Tim Forrest.com

Tim’s client with Chef Duff of Food Network

2011-01-18T23:20:00.000-05:00

My clients smile and I smile. It is always a blast to help companies achieve their goals and dreams! The Frosting Queens pictured here this past weekend with Chef Duff of Food Networks ‘Ace of Cakes.’

Meetings all week in San Antonio, Texas

2011-01-16T20:16:00.001-05:00

It will be an awesome week at the La Cantera Resort which sits atop atop one of the highest points in all of San Antonio and La Cantera is spanish for ‘quarry’ - I learned today! What a wonderful place to hold a weeks worth of meetings. Looking forward to the work, meals, and plan to hit the town one night during my stay.

Cross-Selling Point of Sale Food Promotion

2011-01-14T20:54:00.001-05:00

While traveling to a food board meeting in North Carolina, I happened upon this merchandising cross-selling promotion for RC Cola and Moon Pies with the tag line “It’s a Southern Thing.” This is a natural pairing and upsells the consumer from a beverage or snack only to both. I pulled it out of the refrigerated case to take this picture.

2011-01-02T17:26:00.001-05:00

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Happy New Year!

My wish for you is continued growth and success for your enterprise. Continue to take action for your growth, monitor results, and maximize the opportunities that work best.

2010 has been a year of many firsts and new opportunities for my many new clients including many millions in sales and purchase orders, opening new markets, and exciting new programs that increased sales and revenue. I am thankful, fortunate, and understand the responsibility of stewardship my experience and expertise requires for continued growth!

Please let me know how I might assist your growth in 2011 and, again, thank you for all the new clients and success earned in 2010.

Sincerely,

Tim Forrest

2011-01-02T17:25:00.000-05:00

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Happy New Year!

My wish for you is continued growth and success for your enterprise. Continue to take action for your growth, monitor results, and maximize the opportunities that work best.

Please let me know how I might assist your growth in 2011 and, again, thank you for all the new clients and success earned in 2010.

Sincerely,

Tim Forrest

2010 Year in Review

2011-01-02T16:18:00.000-05:00

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2011-01-02T16:13:00.000-05:00

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Tim Forrest scores a 91 from websitegrader.com!

2010-12-29T08:10:00.000-05:00

I am pleased to see websitegrader.com has given TimForrest.com a score of 91 and places my site in the top 10% of all sites receiving a grade. Surprisingly, Alexa is now reporting that my site is in the top 10% of all visited websites worldwide.

A website grade of 91/100 for timforrest.com means that of the millions of websites that have previously been evaluated, the websitegrader.com algorithm has calculated that this site scores higher than 91% of them in terms of its marketing effectiveness. The algorithm uses a proprietary blend of over 50 different variables, including search engine data , website structure, approximate traffic, site performance, and others.

Tim Forrest presents Idaho Potato Commission CEO with Award.

2010-12-27T20:57:00.001-05:00

IPC Earns Top Honor Among
More Than 500 Reviewed Websites

EAGLE, ID, December 13, 2010 – America’s number one potato, the Idaho® potato, has earned another number one title: Best Agricultural Cooperative Website. The award was presented by food enterprise expert Tim Forrest, publisher of Good Food Sales blog, who reviewed more than 540 agricultural websites nationwide. The Idaho Potato Commission (IPC) website was selected because of the numerous ways it engages and connects consumers who love Idaho® potatoes.

“We’re very proud to receive this recognition because our website is one of our most important communication tools. Every month more than 30,000 people visit idahopotato.com for delicious recipes, nutrition information and to participate in one of our many consumer promotions,” said Frank Muir, President and CEO, IPC. “Thanks to our integrated team who works hard to keep our website current and interesting – this achievement is no small feat!”

M E R R Y C H R I S T M A S ! ! !

2010-12-24T10:23:00.000-05:00

M E R R Y C H R I S T M A S ! ! !

“And the Grinch, with his Grinch-feet ice cold in the snow, stood puzzling and puzzling, how could it be so? It came without ribbons. It came without tags. It came without packages, boxes or bags. And he puzzled and puzzled 'till his puzzler was sore. Then the Grinch thought of something he hadn't before. What if Christmas, he thought, doesn't come from a store. What if Christmas, perhaps, means a little bit more.”

Spent the day with CEO and team of The Fresh Diet.

2010-12-21T21:41:00.001-05:00

Spent the day with the 4th fastest growing INC. food company in America CEO Zalmi of the The Fresh Diet We had to move one of our meetings due to a television segment on FOX. A very exciting day with much more growth on the way!

Traveling this week…

2010-12-14T00:03:00.001-05:00

Arrived in Atlanta for client 2011 planning meetings and trying to avoid the amazingly cold weather! I am scheduled in Miami and Sarasota prior to Christmas break and looking forward to much warmer temperatures.

What are you doing to prepare for 2011? Are you planning your market actions for a measured and an organized approach for your growth?

Here is a link to my extensive planning document and my 14 minute business plan document if this is your first time to really begin to plan your activities. LINK >> Tim’s Planning Docs

Letter from a reader… Food Broker Questions

2010-12-09T07:04:00.000-05:00

Tim,

I saw your on-line discussion on using food brokers to represent food products and had a few questions. By way of background, I am in the very early stages of developing a new type of food product. I made a number of samples and have shown them to a several professional in the food industry. Without exception their response has been positive and encouraging. However, to be thorough I wanted to contact a food brokerage service to gain their impression of the product and confirm or correct my market assumptions. So, if you wouldn't mind I would like to pose several questions on this subject:

First, at what stage is it appropriate to engage in discussions with food brokers?

(Tim’s Comment)

You would be well advised to fully understand your product and market prior to reaching out to any of the large brokerage houses that service major retailers. If you are given an opportunity or shot at their time, use it to move your product onto the shelf and not formulate a strategy for re-approaching them with a product at a later date. Be shelf ready!

Can you approach brokers too early? Are there some that specialize in early ventures and if so how would you know?

(Tim’s Comment)

Most do not work with new smaller ventures, but ask them. I have helped many small companies and can offer my services if needed. You can start with one of my intro packages http://goodfoodsales.blogspot.com/2009/01/consulting-answers-now.html

Depending on how involved and planned your opportunity, we can discuss other opportunities. Please sign-up for my posts on feedburner, currently I am finalizing a video on "Categories - adding context to your product offering" and know this will help your effort. http://feedburner.google.com/fb/a/mailverify or visit my site and sign-up at the bottom of most posts.

Second, are there any advantages to dealing with local versus national?

(Tim’s Comment)

Yes, you should start local and treat as your test market for many reasons and depending on your allocated budget to this endeavor. If you were well financed, I might suggest you go to a part of the country where your product would find the most likely success. http://goodfoodsales.blogspot.com/2010/04/have-you-mapped-your-companies-market.html

Should I use large versus smaller food brokerage firms?

(Tim’s Comment)

Everything depends.... generally a larger firm will not work with an un-proven start-up product. But, I have taken non-rev, ideas to big firms and started new business. It really depends on the situation.

Third, I noted one of of the more interesting broker's website that they represent a firm that creates a similar product. To what extent should you try and find brokers who do not have a conflict or is that just standard practice in the industry for large brokers?

(Tim’s Comment)

You will be hard pressed to find any firms without a conflict of any size do to consolidation. If your product is similar, why do you think you have an opportunity? If you are successful, the other company will have a similar item on the market and how will you effectively hold your market with your consumers?

http://goodfoodsales.blogspot.com/2010/06/my-best-advice-for-growing-your-food.html

Thanks and much success!

Brand Reward your Consumers! Save $$$’s

2010-12-03T18:05:00.000-05:00

Recognize and reward your consumers with brand supporting prizes! If a consumer participates in some promotion or event sponsored by your company reward them with a freebie that promotes your brand and unique product offering. Your prize should reflect the value of your companies products.

In order for prizes to work efficiently for your brand, think about how they meet with success in these three RAA areas – Relevancy, Authentic, and Action.

Relevancy – Your prize must relate to your consumer and the connection with your brand. Just giving some meaningless doo-dad that you buy by the gross from China is a waste of your opportunity to connect along with your time and resources. The CEO of the Idaho Potato Commission shared with me that they spend an inordinate amount of time considering how their marketing efforts relate to their consumers usage of potatoes and relative timing.

Authentic – Your prize should accurately portray a reward for participating in the promotion and the benefit that your products supply the consumer. A salad container like the one pictured would not work for most candy companies as a giveaway. LOL

Action – Your consumers must have to do something to get the reward for maximum effectiveness. It can be as little as providing an email address. The action by the consumer invests them into your brand and offers connection.

There are as many prize opportunities and awards as you can dream up. This method of prize selection will provide far more mileage than simply buying some award out of catalog or even worse sending cash to the consumer or offering a cash prize.

