Course: Distribution for Mid-Stage Entrepreneurs

• Intermediate Track

Lessons

• Growing Your Distribution

• 3 minutes 34 secondsWhat is an entrepreneur?
• 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?
• 1 minutes 53 secondsWhat factors should I consider in deciding to join a large chain?
• 1 minutes 20 secondsHow does field promotion work? Is it something I should consider as a startup brand?
• 1 minutes 9 secondsAt what point should I consider paying slotting fees to gain a bigger presence in large retailers?
• 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?
• 1 minutes 54 secondsWho will be held accountable for marketing and incentives once partnered with a distributor?

• When to Get a Distributor

• 2 minutes 51 secondsWhat are my options for distribution?
• 2 minutes 52 secondsWhat kinds of distribution can you line up ahead of time before production is completed?
• 1 minutes 4 seconds I sell my product very locally and I’m looking to branch out, what do I do now?
• 1 minutes 1 seconds What services does a DSD distributor provide?
• 43 seconds Can you have more than one distributor?
• 1 minutes 12 secondsWhat should I have ready before approaching a distributor?
• 1 minutes 3 secondsHow can I get my product into a DSD’s portfolio of brands?
• 1 minutes 50 secondsWhat factors do you consider when evaluating a new brand?
• 42 seconds What are the key characteristics that make for a successful brand and distributor relationship?
• 1 minutes 12 secondsIs packaging really important? What does the packaging say about my product or brand?
• 52 secondsWhat are the key characteristics that make a concept or idea more marketable?
• 52 secondsWhat are the distributor expectations of a new brand?
• 1 minutes 37 secondsHow can I get my product into a distributors portfolio of brands?
• 1 minutes 3 secondsWhat are the distributor expectations of a new brand?
• 1 minutes 55 secondsWhat are the key characteristics that make for a successful brand and distributor relationship?
• 38 secondsDoes a distributor have dedicated sales representatives who will visit accounts on my brands behalf?
• 2 minutes 40 secondsHow do I account for my sales & marketing spend?
• 2 minutes 49 secondsDoes the distributor determine my retail price?
• 2 minutes 15 secondsHow does location affect my route to market?
• 1 minutes 13 secondsHow do I account for my sales & marketing spend?
• 1 minutes 47 secondsDoes the distributor determine my retail price?
• 51 secondsWhat is a slotting fee?

• Distribution for Big Retail Stores

• 1 minutes 34 secondsWhat are the distributor expectations of a new brand?
• 1 minutes 56 secondsIn what ways can big-box stores fit into my retail strategy?
• 1 minutes 27 secondsHow would niche products (say something highly function specific) benefit from a non-traditional route to market?
• 1 minutes 36 secondsHow competitive is it to get your product on the shelf at different retail channels?
• 1 minutes 15 secondsCan brands transition from non-traditional to chain driven accounts without sacrificing their functional integrity?
• 55 secondsAre their challenges to sampling and demoing my product in a account like Costco?
• 1 minutes 15 secondsShould a supplier look to be nationally or regionally selective in its marketing choices?
• 39 secondsHow likely is it that different retailers will pick up my new brand?
• 17 secondsMy product really won over some regional retail buyers, how to do I follow up and get this in the store?
• 24 secondsHow do I get in the right position to have my product compete in a specific category?
• 51 secondsHow do I expand my retail presence from one single product to multiple offerings?
• 35 secondsHow important are chain authorizations for my brand?
• 11 secondsDoes a chain authorization come before a distribution agreement?
• 30 secondsWhat are some distributor expectations of a new brand?
• 25 secondsI think my product is perfect for a store like my local Co-Op or Whole Foods are there certainly restrictions or limitations with selling my product there?
• 30 secondsHow will I know if my product is ready to expand into a new market?

• Cost of Distribution

• 32 seconds Does a distributor buy my product by the unit, case or pallet?
• 28 secondsDoes the distributor pick up from my warehouse?
• 43 secondsHow does a distributor pay?
• 1 minutes 2 secondsHow do I account for my sales & marketing spend?
• 51 secondsDoes the distributor determine my retail price?
• 41 seconds What is the process of obtaining chain authorization?
• 38 secondsWhat is a slotting fee?
• 1 minutes 8 secondsShould a supplier look to be nationally or regionally selective in its market choices?
• 38 secondsDoes a distributor buy my product by the unit, case or pallet?
• 28 secondsDoes the distributor pick up from my warehouse?
• 30 secondsHow does a distributor pay?
• 43 secondsHow do I account for my sales & marketing spend?
• 35 secondsDoes the distributor determine my retail price?
• 1 minutes 31 secondsWhat is the process of obtaining chain authorization?
• 21 secondsWhat is a slotting fee?
• 1 minutes 32 secondsShould a supplier look to be national or regionally selective in its marketing choices?

• Getting a Distributor

• 57 secondsWill stores take my product? And when?
• 59 secondsHow do I position my product to compete in a specific category?
• 57 secondsHow do I expand my retail presence from one single product to multiple offerings?
• 1 minutes 4 seconds How important are chain authorizations for the growth of my brand?
• 47 secondsDoes chain authorization come before a distribution agreement?
• 50 secondsWhat are the distributor expectations of a new brand?
• 2 minutes 12 secondsWhat are some strategies for getting my product into the market and building a track record if no distributor wants to sign on?
• 2 minutes 13 secondsWhat can brokers do for my product/brand?
• 2 minutes 26 secondsIs it better to focus on a specific geography and try to reach all channels OR focus on a specific channel and a wider geography?
• 1 minutes 34 secondsWill a distributor only look at my product if I already have a big box or large chain authorization?
• 2 minutes 0 secondsWhat should a new company look for in a distribution partner?
• 53 secondsWhat is a warehouse distributor?
• 1 minutes 46 secondsWhat is a broadline distributor?
• 1 minutes 6 secondsWhat is a DSD distributor?
• 2 minutes 5 secondsAre there significant advantages of using one form of distribution versus another?
• 1 minutes 26 secondsHow do I get a meeting with a distributor?
• 3 minutes 1 secondsWhat are distributors looking for in a brand?
• 59 secondsShould I look to use multiple forms of distribution to deliver my product to stores?
• 37 secondsWhat’s the typical length of a distributor deal?
• 1 minutes 34 secondsHow can I get my product into a distributors portfolio of brands?
• 1 minutes 9 secondsFrom a distributor's point of view Is packaging really that important?
• 2 minutes 38 secondsWhat does the packaging say about my product or brand?
• 45 secondsWhat are the key characteristics that make a concept or idea more marketable?

