The Sales & Marketing Partnership Ltd’s Post

Why should major retailers be interested in your innovative brand? It may seem obvious, but I've seen many companies fail to do sufficient due diligence before talking to retailers. This usually means a significant revenue and brand awareness opportunity is lost for 6 – 12 months. Having a thorough understanding of your market and what the retailers are looking for is one of the most important steps to successfully persuading them to list your brand. Here are 9 questions to help with the process: Market ✹ How big is the market for your product – volume and value ✹ What is the realistic market share could you win? ✹ How price sensitive is the market – commodity, premium, niche or mass Product & Retailer ✹ What are the unique needs met by your product? ✹ How is it different from in market competitors? ✹ What is its value proposition - (premium/mass/budget) ✹ How much will customers be willing to pay? ✹ What will your product do for the target retailers? ✹ Will it enhance category value, margin, volume, drive more consumer traffic? Demonstrating an understanding of how each of the above impacts the retailer’s business is a vital part of persuading them that your brand is right for them. #founders #founder #consumergoods #fmcg #cofounders

Why should major retailers be interested in your innovative brand? It may seem obvious, but I've seen many companies fail to do sufficient due diligence before talking to retailers. This usually means a significant revenue and brand awareness opportunity is lost for 6 – 12 months. Having a thorough understanding of your market and what the retailers are looking for is one of the most important steps to successfully persuading them to list your brand. Here are 9 questions to help with the process: Market ✹ How big is the market for your product – volume and value ✹ What is the realistic market share could you win? ✹ How price sensitive is the market – commodity, premium, niche or mass Product & Retailer ✹ What are the unique needs met by your product? ✹ How is it different from in market competitors? ✹ What is its value proposition - (premium/mass/budget) ✹ How much will customers be willing to pay? ✹ What will your product do for the target retailers? ✹ Will it enhance category value, margin, volume, drive more consumer traffic? Demonstrating an understanding of how each of the above impacts the retailer’s business is a vital part of persuading them that your brand is right for them. #founders #founder #consumergoods #fmcg #cofounders

Why should major retailers be interested in your innovative brand? It may seem obvious, but I've seen many companies fail to do sufficient due diligence before talking to retailers. This usually means a significant revenue and brand awareness opportunity is lost for 6 – 12 months. Having a thorough understanding of your market and what the retailers are looking for is one of the most important steps to successfully persuading them to list your brand. Here are 9 questions to help with the process: Market ✹ How big is the market for your product – volume and value ✹ What is the realistic market share could you win? ✹ How price sensitive is the market – commodity, premium, niche or mass Product & Retailer ✹ What are the unique needs met by your product? ✹ How is it different from in market competitors? ✹ What is its value proposition - (premium/mass/budget) ✹ How much will customers be willing to pay? ✹ What will your product do for the target retailers? ✹ Will it enhance category value, margin, volume, drive more consumer traffic? Demonstrating an understanding of how each of the above impacts the retailer’s business is a vital part of persuading them that your brand is right for them. #founders #founder #consumergoods #fmcg #cofounders

Why should major retailers be interested in your innovative brand? It may seem obvious, but I've seen many companies fail to do sufficient due diligence before talking to retailers. This usually means a significant revenue and brand awareness opportunity is lost for 6 – 12 months. Having a thorough understanding of your market and what the retailers are looking for is one of the most important steps to successfully persuading them to list your brand. Here are 9 questions to help with the process: Market ✹ How big is the market for your product – volume and value ✹ What is the realistic market share could you win? ✹ How price sensitive is the market – commodity, premium, niche or mass Product & Retailer ✹ What are the unique needs met by your product? ✹ How is it different from in market competitors? ✹ What is its value proposition - (premium/mass/budget) ✹ How much will customers be willing to pay? ✹ What will your product do for the target retailers? ✹ Will it enhance category value, margin, volume, drive more consumer traffic? Demonstrating an understanding of how each of the above impacts the retailer’s business is a vital part of persuading them that your brand is right for them. #founders #founder #consumergoods #fmcg #cofounders

Why should major retailers be interested in your innovative brand? It may seem obvious, but I've seen many companies fail to do sufficient due diligence before talking to retailers. This usually means a significant revenue and brand awareness opportunity is lost for 6 – 12 months. Having a thorough understanding of your market and what the retailers are looking for is one of the most important steps to successfully persuading them to list your brand. Here are 9 questions to help with the process: Market ✹ How big is the market for your product – volume and value ✹ What is the realistic market share could you win? ✹ How price sensitive is the market – commodity, premium, niche or mass Product & Retailer ✹ What are the unique needs met by your product? ✹ How is it different from in market competitors? ✹ What is its value proposition - (premium/mass/budget) ✹ How much will customers be willing to pay? ✹ What will your product do for the target retailers? ✹ Will it enhance category value, margin, volume, drive more consumer traffic? Demonstrating an understanding of how each of the above impacts the retailer’s business is a vital part of persuading them that your brand is right for them. #founders #founder #consumergoods #fmcg #cofounders

