Tag: Women in business

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.

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.

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 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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Episode 28: Moving from DTC to wholesale. The scale story of a keto cereal brand.

How do you make the transition from DTC to finding retail buyers to pitch to? What steps do you need to take in order to successfully go from selling DTC to wholesale? How can you make the most of category growth? What do you prepare for a pitch to a retail buyer? How could you present your offer differently and get cut-through with prospective retail buyers? Do you know what incremental revenue is and how that could be your best bet to land more wholesale opportunities? These and other sales questions will be answered in my coaching session with Veronica Blue, founder Phenomenal Foods Co, Creamy Keto Hot Cereal®.

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Episode 27: Getting sales through a major retailer when you’ve got a lot of competition. Here’s how.

Price penetration strategy, what is that and what do you need to know? Who really is buying your products and why should you care? What should you do when a retailer wants you to develop a product; how do you deliver it on time? How do you work with a co-manufacturer and manage their MOQs? And how do you manage production, ingredient delivery and sales demand all at the same time without losing your mind? These and other powerful questions on selling a mass market product through grocery are revealed in my chat with Cian Dawson, co-founder Gym Bod, high protein, low sugar, ice cream.

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Episode 26: Straight talk from a speciality retail buyer. What to say in your pitch.

How do you feel approaching a speciality retail buyer and pitching and closing the sale of your food and drink product? Not your favourite part of growing your entrepreneurial food and drink business? I got you. In this episode I talk to Christina Basile, owner operator of Panetta Mercato, a collection of five family run grocery stores sourcing high quality food and drink products for their customers. Listen to our chat and learn ways you can improve your success rate of landing more wholesale accounts and getting your product into more consumer baskets.

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Episode 25: Challenger brand trends from the UK market.

Not enough foodpreneurs spend enough time in market noticing trends. Consequently, there are far too many ‘same-same’ products with little point of difference. I’m currently in the UK. I came over to speak at a food founder festival and I met with 100’s of early stage startups that are making a noise and making a difference. Listen to this episode to hear what the three biggest trends in the UK market are right now and use these to inspire you, your NPD pipeline and to get you to go in market to do your own research.

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Episode 24: Landing one new retailer every other day. How this foodpreneur does it.

Landing one new retailer every other day sounds like a hoax, doesn’t it? Well it isn’t. One foodpreneur tells me how she does it and the tricks she uses. They are not so tricky. Good salesmanship is in reach for all of us but there are three steps you’ve got to take, consistently. Listen to this episode to hear what they are and how you can adopt them to sell more of your product too.

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Episode 23: Competition: build a FMCG brand, get to $100M & stay committed to your social conscience.

Competing with large food companies and the constraints of a post pandemic marketplace can be tough for small-batch food and drink producers. In this episode I talk to Anthony Harb, a former buyer and supplier to the grocery channel, who built a FMCG brand and got to $100M. He and I talk about how you can do that too and stay committed to your social conscience.

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Episode 22: Four reasons why you might be struggling to make money right now.

In the past 27 months many consumers have discovered new small-batch food and drink products. Which is great. And many foodpreneurs have found new consumers. Also great. But, despite this new push and pull opportunities, many foodpreneurs have found it hard to make money and tough to stay in business. Listen to this episode for the four reasons why foodpreneurs are struggling to make money right now.

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Episode 21: Leveraging your Q2 results for higher sales in Q3.

Getting your product into more consumers’ hands and putting more money in your pocket is hard when costs are rising and we are faced with significant supply chain interruptions right now. In this episode, I give you formulas for overcoming those challenges, ensuring you are making margin on every food and drink product you sell, and landing more accounts profitably in quarter 3.

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