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

Reopening Phase Orders Updated to Include 10 Additional Counties Moving to Yellow and 16 to Green on June 5

first_imgReopening Phase Orders Updated to Include 10 Additional Counties Moving to Yellow and 16 to Green on June 5 Press Release,  Public Health Governor Tom Wolf and Secretary of Health Dr. Rachel Levine today signed amended yellow phase orders to include 10 counties moving to the yellow phase at 12:01 a.m. tomorrow, June 5. The counties include Berks, Bucks, Chester, Delaware, Lackawanna, Lancaster, Lehigh, Northampton, Montgomery and Philadelphia.In addition, the governor and the secretary signed amended green phase orders to include 16 counties moving to the green phase at 12:01 a.m. tomorrow. The counties include Allegheny, Armstrong, Bedford, Blair, Butler, Cambria, Clinton, Fayette, Fulton, Greene, Indiana, Lycoming, Mercer, Somerset, Washington and Westmoreland.With these orders, there are no counties in the red phase. In total, on June 5, there will be 34 counties in the green phase and 33 in the yellow phase.Gov. Wolf’s Process to Reopen Pennsylvania includes details of each phase of reopening.Yellow PhaseAs regions or counties move into the yellow phase, some restrictions on work and social interaction will ease while others, such as closures of schools, gyms, and other indoor recreation centers, hair and nail salons, as well as limitations around large gatherings, remain in place.The purpose of this phase is to begin to power back up the economy while keeping a close eye on the public health data to ensure the spread of disease remains contained to the greatest extent possible.Work and Congregate Setting RestrictionsTelework Must Continue Where FeasibleBusinesses with In-Person Operations Must Follow Business and Building Safety OrdersChild Care May Open Complying with GuidanceCongregate Care and Prison Restrictions in PlaceSchools may provide in-person instruction only in accordance with Department of Education guidanceSocial RestrictionsStay-at-Home Order Lifted for Aggressive MitigationLarge Gatherings of More than 25 ProhibitedIn-Person Retail Allowable, Curbside and Delivery PreferableIndoor Recreation, Health and Wellness Facilities and Personal Care Services (such as gyms, spas, hair salons, nail salons and other entities that provide massage therapy), and all Entertainment (such as casinos, theaters) Remain ClosedRestaurants and Bars May Open Outdoor Dining, in Addition to Carry-Out and Delivery (effective 6/5/2020)Green PhaseAfter a county transitions to the yellow phase, we will closely monitor for increased risk, such as significant outbreaks. If overall risk remains mitigated for 14 days, we will transition the county to the green phase.The green phase eases most restrictions by lifting the stay-at-home and business closure orders to allow the economy to strategically reopen while continuing to prioritize public health.While this phase will facilitate a return to a “new normal,” it will be equally important to continue to monitor public health indicators and adjust orders and restrictions as necessary to ensure the spread of disease remains at a minimum.Work and Congregate Settings RestrictionsContinued Telework Strongly EncouragedBusinesses with In-Person Operations Must Follow Updated Business and Building Safety RequirementsAll Businesses Operating at 50% Occupancy in the Yellow Phase May Increase to 75% OccupancyChild Care May Open Complying with GuidanceCongregate Care Restrictions in PlacePrison and Hospital Restrictions Determined by Individual FacilitiesSchools Subject to CDC and Commonwealth GuidanceSocial RestrictionsLarge Gatherings of More Than 250 ProhibitedRestaurants and Bars Open at 50% OccupancyPersonal Care Services (including hair salons and barbershops) Open at 50% Occupancy and by Appointment OnlyIndoor Recreation, Health and Wellness Facilities, and Personal Care Services (such as gyms and spas) Open at 50% Occupancy with Appointments Strongly EncouragedAll Entertainment (such as casinos, theaters, and shopping malls) Open at 50% OccupancyConstruction Activity May Return to Full Capacity with Continued Implementation of ProtocolsThe latest business guidance can be found here.The Governor’s amended yellow phase order can be found here.The Governor’s amended green phase order can be found here.The Secretary of Health’s amended yellow phase order can be found here.The Secretary of Health’s amended green phase order can be found here.Ver esta página en español. June 04, 2020center_img SHARE Email Facebook Twitterlast_img read more

