Beverage School
Course: Distribution
Description
Distribution is the movement of goods and services from its source through a distribution channel, to the final consumer. FBU includes an introduction to distribution channels, margins and explains the various types of distribution available to food and beverage.
Lessons
Introduction to Distribution
- What are my options for distribution?
- What kinds of distribution can you line up ahead of time before production is completed?
- What are some strategies for getting my product into the market and building a track record if no distributor wants to sign on?
- What can brokers do for my product/brand?
- Is it better to focus on a specific geography and try to reach all channels OR focus on a specific channel and a wider geography?
- Will a distributor only look at my product if I already have a big box or large chain authorization?
- Once a I locate a distributor, will I have to sign a contract and grant territory exclusivity?
- Who will be held accountable for marketing and incentives once partnered with a distributor?
- Building an Initial Distribution Network – Andy Stallone, CEO, SAS Sales & Marketing
Local Grocery Delivery Distribution
- How is a local grocery delivery service different from a supermarket grocery delivery service?
- Where do you get your goods from, and what happens to produce in the winter?
- What types of items do you carry?
- How many of your customers order perishable items?
- How often do customers get their grocery delivered?
- Where do you store your food? Because of size limitations, are there limits to the amount of goods your service can carry?
- How can a local packaged food or beverage entrepreneur get their product carried by a grocery delivery service? Can you briefly explain the process?
- Do you give preference to foods with a health or specialty aspect?
- Are there requirements and regulations involved with the packaged foods you carry? Do I have to show that I have sold a certain amount in sales?
- How long can the approval process of a product take?
- What are my responsibilities while I am partnered up with a local grocery distributor?
- Without needing to be too specific, how would the fee structure work between the supplier and vendor/distributor?
- Are there minimum sales amounts I have to meet to stay a supplier of the service?
- How much of a say do I have in terms of pricing my product and/or offering discounts?
- Does a local grocery distributor offer advice/assistance in the sale of my goods?
How and When to Find a Distributor?
- I sell my product very locally and I’m looking to branch out, what do I do now?
- What services does a DSD distributor provide?
- Can you have more than one distributor?
- What should I have ready before approaching a distributor?
- How can I get my product into a DSD’s portfolio of brands?
- What factors do you consider when evaluating a new brand?
- What are the key characteristics that make for a successful brand and distributor relationship?
- Is packaging really important? What does the packaging say about my product or brand?
- What are the key characteristics that make a concept or idea more marketable?
- What are the distributor expectations of a new brand?
Types of Distributors
- What is a warehouse distributor?
- What is a broadline distributor?
- What is a DSD distributor?
- I sell my product very locally and I’m looking to branch out, what can I do?
- What is the definition of Direct Store Delivery or DSD?
- What services does a DSD distributor provide?