• Distributor Relationships

• 2 minutes 38 secondsOnce a I locate a distributor, will I have to sign a contract and grant territory exclusivity?
• 1 minutes 54 secondsWho will be held accountable for marketing and incentives once partnered with a distributor?

• Types of Distribution

• 2 minutes 36 secondsWhat is the biggest benefit of c-store distribution?
• 1 minutes 50 secondsWhat are some potential pitfalls of going into c-stores?
• 2 minutes 10 secondsWhat are c-store operators looking for in new products?
• 1 minutes 48 secondsWhat is the process of getting my product into a c-store chain?
• 1 minutes 56 secondsDo Natural Products belong in c-stores?
• 2 minutes 0 secondsIn what ways can big-box stores fit into my retail strategy?
• 2 minutes 12 secondsHow competitive is it to get your product on the shelf at different retail channels?
• 1 minutes 55 secondsWhat do c-store operators expect me to contribute other than my product?
• 56 secondsDo I have to be in a cold-box to get into a c-store?
• 1 minutes 50 secondsWhat is Volume Per Outfit?

• Role of Brand and Distributor

• 30 secondsWhat are some key characteristics that make for a successful brand and distributor relationship?
• 22 secondsHow important is packaging to my beverage or food product?
• 27 secondsWhat does the packaging say about my product or brand from a distributors point of view?
• 31 secondsWhat are some key characteristics that make a concept or idea more marketable?
• 44 secondsDoes a distributor have dedicated sales representatives who will visit accounts on my brands behalf?
• 1 minutes 8 secondsShould I hire a dedicated salesperson (or team) to support the distribution sales representatives?
• 1 minutes 31 secondsHow do I build a sales team?
• 46 secondsWhat qualifies as a “sales incentive"?
• 59 secondsHow important is sampling my product?
• 1 minutes 43 secondsWhat is the difference between samples and free cases?
• 41 secondsWhat is the value in giving my product away for free?
• 46 secondsWhat is a demo? Who runs a demo?
• 43 secondsWhat is needed to sample or demo my product?

• Considerations When Choosing Distribution

• 1 minutes 39 secondsHow does location affect my route to market?
• What does “up and down the street” mean?
• How are UDS accounts serviced compared to traditional chain accounts?
• What are other retail options besides “up and down the street” and chain stores?
• 58 secondsHow would niche products benefit from a non-traditional route to market?
• 1 minutes 7 secondsCan brands transition from non-traditional to chain driven accounts without sacrificing their functional integrity?
• 43 secondsAre their challenges to sampling and demoing my product in a non-traditional account?
• 46 secondsWhat role does big box stores play in my retail strategy?
• Are potential distribution partners going to require our brand to sign a contract?
• 1 minutes 29 secondsWhat should I do if I’m not happy with my current distributor? Can I make a switch?
• 43 secondsWhat does "up and down the street" mean?
• 40 secondsHow are UDS accounts serviced compared to traditional chain accounts?
• 42 secondsWhat are other retail options besides "up and down the street" and chain stores?
• 1 minutes 14 secondsAre potential distribution partners going to require our brand to sign a contract?

• Logistics

• 1 minutes 26 secondsWhat services can a trucking company provide? Likewise what kind of services can a freight broker provide?
• 1 minutes 32 secondsWhat information should I have ready when contacting a trucking company or broker?
• 1 minutes 43 secondsDoes the hired company load, move and unload my products?
• 2 minutes 10 secondsWhat are my freight options?
• 1 minutes 35 secondsWhat are fuel surcharges?
• 1 minutes 9 secondsIs there a weight limit?
• 1 minutes 43 secondsAre there limitations to where and when a driver will pick up or deliver my product?
• 2 minutes 6 secondsShould I factor in damages or losses during transport? Who is responsible for any damages?
• 1 minutes 34 secondsWill a transporter warehouse my product as well?
• 1 minutes 15 secondsWhat does FOB stand for?
• 2 minutes 27 secondsWhat are the standard regulations for drivers on the road?
• 1 minutes 21 secondsAre there any specific certifications a prospective transport company should have?
• 1 minutes 19 secondsAre shipping materials like shrink wrap and pallets provided by the trucking company?
• 1 minutes 14 secondsHow long does the transport of my product take?
• 2 minutes 0 secondsCan one truck deliver to several locations?
• 1 minutes 25 secondsShould I invest in my own truck and trailer?
• 1 minutes 44 secondsIs it possible to use several freight providers?
• 2 minutes 37 secondsDepending on the time of the year, should I be concerned about freezing?
• 2 minutes 11 secondsWhat limitations are there on shipping perishable product?
• 43 secondsWhat is a 3PL?
• 39 secondsWhat's the difference between FOB origin and FOB destination?
• 1 minutes 40 secondsWhat's the importance of Bill of Lading?
• 1 minutes 31 secondsHow are LTL shipments priced?