Page 33 - Food&Drink September 2019

FOOD EXPORT
✷ CONVERSATION STARTERS
QUESTIONS TO ASK YOUR EXPORT CUSTOMER
The questions are designed to start out quite broadly, to get a conversation going. As an understanding of the customer’s business grows, they narrow down to more specific issues on how to work together.
1. What are the current category trends in your store right now?
2. What are the bestselling pack sizes and why?
3. What are the best and worst selling flavours?
4. What is the expected minimum category margin for you to range a new line in store?
5. Do you charge listing fees for your stores? How much?
6. What is your expectation for A&P support to a new line listing?
7. Do you have Minimum Life On Arrival (MLOR) expectations?
8. Are you able to share the Highest, Average and Lowest Units per Store per week (UPSW) or Rate of Sale?
9. Do you have a set time of the year for range review?
10. What are your expectations from suppliers for new listing presentation?
11. When you list a new product line in your stores, how many would you recommend for ranging?
12. When a new line launches, what have you seen that worked in your stores/market?
13. Do you have
any thoughts or recommendations
on how best to partner with you?
14. Is it possible to sample instore to support a new line listing and what would the cost be?
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