The picture is of Salad to go containers that can be branded with your logo and company information. Might be appropriate as a promo freebie for a salad dressing company or gym.

Grocery Store or Restaurant? Increase sales with value added and ready-to-eat products.

2010-12-03T06:50:00.000-05:00

Are you making your products and new product offerings easy for people to consume without cooking or preparation?

Traveling in Austin, Texas this week and while in a grocery store had a chance to snap this photo of a ‘Bistro’ counter in the location. Patrons were lined-up and ordering lunch and take away food for consumption outside of the store. The retailer sees opportunity in providing ready-to-eat foods and the consumers were lined-up, ordering, and purchasing. Steven Johnson relates “the consumer is turning to the grocery store hot food section (ready to eat) for fresh quality meals. The focus for the consumer in now on freshly prepared ready to eat or ready to heat foods with portability – Grocerants.” Steven also relates this fast growing niche sector is happening across various retail segments including 7-Eleven, Walgreen’s, Rite Aid, Sears and Amazon.

USA Food Channel Retailers % Share

2010-11-29T06:58:00.000-05:00

Are you investing time and effort into working with other channels? For companies not working with multiple channels, there are significant opportunities within the various store channels, non-traditional retail, direct, and foodservice.

Consumers Shop at Secondary Stores

Nearly one-third of shoppers are comparing prices across stores and 44 percent claim they visit a variety of stores to capitalize on sales and promotions. In fact, some 70 percent of shoppers visit more than one format in the course of a month, with an average of three. The primary store share of a customer’s food budget has decreased as more shoppers list at least one secondary store they visit for groceries, up from 10 percent last year to 12 percent in 2010. Supercenters were identified as the secondary store for 20 percent of shoppers followed by limited assortment stores with 10 percent.

Switching Primary Stores

Consumers have many options when it comes to grocery shopping. Only six percent of shoppers report switching primary stores in the past year. This shows a high degree of loyalty in which more than 90 percent said they would recommend their store to friends and family.

Source: FMI 2010 Grocery Shopping Trends Report

Thanks!

2010-11-27T13:06:00.001-05:00

Openend my November issue of Food Entrepreneur and was tickled to see that my October article contribution had been the most widely read and researched article by any contributor to the magazine for the year! Thanks and it is very much appreciated when you look at the quality of information and articles supplied.

2010-11-21T06:47:00.001-05:00

Are you looking forward to finally taking advantage of the current situation and progressing to a happier, healthier, and encouraging upcoming year for your food business or endeavor?

To that end, I have created and included a link to one of the simplest and easy to understand planning tools available for your business! Tim's 14 Minute Marketing Plan - If you simply answer the questions, in order, you will have the basis of your company's idea and better prepared for your company’s future. *click on link below* http://bit.ly/cCJ8xZ

Also, if you need a more extensive planning template you can find it at this link - http://bit.ly/bVJ5FL

The benefits of planning in this manner include saving time and money. It is much easier to garner investors, assistance, and consider the many possibilities once you place into writing your dreams, ideas, and plans. Your view will improve. Much continued success and let me know about your outcomes.

My Favorite Agricultural Cooperative Websites and the #1 in USA.

2010-11-17T10:51:00.001-05:00

Decided to review over 500 Agricultural Cooperative Websites and complied a list of my favorites and wanted to share with you the 'best of the best' and my #1 Choice Best Agricultural Cooperative Website in North America. The judging was based on my review of the site and how it connects with consumers. Great job to many of the Agricultural Cooperatives and was interesting, educational, and fun to see how well they are doing online. Standouts of the ‘best of the best’ include Oceanspray, The Idaho Potato Commission, and Oganic Valley. You have to view all 10 sites to find the best in America.

Customer Segmentation for Growth!

2010-11-08T22:24:00.001-05:00

Customer Segmentation for Food Companies can be an excellent path to fast growth and improved sales. You can download the Food Segments discussed in this video at this link. http://bit.ly/9oyb6z The purpose is to systematize your offerings by channel for fast growth and success in each channel and gives you focus when developing programs beyond individual customers in the channel.

Tim’s Thrive! Preferred Principal Workshop – Success with Food Brokers

2010-11-02T11:13:00.001-04:00

Completed my Thrive! Preferred Principal Workshop last week for a $10 Billion branded food product company and witnessed several ‘aha’ moments during the course of the workshop. You can download the Thrive! Preferred Broker Management Process diagram and components by clicking this link or the Workbook Cover or photos from the Marriott Sawgrass TPC Resort at Ponte Vedra.

This process leads to opportunities and growth for food companies and is based on accepted practices by the largest, most successful, consumer product companies in the world. Your company can benefit from this process regardless of size and growing entrepreneurial CPG’s generally greatly benefit from this insight.

After swimming this morning…

2010-10-08T10:40:00.001-04:00

After swimming this morning, I had a chance to catch this sunrise. This has been an incredible week with new projects, a client gaining funding for their 2011 national ad campaign, and several other successes. (some problems too! lol) Today has me packing and preparing for meetings out of state and pre-planning my upcoming activities in the Northeast. Also, looking for best deals on flights to Shanghai after yesterdays invitation later in the year.

Press Interviews

2010-10-04T09:42:00.001-04:00

A client asked for my help with a press interview this week and we are preparing food samples along with a press packet. Our discussion on what to include in the press packet and the method to use to to provide the information resulted in the following actions. If you make the information along with photographs easy and simple to include in the article you will gain additional coverage and exposure for your products and company. This worked well with another clients recent article published in the Washington Post and then picked-up by other media outlets in the area.

Have a list of talking points that you want to share... (printed out or handwritten on cards)

The value you bring to market and any consumer success stories.
Background and History of Company – Organization’s purpose and highlights of your companies main accomplishments.
Awards
Retail Success
Other

Have logos, pictures, and info on the CD in the press packet.

Company Logo
Biographies (a.k.a. bios) 1 – 2 paragraphs and no more than a page.
Visuals and Artwork
Photos of you smiling!
Pictures from label, artwork.
Photos of plant or operation.
Client logos if appropriate.
Award certificates or trophies.
Articles published.
Recent Press Releases.

Drop all of this information into a Press Packet Folder and have ready for your media meeting. We are using a standard, color folder with two pockets on the inside flaps. At the office supply stores, they call this a pocket portfolio. Your business card can insert inside of the folder and we professionally printed a nice color sticker with our logo on the outside. Good luck and enjoy your time in the spotlight!

Growth for your Enterprise!

2010-10-01T11:29:00.001-04:00

Lower Prices, Lower Sales!

2010-09-30T09:48:00.001-04:00

Last night on a conference call with California we were discussing pricing and the relative impact it has on units sold. The fallacy that many food entrepreneurs incorrectly believe is “lowering prices will increase volume” and fix any financial woes that abound. If you are mid-market with leaders in your category and you lower prices, your item will actually suffer a loss in units sold. As you lower beyond a certain point, some customers will drop away for various reasons including the expectation that the product is now inferior due to the lower than market price.

The curve to the right helps illustrate another important point for smaller companies in a competitive market. If the midpoint (B.) is occupied with a much larger and entrenched food company, you have a choice of selling a lower volume in the higher price point area (A.) or the same volume of units at a much lower price point (C.). I encourage you to sell at the higher, more profitable price point (A.) and use the additional gross margins to help you compete with the other food companies. For many it comes at a surprise that the unit movement is the same in sections (A.) and (C.)

Olive Oil with Nancy Ash

2010-09-15T07:48:00.000-04:00

Nancy Ash, owner of Strictly Olive Oil, shares her insight into the new standards about to take effect in the United States for Olive Oil standards. These new standards will more closely align Extra-Virgin Olive Oil sold in the USA with the standards used in Europe. The US standard for Olive Oil has been unchanged since the 40’s.

Selling Independents

2010-09-14T07:08:00.000-04:00

Are you preparing to call on and sell independent grocery store operators? Often, they are part of a wholesale cooperative or belong to a group of stores like IGA, Piggly Wiggly, Supervalu, Associated, Western Foods, or Spartan Stores. These independent operators can be vital to the growth and success of your growing food business and supplying them value and solutions will result in greater sales success for your company.

When preparing for these calls and working to offer solutions for Independent growth, answer their basic questions and concerns when possible in your offer. Even if they do not bring them up to you in the meeting go ahead and answer these questions and demonstrate the value you bring to the table. They are looking for solutions and methods to compete and your demonstration of understanding their needs will succeed:

Presentation Prep Questions for Independents:

How do we increase our profit margin?
How do we increase customer loyalty?
Do I have the right pricing and promotional strategy?
Can we compete with the chains?
How can we market our store better?
How can we lower our prices?
Do I have the right mix of products in my category?
Are my employees trained correctly?

