Our Articles
Do you have an SOP for selling?
Many food businesses have standard operating procedures (SOP) for production, packaging, food safety, stacking the pallet and every other process[...]
Is your food business in alignment with your customers?
There is so much focus in the food industry to develop great products. There are programs and incentives out there[...]
Who is buying your products?
A question I ask food producers and processors often is, “who is buying your products?” You would be surprised by[...]
Do you trust your customer?
Relationships with customers are challenging in the food industry. Retailers want full shopping carts and they are not that concerned[...]
Managing consumer relationships
Selling food is changing. It is hard to find a food retailer who is not offering some form of on[...]
Meeting Followup Is King, but how?
One of the questions I get asked often is; “how do you follow up after a meeting when category managers[...]
Ways To Battle Your Meeting Stress
The day of a customer meeting can be stressful. You have a number of things you need to accomplish and[...]
Tired of Riding The Roller Coaster?
Customer meetings can deliver great results or be like a roller coaster ride in the dark. They are very important[...]
Priorities should be your #1 priority
Every food business needs a plan and strategy to determine where products are positioned. When you are building that strategy[...]
Positioning your food products
Are your food products in the right place? Food producers and food processors are so busy producing and processing, they[...]
Is your food business doing things to frustrate your customer?
As a customer, I find it very frustrating when I buy a picture frame and the price sticker is[...]
Research Your Customer Assets
The customer should be considered the most important asset on your company’s balance sheet. They determine what you produce and[...]
You should be attending industry events
Often I hear from suppliers is that it is very difficult to get in to see retailers. This is true,[...]
The Negotiation
There has been a lot of discussion recently about prices retailers will pay for products in the food industry. It[...]
The bold move
[fusion_text]Recently Loblaw sent a letter to major suppliers outlining their plan to apply a deduction of 1.45% to product shipped[...]
Increase Your Saleable Yield
Food loss and food waste is a growing concern and it has become a societal issue worldwide. The numbers are[...]
Effective communication with your customers is invaluable
When developing and growing relationships with category managers, communication is a very important piece to the puzzle. You need to[...]
How to build a sales plan for your food business
A well thought out sales plan is your roadmap to sales success. Many food supply businesses are missing out on[...]
Develop a very strong unique selling proposition that creates memorable conversations where your customers want to buy
Success in the food business can be defined as having customers who understand you and want to buy your products[...]
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