Open Forum to Strengthen Collaborations between Research Outreach

Open Forum to Strengthen Collaborations between Research, Outreach and Education for the Northeast Food System Selling Strategies for the Food Entrepreneur Diane Holtaway Rutgers Food Innovation Center learn create succeed

Food Innovation Center Our One-Stop Strategy Industrial-scale go-to-market production. Extensive food industry expertise from a staff of realworld experts with senior food industry experience. Collaboration with Rutgers University Schools, Departments, Centers, and Institutes. Breadth of services offered. 2 Extensive network of external resources.

Food Innovation Center Bridgeton NJ 3

Food Innovation Center Piscataway NJ 4

Food Innovation Center Rutgers University’s interdisciplinary food business development resource Product Development : Creating new foods and beverages for clients ranging from start-ups to major global food companies. Process and packaging expertise. Training : Food safety, food protection, brand positioning, marketing, etc. Training at Center, at client’s facilities, and on-line. Full-scale Production: Market-ready manufacturing. Business Mentoring: Business development, value proposition, consumer testing, product design, marketing and sales strategies, etc. 5

Selling Strategies for the Food Entrepreneur • Who – is your target market? – Consumer, food service operator, manufacturer • What – are you selling? – A product, a service, a solution • Where will your product be available? • When will your product be available? Seasonal? • How will you market your business/product? 6

To Market, to Market…. Selling Strategies Pack and Peddle PJ Ritter Foods, Bridgeton, NJ 7

Direct Selling • Direct to Buyer: – Restaurateur/Chef/Caterer/Specialty Retailer – Manufacturer – Consumer : • Ecommerce: via company website, online gourmet grocers, Amazon, etc. • Community Farmers Market/Farm Stand/CSAs, Craft Shows, etc. • Social Media: • Innovative Retailer Programs: Whole Foods 8 Localpalooza

Wholesale Selling • Distributors/Wholesalers: – Grocery store distributors: UNFI, Krasdale, etc. – Food Service Distributors: US Foods, Sysco, BK Distributors (Gourmet) – Specialty Distributors: Meat, produce, dairy, desserts, appetizers • Brokers • Trade Shows: Specialty Food Association, National Restaurant Show, Regional Restaurant Shows, Natural Products Expo – East and West • Cooperatives 9 • International Trade – Food Export USA - Northeast

Success Metrics for Selling • • Know your limitations Know your strengths Know your competition Be honest Be diligent Be persistent Plan and Strategize 10

Thank You! Bridgeton NJ Rutgers Food Innovation Center learn create succeed