🎯 Your 6 prospects

The teacher introduces himself as one of the 6. Spot him in 2s: who · B2B/B2B2C · products · SONCASE · angle.

🏢 B2B

You sell to the company itself: argue its internal use (events, services).

🛒 B2B2C

They RESELL to their end customers: argue what it brings to THEIR clientele (turnover, margin, image).

Picture WHO is speaking → recite their mind map in your head → 👁️ reveal the mindmap to check.

🏢 B2B You sell to the company itself: argue its internal use (events, services).
👩‍💼

Juliette Raoul

Belgocatering
Head of Purchasing / Operations

Corporate & event catering (large scale).

📍 Bruxelles · ≈ 250 pers.

👥 End customer : The guests at the corporate events & meals she caters.

🎯 Need
Reliable large-scale supply, ready-to-serve, with a signature touch
🧲 Argent Confort Sécurité
🐟🫒🍯
⭐Reliability + margins on large volumes, without logistical complexity, with a signature touch.
🧑‍💼

Vincent Impe

Impe Catering
Owner / Head of Event Catering

Premium B2B catering (corporate events).

📍 Heule (Courtrai) · ≈ 9 pers.

👥 End customer : The guests at the corporate events he runs.

🎯 Need
Exceptional products that make his events memorable
🧲 Orgueil Nouveauté Sécurité
🫒🐟🍯
⭐Exclusive products that make his event services memorable and premium.
👩‍🍳

Rachel Evrard

Labocuisine
Chef / Founder

Caterer / Catering.

📍 Molenbeek-Saint-Jean (Bruxelles) · ≈ 1 pers.

👥 End customer : The clients of her catering services.

🎯 Need
A human supplier who advises her and saves her time
🧲 Sympathie Confort Argent
🫒🐟
⭐A human-scale supplier who advises her and saves her time.
🛒 B2B2C They RESELL to their end customers: argue what it brings to THEIR clientele (turnover, margin, image).
🧑‍💼

François Piachard

ROB
Category Manager / Grocery Buyer

High-end fine grocery / Delicatessen.

📍 Woluwe-Saint-Pierre (Bruxelles) · ≈ 200 pers.

👥 End customer : The customers of his fine-food grocery (gourmet shoppers).

🎯 Need
Stock something exclusive that both sells through AND delivers margin
🧲 Argent Nouveauté Orgueil
🐟🫒🍯
⭐An exclusive, differentiating assortment that raises the average basket and builds customer loyalty.
👨‍🍳

Karen Torosyan

Bozar Restaurant
Chef / F&B & Purchasing Lead

Fine-dining restaurant (gastronomy).

📍 Bruxelles · ≈ 25 pers.

👥 End customer : The diners at his fine-dining restaurant.

🎯 Need
Rare signature products to elevate his menu
🧲 Orgueil Nouveauté Sécurité
🫒🐟🍯
⭐Rare, traceable products that become signatures on his menu — and that his customers ask for.
🧑‍🍳

Thierry Van Wel

C'est Bon C'est Belge
Owner / Purchasing

Fine grocery + Catering + Restaurant (hybrid).

📍 Bruxelles · ≈ 4 pers.

👥 End customer : His customers, in the shop (shelf) AND at the catering/restaurant.

🎯 Need
Versatile premium products that set him apart from the shop next door
🧲 Nouveauté Orgueil Sympathie
🐟🫒🍯
⭐Versatile premium products that serve both the shelf and the kitchen, with a story to tell.

📊 Overview — all 6 at a glance

# First name Company Model Hot SONCASE Angle
🏢 B2B
2 Juliette Belgocatering B2B
Argent Confort Sécurité
Reliability + margins on large volumes, without logistical complexity, with a signature touch.
5 Vincent Impe Catering B2B
Orgueil Nouveauté Sécurité
Exclusive products that make his event services memorable and premium.
6 Rachel Labocuisine B2B
Sympathie Confort Argent
A human-scale supplier who advises her and saves her time.
🛒 B2B2C
1 François ROB B2B2C
Argent Nouveauté Orgueil
An exclusive, differentiating assortment that raises the average basket and builds customer loyalty.
3 Karen Bozar Restaurant B2B2C
Orgueil Nouveauté Sécurité
Rare, traceable products that become signatures on his menu — and that his customers ask for.
4 Thierry C'est Bon C'est Belge B2B2C
Nouveauté Orgueil Sympathie
Versatile premium products that serve both the shelf and the kitchen, with a story to tell.

⚡ Battle cards

🏢 B2B
👩‍💼
Juliette
Belgocatering
🏢 B2B
Argent Confort Sécurité

« Your prices are high for volume. »

↳ Discount from a certain quantity onwards — and I can check internally ("let me check internally") for a large commitment. Ready-to-serve also reduces labour cost.

🐟 Sardines 🫒 Olive oil 🍯 Honey
⭐ Reliability + margins on large volumes, without logistical complexity, with a signature touch.
🧑‍💼
Vincent
Impe Catering
🏢 B2B
Orgueil Nouveauté Sécurité

« Premium, so expensive. »

↳ It's an investment in image: a signature product makes a service memorable and justifies your premium positioning with the client.

🫒 Signature olive oil 🐟 Collector sardines 🍯 Rare honey
⭐ Exclusive products that make his event services memorable and premium.
👩‍🍳
Rachel
Labocuisine
🏢 B2B
Sympathie Confort Argent

« I order little. »

↳ No imposed minimum, weekly delivery and personalised advice: we're made for small structures.

🫒 Olive oil 🐟 Sardines
⭐ A human-scale supplier who advises her and saves her time.
🛒 B2B2C
🧑‍💼
François
ROB
🛒 B2B2C
Argent Nouveauté Orgueil

« I need margin AND turnover. »

↳ Premium = a higher average basket + loyal customers who come back specifically for these references. Margin AND repeat purchase.

🐟 Sardines 🫒 Premium olive oil 🍯 Rare-origin honey
⭐ An exclusive, differentiating assortment that raises the average basket and builds customer loyalty.
👨‍🍳
Karen
Bozar Restaurant
🛒 B2B2C
Orgueil Nouveauté Sécurité

« I already have my fine-dining suppliers. »

↳ My products are exclusive, outside the usual circuit, with a story you can tell your guests — a real signature plus, as a complement.

🫒 Signature olive oil 🐟 Collector sardines 🍯 Rare honey
⭐ Rare, traceable products that become signatures on his menu — and that his customers ask for.
🧑‍🍳
Thierry
C'est Bon C'est Belge
🛒 B2B2C
Nouveauté Orgueil Sympathie

« I need to be able to use it everywhere (shelf and kitchen). »

↳ Exactly: oil, sardines and honey are multi-use — they sell on the shelf AND go into the kitchen/onto the menu.

🐟 Sardines 🫒 Olive oil 🍯 Honey
⭐ Versatile premium products that serve both the shelf and the kitchen, with a story to tell.

🧪 SONCASE express drill

For each prospect, tick the 3 motivations to target. Check.

🛒 François, Category Manager at ROB (gourmet grocery) — which motivations to prioritise?

🍽️ Karen, chef at Bozar (fine dining) — which motivations to prioritise?

📦 Juliette, Purchasing at Belgocatering (large volumes) — which motivations to prioritise?

👩‍🍳 Rachel, solo caterer in Molenbeek — which motivations to prioritise?

🎮 Spot your prospect

The teacher gives you just a first name. Say if it's B2B or B2B2C, then name the company.

🎲

The 6 prospects, first name only, random order. For each: their model, then their company. No hint — just like the oral.

≈ 3 min · perfect right before the oral

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