Upsell your Customers!

2010-09-13T06:08:00.000-04:00

Can you imagine paying $6.99 for a gallon of gasoline? I noticed this for sale at an area convenience store for customers. If C-Stores can upsell and promote a higher special benefit commodity like gasoline then it should not be an issue for you to build and market a higher-end, benefit rich product for your customers at a much higher margin and retail than your normal everyday business.

Growing Food Sales with Music!

2010-09-11T22:12:00.002-04:00

I was blown away by the crowd this fried chicken chain - Bojangles had on my visit last week. The music and 'event' is a draw every Thursday night and the manager shared his inside dining numbers are through the roof on Thursday Nights. If you serve the public, how can music or entertainment in unlikely places serve your business growth goals? Recorded, Live, Radio, Ipod, or Muzak – music drives business. The grocerant expert and friend Steven Johnson remarked that "interactive participatory retail foodservice is always a hit!" and music makes it fun!

Play appropriate music during your in-store demo.

Music on your website.

Live musicians in your place or near the entrance.

Music in your shop, restaurant, or outside?

Music at an event to draw traffic.

Giveaways that include music downloads or live music event tickets.

Walking Stores or in the Kitchen?

2010-09-09T08:30:00.001-04:00

Are you developing new products that are competitive and category-leading or are you working on great recipes and products that you and your team expect think are awesome? Get into your customers and see where the opportunities exist based on the store set, menus, and competitive suppliers in similar categories.

Today, I will be visiting a variety of retail formats and locations seeking information and knowledge that will assist in growing the respective business. Are you visiting the market and seeking information that will put you ahead in your business growth needs?

Which locations are you walking?

What departments are you reviewing?

Where are you walking?

When possible, visit locations in a different large city and review retails, pricing, tags, packaging, location, secondary location opportunities, marketing initiatives, front end opportunities, secondary departments, grab a menu or sales flyer, and listen for opportunities to align your business with the marketing programs of the customers.

My efforts find that smaller companies often ignore the market and reviewing locations while the larger companies understand this and invest time, money, and energy on reviewing the market and seeking opportunity. Get into the market and grow your business!

CafeXpress from Deli Express in MN

2010-09-02T00:55:00.000-04:00

Stayed at Airport Hotel in Minneapolis near Deli Express Headquarters and the hotel had 'installed' this self-serve convenience store with many ready-to-eat food options. timforrest.com. Deli Express garnered much of their item selection and knowledge for this set from items and displays in the the c-store industry including 7-Eleven. Deli Express is owned by the EA Sween Company, operator of the Combined Distribution Centers for 7-Eleven. www.timforrest.com © Tim Forrest 2010. All rights reserved

Growing Sales with Distributors

2010-08-31T06:28:00.000-04:00

Successful authorizations with a distributor customer can yield to setting-up a new distributor. Once you are in a distributor make sure your product is deployed throughout their customer base and look for opportunities to expand your distribution.

Distributors are best at supplying and delivering products without getting them lost to retailers, foodservice locations, and outlets. The misconception is that they purchase and market products to their customer base – that is your job.

How are you going to maximize your opportunities with distributors? It requires successful authorizations, promotions, and marketing within the distributor segmented customers.

Wildly Personal Business Growth Questions

2010-08-30T06:32:00.002-04:00

This list of questions will help to open your mind to growth and new food opportunities that abound now. Each has no right or wrong answer, just your answer. Often the answer lies in asking the right question. Just run through these questions and see what pops in your mind as possible options and paths towards successful growth for your company.

1. Which is worse, failing or never trying?

2. If time is so short, why do we do so many things we don’t like and like so many things we don’t do?

3. What is the one thing you’d most like to change about your company?

4. If happiness was the national currency, what kind of company would make you rich?

5. Are you selling what you believe in, or are you settling for what you currently offer customers?

6. If you knew your company would be sold in 3 years, how would it impact growth and sales differently?

7. To what degree have you actually controlled the growth and direction your company has taken?

8. Are you more worried about doing things right, or doing the right things?

9. If you could offer only one piece of advice to a new employee, what would it be?

10. Would you break the law to make a sale?

11. Have you ever been amazed at some result that you earlier thought was crazy?

12. What is something you know your company does differently than most others in your segment?

13. Do the products that taste best to you taste best to everyone else?

14. What one thing have you not done that you really want to do or introduce? What is holding you back?

15. Are you holding back some great item that should go on the market?

16. If you had to open another office or food plant other than your current city, where would you open and why?

17. Would you rather be a worried worker or a joyful achiever?

18. Why is your company in business?

19. Have you been the kind of supplier that you want supplying your business?

20. Which is worse, losing a customer due to neglect, issues, or competition?

21. Is there one customer your company is most dependent on?

22. Would you rather lose your entire product line or never be able to make another new product?

23. Is it possible to know a successful product without ever bringing it to market?

24. Do you remember that time 5 years ago when you were extremely upset? Does it really matter now?

25. What is your happiest customer memory? What makes it so special?

26. At what time in your recent past have you felt most passionate and alive in your work?

27. If not now, then when?

28. Do kids like the products your company produces?

29. If you haven’t achieved it yet, what do you have to lose?

30. Have you ever been with a customer, mostly just listened, and felt you had one of the best sales calls ever?

31. Is it possible to know, without a doubt, what is good and what is bad in your new product?

32. If you just received a million dollar grant to introduce a great new product, what would it be?

33. Would you rather have a smaller company?

34. Do you feel like you have lived this day a hundred times before?

35. When was the last time you rallied your troops behind a product or innovation that you strongly believed in with just your gut feel?

36. If you knew you would lose all but one customer this week, who would you keep?

37. Would you give away 10 points or 10 percent equity to get a celebrity endorsement or new technology?

38. What is the difference between being open for business and thriving?

39. When it is time to stop calculating risk and rewards, and just go ahead and do what you know is right?

40. How does your company learn from mistakes?

41. What would you do differently in your business if you knew it could only help it grow?

42. When was the last time you noticed the sound of your production facility?

43. What do you love about your company and products? How are you sharing this with customers, consumers, and employees?

44. In 5 years from now, will what you do today matter in your business?

45. Decisions are being made right now in your company. The question is: Are they being made to add value to clients and consumers lives?

2010-08-29T09:03:00.000-04:00

See the pictures full screen at this link >> Play Full Screen!

Work with Tim at this Link >> Project and Phone Consultation Link

Phone Consultation Food Growth >> Work with Tim by Phone!

© Tim Forrest 2010. All rights reserved

Now is the time to Grow!

2010-08-27T07:20:00.000-04:00

"The best time to expand is when no one else dares to take risks" ~Andrew Carnegie

Introduce the new product
Test the new packaging
Buy that link, ad, or commercial
Upgrade your website
Hire that salesman
Add two new tradeshows
Look at new markets
Visit your customers locations and offices
Expand your test markets
Go International

Now is the time to Invest, Build, and Grow!

Back to School!

2010-08-26T06:22:00.001-04:00

There are more than 17,500 school districts in the United States starting back from the summer break. Have you considered the opportunities that abound within the school lunch program for food companies. Imagine one organization purchasing for and serving 100,000+ meals per day! There are more than 25 school districts in the US that do purchase and provide more than 100,000 meals per day! My work for a salad dressing company got our products on the salad buffet line in various schools.

Are you reviewing the School opportunity and understanding their requirement for nutrition, packaging, and service. These numbers are for the US public schools and also many food companies provide private schools with food stuffs to make their lunches, breakfasts, and snacks a success. There are many catering and small restaurants that supply smaller schools with outsourced lunch services. Also, a number of restaurants near high schools encourage the kids to stop in and enjoy lunch when they are off campus.

The schools offer a market segment that can yield tremendous rewards for your food company.

What is your Fill Rate?

2010-08-25T16:14:00.000-04:00

Big retailers with high sales velocity demand their suppliers fill their orders accurately, on-time, and complete. If we pulled your last 20 or 100 orders what would your fill rate be for those orders? Are you keeping track of your fill-rate on-going? The best companies supply their customers with product when ordered.

If you have not done this calculation, start now and share it with prospective customers if it is positive. One big retailer demands a 98.5% fill rate and 100% compliance on all documentation.

You can do this calculation yourself and if you need any assistance, please send me a note.

Pull together your last 20 orders and review the shipping documentation for each order.

Compare the shipping manifest or bill of laden with the customer order and do they match?

If they do not match, make a note of the items and number of cases short on the order. Did you ship 100% of your orders complete? If you did not and want to grow your business, start now shipping your orders complete!

Send me a note if you have any questions or comments… >> Link

Standards and the USDA

2010-08-24T07:29:00.001-04:00

Just returned from meetings with the folks at the USDA and learned a bunch about standards and product grading for an agricultural cooperative. Are you supporting your industry association and pushing for standards and grading that are appropriate and correct for your food products?

