Episode 54: Anniversary Edition: Distributors: Making Sales With Margin.

Podcasts | 3 comments

If you currently use, or are considering using a distributor to distribute your products to a retailer, have you accounted for the margin to pay yourself as well?

Using a distributor can help increase your stockists but it is another expense that needs to be accounted for when pricing your product 💸, which is why pricing correctly for distribution is so important. 

In this episode I talk with Hayssam Bejjani, The Chief at Cartel & Co, a boutique food and beverage brand partnership and distribution company,  about distribution best practises for packaged food and drink brand owners when engaging and working with a distribution partner.

In this episode you’ll discover:

🚚 A strategic approach to landing more wholesale accounts.

🚚 Different ways of working with distributors (including my fav, the ‘Hybrid model’).

🚚 Whether working with a distributor or going direct might work best for your business.

And most importantly…….

🚚 Managing margins so everyone (yep, including YOU!) makes enough 💰.

PLUS, as an added bonus to celebrate the podcast’s Anniversary month, I’ve updated this episode to include my expert tip on how to better manage your customers when you’re not getting reports or insights from your distributors.


If you haven’t listened to episode 53 (53 mins), ‘Straight Talk from a Specialty Retail Buyer. What to Say in your Pitch. listen here.

This episode is brought to you by Foodpreneurs Formula, my business coaching program for packaged food and drink brand owners ready to scale and The Foodpreneur Journey roadmap so you know what to expect and the mistakes to avoid.


  1. Cathy Owen

    Hugely informative Chelsea. A great overview of even thinking about distribution let alone starting a conversation. We’ll done

  2. Ritchie HUXLEY

    Fantastic episode. Thank you both so much.

    • Chelsea Ford

      Thank you Ritchie, appreciate you commenting. I don’t think we can ever learn too much about understanding distributor margins!


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