Company Address: 303 Potrero Street, Suite 16, Santa Cruz, CA 95060
Company Headquarters: Santa Cruz, California
Company Industry: Food and Beverage (Specialty baked goods – cookies)
Company Revenue: Estimated $5-10 million annually (exact figures not publicly available)
Current Carrier(s): Likely USPS, FedEx, UPS for local and national shipments based on e-commerce needs.
Potential Shipping Needs:
Medium-volume shipments for both individual consumer orders and wholesale accounts.
Shipping includes perishable goods requiring quick delivery (2-3 days).
Likely a mix of regional and national shipping for e-commerce and wholesale distribution channels.
Brief Description About the Company: Pacific Cookie Company is a family-owned bakery founded in 1980, specializing in crafting gourmet cookies using high-quality, all-natural ingredients. Based in Santa Cruz, CA, the company is known for its wide variety of classic and innovative cookie flavors, including favorites like chocolate chip, lemon drop, and peanut butter. They operate a retail shop, partner with grocery stores, and maintain a strong e-commerce presence, delivering cookies to customers nationwide.
Key Executives and Contacts:
Cara Pearson – President & Owner (LinkedIn: Cara Pearson)
The company recently celebrated over 40 years in business (founded in 1980).
Strong focus on expanding their e-commerce operations, particularly during and after the pandemic, which has driven growth in online orders.
Participation in community events and fundraisers in Santa Cruz to support local causes.
Company History and Milestones:
1980: Founded by Larry and Shelly Pearson in Santa Cruz.
1982: Opened its retail storefront on Pacific Avenue in downtown Santa Cruz.
2000s: Expanded to include online ordering and nationwide shipping.
2020: Experienced growth in e-commerce during COVID-19 pandemic.
Customer Reviews and Feedback:
Customers praise the cookies for their high-quality ingredients, fresh taste, and nostalgic flavors.
Consistent 4.5+ star ratings on platforms like Yelp, Google Reviews, and Facebook.
Many reviews highlight excellent packaging for shipped cookies, ensuring freshness.
Competitor Analysis:
Direct Competitors:
Mrs. Fields Cookies (national chain with a similar focus on gourmet cookies).
Insomnia Cookies (specializes in late-night cookie deliveries).
Regional Competitors:
Cookie Connection (Los Angeles-based).
Specialty’s Café & Bakery (Northern California region).
Sustainability and Corporate Social Responsibility Initiatives:
Uses sustainably sourced and natural ingredients in their products.
Actively involved in supporting the Santa Cruz community, including local charities and schools.
Packaging for shipped cookies emphasizes recyclability and minimal waste.
Market Position and Industry Trends:
Positioned as a high-quality, family-owned bakery that values tradition and community.
Strong emphasis on e-commerce aligns with industry trends as consumers increasingly order specialty foods online.
Growth opportunities exist in corporate gifting and subscription box services, which align with their current offerings.
Sales Call Plan Questions
Prospecting Call or Existing Customer: Prospecting Call
Customer Needs and Goals: Reliable, cost-effective shipping solutions to ensure cookies arrive fresh and intact nationwide; possibly explore bulk shipping discounts.
Value Decision Maker: Cara Pearson (President)
Second Contact: Larry Pearson (Co-Owner)
Meeting Objectives: Present USPS as the preferred shipping partner for their e-commerce operations by highlighting cost-effectiveness and reliable delivery times.
Actions to Drive Meeting Objectives:
Showcase USPS Priority Mail as ideal for fresh product delivery within 2-3 days.
Discuss flat-rate shipping options to streamline costs for online orders.
Offer customized solutions for small businesses.
Anticipated Customer Objections/Concerns:
Concerns about shipping delays or product damage.
Preference for existing carriers (e.g., FedEx or UPS).
Cost comparison against existing shipping methods.
