Nailing your first buyer meeting: 5 tips from food and drink startup founders

first_imgAideen Kirby of Brew Tea Co (top left), Vivien Wong of Little Moons (top right), Jonny Shimmin of Spoon Cereals and Pip Murray of Pip & NutThat first conversation with a supermarket buyer is as nerve-wracking as meetings come – and small brands can feel especially exposed.So how do you make sure you deliver the best possible pitch? The founders of Pip & Nut, Spoon Cereals, Little Moons and Brew Tea Co. share their top tips for food & drink entrepreneurs.Tip 1: Do your research“Apart from the obvious – why your product is amazing and the story – know the retailer and tailor your pitch to them,” says Vivien Wong of Little Moons.Here’s a quick checklist to bear in mind:Understand who you’re targeting and where you sit on-shelf relative to everyone else. You can only tailor the pitch by understanding on-shelf pricing and competition. “Store, shelf and product research make up as much of our pitch as our own products do,” says Jonny Shimmin of Spoon Cereals.Roughly know what margins the retailer is looking for and incorporate that into your pricing.Lay out payment terms, minimum order quantities, customer contribution, stores and SKUs count, so these roll up into one negotiation.Understand the available marketing mechanisms (vouchers, introductory discount, banner ads) – work out which suits your product best.Understand rebates, over-riders and other sales mechanisms so you’re ready for the conversation. “Be clear about all the commercial terms you need to agree, not just case price,” adds Pip Murray of Pip & Nut.Tip 2: Ask for helpAideen Kirby: “Ask for help from as many people as you can. Buyers have hundreds of other suppliers, so a conversation with someone in the industry on tactics can get you further.Vivien Wong: “We were lucky to have guidance from a fellow foodpreneur. It is useful to talk to others in the industry, which is why a platform like Young Foodies is so helpful.”Read more: 5 tips for budding food entrepreneurs from people who have made itJonny Shimmin: “Understand each retailer’s supply chain systems – they don’t always explain this up-front but investing our own time with supply chain teams was worthwhile.Pip Murray: “Fmcg mentors/investors are really beneficial when navigating the intricacies of supplying larger retailers.”Tip 3: Be human and interestingJonny Shimmin: “Tell your story! We have more interesting stories to tell than account managers who the buyers see daily.”Vivien Wong: “Share your delicious product. The buyer got our product immediately and really liked the texture of the mochi.”Pip Murray: “Set the tone at the start of any new buyer meeting: introduce your story, vision, mission and values. I’m passionate about what we are working towards and I want to bring any buyer into our world.”Aideen Kirby: “Let your buyer know you’re working hard. We used to send postcards from stores we visited and sampled in.”Tip 4: Appreciate the work once you’re on the shelfAideen Kirby: “A listing is the start of the hard work! Once your product is on the shelf, make sure it sells – meaning a lot of graft along the way.”Jonny Shimmin: “Plan getting your products off the shelf, not just on it. Rate of sale is important and your activation plan for making it work is key to getting on the shelf in the first place.”Pip Murray: “Lay out your marketing plans about how you are going to activate both in and out of stores to drive awareness of your brand and rate of sale. Whether this is through sampling in store, PR or point of sale, it’s key that buyers know that you are going to work hard to get products moving off the shelf.”Tip 5: Final thoughtsAideen Kirby: “Have agendas for discussions instead of ‘catch-ups’. Send your plan in advance so everyone is prepared and you don’t rely too much on busy buyers after the meeting.”Vivien Wong: “Getting listed takes time – manage your expectations accordingly. Don’t fret too much.”Jonny Shimmin: “Be honest about what you can realistically achieve. There is no point in having an amazing product you have slaved over if you cannot be a reliable and consistent supplier going forward. Don’t overpromise.”Pip Murray: “Pitching to a supermarket is not Dragon’s Den! You do need to know your numbers and tailor a presentation to that specific customer, but it’s not an interrogationAideen Kirby: Sell them the future. Small brands are a risk – but we’re more interesting, so that’s in our favour.”Thea Alexander is founder of Young Foodies, a community for early-stage fmcg brandslast_img read more

