When partnering with a broadline foodservice distributor, manufacturers face a variety of costs that can impact their bottom line. From Purchasing Allowances (PA’s) and Lumper Fees to Marketing Support and
Price point approach verses Partnership Three components to a true partnership: Pricing, Product Quality, Sales Support As a manufacturer/entrepreneur, if it’s your desire and goal to launch into foodservice distribution,
While at the Fancy Food Show in Las Vegas, we had the opportunity to have several discussions with manufacturers. Most were presenting CPG. Our expertise is in foodservice distribution, so
As a vendor, understand how products are distributed to operators. There are several choices. SELF DISTRIBUTION – This is probably the most expensive option, but may be what is needed
Your off to a good start being prepared by first thinking deeply about what the Category Manager needs and secondly diving into your own motivations. With these two perspectives in
Part I was all about preparing and anticipating what the Category Manager (CM) needs before you even arrive in the room. After thinking about the CM, consider what’s driving you.
How to prepare for a sales call on your broadline foodservice distributor. As a corporate category manager and then a VP of category management, I’ve sat through hundreds of vendor
