Blog Series : 12 Questions you have always wanted to ask a FOOD EXPERT
Question # 2
What are the top tips for approaching Foodservice?
Answered by Christopher Faulkner @ Brakes
- Understand your products and what they offer the foodservice operator.
- Have a full understanding of price points and the necessary margins for the distributors and operators.
- Market your product to the appropriate sector – is it a cost sector product – schools, local authority, prisons, healthcare or is it right for pubs, hotels, restaurants etc.
- Research how the operator cooks and prepares food – how does your product work in their kitchens or as a part of their customer proposition.
- Get to grips with time lines – wholesales tend to publish their lists twice a year and most operators change their published menus every 6 months – and a product is likely to be agreed and negotiated at least 3 months prior to launch. For example, products for Launch in September are most likely to be sampled and selected in about March/April
- When working with the wholesalers – make sure you also work with their customers to generate interest in your products.
- Be aware that just getting a listing in a wholesaler won’t necessarily drive sales – you need to work with them on promotions, telesales initiatives etc.
- Gap analysis on the published range of the wholesaler – what are they missing and why?
Tomorrow’s Blog : How to balance supply to Retail & Foodservice