This particular group has been lobbying for tighter standards to protect the US producers. These protections are expected to deter inferior product dumping from overseas and should positively impact pricing and standards in the US food market. It might not eliminate the overseas product but it will enforce a consistent standard and definition standard. What are you doing to grow and seek new markets for your food products?

Channel Growth Outside of Grocery

2010-08-23T06:42:00.001-04:00

The last 10 years have seen dynamic growth with the addition of many new retail locations in channels outside of the Traditional Grocery Channel. By 2014 Non-Traditional Food Retailers should be within 4 points of Traditional Food Retailers in Share.

It is important you identify your channel strategy and provide channel specific value in your food product offerings. Product Size, packaging, programs, pricing, nutritionals and branding often are different by channel. Include foodservice and you have a big job managing your channel strategy.

Client wins Entrepreneur of the Year!

2010-08-21T10:04:00.002-04:00

Congratulations to Nadines Chicken Salad for their success and growth in the food industry! They sent a note that they won “Entrepreneur of the Year! Award” from the Chamber of Commerce over the weekend and I am very happy and proud of their continued success.

They continue to exhibit the actions of successful food companies by growing, introducing new products, supplying value to new channels, and continued refinement of their programs and marketing initiatives.

Show them the Way!

2010-08-11T12:00:00.008-04:00

Are you looking to increase sales and add new customers? Lead and Show your busy, stressed, buyers how to improve their business. The biggest guys like P&G, Kelloggs, and Kraft demonstrate their understanding of the consumer dynamic to improve the business of the buyer. Show them the path to follow for success in with their business.

Retail Buyers are seeking knowledge and insight into growing their business, category, and profits. How are you educating them about their section and consumer needs? The companies that don’t provide this insight are kicked to the side, pumped for marketing funding, and threatened with DC’s. If your buyers are not jumping at your offering and excited about your new product – think about showing them the way.

Get it right and grow your business, get new distribution, and sell additional sku’s in the customer. What do you need to do and how do you do it? Get close with your consumer. Understand why and how they use your product on an ongoing basis, who they are, and where they are. Your understanding will set the stage for retail and foodservice success.

Here is an example of how one large package goods company is gaining consumer insight and ‘Showing the way’ to their customers. Proctor and Gamble moves about $500 million per year online with companies such as walmart.com and amazon.com. They will improve the internet P&G business. (right now it represents just 1% of their overall company sales) P&G expects to be a value driver in the online world and to provide insight to their customers online.

P&G opened their eStore with the thought of it being a “learning lab” to deliver lessons in online retail tactics that it can pass on to their customers to drive online P&G sales growth across the various internet websites that sell P&G products.

They hope to learn:

Consumer ratings of products

Consumer questions and concerns

Consumer thinking on brands

Test new sales models – subscription sales, tweaking display and packaging online, distribution tactics.

Monitor Sales volume in relation to e-coupons , cross-selling tactics, keyword searches, Facebook, and Twitter.

Consumer Shipping options preferences.

Modifications can happen in real-time for immediate results and consumer understanding.

How are you “Showing the Way!” with your current clients and food customers?

Tim's YouTube Television Channel

2010-08-07T16:44:00.002-04:00

Click on the link to visit.

Speed the Business with Food Brokers!

2010-07-28T16:54:00.001-04:00

I have literally worked with the best food companies and brands in the world. Their success, systems, management, volume, and centuries (yes, centuries) of experience in the food industry provide a framework for dominant success. One area that these Food Companies have learned to maximize for their benefit and return is the food broker. Regardless of size and experience, the successful companies working with Food Brokers understand the need to maximize their return with these third party sales agencies. They understand the needs and the basic day to day measures they must take to provide the tools of success. The successful companies do this over and over again building and maintaining success along with gaining new product distribution. Your company would benefit to mimic and follow the lead of the successful when working with Food Brokers.

Accelerant Curve with Food Brokers

A mentor shared the Accelerant Curve recently and it beautifully demonstrates the emphasis and systems that successful food companies employ to expand their business opportunities using food brokers. The speed of acquiring new Business actually increases over time with the right systems in place to move the process along in an organized and productive fashion. The companies that I have worked with and the systems that I employ with product opportunities always include a review of the basics of documentation, product, and systems. When applied with diligence, effort, and a budget these areas of emphasis will offer guidance on what has to occur for food growth.

Areas of Focus – Documentation, Products, and Systems

You have to prepare ahead of time for the needs of the marketplace and produce the documentation, products, and systems that will direct the actions as you grow your food business. So many companies are seeking others to handle parts of the curve as an outsourcing partner when in actuality they are building the strength of their partner retailer or foodservice operation. Give them the tools to build your brand, not their brand! The companies that control these variables will reap the rewards far into the future with bigger success than originally thought possible.

Why it works

As time progresses and implementation of the areas happen, sales will grow and the velocity of growth will increase. It accelerates! The reason it works is simple, you understand the needs of the food business operator or retailer and supply it via your third party sales agency. This application provides the catalyst and tools necessary to move prospects along the path to becoming customers and then dedicated clients purchasing more and higher margin products. This understanding of the needs of the marketplace along with the deliberate and careful planning provide for an orderly and progressive move for customers to do business with your company.

What it will do for you.

You will win more business employing this system than in any other method. The business you do win will last longer and stick far beyond other methods of gaining new business. Go ahead, start right now and review your systems for managing your business via Food Brokers. Are you fulfilling the needs of the marketplace at every point of contact so that it leads to new orders and increased business through your distributors and operators? Get it right, plan your processes, know the critical points of contact, and supply what the market needs. Your accelerating growth and success with Food Brokers will bring rewards far into the future with your focus and emphasis on the Food Broker “Speed the Business” emphasis areas of Documentation, Product, and Systems.

Upcoming Seminar - Food Growth 101 Amelia Island, Florida Ritz Carlton

2010-07-23T17:24:00.002-04:00

Tim Forrest Food Market Growth 101
www.timforrest.com/programs/docs/FoodGrowth101

Amelia Island, FL September 25^th, Ritz-Carlton Amelia Island Hotel. Accelerate your growth and food company success, the best growth value workshop I've ever produced, intended for newcomers, people who are "stuck," and veterans who need a boost. An intensive day on Amelia Island, includes a free 1 hour market growth analysis if you register early. Take a day to move your food company ahead by years or more in growth. Maximum 12 people admitted to this special program. EIGHT SPOTS REMAIN

Upcoming Food Broker Management Seminar - Ritz Carlton Amelia Island, Florida

2010-07-23T17:21:00.002-04:00

Tim Forrest Food Brokers 101
www.timforrest.com/programs/docs/FoodBrokers101
Amelia Island, FL September 26^th, Ritz-Carlton Amelia Island Hotel. The food broker can be a great tool used in your market planning and growth of your product and company with the opportunity for substantial financial returns. This overview session with Tim Forrest will provide you the insight and information you will need to prepare for your Food Broker sales call and on-going management. Also, you will receive a Food Broker template and we will start the process during and immediately following this fast moving seminar. Maximum 12 people admitted and first sign-up from category locks exclusive participation.

Download now or preview on posterous

PDF Food Broker Management 101.pdf (420 KB)

Posted via email from timforrest's notebook

Upcoming Seminar - Club Store Success Ritz Carlton Amelia Island, Florida

2010-07-23T17:15:00.002-04:00

Tim Forrest Club Store Success
www.timforrest.com/programs/docs/ClubStoreSuccess
Amelia Island, FL September 27^th, Ritz-Carlton Amelia Island Hotel. The Club Channel is one of the largest opportunities for Food Manufacturers and in this quick seminar along with a market visit to through the channel we will analyze and build the actions necessary for you to be successful in this unbelievable channel. Maximum 12 people admitted and first sign-up from category locks exclusive participation. Included in this will be forms, templates, and insight from Tims experience introducing more than 20 companies into the Channel.

Download now or preview on posterous

PDF Club Store Success.pdf (435 KB)

Posted via email from timforrest's noteboo

Top 50 Grocery Categories USA

2010-07-15T23:51:00.000-04:00

This report provides the top 50 grocery categories in grocery stores across the USA. Please download at this link. The information was originally compiled by Nielsen USA for a market presentation.

Millions from a Hot Dog Stand and Lessons for your Success!

2010-07-07T10:35:00.001-04:00

Enjoyed the opportunity on a recent trip to Los Angeles to enjoy hot dogs from Pink's Chili Dogs. My first trip and I quickly noticed they are doing much to amass such a giant following and achieving incredible success selling hot dogs! They are doing many things right including getting new customers and keeping them happy customers. Also, they make one of the best chili dogs in America. Check out this picture below of the chili dogs ordered while i was there. Loaded and Fresh Ingredients!

