Mobile Cheese Mongers Share 5 Tips for Selling Without a Counter

During the session “The Innovative Cheese Monger: Selling without a Counter,” Megan Lewis of Milk Made Catering, Courtney Johnson of Street Cheese Mobile Cheese Shop, and consultant Kyra James of Own Your Funk, shared their experiences as mobile cheese mongers and educators, during the American Cheese Society Conference, an event that took place earlier this month for cheese professionals and enthusiasts in Buffalo, New York.

Panelists underscored the importance of the following.

1. Adaptability and Resilience: The pandemic pushed many to pivot their business models. James started her LLC in 2021, creating partnerships and eventually opening her first cheese counter in Scottsdale, Arizona. Lewis and Johnson adapted their mobile cheese businesses to changing market conditions and regulations.
2. Education and Certification: Legitimizing their businesses through certifications and education was crucial, panelists said. Certifications like "certified cheese professional" and “minority-owned business” add credibility, and partnering with educational institutions, as James did with Northeastern University, provided valuable exposure and partnerships.
3. Community Engagement and Customer Transparency: Engaging with the community and being transparent with customers have been key strategies. Building trust, explaining the cost structure of artisan cheese, and maintaining open dialogue were emphasized. Lewis stressed the importance of staying true to brand values, even when facing customer demands for products with ingredients that may not be the right fit.
4. Strategic Growth and Scaling: Knowing when to scale up and when to step back is vital. Johnson and Lewis highlighted the need to recognize market trends and adjust business models accordingly and to avoid burnout by hiring help and managing workload effectively. Lewis’ favorite piece of advice has been to make a list of everything you do for your company then rank these items. If you are able, hire for the jobs that fall at the bottom of the list, so you can continue to do those top things that inspire and keep you going.
5. Unique Value Proposition: Understanding and leveraging one’s unique value proposition, like being a woman in cheese, is essential. James emphasized knowing what sets you apart from competitors and staying true to your brand, which helps build a loyal customer base and attracts investment.

These insights reflect the importance of adaptability, education, community engagement, strategic growth, and a strong brand identity in the cheese industry.