Question

Topic: Strategy

What Do I Do First To Sell My Product To Retailers

Posted by gwill17423 on 125 Points
i am ready to market my private recipe for bbq sauce . i have joined the bbq association. i have read lots of information. i dont know where to start. do i need an attorney or just a llc license to protect me from liability. where do i find a kitchen to rent and bottle the sauce? i just need help in starting point.
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RESPONSES

  • Posted by Peter (henna gaijin) on Accepted
    I will second what was said above - you are NOT ready to sell your product. If you try to jump the gun, you are bound to fail.

    First, read through the posts I provided links to in your other question. You should get two things out of it - 1) ideas on how to go to market and 2) the realization that if there are so many questions on this site from people looking to market sauces, that you really do have a lot of competition.

    Then, set up the business. You can do it yourself. Or can hire an attorney to help (expect at least $500, and likely more for the attorney). The book I suggested as an answer to your other question on how to start the business has a whole section on business formation (how to chose, how to set up the format you choose, etc.).
    In the end you likely would want an LLC or S-Corp.

    Now, on commercial kitchens, here is one source for commercial kitchens for rent:
    https://www.commercialkitchenforrent.com/

    I would also try just Googling "commercial kitchen" and your location to see if others show up.

    Other option would be to find other small food product manufacturers in your area and ask them for suggestions on kitchens.
  • Posted by Jay Hamilton-Roth on Accepted
    Also: Contact your local SCORE (www.score.org) or SBA (www.sba.gov) chapter for free or low-cost start-up advice.
  • Posted by Gary Bloomer on Accepted
    All the responses thus far? Think they're all crap? Then you'll fail. Sorry. But that's the way it'll be. Just want to be realistic here. No sense flogging a dead horse.

    Potentially, speciality and gourmet food products are GREAT sellers, really they are. Why? Because their buyers are PASSIONATE about the niche. Cheese. Chocolate. Pizza. Take your pick: all huge markets, all with huge potential. And when the makers of these product get their mix of message, back story, backing, and messaging JUST right, with the right PR, at the right time, delivered to the kind of buyer that is most likely to step right up, those makers can and do can make a huge impact on niche markets.

    But from the tone of your question, I agree wholeheartedly with the comments above: man alive, you ain't ready! You might think you are, but you're not. Nope. Sorry. Not even close.

    You may have a kick ass idea and the right attitude that's ripe and full of piss and vinegar and good for you for being this way but really, before you get all bent out of shape about hiring legal counsel and so on, you need to slow the hell down and do a good deal of brainstorming and market research, and carry out a boatload of ESSENTIAL due diligence—otherwise—you'll just be flushing time and money down the drain.

    To market your sauce, you'll need dedicated buyers.

    To sell to THOSE people you need a starving crowd. By that I mean you need a RAVENOUS pool of people who are SO gung-ho about BBQ sauce as to knock your socks off. These people have got to be BARKING MAD about the niche and they've got to be BAYING for something new, unique, special, and something that'll totally blow their minds—and that thing, that thing's got to be YOUR sauce otherwise all bets are off.

    Now, before we trot any farther down this trail, here,
    if you think I'm totally full of crap, ask yourself this question (and THIS is the big-ass question that FEW product creators ask and it's often THE question that separates the woulda/coulda/shoulda crowd from the people that REALLY make it): and the question is this:

    "Am I really, REALLY serious about this or am I only half committed?"

    If you're REALLY serious you'll reel things in, slow your punk ass down, and do some serious research and some long term planning.

    But before ALL the stuff about starving crowds and such, you need to know what competition you're up against and what it is about your sauce that makes all the others taste like a three-day old deep fried diaper.

    You've GOT to BE-FRIGGING-LIEVE in your product and know DEEP in your heart that it's the best and that you're the ONLY person on the face of the earth that can take this elixir of smoky goodness to market BECAUSE IT'S YOUR GIFT TO THE WORLD OF BBQ!

    To pull THIS off, y'all need a story and a damn good one! Think here that you're just selling BBQ sauce? BZZZZZ! WRONG! Any halfwit can make sauce! But here's the thing: people don't just buy sauce, they buy into the whole back story—the secret family recipe from Old France that came over on the Mayflower, the recipe that passed on from generation-to-generation under a cloak of secrecy, the taste that George Washington could still recall as he led his troops into battle, the recipe that inspired ordinary people to do EXCEPTIONAL things. The recipe that that men died for, fought for, and love for!

    This all sounds like tosh but it's IMPORTANT!

    You need to know what demand there might be, what sales you MIGHT expect, and how much of your sauce to produce. So people have got to get a taste of it, which means doing a good amount of on the ground, nose to nose pitching.

    But before all THAT, you'll need commercial grade kitchens (leased, outsourced, bought, or rented), staff that know what the hell they're doing, health department certification, and liability insurance.

    You COULD, if necessary, take your recipe to a private or white label food maker and deal with them on production, packaging, and distribution but first, you'll need to do a great deal of research.

  • Posted on Accepted
    Be prepared to thoroughly discuss the features & benefits of your product, how it is better or different than similar products on the market and why a retailer would want to carry it.

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