They also are always developing new and fun items to sell on the menu. I enjoyed the Martha Stewart and it was my first experience with several of the ingredients on a hot dog! Also, they have no franchises and worked to develop this single location over the years.

I look forward to re-visiting Pink's on future trips to Hollywood and Los Angeles. They have succeeded in converting me from a one-time visitor to a customer. Are you staying the course, converting first-time users, using the best innovative ingredients possible, and branding your new offerings?

Keep up with Tim's Latest Ideas, Articles, and Reports! Enter your email address:

Working with Club Stores

2010-06-22T23:40:00.001-04:00

A warehouse club is a retail store, usually selling a wide variety of merchandise, in which customers are required to buy large, wholesale quantities of the store's products, which makes these clubs attractive to both bargain hunters and small business owners. The clubs are able to keep prices low due to the no-frills format of the stores and selling from no touch pallet displays. In addition, customers usually are required to pay annual membership fees in order to shop. This concept also keeps shrink extremely low. There are about 1,200 total Warehouse Clubs in the USA and the volume is significant since some clubs can retail more than $400 Million per year in a single location. Review my Club Stotre Calculator for your food products at

http://www.goodfoodsales.blogspot.com... www.timforrest.com

TIM'S BEST ADVICE FOR GROWING YOUR FOOD BUSINESS NOW!

2010-06-20T17:41:00.003-04:00

For more than 25 years I’ve been helping companies grow, find new markets, and building success for the world’s top food brands. This has been done even in a weak economy. What have I learned and what methods do I apply to growing companies?

CREATE AND DOMINATE

I have discovered and it should come as no surprise that companies that have an underlying advantage or significant improvement over existing products can grow wildly. A small subtle slight improvement is not enough. It needs to be a massive improvement in multiples over the existing product or service to jump the hurdles of success and take on the entrenched players.

OWN YOUR CATEGORY AND BRAND IT

Position your company to dominate and
be the leader for your item for your customers. You choose who and where you market your products. Go where you have no competition and you are the only company serving the need. You are the go-to product for some problem or opportunity. Brand your efforts and own the mark. If you sell cola, don’t go to the biggest Coca-Cola customer and try to dominate their market. Find the opportunity where there is no beverage and start selling your product. Find a home where it is protected from the other players in the market and dominate that market. The big guys know this and will sign contracts in every venue possible to be the ‘exclusive supplier’ of their company’s item. Find opportunities to do the same with your products.

SAMPLE

The most successful companies in the food world get their products into the mouths of possible consumers. Why is Costco one of the largest sellers of food in the world? They sample all the time and use it as a basis for their company growth. How can you get more samples into the mouths of your potential consumers? A great example is KFC who gave by the millions of pieces earlier in the year. How many samples did you give out last year? More importantly, how many samples are you scheduled to give out this year?

FOCUS ON NEW CONSUMERS

Let someone else make your product and focus on finding new consumers and customers for your business. The largest food brands outsource much of the production process to others so they can focus on what they know the best – the consumer. When your company is sold to a larger enterprise they will most likely close your facility and roll volume into their existing plants. Big Food Companies know where the value is in companies and that is the brand and consumer. Are you investing in growing the part of your business that will bring the most rewards for your business? Grow your brands and consumer awareness not the square footage of your facility.

DIRECT TO CONSUMER

Growth sucks cash out of your food company. Construct a model of growth that fuels your growth without the need for outside capital. How can you improve cash flow in your food business? Gift cards, advanced payments, tighter billing, direct to consumer like the web and farmers markets, and shorter sales and delivery schedules are a few of the large number of strategies needed as you grow your business.

TAKE ACTION

To find great customers, marketing programs, and success you have to work many things and call on many people. Get out there, work, take action, and know that much will not payoff but is needed to reach the important few. Find the opportunities that will payoff in huge dividends for your company. Test different marketing programs with less than 10% of your budget. When you discover a proven successful strategy roll it into your overall marketing programs throughout your company and markets.

DAILY REVIEW AND ADJUSTMENTS

The companies that grew quickest had a pulse of what was happening daily. The teams at the fastest growing food companies get together very often if not daily to review and adjust as needed. How often are you getting together with your food team? When I helped turn around a 4 plant division of Borden, we met on a daily basis. Have you had a meeting this week? What about this month? If you want to grow fast, you have to keep everyone informed and up-to-date on the necessary needs and actions that are happening. For one company, I put together a food order that required 27 truckloads of product for the opening order. The lack of communication inside the company from sales to distribution almost cost us the sale. Fortunately, we set-up immediate changes and shipped the product.

YOU CAN DO IT TOO!

These basic tactics work for the largest food brands in the world and they will work with your company too. Enjoy the rewards of your efforts! Whether a mid-size food manufacturer or small restaurant you can find success and grow your sales even in this economy. I wish you much success and if you have any questions,send me a note.

Growing Brand Equity while supplying Store Brand Programs

2010-06-15T17:59:00.002-04:00

Tim Forrest, Senior Advisor and CEO at Tim Forrest Consulting

U.S. retailers in grocery, convenience, and mass along with distributors and co-ops continue to increase the number of products offered under their own brands and labels, commonly referred to as private label and store brands. The success of store brands creates an opportunity for manufacturers to examine their current product portfolio and market for opportunities.

Everything from fresh, frozen and refrigerated foods, beverages, snacks, shelf-stable groceries and ingredients of all types are now in store brand offerings. On the non-food side, there are household and kitchen, paper and plastics, health and beauty, GM and DIY.

This practice has increased over the last decade for several reasons causing Branded Marketers to step back and evaluate their current positions and make critical decisions for their companies product line-up and retailer supply relationship. Like many companies, retailers have found that building their own brands helps bring value by differentiating them from their competitors and by clearly identifying their products and services for current and potential customers.

It has become easier for retailers to lower the cost of store brand products.

Due to the larger size of retailers and consolidation, retailers can readily purchase direct without distributor middlemen and import overseas product.

Retailer groups entering into distributor supplier programs prefer to purchase as much as possible through their contracted food distributor organization. In doing so, they support and prefer products to bear the distributor or co-ops own brand and treat it as their own.

Because private label programs have enjoyed much success and approaching about a quarter of grocery sales, retailers are now more likely to choose as partners those manufacturers willing to support private label product roll-outs. Food manufactures that supply retailer and distributor organizations with private labeled products are reporting strong sales growth. Manufacturers that reject private label programs may be missing out on a critical sales opportunity. However, while retailer private labeling is beneficial to the retailer, it presents a major threat to the grocery manufacturers whose own brands are stripped away in the process and will be unable to keep the business if they fall short on the next competitive bid to other potential manufacturers.

By examining the nature of your category, competitive manufacturing capacity and initiatives, your own product development process and capacity will provide guidance. This information will assist in deciding on how your company might participate in a store brand program. Your response should include consideration on manufacturing capacity for a particular item and we will consider three basic categories (commodities, unique, and revolutionaries) for building your response.

The illustration below may be helpful in determining where your product falls on the continuum of product uniqueness and its potential movement towards commoditization. The larger the universe of manufacturing plants capable of producing an item, the less likely you will benefit from selling a branded product into the set without some unusual and special differentiationand purchase by the consumer.

Commodities; include, among many other items and various suppliers and manufacturers:

• Milk and Dairy products especially fluid milk.

• Fresh eggs.

• Cold and Allergy Tablets along with vitamins.

• Sugar

Unique products include such niche items that few can manufacture such as:

• Specially Meat Snacks

• Taco Mexican Dinner Kits

• Organic and Local Harvest

Revolutionary products are often first to market in a category or provide unique benefits not available from other manufacturers. Examples include:

• Kraft Bagelfuls

• Unilevers Pro-Activ Yogurt

• iChill Relaxation Shots

• Rosa’s Horchata

By definition, Store Brand products are generally not supported by manufacturers with trade spending or advertising to consumers. That function is left to the retailer and their marketing arm and budget. The consumer recognizes the store brand as part of the product mix of the retailer and will anticipate a particular level of quality and determine purchase opportunity.

Therefore, traditional budgeting and overheads of a branded product do not adequately reflect the nature of costs associated with Private Label suppliers. The specific marketing costs, packaging design, and product development costs are radically different from branded product manufacturing and marketing.

Your company should examine the portfolio of items you currently produce and have the ability to produce with the focal point being the market and manufacturing capacity to produce similar or like items. For example, if you have a machine producing standard frozen ice pops and there are many plants that can produce this item then you should think that would be an excellent option for offering as a store brand or distributor branded product.

