Using food distributors in the Northwest : a guide for new manufacturers

Abstract

Creating a new food product is exciting; selling it is challenging. The thrill of creating a new product often subsides once the task of developing sales becomes the priority. Sales can be one of the most arduous and emotional aspects of starting a new food company. Many new manufacturers hit the streets to make sales calls to retailers, only to be quickly rejected. There are many reasons why retailers aren’t interested: the product isn’t priced right, there isn’t enough demand, or they don’t want to deal with a small, start-up food business. To reduce expenses and simplify purchasing and delivery, many retailers prefer to deal with a distributor.