Episode 40: Independents vs. The Majors. Where you’ll make your money.

Episode 40: Independents vs. The Majors. Where you’ll make your money.

Do you want to get into a major retailer like Woolworths? Do you think once you’ve landed on those shelves you’ve made it and you’ll make money? Maybe you will. Maybe you won’t. Putting more money in your pocket for every food and drink product you sell is what you need to be considering. In other words are you playing the margin or the volume game? That’s the question more foodpreneurs should be asking themselves. In this episode I chat to miso and koji master, and co-founder of Meru Miso, Chris de Bono, about the reality of being in ‘the majors’ from a margin point of view and what price point you need to achieve in Woolworths, for example, versus the price point that you can achieve in Harris Farm Markets. If you want to have great impact, more choice and more money in your pocket for every food and drink product you sell, you’ll want to listen to this week’s episode.

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Episode 39: Protecting your foodservice business as you win retail accounts.

Episode 39: Protecting your foodservice business as you win retail accounts.

Many foodprenuers start their journey in foodservice before landing on retail shelves. Approaching foodservice outlets, particularly cafes or restaurants, is a relatively easier way to get your product further out into the world, especially in your local area. What happens when you start to win retail stockists and your foodservice buyers don’t like that your product is now readily available in the store down the road? In this episode I tell you how to stop foodservice accounts from leaving you so your revenue is not reduced and you keep both your legacy accounts and your new accounts all happy, leading to more sales and more money in your pocket for every product you sell. If you have foodservice outlets complaining that they no longer want to buy your product now that it’s in retail, especially the majors, you’ll want to listen to this week’s episode.

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Episode 38: Market research: what do shoppers really think of your brand?

Episode 38: Market research: what do shoppers really think of your brand?

Have you had that experience when you think a ‘brand’ is made just for you? It’s your thing. You couldn’t have created it better yourself. Getting into the minds of your consumers is what you want for your food and drink product, so they pick it up and put it in their basket. In this episode I chat to market researcher and shopper stalker Tessa Stuart about how to more easily connect your brand with your consumers, and get your product noticed by retail buyers, even when you don’t have a huge marketing budget. If you want your product launch or product pivot to hit all the right notes as soon as it hits the shelves, you’ll want to listen to this week’s episode.

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Episode 37: Creating a memorable brand to get your product off the shelf.

Episode 37: Creating a memorable brand to get your product off the shelf.

Many foodpreneurs spend a lot of time and energy creating fantastic products that taste amazing but overlook the creation of a brand personality; and in retail, you’ve got to create a brand! In this episode I chat with branding expert David Thomson about how branding can have a huge effect on opening doors to major retailers, as well as getting your products into people’s hands, leading to more sales. If you want to stand out from your competitors on the shelves, or you’re struggling to come up with a brand personality (or never thought about one!), want you’ll want to listen to this week’s episode.

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Episode 36: How Doughlicious founder, Kathryn Bricken, wins retail accounts.

Episode 36: How Doughlicious founder, Kathryn Bricken, wins retail accounts.

Doughlicious products caught the eye of Whole Foods Market early and now a few years in, Kathryn Bricken the Doughlicious founder, has won listings in all the major UK retailers, including Planet Organic, Ocado, Marks and Spencer, Tesco and Costco. It’s been an impressive trajectory. In this episode you’ll hear Kathryn and I chat about scaling a chilled and ready-to-eat product and all the regulatory requirements that entails, and key aspects of scaling, such as whether it’s better to use a co-manufacturer or produce in-house and how to pitch to investors to raise money critical to continue to scale. Don’t miss this one!

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Episode 35: Digitising your wholesale strategy.

Episode 35: Digitising your wholesale strategy.

Digitising your wholesale strategy is a relatively inexpensive go-to market strategy for foodpreneurs. Digital platforms, like TradeSquare and Faire Wholesale, have been established to meet that need. Once you have your digital strategy done, landing more wholesale accounts and getting more product in more consumers’ hands becomes much easier. Listen to this episode to learn how to digitise your wholesale offer, what retailers on digital wholesale platforms are looking for, and what the typical mistakes made by foodpreneurs are when trying to get their head in the digital game.

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Episode 34: Reviewing Q3 and sales tactics to increase velocity in Q4.

Episode 34: Reviewing Q3 and sales tactics to increase velocity in Q4.

That’s a wrap quarter 3, thank you for the past twelve weeks, it’s now time for foodpreneurs to bring home their full year revenue in quarter 4. It’s this quarter that 75% of foodpreneurs make most of their revenue that carries them through the full year. If this is you, focus on making your money by doing two things really well; selling into new stockists (yes, it is not too late, October is the time in Q4 to be doing that), and increasing velocity in existing stockists. Listen to my quarterly wrap up episode to know what you need to review from Q3 and what you should be doing to make your money in Q4.

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Episode 33: Raising money to scale and replace yourself with a C.O.O. so you can focus on the creative.

Episode 33: Raising money to scale and replace yourself with a C.O.O. so you can focus on the creative.

Starting a business because you love your product, and the product development process, is commonplace amongst foodpreneurs, but how do you scale your business once you’ve proven other people think it’s delicious too but you know you need help to go to the next level? In this episode I chat to Lucy Bennetto, founder of Bennetto Natural Foods about capital raising and which avenues to consider and why; how a Board of Advisors has helped her balance the skill sets within her business; and one thing she wishes she knew earlier on in her food journey that would have helped her scale sooner.

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Episode 32: Walking the trade show floor with a wholesale buyer to close a sale.

Episode 32: Walking the trade show floor with a wholesale buyer to close a sale.

Trade shows are not just for developing new opportunities. Buyers and producers alike know they’ll be sold to at a show, so it’s your opportunity to take advantage of that and close more deals whilst you’re there. But you need to be prescriptive in your planning. In this episode you’ll learn my four-part trade show sales strategy. Like most of my methods, it’s about the systems you create, because systems help you scale.

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Episode 31: Carving out your competitive advantage using food tech. Easier than you think.

Episode 31: Carving out your competitive advantage using food tech. Easier than you think.

Carving out a competitive advantage to win more customers is not only the domain of big food. I talk to Tony Hunter, Food Futurist, on how small food and drink business owners can keep up with the trends in the industry, such as product personalisation, to win more customers. You want to be able to maintain your level of competitive advantage regardless of how deep your pockets are, don’t you? If you think it is, then this conversation is totally worth your time – you’ll discover ways in which you can generate a competitive advantage and play a bigger game. It’s time, isn’t it?

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Episode 30: Selling more products by tapping into Instagram GOLD.

Episode 30: Selling more products by tapping into Instagram GOLD.

Have you mastered Instagram for your food and drink business, or have you got lots of pretty pictures that aren’t converting to sales and cash? Are you putting yourself in your consumers’ shoes in order to make Instagram work? In this episode I chat to Yolanda Nagy, a social media and farmers market consultant, about how to use Instagram to sell more food and drink product and give your consumers what they want so you sell more and put money in your pocket for every food and drink product you sell!

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Episode 29: Getting ranged and how to be good different.

Episode 29: Getting ranged and how to be good different.

Imagine buyers contacting you rather than you them? It happens. How can you make that happen for your brand? In this podcast episode I give you my six-pillar framework to help you develop new products and write a compelling sales pitch so you land more accounts; get more product into more consumers’ hands; and put more money in your pocket for every food and drink product your sell. You’ll also be inspired by the brands I mention that are good different who are getting buyer call backs – they’ll energise you as you scale your brand.

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