Moulin Rouge performers’ Gold Coast Hinterland home hits the market

first_imgNicolodi heralds from a seventh generation circus family from Italy and at just 13 years old won the Monte Carlo Circus Festival’s coveted Silver Clown, which launched his worldwide career. He now coaches locally. Burgess, who holds The Guinness Book of Records accolade as the longest-serving performer with Moulin Rouge in its 120-year history, has performed alongside icons including Sir Elton John and Jerry Lewis. She is now the director of her event company, Prestige Productions. The property is listed through Josh Thomas of Ray White Prestige and is set to head under the hammer on November 14. Burgess said her and Nicolodi were itching to start something fun and new. “We just don’t know what’s next, which is exiting,” she said. “There will be tears of blood when we leave here. It’s going to be the hardest thing to do.” Burgess now runs her own entertainment production company. Picture Glenn Hampson The Lower Beechmont property at 276 Freemans Rd is up for grabs.THE creative love child of two showbiz legends has hit the market and it showcases some of the best views on the Gold Coast. Showgirl Marissa Burgess, who played the longest lead character in Paris’ famous Moulin Rouge, and internationally acclaimed acrobat Ben Hur Nicolodi have listed their Lower Beechmont dream home for sale. The four-bedroom house on an acreage block has views that stretch from Byron Bay to Moreton Bay. The cabaret stars describe their house as having a Mediterranean feel with an elegant Euro-contemporary interior and formal gardens. MORE NEWS: Why now is a good time to take your property to auction MORE NEWS: Looking to live a modern-day fairytale? Video Player is loading.Play VideoPlayNext playlist itemMuteCurrent Time 0:00/Duration 1:27Loaded: 0%Stream Type LIVESeek to live, currently playing liveLIVERemaining Time -1:27 Playback Rate1xChaptersChaptersDescriptionsdescriptions off, selectedCaptionscaptions settings, opens captions settings dialogcaptions off, selectedQuality Levels720p720pHD540p540p360p360p270p270pAutoA, selectedAudio Tracken (Main), selectedFullscreenThis is a modal window.Beginning of dialog window. Escape will cancel and close the window.TextColorWhiteBlackRedGreenBlueYellowMagentaCyanTransparencyOpaqueSemi-TransparentBackgroundColorBlackWhiteRedGreenBlueYellowMagentaCyanTransparencyOpaqueSemi-TransparentTransparentWindowColorBlackWhiteRedGreenBlueYellowMagentaCyanTransparencyTransparentSemi-TransparentOpaqueFont Size50%75%100%125%150%175%200%300%400%Text Edge StyleNoneRaisedDepressedUniformDropshadowFont FamilyProportional Sans-SerifMonospace Sans-SerifProportional SerifMonospace SerifCasualScriptSmall CapsReset restore all settings to the default valuesDoneClose Modal DialogEnd of dialog window.This is a modal window. This modal can be closed by pressing the Escape key or activating the close button.Close Modal DialogThis is a modal window. This modal can be closed by pressing the Escape key or activating the close button.PlayMuteCurrent Time 0:00/Duration 0:00Loaded: 0%Stream Type LIVESeek to live, currently playing liveLIVERemaining Time -0:00 Playback Rate1xFullscreenWhy Spring 2019 is a good time to sell01:27center_img Marissa Burgess played the longest lead character in Paris’ famous Moulin Rouge. Burgess owns the property with internationally acclaimed acrobat and husband Ben Hur Nicolodi. It has some of the best views on the Gold Coast.“Perched up here on the mountain, we have 210 degrees worth of views — the views are without a word of a lie the best on the Gold Coast,” Burgess said. “It’s sort of a mix of our two personalities, I have a love for all things rustic and my husband loves all things contemporary.” The Moulin Rouge wonder couple met and headlined in Paris for 18 years and despite their extravagant lives, they always had a dream to build a home in the Hinterland. “When we were working at Moulin Rouge in our later years we got to visiting Australia and we decided to come back here,” Burgess said. “We found the land but it wasn’t for sale. We went back to Paris and started to design a house, Ben was doing a floorplan and I was doing the interior design.“We were literally designing a house for a block of land we didn’t have.” When the 1.01ha block came up for sale, the pair quickly pounced and starting building not long after. The floorplan was designed to maximise the picturesque vistas while also catering to entertaining and working from home. She has a more rustic style whereas Nicolodi loves all things contemporary. They started designing their dream home before they even bought the land. The 1.01ha block wasn’t on the market the first time the couple came across it.More from news02:37International architect Desmond Brooks selling luxury beach villa9 hours ago02:37Gold Coast property: Sovereign Islands mega mansion hits market with $16m price tag1 day ago“On all accounts, to us this house is perfect,” she said. “We just want to have a change now. I have an itchy-foot, gypsy-traveller husband and he has been land bound long enough. “He has family everywhere and he wants to be free to go and travel.”last_img read more