Using distributors to sell means foodpreneurs often compromise on margin. You don't have to, you just need to be prepared by knowing that if you use a distributor to sell to a retailer, you need enough margin in your pricing to pay for everyone along the way. Everyone needs to be paid and I suggest you start by 'pricing backwards.'
Often foodpreneurs figure out the ‘pricing backwards’ calculation too late.
I talk with Hayssam Bejjani, 'The Chief' at Cartel & Co, a boutique food & beverage brand partnership and distribution company about what he and I consider distribution best practise for packaged food and drink brand owners when engaging and working with a distribution partner.
In this episode you’ll learn:
LINKS & RESOURCES
If you haven’t listened to episode 17 (23 mins), Subscriptions: money while you sleep, listen here.
And, I invite you to come and join my community of female foodpreneurs, and catch up on the conversations, in Kiosk. For Women in Food and Drink, my free Facebook group.
This episode is brought to you by Foodpreneurs Formula®, my business acceleration coaching program for packaged food and drink brand owners ready to scale; and my Pricing for Distribution Workshop with Hayssam Bejjani, 'The Chief' of Cartel & Co.
Season 17 with NFTC
Season 17, out now, is brought to you by NFTC – The Natural Foods Trading Company.
If you're a growing food brand navigating that tricky middle phase—scaling up, maybe landing your first major retailer, figuring out how to buy smarter—NFTC is worth knowing about.
They're a mid-tier ingredient supplier specialising in natural wholefoods: nuts, dried fruits, herbs, spices, seeds, and more. Small enough to offer lower minimums and genuine flexibility, but backed by serious sourcing capability and a team that actually knows its range inside out.
Think of them as the ingredient partner that grows with you—not one you'll outgrow.
Check them out at nftc.com.au
