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Latest episodesUnderstand partner roles, selection, costs and the working relationships that support a growing retail business.
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Clear your search and topicLearn when broker support may be appropriate, how regional and national brokers differ, and how brokers are compensated and differ from distributors.
Why it’s here Clarify broker scope, compensation and regional versus national coverage.
Bruce Montgomery and Tracey Priest explain broker responsibilities, timing, compensation, mutual evaluation questions and practical ways to manage the relationship.
Why it’s here Move from broker selection to managing the working relationship.
James Pippin explains what to consider when hiring a broker or sales agent, the benefits and pitfalls of the relationship, and the retail sales process.
Why it’s here Hear a recent sales-agent and broker perspective.
Former UNFI buyer Greg Esslinger explains distributor readiness, retailer commitments, operating capital, fees, payment terms and promotional obligations that emerging brands must understand before committing.
Why it’s here Understand the complexity of working with a large distributor.
Jake Nelson explains how regional distributors evaluate emerging brands, which capabilities and promotional assets brands need, and how to build an effective working relationship.
Why it’s here Add the regional distributor viewpoint.
Rob Catanzariti outlines broker readiness, mutual evaluation questions, manufacturing and funding prerequisites, and the communication needed to build a productive sales partnership.
Why it’s here Evaluate readiness, partner fit and mutual expectations before hiring a broker.
The hosts connect supply chain capacity, full product costs, customer fit, leadership credibility, and broker relationships to the decision to enter retail and secure a buyer meeting.
Why it’s here Matched automatically from the episode title and discussion notes.
The hosts recap retailer calls for innovation, focused assortments and useful data, alongside consumer health deal activity and leadership changes discussed around the NACDS Annual meeting.
Why it’s here Matched automatically from the episode title and discussion notes.
The hosts walk through attending before exhibiting, choosing the right show and booth location, staffing effectively, drawing visitors, and following up after the event.
Why it’s here Matched automatically from the episode title and discussion notes.
Luke Schneider discusses choosing retail partners, managing SKUs and pricing across channels, working with brokers, and finding investors who contribute more than capital.
Why it’s here Matched automatically from the episode title and discussion notes.
Andrea Cherkerzian shares her cookie brand's origin, the importance of clear partner communication, selecting a manufacturer, launching with Hy-Vee, and using RangeMe.
Why it’s here Matched automatically from the episode title and discussion notes.
The hosts recap specialty food and beverage discovery, sampling and retailer conversations, show organization, and the SFA Maker Prep pathway for emerging brands.
Why it’s here Matched automatically from the episode title and discussion notes.