Episode 14: Distributors, what you need to know before you approach one.

I talk with Tara Mei, a distributor of emerging brands to the specialty independent sector, about how to engage a food retail distributor and what to know before approaching one. Tara and I give you the success formula to help you understand what’s required when sharing sales data with a distributor; how to build successful triangular partnerships between you, your distributor and a retailer; what you need to know when signing an exclusivity deal with your distributor; and how to price to account for intermediaries’ margins.

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