Table of Contents

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  Am I Ready for Distribution?

• 1
  
  I sell my product very locally and I’m looking to branch out, what do I do now?(00:35)
• 2
  
  What is the definition of “DSD?"(00:18)
• 3
  
  What services does a DSD distributor provide?(00:30)
• 4
  
  Can you have more than one distributor?(00:27)
• 5
  
  What should I have ready before approaching a distributor?(00:36)
• 6
  
  How can I get my product into a DSD’s portfolio of brands?(00:27)
• 7
  
  What factors do you consider when evaluating a new brand?(00:36)
• 8
  
  What are the key characteristics that make for a success brand and distributor relationship?(00:30)
• 9
  
  Is packaging really that important?(00:22)
• 10
  
  What does the packaging say about my product or brand?(00:27)
• 11
  
  What are the key characteristics that make a concept or idea more marketable?(00:37)
• 12
  
  12.What are the distributor expectations of a new brand?(00:30)
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  Working with a Distributor

• 1
  
  Will stores take my product? And when?(00:39)
• 2
  
  My product really won over some regional retail buyers, how to do I follow up and get this in the store?(00:16)
• 3
  
  How do I get in the right position to have my product compete in a specific category?(00:24)
• 4
  
  How do I expand my retail presence from one single product to multiple offerings?(00:47)
• 5
  
  How important are chain authorizations for my brand?(00:34)
• 6
  
  Does chain authorization come before a distribution agreement?(00:11)
• 7
  
  What are the distributor expectations of a new brand?(00:28)
• 8
  
  I think my product is perfect for a store like my local Co-Op or Whole Foods are there certainly restrictions or limitations with selling my product there?(00:25)
• 9
  
  What is a demo? And who runs a demo?(00:36)
• 10
  
  How will I know if my product is ready to expand into a new market?(00:28)
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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?(00:51)
• 2
  
  Should I hire a dedicated sales person (or team) to support the distribution sales representatives?(00:25)
• 3
  
  How do I build a sales team?(00:35)
• 4
  
  What qualifies as a “sales incentive"?(00:39)
• 5
  
  How important is sampling my product?(00:43)
• 6
  
  What is the difference between samples and free cases?(00:35)
• 7
  
  What is the value in giving my product away for free?(00:32)
• 8
  
  What is needed to sample or demo my product?(00:31)
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  Cost of Distribution

• 1
  
  Does a distributor buy my product by the unit, case or pallet?(00:38)
• 2
  
  Does the distributor pick up from my warehouse?(00:28)
• 3
  
  How does a distributor pay?(00:30)
• 4
  
  How do I account for my sales & marketing spend? (00:43)
• 5
  
  Does the distributor determine my retail price?(00:35)
• 6
  
  What is the process of obtaining chain authorization?(01:31)
• 7
  
  What is a slotting fee?(00:21)
• 8
  
  Should a supplier look to be national or regionally selective in its marketing choices?(01:32)