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I have just begun working with a small producer of gourmet items and while I can't answer your question, I am interested in following the discussion. In fact, I want to know what is most important to a distributor like yourself when selecting producers to represent.
We work within a niche according to our business principles: Top-quality; Mediterranean Diet items; healthy items; and preferably organic/state grown. Then it comes the potential demand for the product/price combination. Then, our plans for the year.
If all of the above fits, then we study the producer itself to see if we can workout a deal to work together.
Hope this helps you.
My name is Ali Johnston. I'd like to introduce myself and my company to Small Business Community. My company imports/distributes top-quality gourmet items that are also healthy and friendly to the environment. I'd like to post the following questions to small retailers of specialty food:
How do small retailers of specialty food get access to quality products from small producers? What percentage of your monthly purchase do you buy from big diversified distributors? What percentage from small distributors with limited amount of products? Would you purchase on Internet to get higher sales margin?
Elaia Mediterranean Gourmet