If you currently use, or are considering using a distributor to distribute your products to a retailer, have you accounted for the margin to pay yourself as well?
Using a distributor can help increase your stockists but it is another expense that needs to be accounted for when pricing your product 💸, which is why pricing correctly for distribution is so important.
In this episode I talk with Hayssam Bejjani, The Chief at Cartel & Co, a boutique food and beverage brand partnership and distribution company, about distribution best practises for packaged food and drink brand owners when engaging and working with a distribution partner.
In this episode you’ll discover:
🚚 A strategic approach to landing more wholesale accounts.
🚚 Different ways of working with distributors (including my fav, the ‘Hybrid model’).
🚚 Whether working with a distributor or going direct might work best for your business.
And most importantly…….
🚚 Managing margins so everyone (yep, including YOU!) makes enough 💰.
PLUS, as an added bonus to celebrate the podcast’s Anniversary month, I’ve updated this episode to include my expert tip on how to better manage your customers when you’re not getting reports or insights from your distributors.
LINKS & RESOURCES
If you haven’t listened to episode 53 (53 mins), ‘Straight Talk from a Specialty Retail Buyer. What to Say in your Pitch’. listen here.
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
