Beverage Trade Network’s Post

1 case in 1 bar is better than 1 bottle in 6 bars True, it doesn't happen overnight But that should be what you aim for Distribution vs Rate of Sale. The two aspects go hand in hand. Brands should drive profitability ahead of availability: it's all about the pricing strategy. It's easy to push distribution if you have the muscle in the market, but not at the right RRP (Recommended Retail Price). if you widen the distribution, your average ROS will go down. It's normal. if your brand has a too-wide distribution at a higher rate than you built rotation, you've probably started discounting to convince the trade to take your product. You are mainstreamizing your brand, instead of giving it time to be assimilated by the trade. It's easy to put the price down, it's tough to bring it up. https://lnkd.in/gQWNZhJy

"For every problem, there is a solution. It's up to you whether you are looking at the problem or looking for the solution." One of my goals was to introduce candies under a private label in our chain of supermarkets. The challenge was daunting: the minimum order volume from manufacturers was too large for our chain, and purchasing labels under our brand wasn’t a profitable long-term investment. Instead of getting bogged down by these obstacles, I focused on finding a solution. I remembered a new candy brand that wanted to join our chain but hadn't met our requirements. I decided to offer them an alternative way of collaboration under our brand. Through thoughtful negotiation, we established a partnership that allowed for monthly orders suited to our needs. This not only ensured profitability for us but also provided the manufacturer with a steady demand for his raw materials and production. Next, we tackled the packaging issue. By splitting the letterpress between our brand and his, we reduced our investment in film, making the process more cost-effective. To solve the order volume problem, I introduced the idea of selling candies in various packaging styles—gift sets and family packs. This innovation increased consumer interest and expanded our market reach. This journey taught me a powerful lesson: when faced with challenges, focus on the solution. Creativity, collaboration, and determination can transform obstacles into opportunities. #ProblemSolving #Inspiration #PrivateLabel #FMCG #Marketing #Partnerships #Sales #B2B

What Retail Buyers Actually Want to Hear! 🎯🛒 When pitching to retail buyers, getting straight to the point is crucial. Knowing what they want to hear can make or break your chances of sealing the deal. Here's a quick guide to keep them hooked and say "YES!" more often: 1️⃣ FREIGHT: Are your freight charges included in your wholesale price or separate? Know your Minimum Order Quantity (MOQ) – and how it’s measured (dollars, volume, weight). Exceptions? Make them clear! 🚛 2️⃣ SAMPLING: Will you sample in-store, and how often? Consider sampling costs, stock management, and your promotional plan! 📊 3️⃣ DISTRIBUTION: What’s your model when working with a distributor? Ensure you’ve accounted for margins and built strong partnerships. 📦 THE BOTTOM LINE Get to the point FAST! Retail buyers at Foodpreneurs Festival said, "Suppliers need to get to the point faster in their pitch." Don't rely on taste alone—stand out with a proven pitch framework! Ready to master your pitch and land that YES? 👇 Drop a "PITCH" in the comments if you want more insider tips on nailing your next sales pitch, or download our Free Pitch Plan here: https://bit.ly/3FqmOn5

I want to give you the same 60-second assignment that I give our Retail Ready® students every Monday: What are your top three revenue-generating tasks for the week, and when will you complete them? 📋 Why do we do this every Monday? 🤨 Well, if we don't pause for 60 seconds to identify our TOP THREE most important tasks before jumping headfirst into work, we let our days run us. And let me say this: if one of your MOST important things this week is to map out your sales strategy, come watch my free on-demand Wholesale Success System training. You'll learn our simple three-step process for growing sales of your packaged products, plus ALL the mistakes I see brands make along the way (and what to do instead!) 🥳 Joining is easy: https://lnkd.in/g69u8cGT

Is your redistribution program on autopilot? If redistribution is part of your go to market strategy, chances are you’ve had a successful program for many years.  And If everything is running smoothly it’s possible that your organization has an “out of sight, out of mind” attitude while they focus on building volume with the big broadliners and national or regional chains. The truth is, even if you’re serving hundreds of customers through redistribution, you’re probably just scratching the surface of your full volume potential. Do you know how your redistribution volume breaks out among broadliners, club stores, manufacturers, online retailers, or the dozens of other segments served by redistribution?  Do you know why new customers start buying from your redistributor despite never being called on by your sales managers or brokers? Or why other customers stop buying your products? Franklin Foodservice Solutions will shine a light on these and many other facts to give you a fresh look at this crucial part of your business.  Armed with information, you can forge a new redistribution growth strategy based on: Target customer segments Specific qualified target accounts Product voids at major customers If this sounds interesting, let’s talk about tailoring an approach that fits your business needs. #redistribution #pricing #foodservice #productlineoptimization https://lnkd.in/eyaPsdd4 

Target thinks it can keep growing sales, here’s how the retailer will do it

Do you know how promotions and pricing are trending in your industry? Or how that impacts product sales? During the Labor Day promotional period, laundry units were discounted at an average of 31%. OpenBrand shows how that number trends year-over-year by brand, retailer, product configuration, and beyond. Get more pricing and promotions data at OpenBrand. #pricing #productmarketing #businessintelligence #productmanagement #laundry

1 case in 1 bar is better than 1 bottle in 6 bars True, it doesn't happen overnight But that should be what you aim for Distribution vs Rate of Sale. The two aspects go hand in hand. Brands should drive profitability ahead of availability: it's all about the pricing strategy. It's easy to push distribution if you have the muscle in the market, but not at the right RRP (Recommended Retail Price). if you widen the distribution, your average ROS will go down. It's normal. if your brand has a too-wide distribution at a higher rate than you built rotation, you've probably started discounting to convince the trade to take your product. You are mainstreamizing your brand, instead of giving it time to be assimilated by the trade. It's easy to put the price down, it's tough to bring it up. https://lnkd.in/eQT-DvzP

1 case in 1 bar is better than 1 bottle in 6 bars True, it doesn't happen overnight But that should be what you aim for Distribution vs Rate of Sale. The two aspects go hand in hand. Brands should drive profitability ahead of availability: it's all about the pricing strategy. It's easy to push distribution if you have the muscle in the market, but not at the right RRP (Recommended Retail Price). if you widen the distribution, your average ROS will go down. It's normal. if your brand has a too-wide distribution at a higher rate than you built rotation, you've probably started discounting to convince the trade to take your product. You are mainstreamizing your brand, instead of giving it time to be assimilated by the trade. It's easy to put the price down, it's tough to bring it up. https://lnkd.in/eQT-DvzP

Once your product is ready for sale, the biggest step is getting it onto the shelves of retailers. Here are some ideas on how to approach them to ensure the fit is right for both parties. #CdnFoodBiz