Confessions of a Food Broker… sounds quite odd & unique to name a blog. But this particular article will tell you what exactly one need to notice minute details & how these details contribute to the purchase decision.
As a food broker, I consistently but carefully add new product lines to my mix. Since my firm doesn’t have 10 reps at this point, I’ve been lucky to be extremely picky about the brands that I choose to represent. Many larger food broker firms have approximately 10 reps, and maintain 70-80 product lines. At that point, it’s challenging to take as much time to evaluate each new brand, and firms are under pressure to maintain a high number of brands.
As a small firm, my priorities are to choose a smaller number of extremely potent brands with high potential for success. This means that when I visit buyers, they get excited about everything that I represent. I say no to many potential clients, and take my time in adding new product lines. I spent more time on selection, so once I commit to something and begin selling it, I can be confident that it has a high chance of success.
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