#168 Distributors: How to Make the First 90 Days Count

If you treat distributors like a sales opportunity to be won – like a grocery store, cafe, pharmacy, or speciality retailer – you’ll go far. Unfortunately, most brand owners think landing a distributor is the finish line, a “set and forget.” That’s not how they work, no matter what level of distributor you’re working with.

Bronwyn Manolas runs Devine Food Wholesalers, a distribution business built around beautiful, high-quality products kept out of the major supermarkets, and a door-to-door, relationship-first sales model most brand owners never see from the inside – the door-knocking, the tastings, the relationship-building that happens long before an order shows up in your inbox.

In episode 168 of the Foodpreneur with Chelsea Ford podcast, Bronwyn opens the door and invites you in on what a distribution business actually looks like day-to-day – so you know how you need to fit in.

If you have a distributor and the relationship isn’t working, or you don’t have one but want one, do not miss this episode – you’ll learn:

💰 What margin you need, and how to think about pricing before you approach one
🎯 What Bronwyn looks for before she’ll even consider sampling a new product
🤝 What’s more important – tastings or discounts, and why
📅 When you need to take action for Christmas listings
💳 Payment terms to plan your cash flow around

If you’ve ever wondered what a distributor is really thinking when your product lands on their desk, this episode answers it.

Season 18 is brought to you by NFTC, a mid-tier ingredient supplier specialising in natural wholefoods like nuts, dried fruits, herbs, spices, seeds and more for emerging food and beverage brands.