Foodpreneur with Chelsea Ford
Imagine a consumer packaged goods (CPG) industry where both small and large players coexist on a level playing field, consumers have choice, there’s integrity in what they’re buying and they experience innovative, sustainable products.
In this weekly podcast, hosted by founder, award-winning coach, consultant & small business advocate, Chelsea Ford, you'll hear interviews with incredible founders and hard-to-reach industry specialists as well as practical and actionable content that directly supports your CPG business to grow, become more profitable and thrive.
Learn more at www.chelseaford.com .
Foodpreneur with Chelsea Ford
#168 Distributors: How to Make the First 90 Days Count
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If you treat distributors like a sales opportunity to be won - like a grocery store, cafe, pharmacy, or speciality retailer - you'll go far. Unfortunately, most brand owners think landing a distributor is the finish line, a "set and forget." That's not how they work, no matter what level of distributor you're working with.
Bronwyn Manolas runs Devine Food Wholesalers, a distribution business built around beautiful, high-quality products kept out of the major supermarkets, and a door-to-door, relationship-first sales model most brand owners never see from the inside - the door-knocking, the tastings, the relationship-building that happens long before an order shows up in your inbox.
In episode 168 of the Foodpreneur with Chelsea Ford podcast, Bronwyn opens the door and invites you in on what a distribution business actually looks like day-to-day - so you know how you need to fit in.
If you have a distributor and the relationship isn't working, or you don't have one but want one, do not miss this episode - you'll learn:
đź’° What margin you need, and how to think about pricing before you approach one
🎯 What Bronwyn looks for before she'll even consider sampling a new product
🤝 What's more important - tastings or discounts, and why
đź“… When you need to take action for Christmas listings
đź’ł Payment terms to plan your cash flow around
If you've ever wondered what a distributor is really thinking when your product lands on their desk, this episode answers it.
Season 18 is brought to you by NFTC, a mid-tier ingredient supplier specialising in natural wholefoods like nuts, dried fruits, herbs, spices, seeds and more for emerging food and beverage brands.
LINKS & RESOURCES:
- Devine Food Wholesalers website
- Devine Food Wholesalers Instagram
- NFTC website
- BlueRock website
- Loco Love website
- Enriche Foods website
- Sorry Nonna website
- Tummy Gummies website
- Your Free Pitch Plan
- Become A Foodpreneurs Festival Insider
- Chelsea Ford Co. Industry Newsletter
Season 18 with NFTC
Season 18, out now, is brought to you by NFTC – The Natural Foods Trading Company.
If you're a growing food brand navigating that tricky middle phase—scaling up, maybe landing your first major retailer, figuring out how to buy smarter—NFTC is worth knowing about.
They're a mid-tier ingredient supplier specialising in natural wholefoods: nuts, dried fruits, herbs, spices, seeds, and more. Small enough to offer lower minimums and genuine flexibility, but backed by serious sourcing capability and a team that actually knows its range inside out.
Think of them as the ingredient partner that grows with you—not one you'll outgrow.
Check them out at nftc.com.au
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