Your newest equipment might be producing some fancy unusual and revolutionary frozen dessert and that item should not be placed into a store branded portfolio but should continue to push your brand in the brand in the marketplace. Revolutionary products should always stay under the manufacturer's brand. In some instances, co-branding can provide a win-win option for the latter two categories of products and you can see examples of this in the Kirkland Signature product line at Costco.

As your product portfolio migrates down the curve to commodity status over time as all products eventually fall, you should maintain and continue to advance new revolutionary items. Invest in product enhancing attributes and new manufacturing practices that will result in your companies continual brand success.

Developing revolutionary breakthrough products can be expensive. One area to drastically save on development of revolutionary product breakthroughs is to license or purchase products, patents, and intellectual property from outside of the company. Proctor and Gamble and Nestle both are moving fast in this direction. The Swiffer Wet Jet® and Forceflex Bags® are examples of the results of this process.

In summary, Retailers are moving fast to develop and enhance their portfolio of store branded merchandise. Manufacturers should carefully consider the portion of their portfolio for commodity style items that can easily and quickly deploy into the store brand channel along side their branded unique and revolutionary items. The avoidance of store brand manufacturing with retailers not only shrinks the dollar volume opportunity but weakens the potential for a strong and viable supply relationship with the retailer. Gather all the necessary information on your market category, the retailers efforts, and your product line-up to determine your best strategy in this environment.

What actions are you taking to grow your business?

Growth with Food Brokers!

2010-06-13T01:39:00.001-04:00

Working with Food Brokers can be fantastic for your enterprise when handled correctly. Tips and ideas from Tim Forrest on generating returns from your broker partners. Also, please find my article on Food Brokers at this link.www.timforrest.com

Posted via web from timforrest's notebook

VIDEO: French Fry Secrets Revealed! Foodservice Best Fries Now Recipe Download

2010-06-05T07:31:00.001-04:00

Mel shares his decades of experience processing French Fries in this quick video. The potato variety must be a Russett Burbank and the difficult part for many is the required 2 to 3 weeks of aging/conditioning the potato to achieve the best flavor and appearance after frying. Enjoy and let me know if this helps your french fry prep and serving.

Download the recipe - here is the link.

Grow your food business with online Video!

2010-06-04T07:53:00.001-04:00

Video is fast becoming a tool with food marketers seeking sites for advertising placement and creation of videos for marketing purposes. The chart above shows the growth and age segments of video users online. Are your consumers online and watching video? Maybe it is time for you to begin the process of including video in your marketing programs.

What actions are you taking to grow your business? Send a note or comments to Tim, also follow me on Twitter and see my retail photo notebook.. I want to hear about your success!

© Tim Forrest 2010. All rights reserved

Importance of Category Leadership and Dominance!

2010-06-04T07:00:00.001-04:00

This photo of the energy drink category within a retailers drink section shows the importance of being #1 in your category and the presence being a leader provides to your product.

Notice the shelf-space allocation and retails garnered by the leader in the set. In this picture, half the shelf-space is Red Bull territory. This particular category has literally hundreds of items that could go onto the shelf and about 20 sku's are purchased for re-sale.

Create and develop revolutionary, outstanding, awesome products and services that the consumer and retailer will recognize as a significantly better and hopefully a new desired category of item.

Market where you have no competition and get out there on a consistent basis growing your success. Retail Merchandisers like the Red Bull version here offer vendors protected real estate with no competition within the unit. It also provides additional retail locations in stores.

Script Template for Creating Internet and Marketing Videos

2010-06-03T11:55:00.001-04:00

Just returned from Wisconsin, the client desired three training and marketing videos for his products introduction. We used the linked template to produce our videos and manage the process prior to the shoot and during the production. Jeff Sheehan and Associates can assist your internet video strategy and implementation.

Have you considered video for your marketing and internet growth strategies? Internet Video is becoming a major force for companies seeking growth. Link to Template (Here)

My carwash is on Twitter, are you?

2010-06-02T07:37:00.001-04:00

Anything besides a cents off promotion or $1 Dog Deal!

2010-06-01T07:28:00.001-04:00

A great promotion for hot dogs at a convenience store. It works to reinforce the quality and brand Nathans without pushing some incredible price point or double deal for $1 each.

Creative Display nets prime secondary location in C-store!

2010-05-31T07:36:00.001-04:00

It sounds simple, "design a great display, net unbelievable valuable retail real estate, and drive sales by 200 to 300% per location!" It is that simple.

What actions are you taking to grow your business? Send a note or comments to Tim, also follow me on Twitter and see my retail photo notebook.. I want to hear about your success!

Dominate in Exclusive, Non-Competitive Retailer Sections and Outlets.

2010-05-30T07:32:00.001-04:00

One of my clients is experiencing unbelievable sales in an electronics retailer! Part of their success is being the only representative food product from their category. In the retailers set - they are the only category item and sales are booming!

Where can you sell your product without competition? Where can you be the only representative item and #1 in the setting? You have to look to find and this list might help you get started with un-conventional and unusual retail locations for your products.

The photo here shows a wine display in the card section. Very Smart!

What actions are you taking to grow your business? Send a note or comments to Tim, also follow me on Twitter and see my retail photo notebook.. I want to hear about your success!

© Tim Forrest 2010. All rights reserved

Shop online and pick-up store curb groceries.

2010-05-29T22:57:00.001-04:00

Harristeeter.com allows online shopping and pickup at certain store locations curbside for a $4.95 service fee.

Posted via email from timforrest's notebook

The best Online Food and Drug Retailers. Visit Sites, Order, and Learn!

2010-05-29T07:02:00.000-04:00

There is much you can learn from visiting these sites, reviewing their tactics, and shopping to see how you might improve your online sites performance and marketing strategy.

What actions are you taking to grow your business? Send a note or comments to Tim, also follow me on Twitter and see my retail photo notebook.. I want to hear about your success!

© Tim Forrest 2010. All rights reserved

Food Websites Averaged Shopper Basket March 2010 - $59.67

2010-05-28T07:14:00.000-04:00

The web beats traditional grocery stores in basket size! According to Nielsen Online, online consumers purchased on average $59.67 from food and beverage websites in March 2010. This figure is more than double the shopper basket size in brick and mortar grocery stores according to FMI. ($27.61)

If your numbers are dramatically different online, consider changes and incentives on the products, packages, bundles, and offers you provide to your consumers.

What actions are you taking to grow your business? Send a note or comments to Tim, also follow me on Twitter and see my retail photo notebook.. I want to hear about your success!

© Tim Forrest 2010. All rights reserved

$100,000 per year and shopping the Farmers Markets!

2010-05-27T14:10:00.001-04:00

According to Mintel’s American Lifestyles—U.S. January 2010, 69% of respondents with incomes of $100K+ shopped at a farmers’ market in the last two years while 60% report shopping at a natural food store such as Whole Foods Market. Farmers Markets are excellent locations to begin selling your value-added food product and excellent promotion locations if your ideal consumer is affluent.

Posted via email from timforrest's notebook

Forget Oprah! Get your brands onto your car.

2010-05-26T11:10:00.002-04:00

I was asked again this week if I could get a company's product onto the television broadcast of Oprah!

Yes, I have been successful getting clients on the Food Network and QVC Television but this is different. If you don't have national ACV for your products and distribution nationwide the day of the airing, how are you going to benefit from the effort and receive sales of your product. A few viewers might google your site and call for their local shop, but you will not generate sizeable returns.

Instead, place your brand onto your company vehicles, personal cars, and distributors vehicles. Clients and Consumers will see and respond in far greater numbers than 5 minutes on Oprah!

Posted via email from timforrest's notebook

2010-05-24T16:39:00.000-04:00

Mi mejor consejo para hacer crecer su empresa alimentaria YA!

For more than 25 years I've been helping companies grow, find new markets, and building success for the world's top food brands. This has been done even in a weak economy. What have I learned and what methods do I apply to growing companies? Durante más de 25 años he estado ayudando a las empresas a crecer, encontrar nuevos mercados, y el éxito de construcción para las principales marcas del mundo la comida. Esto se ha hecho incluso en una economía débil. ¿Qué he aprendido y lo que puedo aplicar métodos cada vez mayor a las empresas a ?
Crear y dominar   CREATE AND DOMINATE

I have discovered and it should come as no surprise that companies that have an underlying advantage or significant improvement over existing products can grow wildly. A small subtle slight improvement is not enough. It needs to be a massive improvement in multiples over the existing product or service to jump the hurdles of success and take on the entrenched players. He descubierto y debe venir como ninguna sorpresa que las empresas que tienen una ventaja subyacente o la mejora significativa sobre los productos existentes pueden crecer salvajemente. Un pequeño ligera mejora sutil no es suficiente. Tiene que ser una mejora masiva en múltiplos sobre el producto existente o servicio para saltar las vallas de éxito, se convierten en operadores ya existentes.

