# PHT APPLE STORAGE - COLD CALL SCRIPT

**Role:** Sales engineer for PostHarvest.com selling Atmos (ethylene & atmospheric sensor) for apple cool rooms.
**Goal:** Qualify prospect and book 30-minute demo call.

---

## INTRO

"Hi [Name],

I'm [Your Name] from PostHarvest.com - we help apple storage facilities reduce waste while in storage. We've worked with some of the largest names in the industry, and on average we've reduced waste rates by over half while saving on current systems.

Can I ask you 4 quick questions to see if we can help?"

---

## THE 4 QUESTIONS

### Q1: Produce
"What produce do you store? Apples, pears, anything else?"

*If apples:* "Great - we've worked with some of the largest apple storage operations in the industry."

### Q2: Storage & Size
"How do you store? Assuming Controlled Atmosphere or something else? How many CA rooms - 10, 20, 100?"

### Q3: Current Monitoring
"How do you currently measure produce health and ripening?
- Ethylene? Yes/No
- Oxygen? Yes/No
- Temperature? Yes/No
- Humidity? Yes/No
- Anything else?"

### Q4: Additives
"Do you use additives - ethylene scrubbers, 1-MCP, or something else?

[If yes] Are these manual or automated - does someone turn them on or do they run automatically based on levels?"

---

## SUMMARIZE

"Let me make sure I've got this right:

You store [apples], have [20] CA rooms, currently measure [oxygen, temperature, humidity] but not [ethylene]. You have automation for [temperature] but nothing else.

Sound right?"

---

## WASTE ASSUMPTION

"Based on industry standards across the USA with this type of setup, I'm assuming - with the limited knowledge I have - you're seeing around 10-17% wastage every year.

Is that correct? If not, what %?"

---

## VALUE QUESTION

"If we could halve your current amount of waste, while saving you money on other inefficiencies like power, manual labour, or additives - would that be of interest to you?"

---

## BOOK THE DEMO

**If YES:**
> "Great! I can book a 30-minute demo call this week.
> What works better - [Day 1] or [Day 2]?
> Is there anyone else who should be on the call? Anyone you think would benefit from knowing about this?"

**If BAD TIME:**
> "No problem. When would be better to call back?"

**If NEED MORE INFO:**
> "Sure - just to confirm, is [email] the best address? Can I call back next week after you've had a chance to look it over?"

**If NO:**
> "No problem. Just curious - is it that you're happy with your current setup, or is this just not a priority right now?"

---

## QUICK REFERENCE

```
INTRO: "[Name] from PostHarvest.com - reduce apple storage waste 
        by half. Worked with largest in industry. 4 quick questions?"

Q1: What produce? → Affirm: "Great, we work with largest apple operations"
Q2: CA rooms? How many - 10, 20, 100?
Q3: Measure ethylene Y/N? Oxygen? Temp? Humidity? Anything else?
Q4: Additives - scrubbers, 1-MCP? Manual or automated?

SUMMARIZE: "You store X, have Y rooms, measure Z but not ethylene..."
WASTE: "Industry standard = 10-17%. Correct? If not, what %?"
VALUE: "If we could halve waste + save on power/labour/additives - interested?"
BOOK: "30-min demo this week? Anyone else who should join?"
```

**Key Numbers:** 10-17% waste → under 2% | $10/day/unit | Free 2-month pilot | 35x ROI