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Cold storage operators · Sales process

Turn a rate question into a booked chamber, step by step, before the lorries start arriving.

A sales process for a cold storage operator is the order in which a call about space becomes a confirmed booking, a loaded chamber and a customer who returns. GullySales writes the steps, the records and the questions for traders and for food and pharma brands, so booking does not depend on who answered the phone.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

A cold storage supervisor checks produce in a refrigerated chamber

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

Also for cold storage operators

Sales and marketing for cold storage operators, the overview.

Last updated 6 Oct 2026.

For cold storage operators

Where it usually goes wrong, and what we would do.

  • “The rate is given before the quantity is known”

    A per-bag rate quoted on the first call is then applied to a quantity that doubles by arrival, and chambers are over-promised.

  • “The advance is a favour, not a step”

    When the advance is chased after loading, you carry the trader's stock and the risk.

  • “A food brand's audit is run like a trader's visit”

    A dairy's quality team asks for logs, hygiene records and backup power details. A walk through the chamber with the owner does not answer them.

What we do

What we deliver for cold storage operators.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A booking enquiry sheet

    Crop, quantity, arrival date, agent, advance date and the person who decides, filled during the first call.

    Result: No rate is quoted without a quantity.

  2. A space and rate reply

    A short template that confirms space, states the rate basis and what it includes, and asks for the advance date.

    Result: The trader gets the answer in writing.

  3. Two inspection routes

    One for traders, who want to see chambers and the loading bay, and one for audit teams, with logs, backup power details and certificates in a folder.

    Result: Each buyer sees what they came for.

  4. A booking confirmation note

    Crop, quantity, chamber, rate basis, advance paid, loading window and the terms if the quantity changes.

    Result: Both sides hold the same terms.

  5. A loading day checklist

    Receipt, weighment, lot numbers, bag condition, chamber allotment and temperature at entry, signed by the trader or their agent.

    Result: Stock enters with a record.

  6. A season close-out

    Reconciliation of quantity out against quantity in, settlement of the account and a note on the trader's plan for next season.

    Result: A trader leaves settled and asked about next year.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales process design and implementation page

Steps of a sale

The steps from a trader's first call to settlement at the end of the season, and what to ask and record at each.

Enquiry
Write the trader's name, crop, quantity and arrival date. Ask where it is grown and whether an agent is involved. Do not quote until the quantity is on the page.
Space check and rate
Check chamber space against the register, then state the rate basis, what it includes and what loading costs extra. Put it in a message, not only on the call.
Visit or audit
Traders want to see the chambers and the loading bay. Food and pharma brands bring a quality team, so keep logs, backup power details and certificates in a folder.
Advance and booking
Take the advance and issue the booking note before the produce arrives. State the loading window and what happens if the quantity changes.
Loading and receipt
Weigh, count and record each lot with its receipt number, bag condition and chamber. Hand the trader or their agent a copy at the gate.
Settlement and next season
At withdrawal, reconcile quantity out against quantity in, settle the account and ask about the next season's plan. Write the answer on the trader's record.

Who it is for

This is written for these cold storage operators.

  • Agricultural cold storage
  • Multi-commodity cold stores
  • Cold storage for dairy and frozen foods
  • Pharmaceutical and vaccine storage
  • Cold storage with a transport arm
  • Controlled atmosphere storage

Not for

It is not the right fit if.

  • You give the rate before knowing the quantity and see no reason to change, so a step process would be ignored.
  • You take advance payments by custom and have no written terms, which a booking step would need.
  • You do not store for food brands and so have no audit visit to plan.

How it works

How the sales process work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Study current deal flow

    We trace how deals actually move today, comparing across reps and outcomes.

  2. 2

    Define the stages

    Clear stages and criteria are designed to match how deals genuinely progress and close.

  3. 3

    Configure the CRM

    The process is built into your CRM so it is enforced structurally, not just documented.

  4. 4

    Train the team

    Reps are trained on the new process and why each stage exists.

  5. 5

    Review adoption

    We check after rollout whether the process is being followed and adjust where it is not.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Who should do which step?
The manager handles enquiry, rate and booking, the chamber supervisor handles loading and receipts, and the owner joins food and pharma audits. Write the owner of each step on the booking note.
When should we give the rate?
After the quantity and arrival date are known, and in writing. A rate with no quantity attached is quoted back to you when conditions change.
A trader wants to book now and pay later. What do we do?
Decide your rule before the season: advance, part payment, or credit for a known customer. Write it on the booking note. An exception for one trader invites every trader to ask.
Do food brands need a separate process?
Yes. They sign for a longer period, send a quality team and may ask for a contract with notice clauses. Take them through audit, written terms and a named contact, not the trader's booking note.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for cold storage operators.

All articles

More for cold storage operators

Everything else we would do for you.

Or start from the overview: sales and marketing for cold storage operators.

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