Expert: Eric Hofer - 2/8/2010

Question
QUESTION: Eric,

I am developing a natural beverage brand to be imported to the US from Brazil. I have procured producers, domain and legal support. However, I am having difficulty procuring storage, distribution and sales channels in the US.

Do you have any advice with respect to procuring distribution channels at early stage development? Do you know how to obtain a list of juice/beverage distributors in the New York City area?

Our priority is procuring a distributor that can also handle sales and storage of our brand. An all-in-one procurement.

Many thanks.

ANSWER: There are several companies operating in New York; all you need to do is Google for it.  I found 3 companies immediately like McPak and Diamond Bev.

As I don't know your products, expectations, etc. I cannot really advise.  Are you happy to hand over sales to a 3rd party?  From what you wrote it sounds as if you think your going to purchase a selling team from this company.  Is that how you see selling your product?  As I am not in New York, recommending anybody would be wrong of me.

If you're thinking about implementing your own team to handle sales and then hand such off to a local distributor, then there's something I can help with.  

---------- FOLLOW-UP ----------

QUESTION: Thank  you, Eric.

Yes, I contacted a handful of local distributors to no avail. They have not returned my messages.

We will implement a sales team to handle sales to distributors, who in turn will take over the bulk of sales. From that point, our sales efforts will consist of procuring new channels of distribution and distributor support. To be less ambiguous, we need advice with respect to the best approach to the distributors. What is the best sales approach to local distributors? Our brand is a natural fruit juice with exceptional functional properties.

Again, thank you for your assistance. Sales, unfortunately, is not my strong suit...

Regards,
Chris

Answer
Chris,

I'm not 100% amazed that nobody is responding, but it is weird given the economy that companies would ignore enquiries!  

Sounds to me like you could benefit from support on the selling side; but of course, you've got to get an idea as to how you'll deliver the product once established.  I'm curious as to who you wrote and the structure of the enquiry.  Send me a sample on ***ehofer***innovative-selling*com (replacing the asterisks with the usual stuff).

Regards,
Eric