PROPIETARIO DE SU CATEGORÍA Y MARCA TI   OWN YOUR CATEGORY AND BRAND IT
Position your company to dominate and be the leader for your item for your customers. You choose who and where you market your products. Go where you have no competition and you are the only company serving the need. You are the go-to product for some problem or opportunity. Posicione su compañía para dominar y ser el líder de su artículo para sus clientes. Usted elige quién y dónde comercializar sus productos. Ir donde no tenga competencia y que la única empresa que sirve a las necesidades. Usted es el go-to de productos para algún problema o una oportunidad. Brand your efforts and own the mark. los esfuerzos de su marca y la marca propia. If you sell cola, don't go to the biggest Coca-Cola customer and try to dominate their market. Find the opportunity where there is no beverage and start selling your product. Find a home where it is protected from the other players in the market and dominate that market. The big guys know this and will sign contracts in every venue possible to be the 'exclusive supplier' of their company's item. Find opportunities to do the same with your products. Si usted vende refrescos de cola, no vaya a la mayor cliente-Cola Coca y tratar de dominar su mercado. Buscar la oportunidad donde no hay bebidas y empezar a vender su producto. Encontrar un hogar donde se está protegido de los otros jugadores en el de mercado y dominar ese mercado. Los chicos grandes saben esto y firmar contratos en cada posible lugar de ser el "proveedor exclusivo" de la empresa de su tema. Buscar oportunidades para hacer lo mismo con sus productos.

MUESTRA SAMPLE

The most successful companies in the food world get their products into the mouths of possible consumers. Las empresas más exitosas en el mundo de alimentos poner sus productos en las bocas de los consumidores posible. Why is Costco one of the largest sellers of food in the world? ¿Por qué es Costco uno de los mayores vendedores de alimentos en el mundo? They sample all the time and use it as a basis for their company growth. Se muestra todo el tiempo y utilizarlo como base para su crecimiento de la empresa. How can you get more samples into the mouths of your potential consumers? ¿Cómo se puede conseguir más ejemplares en las bocas de sus consumidores potenciales? A great example is KFC who gave by the millions of pieces earlier in the year. Un gran ejemplo es que dieron a KFC por los millones de piezas a principios de año. How many samples did you give out last year? ¿Cuántas muestras le dio el año pasado? More importantly, how many samples are you scheduled to give out this year? Más importante aún, ¿cuántas muestras se ha planificado para dar a conocer este año?

Centrarse en los consumidores NUEVO FOCUS ON NEW CONSUMERS

Let someone else make your product and focus on finding new consumers and customers for your business. The largest food brands outsource much of the production process to others so they can focus on what they know the best – the consumer. When your company is sold to a larger enterprise they will most likely close your facility and roll volume into their existing plants. Big Food Companies know where the value is in companies and that is the brand and consumer. Are you investing in growing the part of your business that will bring the most rewards for your business? Grow your brands and consumer awareness not the square footage of your facility. Deje que otra persona haga su producto y centrarse en encontrar nuevos consumidores y clientes para su negocio. El mayor externalizar las marcas de alimentos la mayor parte del proceso de producción a otros para que puedan centrarse en lo que ellos saben mejor - el consumidor. Cuando su empresa se vende a una empresa más grande lo más probable es cerca de sus instalaciones y el volumen nominal en sus instalaciones existentes. Grandes Empresas de Alimentos saber dónde está el valor está en las empresas y que es la marca y el consumidor. ¿Es usted invertir en el crecimiento de la parte de su negocio que traerá la la mayoría de los premios para su negocio? crecer las marcas y el consumidor no conocer a sus los metros cuadrados de sus instalaciones.

DIRECTO AL CONSUMIDOR   DIRECT TO CONSUMER

Growth sucks cash out of your food company. Construct a model of growth that fuels your growth without the need for outside capital. How can you improve cash flow in your food business? Gift cards, advanced payments, tighter billing, direct to consumer like the web and farmers markets, and shorter sales and delivery schedules are a few of the large number of strategies needed as you grow your business. Crecimiento chupa en efectivo de su compañía de alimentos. Construir un modelo de crecimiento que impulse su crecimiento sin la necesidad de capital externo. ¿Cómo se puede mejorar el flujo de dinero en efectivo en su negocio de alimentos? Las tarjetas de regalos, pagos anticipados, de mayor densidad de facturación, directamente a los consumidores como los Internet y los mercados de agricultores, y más corto de ventas y los plazos de entrega son algunas de la gran cantidad de estrategias necesarias a medida que crece su negocio.
TOMAR MEDIDAS TAKE ACTION

To find great customers, marketing programs, and success you have to work many things and call on many people. Get out there, work, take action, and know that much will not payoff but is needed to reach the important few. Find the opportunities that will payoff in huge dividends for your company. Test different marketing programs with less than 10% of your budget. Para encontrar buenos clientes, programas de marketing, y el éxito hay que trabajar muchas cosas y la palabra a mucha gente. Salir allí, el trabajo, actuar, y sabemos que mucho no se recompensa, pero es necesario para alcanzar los importantes. Buscar las oportunidades que en recompensa grandes dividendos para su empresa. Prueba de programas de marketing diferente, con menos del 10% de su presupuesto. When you discover a proven successful strategy roll it into your overall marketing programs throughout your company and markets. Cuando usted descubre una exitosa estrategia de probada eficacia rodarlo en sus programas de marketing global en toda la empresa y los mercados.

DIARIO DE REVISIÓN Y AJUSTES DAILY REVIEW AND ADJUSTMENTS

The companies that grew quickest had a pulse of what was happening daily. The teams at the fastest growing food companies get together very often if not daily to review and adjust as needed. How often are you getting together with your food team? Las empresas que más rápido creció tenía un pulso de lo que ocurría a diario. Los equipos en el crecimiento de las empresas de alimentos de más rápido se reúnen muy a menudo, si no todos los días para revisar y ajustar según sea necesario. ¿Con qué frecuencia te va, junto con su equipo de los alimentos? When I helped turn around a 4 plant division of Borden, we met on a daily basis. Cuando me ayudó a cambiar alrededor de una planta de la división 4 Borden, nos encontramos a diario. Have you had a meeting this week? What about this month? If you want to grow fast, you have to keep everyone informed and up-to-date on the necessary needs and actions that are happening. For one company, I put together a food order that required 27 truckloads of product for the opening order. The lack of communication inside the company from sales to distribution almost cost us the sale. Fortunately, we set-up immediate changes and shipped the product. ¿Ha tenido una reunión esta semana? ¿Qué hay de este mes? Si quieres crecer rápido, usted tiene que mantener a todos informados y actualizados sobre las necesidades y acciones necesarias que están pasando. Para una de ellas, he hecho un Para los alimentos que requiere 27 camiones cargados de producto para la orden de apertura. La falta de comunicación dentro de la empresa de ventas a distribución casi nos costó la venta. Afortunadamente, cambios en la puesta inmediata y enviado el producto.

USTED también puede hacerlo! YOU CAN DO IT TOO!

These basic tactics work for the largest food brands in the world and they will work with your company too. Enjoy the rewards of your efforts! Estas tácticas básicas de trabajo para la comida marcas más grande del mundo y que van a trabajar con su empresa también. Disfrute de los frutos de sus esfuerzos! Whether a mid-size food manufacturer or small restaurant you can find success and grow your sales even in this economy. I wish you much success and if you have any questions, send me a note. Ya sea un fabricante de alimentos-el tamaño medio o pequeño restaurante se puede encontrar el éxito y crecer sus ventas, incluso en esta economía. Le deseo mucho éxito y si usted tiene alguna pregunta, envíeme una nota.
Keep up with Tim's Latest Ideas, Articles, and Reports! Manténgase al día con las últimas de Tim Ideas, artículos e informes! Enter your email address: Ingrese su dirección de correo electrónico: Delivered by FeedBurner Impartido por FeedBurner

© Tim Forrest 2010. Tim © Forrest 2010. All rights reserved Reservados todos los derechos

Reactions: Reacciones:

Burts Bee's brand deployed into new categories.

2010-05-24T15:47:00.001-04:00

Giants buy proven successful regional brands and often single category products then expand nationally, internationally and into new categories. See how Clorox is taking Burts Bees into the toothpaste category and notice the command of the Burt's Bees brand on retail price.

As an example of deploying products into new areas, Burts Bees brand lip balm can now be found in convenience stores and drug stores. It is not uncommon to see the balm on the counter in both channels throughout the United States.

Posted via email from timforrest's notebook

Using national brands to support the retailers value brand image.

2010-05-24T15:41:00.001-04:00

This check-out display at Walmart reinforces the price image they desire promoting. The Skittles brand is almost an afterthought when compared to the effort and amount of play given to the Walmart brand and slogan "Save money. Live better."

