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Positioning your food products

Are your food products in the right place? Food producers and food processors are so busy producing and processing, they forget to take a step back and consider if they are in the right place. The right place in the store and the right stores in the market. You do have choices and your chances […]

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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 on the glass. I have to work to peel it off and eventually take 5 minutes to remove the residue from the sticker. This is a great example of a store not thinking about the […]

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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 sell, and ultimately whether your business succeeds or fails. Your customers were not all created equal, and there is great value in learning to understand them better.     Successful selling depends on knowing “each […]

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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, so we have to get creative and find the opportunities. Recently, I attended a Canadian Produce Marketing Association (CPMA) town hall meeting in Tracadie PEI. What a great example of an opportunity to talk to […]

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The Negotiation

There has been a lot of discussion recently about prices retailers will pay for products in the food industry. It is a contentious issue and one that every food producer and food processor must consider. The days of just adjusting your cost without some detailed justification are over. If you want to get a fair […]

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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 after September 4, 2016. This is a bold move designed to send a very strong message to food producers and processors. There is no doubt they are pushing back on suppliers for what they perceive […]

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Increase Your Saleable Yield

Scaleable Yield

Food loss and food waste is a growing concern and it has become a societal issue worldwide.  The numbers are staggering; according to the Huffington Post somewhere between 1/3 and 1/2 of all food produced in the world is thrown away. This massive food loss occurs at all levels throughout the supply and value chain. […]

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Effective communication with your customers is invaluable

Angry Customer

When developing and growing relationships with category managers, communication is a very important piece to the puzzle. You need to ensure their perception of you and your business is as accurate and positive as possible. The first thing you need to accept is that every category manager is different. You might have a preferred method […]

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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 sales and not reaching their sales potential because they don’t have a sales plan.  This may sound cliché but it’s true; “failing to plan, is planning to fail”.  A plan sets sales targets to measure […]

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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 at the prices you need. A critical component of this is the ability to articulate your unique selling proposition. We see many producers and processors who cannot really explain why the retailer or the consumer […]

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