Episode 18: Distributors: making sales with margin.

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Using distributors to sell means foodpreneurs often compromise on margin.  You don’t have to, you just need to be prepared by knowing that if you use a distributor to sell to a retailer, you need enough margin in your pricing to pay for everyone along the way. Everyone needs to be paid and I suggest you start by ‘pricing backwards.’

Often foodpreneurs figure out the ‘pricing backwards’ calculation too late.

I talk with Hayssam Bejjani, ‘The Chief’ at Cartel & Co, a boutique food & beverage brand partnership and distribution company about what he and I consider distribution best practise for packaged food and drink brand owners when engaging and working with a distribution partner.

In this episode you’ll learn:

  1. Sales via a distributor versus going direct;
  2. Landing more wholesale accounts – a strategic approach; 
  3. Models of working with a distributor including my favourite, the hybrid model;
  4. Determining whether your product will fit with a distributor’s portfolio; and
  5. Managing margins so everyone gets what they want.

If you haven’t listened to episode 17 (23 mins), Subscriptions: money while you sleep, listen here.

And, I invite you to come and join my community of female foodpreneurs, and catch up on the conversations, in Kiosk. For Women in Food and Drink, my free Facebook group.

This episode is brought to you by Foodpreneurs Formula®, my business acceleration coaching program for packaged food and drink brand owners ready to scale; and my Pricing for Distribution Workshop with Hayssam Bejjani, ‘The Chief’ of Cartel & Co.


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