Posted via email from timforrest's notebook

National Restaurant Show - Chicago May 2010

2010-05-22T19:51:00.000-04:00

See and download the full gallery on posterous

Posted via email from timforrest's notebook

National Restaurant Show - Chicago May 2010

2010-05-22T19:49:00.000-04:00

See and download the full gallery on posterous

Posted via email from timforrest's notebook

Computerized Coke Fountain at NRA Chicago today.

2010-05-22T14:25:00.000-04:00

Visiting the National Restaurant Show today in Chicago. Coke displaying new dispenser.
Sent on the Sprint® Now Network from my BlackBerry®

Posted via email from timforrest's notebook

Category Leader OR on-the-shelf in 5,000 Stores?

2010-05-09T22:26:00.000-04:00

AUDIO INTERVIEW - Q Products CEO Jonathan Soares shares his insight.

Watch Category Leader or 5000 Stores Jonathan Soares with Tim Forrest

Listen as Jonathan Soares shares his experienced insight into the question - "500 stores as a Category Leader or 5000 stores on the shelf." The ramifications and opportunity for you to move your company farther and faster with organized and controlled growth are available in this audio interview with Tim Forrest.

Also, you might be interested in mapping your local market and organizing your national strategy regions similar to the largest consumer product companies at this link.

AUDIO INTERVIEW: 500 or 5000 and why? Jonathan shares his experience.

How to sell a $29 Nutritional Supplement - Demo's Sell!

2010-05-05T11:01:00.000-04:00

How does a company sell a lesser known nutritional supplement for $29.99 in a retail outlet? They stop you in store, sample, and educate you on the nutritional benefits of their wonder product.

What actions are you taking to grow your business? Send a note or comments to Tim, also follow me on Twitter and see my retail photo notebook.. I want to hear about your success!

© Tim Forrest 2010. All rights reserved

Grocerants! Steven Johnson discusses the major food trends happening in Grocerants today.

2010-05-03T00:57:00.000-04:00

Watch Steven Johnson Foodservice Solutions discus.ses Grocerants
Steven Johnson, President of Foodservice Solutions, discusses the Grocerant niche and his view of several of the most important trends and surfacing avenues for ready to eat and heat food. You can visit his site Grocerants or learn more about Steve at LinkedIn.com.

What actions are you taking to grow your business? Be sure to add your email address below to catch the latest updates and insights from Tim Forrest.

© Tim Forrest 2010. All rights reserved

The Original Social Marketing Tool - The T-Shirt

2010-04-30T09:21:00.000-04:00

Steve Johnson reminded me this week of an effective social marketing tool we all can use and many are using in various food businesses - the T-Shirt!

If you would like to get started with t-shirts, the official supplier of Good Food Sales t-shirts has a special for readers of my site.
12 Shirts, full color, thick and beefy cotton, no set-up fees or screen charges, quick turnaround, and only $145. Embroidery also available for tradeshow polo shirt packages in 2, 4, or more shirt quantities with quick turnaround.

For special pricing and additional quotes, please click Good Food Special and request coupon.

© Tim Forrest 2010. All rights reserved

AUDIO INTERVIEW: Sue Sullivan shares how she built The Hot Squeeze Company www.timforrest.com

2010-04-29T11:30:00.000-04:00

Listen to Sue Sullivan as she shares her insights and 3 year adventure marketing and growing her The Hot Squeeze sauce nationally. This 30 minute audio interview will provide insight and ideas on methods to grow your food business. Her company website is TheHotSqueeze.com and the link to the mentioned video "Bite Me" is here.

Tim Forrest on Specialty Food Resource.com

2010-04-27T07:37:00.000-04:00

My article on growing your food product locally was just published on Specialty Food Resources website. You can read the article at this link.. I was thrilled to see my article had made it onto the site!

What actions are you taking to grow your business? Send a note or comments to Tim, also follow me on Twitter and see my retail photo notebook.. I want to hear about your success!

© Tim Forrest 2010. All rights reserved

Tim Forrest featured in Food Entrepreneur Magazine

2010-04-26T07:02:00.000-04:00

You can take advantage of the special offer for Food Entrepreneur readers this week also and save $50. Just visit the Growth Consulting link and deduct $50 from any of the LINKED packages. Also, the free Promotion Template is available to you at this LINK.

© Tim Forrest 2010. All rights reserved

Nadine's Chicken Salad - Marketing Insight and Success

2010-04-23T10:54:00.000-04:00

AUDIO INTERVIEW: Nadine shares her amazing marketing and growth success secrets.

Have you Mapped your Companies Market Area? Territory Coverage for your Food Company

2010-04-16T09:26:00.000-04:00

Define your companies territory and market coverage now!

Get out a map and draw a circle with the center of the circle being your company location. The circle should extend an appropriate distance for your particular business. If you are currently a single market food business 200 miles from your office on all sides might be right. (radius of 200 miles) Depending on company size and niche, you might want to extend farther to a 400 mile radius if you are much more established and have the support to reach the additional distance and cities.

AUDIO INTERVIEW: Jonathan shares his local market insight after having gone national very quickly. Local market is important to future growth.

The map and list on the next page is an example and basis of your market planning and growth initially from your current market. As you grow, move the circle out further and further only when you can support your local market and each subsequent market. If you desire planning and organizing beyond your local market area this link will take you to a method of organizing your USA Sales Geography into 4 basic regions divided into a total of 9 divisions.

Company based - Huntsville, Alabama

Markets:

Huntsville

Nashville

Chattanooga

Birmingham

Atlanta

Memphis

Knoxville

Paducah

Montgomery

Columbus

This list allows you to gear-up planning, promotion, sales calls, supply and distribution targets, customer sourcing, and event planning. Focus your efforts and expand with knowledge.

What actions are you taking to grow your business?

Subscribe to Good Food Sales by Email

Sampling Your Item!

2010-04-14T07:32:00.000-04:00

You have to get trial on your new product and the quickest, easiest, and least expensive way to grow your food brand is with sampling.

Get consumers to try your product at retail, events, and non-traditional outlets and then they can become customers.

Achieving one facing on a shelf is not a marketing event for your company. Growth comes from consumers purchasing and seeking out your product. How are you gaining new customers for your item?

Branding

2010-04-13T07:42:00.000-04:00

Brands exists in the heart and mind of the consumer...and no where else.

Strong Brands Benefit Companies:

Increased revenues and market share
Decreased price sensitivity
Increased customer loyalty
Additional leverage with vendors and retailers for food manufacturers
Increased profitability
Increased stock price, shareholder value and sale value
Increased clarity of vision
Increased ability to mobilize an organization's people and focus its activities
Increased ability to expand into new product and service categories
Increased ability to attract and retain high quality employees

Found this list in several places and added to it.

Retail Census by Type - United States

2010-04-12T06:42:00.000-04:00

Total Trade Channel
Trade Class
US Retail Stores

Retail Stores provide almost half of all food sales in the country. This listing of the various types of stores will provide you guidance on building your programs and allocating your company resources.

Listing is on next page...

Supermarkets (>$2MM volume) 34,000
Small Grocery (<$2MM volume) 13,000 Convenience Stores 144,700

Mass Merchandisers 26,200

Variety 19,400

General Merchandise 2,000

Conventional 4,500

other 300

Wholesale Clubs 1,100

Pharmacies 56,000

In drug stores 38,700

In supermarkets 12,600

Other format 4,700

Category Killers 83,300

Auto Aftermarket 19,600

Books 2,600

Computer Stores 400

Consumer Electronics 8,200

Craft/Hobby 3,100

Department Stores 6,300

Family Apparel 11,500

Home/Bed/Bath 2,400

Home improvement 17,000

Office Supplies 3,200

Pet supplies 2,200

Sporting Goods 2,900

Toys 1,200

Liquor Stores 41,900

Gasoline Stores 137,400

In convenience stores 114,700

In gasoline only 19,600

In supermarkets 2,200

Other format 900

Recipes that built a Food Business.

2010-04-10T08:19:00.000-04:00

One of the fun and sometimes frustrating points of the food business is the absence of a single answer or always correct route to food product growth. Food companies require unique solutions for unique opportunities.

Recipes alone don't usually build great food businesses but there exist many examples of food companies getting there starts from a recipe.

One company that started with a recipe is Blue Bell Creameries Ice Cream. They were in the butter business and on a whim made a small batch of ice cream and it became very popular almost forcing them into the ice cream business. Today, they no longer are in the butter business and with distribution in only 17 states became one of America's strongest Ice Cream brands.

Blue Bell Creameries, L.P.

1101 S. Blue Bell Rd.

Brenham, Texas USA

http://www.bluebell.com