Know-How Exchange : Strategy

The short answer is that you find a processing company to jar them for you and contact the stores. Places like IGA are easier to get into that SuperValu etc.

The long answer is you build a demand by selling at farmers markets and then when you can't keep up with the demand you hire a processing company to jar them for you.

If you don't think you have the stomach for making calls on grocery chains you find someone or hire a rep who does.

Michael

It's a long, slow process if you want broad national distribution in the United States ... unless you have a substantial war chest ready to invest. Slotting fees alone can run $10 million, and that's without promotions or advertising. And if you don't advertise and promote, you'll probably lose distribution ... and there are no refunds of slotting fees.

So the way to begin is on a very small, limited distribution basis. Find a few local retailers who would carry your product, and see how they do. Invest in professional packaging/labeling but not much more. If that works, then you can take your success story to larger local chains and see if they'll give you a shot. Maybe even support them with advertising.

Until you have some experience on a small scale, it's hard to know how much you'll want to invest in getting your business off the ground. If you plan to self-fund, it could take several years before you break even. If you want investors, they'll want proof that your product has a chance in a competitive marketplace, and it's your marketing and business plans that will get them excited.

Hope this helps. Good luck. (How can I try one of those Pickled Peppered Cucumbers? Sounds delicious)

Send free samples!

Do it as a test market first, and closely measure your conversion rate.

If you make $1.01 by spending $1.00, you have a winner! You will probably do way better than that! Some prospects will have a better ROI than others, so do your best to figure out who they are and focus on them first.