Why should major retailers be interested in your innovative brand? It may seem obvious, but I've seen many companies fail to do sufficient due diligence before talking to retailers. This usually means a significant revenue and brand awareness opportunity is lost for 6 – 12 months. Having a thorough understanding of your market and what the retailers are looking for is one of the most important steps to successfully persuading them to list your brand. Here are 9 questions to help with the process: Market ✹ How big is the market for your product – volume and value ✹ What is the realistic market share could you win? ✹ How price sensitive is the market – commodity, premium, niche or mass Product & Retailer ✹ What are the unique needs met by your product? ✹ How is it different from in market competitors? ✹ What is its value proposition - (premium/mass/budget) ✹ How much will customers be willing to pay? ✹ What will your product do for the target retailers? ✹ Will it enhance category value, margin, volume, drive more consumer traffic? Demonstrating an understanding of how each of the above impacts the retailer’s business is a vital part of persuading them that your brand is right for them. #founders #founder #consumergoods #fmcg #cofounders

Why should major retailers be interested in your innovative brand? It may seem obvious, but I've seen many companies fail to do sufficient due diligence before talking to retailers. This usually means a significant revenue and brand awareness opportunity is lost for 6 – 12 months. Having a thorough understanding of your market and what the retailers are looking for is one of the most important steps to successfully persuading them to list your brand. Here are 9 questions to help with the process: Market ✹ How big is the market for your product – volume and value ✹ What is the realistic market share could you win? ✹ How price sensitive is the market – commodity, premium, niche or mass Product & Retailer ✹ What are the unique needs met by your product? ✹ How is it different from in market competitors? ✹ What is its value proposition - (premium/mass/budget) ✹ How much will customers be willing to pay? ✹ What will your product do for the target retailers? ✹ Will it enhance category value, margin, volume, drive more consumer traffic? Demonstrating an understanding of how each of the above impacts the retailer’s business is a vital part of persuading them that your brand is right for them. #founders #founder #consumergoods #fmcg #cofounders

Crafting a Value Proposition That Distributors Can't Ignore Now that you're aware of the KPIs that matter to distributors, the next step is building a compelling brand strategy or pitch that aligns with and plays to these KPIs. Here's how you can do it: Points of Distribution: - Enhance your distribution partner's early market penetration. - Lay out a support strategy for the market launch. - Show how partnering with your brand will elevate their portfolio's overall market presence. Rate of Sale: - Define your brand's target audience and engagement strategies. - Illustrate how your product and it's brand identity will generate consistent sales velocity. - Emphasize the importance of driving sales to ensure a return on their investment. Cases per Delivery: - Analyze the distributor's brand portfolio. - Communicate how your brand fits and adds value to their portfolio. Profit per Delivery: - Show how your brand will drive more profit than similar brands in their portfolio. - Provide attractive quantity discounts (e.g., $2 off per case for 10 cases). By crafting your presentation to align with these KPIs, you position your brand as a strategic asset for your distributors and foster stronger, more profitable partnerships. Key Takeaway: Winning over distributors isn't just about presenting a great product. It's about showing how your brand integrates seamlessly into their portfolio and contributes to their business goals. Focus on these KPIs and present a clear, compelling value proposition to turn potential relationships into powerful, enduring partnerships that drive sustained growth and market leadership. #BeverageIndustry #DistributorSuccess #BrandStrategy #MarketGrowth #SalesOptimization #FiveStarBeverage

Distributors can’t build your brand’s foundation—they’re there to scale what you’ve already built. 🚀 This is a crucial lesson I learned during my years on the distribution side of the industry. Creating a strong brand identity, a clear strategy, and engaging consumers is what sets you up for success. #BrandGrowth #DistributionStrategy #ScalableSuccess #BeverageConsulting

Distributors can’t build your brand’s foundation—they’re here to help you scale it. 🚀 A productive and successful distribution partnership begins with a brand that has a clear identity, a strategic plan, and a way to truly engage consumers. Without these, even the best distributors are limited in what they can do. In my years running a distribution company, I’ve seen it firsthand: rate of sale isn’t a distribution problem—it’s a brand problem. Distributors can get your product onto shelves, but it’s up to your brand to make sure it moves. 🟢 Build a brand that resonates: Craft a strong brand identity that stands out and connects with consumers, no matter where you are. 🟢 Own your growth: Distributors are there to scale what you’ve established, not create it from scratch. Taking ownership sets your brand up for success. When brands take accountability and build a solid foundation, distribution evolves from a logistical hurdle into a growth-driving asset. Ready to transform your approach and make distributors your strongest advocates? Let’s connect and create a strategy that drives real, scalable success. #DistributionStrategy #BrandGrowth #BeverageConsulting #StrategicPartnerships #ScalableSuccess #FiveStarBeverage