Wanna know how to spend time when seeing a new market? You've got 2 ways. Pick one: Let's face it: when traveling to a market, you only have a few days. There are only a few people that you must meet in the office. You can meet the rest of
My 5-step process to improve your approach to selling to on-premise outlets. By adopting this hunting process, you’ll spend time better. You’ll likely increase your strike rate in the right outlets.
Don’t show them your bottle, show why it complements their back bar. Don’t talk about the liquid, show how it enhances their food. Don’t tell them it’s premium, show the margins it provides them. It's not about your brand It's about how your brand fits their
How to look for the perfect drinks distributor in a new market: Old way: * ask industry contacts if they know any (pray they do) * propose the brand to the recommended one(s) (pray they get it) * send them samples (pray that they like it) * push the brand down their portfolio
When the foot in the door may turn into something bigger. 🤔You're probably worrying about: * are they trying it? * will they order again? * how many bottles or cases? * should I pass by to check in? * will another brand take my spot? 🤫 They're probably figuring out: * if the bottle should have
How to gather drinks industry insights: Old way: * Running Focus groups (with wannabe influencers) * Pretending to be customer-centric (and ignoring feedback) * Discussing findings in the echo chamber (of the board room) New Way: * Observing the action in a bar (in person) * Studying drinks menus (reading between the lines) * Talking to
Brands often see export as the solution for a crowded home market. The problem is that any export market is someone else's home turf. Shouldn't you focus more on winning at home, first? Right, in an export market, you might stand out in a new market but when the novelty
Your home market. If you don't win there, it's useless to venture elsewhere: 👇🏻 Entering a new market whilst not having cracked the current one can become a very dangerous game where you will lose money and energy. Course correction is easier on a couple of markets than on 10+. If
Stop searching for a "new" one with the same "old" approach. Think bottom up instead👇🏻 : if you keep searching the same way you did to find the current one, you will reach the same results. We usually search for importers TOP-DOWN: 1. ask our network 2. search industry media 3.
Wanna know a secret about drinks brands overnight successes? They don't exist. Who makes you believe so, is faking it. It takes decades to make an overnight success. Years of silent, consistent delivery. Boots on the ground, walking the streets, talking to customers. If you hadn't heard of such brand,