients, conclude an agreement and make shipment.
She started working on Monday. She turned to me for help on Thursday in a snotty mood because she could not agree on shipment with any client.

I had to leave the city, and I could devote no more than three hours to her.
1. I gave her 30 minutes to tell me about the pros and cons of the product, price segment, competitors and working conditions, etc.
2. We went to 2 stores at once, near my house. Luckily for us, the directors were there. I am a sociable person and I am known and loved by all the janitors, children, their mothers, store clerks, directors, as well as cats and dogs in our yard...

They placed an order with us after smiling and saying: Hi, we have meat sausage at a reasonable price, you need to place your order today. At first there was a pause, then laughter, the sellers, directors, buyers and we laughed.
Then the question was: do we need this?
My answer: Yes, it is very beneficial for you!!!
Again laughter and a question: Tanya, how do you know what is beneficial for us?
My answer: The stars told me!!!
Again laughter and the question: Can we do it tomorrow?
My answer is no!!!
Question: Why?
My answer: Tomorrow the chip will not fall!!!
again laughter and: Come on, get your sausage. Faya replace Lena, she makes an order. Lena is surprised: I’m not doing anything yet! Again loud laughter from all those present and the director: You’re doing it, Lena, you’re already doing it!!!

3. Let's go to the third store. This is where the technique of harsh rejection was used.
I rarely go to this store, there is a very small assortment, the only advantage is the presence of a household chemicals department. I don't know the director.

We go in, smile, find out from the seller who is in charge of the sausage, she calls the director.
A 120 kg woman comes out with an expression on her face: What's up? Well?
Ignoring her expression, smiling for 1 minute, I say who we are and why we came. Information: On a large display case they had 10 lonely sausages.

The headmistress (Irina Aleksandrovna) listened (with a sour expression):
Leave your price list and brochure. I'll take a look and if I'm interested, I'll call you.

I understand: Our client!!! And we can’t avoid tough communication and we won’t leave without an order!!!
I say without a smile, but kindly: How can you call us if you don’t know our phone number?
Irina Aleksandrovna after a pause and with surprise: Why won’t you leave it for me, and why isn’t it in the price list?
Me, without a smile with a harsh note in my voice: No, it’s not in the price list, and we won’t leave it for you, you don’t need it. And without waiting for her answer: Irina Aleksandrovna You also don’t need a booklet with a price list, except if you want to use the booklet in the form of wallpaper and the price list as paper will be useful to you for business purposes. I fall silent and watch her eyes fill with blood, waiting for an explosion:
Irina Aleksandrovna explodes: Someone called you here??? Who told you that I need your phone number? Etc. within 2 minutes. threatening statements...

I listen calmly, look into her eyes. After her first explosion there is a pause.
I told her in a calm voice: Irina Alexandrovna, you are absolutely right, they didn’t invite us and you don’t need our phone number.
I put a harsh note in my voice, without waiting for her answer: I know what you need!!!
I look you in the eyes and say firmly: There are 6 multi-storey buildings on this heel. There are 3 grocery stores for 6 houses. The department with household chemicals is only yours. People come to you not for groceries, but for powders! Do you know that in one of them they removed one of the utility rooms and are making a department? Do you know what department this is? Right! Household chemicals! How many display windows are dedicated to sausages in these stores? 2 showcases! Minimum 30 kg of sausage each! Now look at your storefront and the lonely riders on it.
You need to lose your customers within the next month! Here's what you need!
Yes?

I quickly take my price list, write my cell phone number and say: Irina Alexandrovna, if I’m wrong and this is not what you need, I’ll be glad to hear from you. Together we will attract new clients and increase your profits!!! They eat sausage well here! You can see this tomorrow. All the best!!!
I smile and we leave.

My friend, moving away from the store, says: Her face looked like a bucket!!! That's it, have we lost her? Don't go see her anymore?
Me: Let's go in 10 minutes!
My friend, with surprise: Why???
Me: To order, let her still imagine how everyone left her+++

After ten minutes we come in and ask to call her.
Irina Alexandrovna comes out, weariness and devastation on her face...

Me with a smile: Irina Alexandrovna, you will be surprised, but we already miss you!!!
She with a slight smile: Why did you come to drink the rest of the blood???

We laugh and she starts laughing.
Me: Don’t be offended by me, I couldn’t restrain myself. But there is a plus. You will get good sales of sausage yourself, then you will say that maybe it was not in vain that we quarreled so much.
She laughs: I don’t know what about the profit, but I’ll definitely get a heart attack with you!
I laugh: Irina Alexandrovna, could you give us the booklet? He's the last one left for us today. You are still thinking. And we would still work with him today.
After a pause, she leaves to get the booklet. He comes back and says with slight resentment:
It’s inconvenient to place an order without a booklet, I’ve already started looking.
Without pause: I see, you need a little bit of everything for the first time?
Without waiting for her answer and without looking at her, I take out the order form and start filling it out.
She said with alarm in her voice: I still don’t have money today.
Me: No need today, give it back tomorrow after receiving it.
There’s no way we’ll be able to bring you sausage today. In the shipping department, every sausage from your order will be wrapped in a festive ribbon all night long!!!

Me: 3 or 5 kg milk sausages?

Irina Aleksandrovna: For the first time, give 3kg+