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DISTRO 101
Week 1: Your Customer, Pitch, & Numbers
INTRO: What we'll cover in DISTRO 101
Your Customer Leads The Way
Find your buyer. Calling stores.
Spreadsheet Spaceship (video + download)
How To Write A Buyer
Velocity
Week 2: Indies vs Chains: The Cost Of Engagement
Slotting fees, Ads, Promos
How To Support Sales & Ranking Your Accounts
Staying In Your Lane
Week 3: Distributor vs Sales Reps: Roles, Margins, Pricing
Distributor vs Sales Rep: Managing your expectations
Working with distributor reps: How To Write Them
Demos & Merchandising
Pricing, Margins, Chargebacks
How to calculate an MCB
Week 4: Distribution Onboarding & Chain Submission
Sales Reps, Brokers, Merchandisers
Chain Submission & Distributor Paperwork
Real World Reminders
DOWNLOADS (STORE LISTS, TEMPLATES, TOOLS)
Store Lists (mixed territory)
KeHE Sales Directory + Store Lists by DC
UNFI Sales Directory + Store Lists by DC
Chain submission slides
Promo Calendar Template
SKU Tracker Template
3PL Database (by StartUp CPG)
BONUS: CPG Glossary (download only)
SELL SHEET EXAMPLES
Margin Plug & Play (video + download)
Margin Calculator (alternate version)
Distributor vs Sales Rep: Managing your expectations
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