Hunter Fike of Di Bruno Bros. shared tips for food makers looking to get their products on retailer shelves, during yesterday's Maker Prep Webinar: Selling to Specialty Stores. He provided the following insights into the mind of a specialty food buyer:
• During a pitch, a buyer wants to know who makes the product, where it is made, why it is special, the financials, and how the maker will support after launch.
• After the pitch, Di Bruno Bros. begins a review process where they look at the facts and determine how the product would fit into their existing assortment.
•As a reality check, Di Bruno Bros. often “sells” the proposed brand to other category managers, including a sales pitch as they'd want their staff to do, then ask what they'd pay.
• Fike noted that in the end, buyers are humans too. He also underscored the importance of follow up, clear communication, and taking chances.
For a deeper dive into Fike's insights, watch this webinar on demand and access the slides in the specialtyfood.com Learning Center. You may also continue the conversation in our Community Hub.
Related: [Video] Industry Voices: Adjustments Made During COVID; Thrive Market Sources Functional Chocolate Line.