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Frequently Asked Questions
- What kind of companies do you work with?
- What are my "Supply Chain Costs"?
- Why do I need to understand "Supply Chain Costs"?
Price Structure/Price Management Audit
Redistribution Strategy
- What do you do for your clients regarding redistribution?
- Should I ask my small order customers to buy directly from my redistributor?
- What are the effects of knowing my Total Cost-to-Serve?
- How can I gain access to new customers by understanding the marketing value and revenue impact of direct vs. redi service?
- Why should I be concerned with my redistributors’ price strategy?
- How do I define my target customers for redi-service?
- Should I track my customer mix vs. my target customer definition?
- Should I account for the redistribution allowance as a trade expense?
- How often should I track trends in customer count and volume?
- Should I ask my redistributor to help me find new customers?
- Why is it critical to have a redistribution strategy?
SKU Rationalization/Product Line Optimization
- Have you seen an increase in service levels by planned SKU rationalization?
- Any recommendations on how to handle slow moving SKU's that for whatever reason have to stay in the business to ensure they are in the right place at the right time when needed?
- What are some of the best SKU Rat practices that you have seen?
- Doesn't discontinuation of SKU give the competition the opportunity to increase share of shelf?
- What is "Product Line Optimization"?
- Why is "Product Line Optimization" important?
Breaking Into the Foodservice Channel
- I have a great new product – where do I get started on selling in Foodservice?
- We’re pretty successful at Retail; how different can it be in Foodservice?
- My product is great at Retail – if I just put more in a bigger box, I’m all set for Foodservice, right?
- What are the major obstacles to cracking the foodservice market?
- Should I start my sales efforts at the distributor or operator level?
- How about if I just hire a bunch of brokers to sell for me – it won’t cost anything unless they’re successful, right?
- How about if I get a booth in a national food show – they’ve got to see my product then, right?
- If I just sell my product to a redistributor, they’ll take care of shipping it to all of the distributors, right?
- So only the big, established foodservice manufacturers can get their new products into the market?
- Should I just forget about selling in the foodservice channel?
