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If you’ve never worked with a food and beverage distributor, but are thinking about it, there’s a lot to consider, such as who to work with.  How to work with them? And what margins you have to play with?

Regardless of who you decide to approach to distribute your product, and what margins you’ve agreed on, there is one thing that can make a HUGE difference in whether your experience working with one is successful and financially rewarding.

And this is, how you see the relationship.

In this week’s episode of Foodpreneur with Chelsea Ford podcast, I talk with Sally Gosper, the General Manager of Wholesale Food Distributor Two Providores, on why you need to see your distributor not as a salesperson, but as a 'partner'.

We cover how to form this type of working relationship, and why it’s essential to your success, including:

🚚 The #1 thing the most successful brands are doing with their distributors.
🚚 Why you must craft your brand story, and communicate this succinctly, regardless of your distribution channels.
🚚 What to look out for when deciding on a distributor to ‘partner’ with.
🚚 What the ‘gangster model’ is and why to look out for it when deciding on a distributor.
🚚 What Sally thinks is the future of the Australian food service industry.
🚚 How their ‘unusual model’ works for them and the producers they have on board.
🚚 What you need to know if you want Two Providores to distribute your product.

And……

🍨 🍫 Something you may have never heard about Messina!

LINKS & RESOURCES

• Two Providores 
• Meredith Dairy 
• Holy Goat Cheese 
• Malfroy’s Gold 
• Your Free Pitch Plan 
• Waitlist for Foodpreneurs Formula Coaching Program
• Gelato Messina Chocolate

If you haven’t listened to Episode 75 (41 mins), ‘Overcoming Imposter Syndrome to Land More Accounts’ listen here.

Season 15

Season 15, out now, is 'Marketing Season' and is being presented by Foodpreneurs Festival.

The highly anticipated 2026 BiteBack Awards & Foodpreneurs Festival are both must-attend events dedicated to bringing consumer packaged goods food, drink (alc and non-alc), pet and supplements brand owners, buyers, media, industry specialists and distributors together under one roof.

You can't miss these events. Here’s why:

• Thousands of stockists looking for new products for their shelves.
• A chance to pitch for funding + mentorship to scale your brand.
• Workshops tailored to where you’re at - whether you’re just starting or scaling big (THIS IS NEW!)
• A NEW Marketing Clinic for hands-on brand strategy - you'll leave with five key messages ready to use.
• Opportunities to get recognised and get your brand in front of industry experts, media, buyers, distributors and fellow brand owners.
• If you’re an Industry Specialist, tap into a highly engaged, niche audience.
• And much, much more.

The full program drops early 2026. For now, block out May 21-22 and click this link to see how you can be part of it.