‘Pusher’ nabbed in Silay buy-bust

first_imgBACOLOD City – He allegedly sold illegaldrugs. The 24-year-old Alexander Martelino wasnabbed in a drug buy-bust operation in Barangay Lantad, Silay City, NegrosOccidental, police said. Charges for violation of Republic Act9165, or the Comprehensive Dangerous Drugs Act of 2002 will be filed againstMartelino./PN Martelino – resident of the village –was caught after he sold suspected shabu to an undercover cop for P500 around 3p.m. on April 24, the police added.When frisked, the suspect yielded five more sachets of suspected illegal drugs. He was detained in the custodialfacility of the Silay City police station.last_img

NASA astronaut accused of crime committed in space

first_imgABC News(CAPE CANAVERAL, Fla.) — Authorities are investigating the first allegation of a crime committed in space.Astronaut Anne McClain has been accused of unlawfully accessing her estranged spouse’s bank account aboard the International Space Station.McClain and her spouse, Summer Worden, have been engaged in a custody battle over Worden’s six year-old son Briggs after filing for divorce in October 2018.“Lt. Col Anne McClain has an accomplished military career, flew combat missions in Iraq and is one of NASA’s top astronauts,” NASA said in a statement. “She did a great job on her most recent mission to the International Space Station. As with all NASA employees NASA does not comment on personal, or personnel issues.”Worden, a former Airforce Intelligence Officer, claimed McClain got into her account as part of a plan to gain parental rights of her son.But McClain’s attorney said when she accessed the account, she was making sure the couple’s finances were in order as she had been doing for years using passwords that weren’t changed.McClain tweeted her response to the allegations writing, “There’s unequivocally no truth to these claims. We’ve been going through a painful, personal separation that’s now unfortunately in the media. I appreciate the outpouring of support and will reserve comment until after the investigation. I have total confidence in the IG process.”The two married in December 2014 but after filing for divorce nearly four years later, Worden argues since McClain did not legally adopt Briggs, she does not have custodial rights.ABC’s Chief Transportation Correspondent, David Kerley, spoke with McClain in 2018 about operating in space before her six-month stint aboard the International Space Station. When asked about training in the Astronaut Corps and going to space for the first time she said, “I do know that it as been something so magical that has given me such a purpose my whole life and I’m really looking forward to achieving it,” she said.McClain and Worden’s divorce trial is set for Sept. 17th in Houston.Copyright © 2019, ABC Radio. All rights reserved.last_img read more

IAAF coaching workshop came at the ‘right time’ – AAG

first_imgTHE Athletics Association of Guyana (AAG) and the Guyana Olympic Association (GOA) is of the opinion that IAAF Instructor, Professor Oscar Gadea’s recent work with coaches that continues into the weekend came just at the right time.At a press conference held at the Guyana Olympic Association headquarters at Liliendaal, president of the AAG, Aubrey Hutson, expressed his satisfaction with the work done by Gadea.“What you might have found is that coaches would have been pushing some of the athletes a bit too hard, so what you will find here with Gadea especially in the future is that the transition of our athletes, because of what the coaches learnt, will be better and they will have longer careers, but certainly we will see the impact in years to come,” Huston noted.Professor Oscar Gadea, lauded the talent that exists in Guyana and the region and noted that it was a pleasure working with the coaches.“Guyana is developing fast and we must aid that, but I think all of the coaches are happy and we have put the theoretical aspect into practice, but we must have more of these programmes and not just have one maybe every five years. It must be consistent,” Gadea stressed.Assistant secretary/treasurer of the Guyana Olympic Association, Dion Nurse, shared that GOA was pleased to facilitate such a programme for the coaches and athletes, noting that it was part of the Olympic Solidarity funding.The coaching programme will conclude this weekend with a training camp for all Carifta hopefuls at the National Track and Field Centre, Leonora.last_img read more