Video: Distribution 101: Being Ready for Distribution, Preparing for the Costs, & Going International

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Distribution 101: Being Ready for Distribution, Preparing for the Costs, & Going International

Video: Distribution 101: Being Ready for Distribution, Preparing for the Costs, & Going International

Presenter

Danny Stepper

Co-Founder, L.A. Libations

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Details

CategoriesDistribution, Route to Market
Run Time25:59
DescriptionDanny Stepper, who has worked at Coca-Cola and with a variety of emerging beverage brands, helps evaluate the options that are available for beverage distribution in the United States. In addition, he offers key insight on the costs of using a distributor as well as the dilemma of going international with your beverage brand.
Last Updated9/5/2012

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Am I Ready for Distribution?
1
How can I get my product into a distributors portfolio of brands?(01:33)
2
From a distributor's point of view Is packaging really that important?(01:09)
3
What does the packaging say about my product or brand?(02:38)
4
What are the key characteristics that make a concept or idea more marketable?(00:45)
5
What are the distributor expectations of a new brand?(01:34)
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Cost of Distribution
1
How do I account for my sales & marketing spend?(01:13)
2
In what ways can big-box stores fit into my retail strategy?(01:56)
3
How would niche products (say something highly function specific) benefit from a non-traditional route to market?(01:24)
4
How competitive is it to get your product on the shelf at different retail channels?(01:36)
5
Can brands transition from non-traditional to chain driven accounts without sacrificing their functional integrity?(01:15)
6
Are their challenges to sampling and demoing my product in a account like Costco?(00:55)
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Other Distribution Options
1
What are other retail options besides “up and down the street” and grocery stores?(00:50)
2
Does the distributor determine my retail price?(01:47)
3
What is a slotting fee?(00:51)
4
Should a supplier look to be nationally or regionally selective in its marketing choices?(01:15)
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Should I go international?
1
I have a product that I think can be successful outside of the U.S. what are the pros and cons of selling overseas?(00:48)
2
Is there someone who can help me sell overseas?(00:48)
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The Role of Sales & Marketing
1
Does a distributor have dedicated sales representatives who will visit accounts on my brands behalf?(01:45)
2
Should I hire a dedicated sales person (or team) to support the distribution sales representatives?(01:57)

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Video: Distribution 101: Being Ready for Distribution, Preparing for the Costs, & Going International

Presenter

Details

Table of Contents

Am I Ready for Distribution?

Cost of Distribution

Other Distribution Options

Should I go international?

The Role of Sales & Marketing