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‘ Pitching to food halls and ‘ Pitching to food halls and

‘ Pitching to food halls and - PowerPoint Presentation

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‘ Pitching to food halls and - PPT Presentation

supermarkets By Monique Borst wwwmoniqueborstcom for Escape the City wwwescapethecityorg MoniqueBorst Unwrapping the food industry Food manufacturing 2011 The UKs biggest manufacturing ID: 416313

food www business product www food product business amp gov great buyers drink statistics key org tip pitch buy fdf shelf year

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Slide1

‘Pitching to food halls and supermarkets’

By Monique

Borst

www.moniqueborst.com

for

Escape the City

www.escapethecity.org

Slide2

@Monique_BorstSlide3
Slide4

Unwrapping the food industry

Food manufacturing 2011

The

UK's biggest manufacturing

sector

E

mploying

440,000 people directly and indirectly accounting for a further 1.2 million jobs in the food

chain

An incredibly

diverse sector: there are 7,000 businesses – the overwhelming majority of which are

SMEs

T

ogether

generating £

76bn

of

turnover

Highly innovative: spending

£350m on R&D and launching

8,500

new products every

year

We export more than

£12bn

worth of food and non-alcoholic beverages every

year

Food and drink manufacturers buy

66%

of what UK farmers

produce

www.fdf.org.uk

Slide5
Slide6
Slide7
Slide8
Slide9
Slide10
Slide11

Salads Just Got S

exy!Slide12

How to get a foot in the door …

Your product has to be great, that goes without saying, have shelf presence and be supported by a robust marketing plan.

Tip

#1 Do thorough market research

Buyers will expect you to know lots about their business, its’ existing products and how your product will increase the value of the category. They will also expect you to know every facet of your own business, from where your ingredients are sourced, to production methods, your target markets and finance.

Tip #2 Let your product speak for itself

You need to be absolutely convinced that you have a winning product in your hands. If Buyers are persuaded by your rationale on why they should buy it and realise that it is a great product – this is the best chance you have for seeing your product on the shelf

.

 

Tip #3

Persistence is key

Getting a hearing is difficult for new entrants to the food industry:

be

creative in how you turn ‘no’ into ‘yes’ and don't give up until you secure that crucial first meeting!Slide13

Pitch tips

Be clear and concise.

What are you offering? What do you want? Make sure your focus is clear.

Include robust sales forecasts and profit projections.

Your pitch will be redundant without them. Remain ambitious, but realistic.

Know your finances

from top to bottom. Nothing annoys Buyers more than a sloppy grasp of the numbers.

Enjoy the experience & remember to smile!

It may be daunting, but pitching

is also fun and exciting and practice makes perfect.Slide14
Slide15

Over to you!

 

Think about yourself as an entrepreneur

. Try to put yourself in the shoes of a role model business person. Do they fit? What is your vision? What will the business look like in 5 years time? If you can’t come up with a convincing picture it could be that you aren’t cut out for it

.

Talk to successful business people you know and read profiles of great entrepreneurs

. Have they got something you haven’t? If it’s only luck and being in the right place at the right time then there’s nothing to stop you emulating them. (However, there is more to it than that

!)

Take a

product

you know reasonably well and write down 10 ways the

producer/manufacturer could

improve it

. Thinking about other businesses, even if they are unrelated to your business idea, can stimulate great ideas about your own

.

The key to all this is your customer!

Don’t (yet) get pre-occupied by the product

you

are planning.

Do be obsessed by the experience your customers will have of it

. Become your customer for a while: you must know what difference your new product will make to their lives!

You may need to pay yourself very little in the early days

. Calculate your domestic expenditure for at least 12 months. Exactly where is your money going? What are you prepared to sacrifice? Work out exactly what you need, but add in a 25% contingency amount to take into account sudden, unforeseen expenses.Slide16

Useful links

Office for National Statistics

www.statistics.gov.uk

Mintel

www.oxygen.mintel.com

Food & Drink Federation

www.fdf.org.uk

Defra

www.defra.gov.uk/statistics

British

Library Business & IP Centre

www.bl.uk/bipc/

The Institute of Grocery Distribution

www.igd.com

Key Note

www.keynote.co.uk

Regional food & drink groups

www.london.gov.uk/londonfood

Waitrose Small

Producers Charter

www.waitrose.com

Sainsbury’s

www.supplysomethingnew.co.uk

Asda

www.asdasupplier.com

Food

Standards Agency

www.food.gov.uk