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The Next Step
In the last issue of FE, I discussed how to locate and qualify potential buyers, and how to get samples to them. The next step is export pricing.
There are two methods of pricing for international markets. I have referenced TradePort's Trade Tutorial which I have found to have the best outline of pricing available. http://www.tradeport.org/tutorial/details/index.html
Pricing Methods: Cost-Plus vs. Marginal-Cost. To find out which is best for you, please see the following referenced article.
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Quick Links...
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Dear Stephen,
Welcome to Volume 33 of Food Entrepreneur eZine (FE).
Big Success in Chicago! The annual ASBDC Fall Conference at the Hyatt Regency Chicago was a huge success. Stephen conducted two workshops for members of the Association of Small Business Development Centers (ASBDC) who were interested in learning how the specialty food industry works. These Small Business Development Center managers get questions from small, specialty food producers needing help with a wide range of topics from production to financing. It is always a challenge to present relevant material when specialty food industry experience and knowledge of the audience is an unknown. Stephen used material from his book From Kitchen to Market and the resources featured on our web site www.specialtyfoodresource.com to provide valuable and useful information for the attendees to take back their state agencies.
Seventy exhibitors and vendors showcased various services and programs all directed to the needs of small business owners. This conference drew just under 1300 attendees and the 2009 Annual Conference will be held in Orlando, Florida September 14-17, 2009.Mark your calendars!
Our next workshop for specialty food entrepreneurs will be held in Lexington, Kentucky November 13 and 14, 2008.
Would you like to be an FE contributor? Topics are welcomed that impact almost any aspect of specialty food marketing. We will be happy to help.
Does FEeZine help you? Please let us know what you think we should do to improve its interest, ease and utility. [See the "rate this Volume" button on the left.] We invite and welcome your comments.
Let's work together to learn ways of succeeding in specialty food marketing.
Wishing you great profits!
Pat
Pat Hall
Editor, Food Entrepreneur eZine
Steve
Stephen F. Hall
Author, From Kitchen to Market
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· NOTES AND COMMENT:
- The Organic Trade Association Expo Just Keeps Growing!
- So You Think You Know What Defines a Specialty Food?
- Is it Time to Look for Commercial Kitchen Space?
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The Organic Trade Association Expo Just Keeps Growing!
The Organic Trade Association in partnership with Diversified Business Communications will grow its 2009 All Things Organic Conference and Trade Show by adding the Expo Comida Latina and the All Asia Food Expo. This show will be held at McCormick Place in Chicago, IL June 16-18, 2009.
The show promises to attract a buying audience of over 12,000 and will feature certified organic and ethnic food and beverages in one targeted venue. The Organic Trade Association (OTA) projects 2008 sales to exceed $25 billion.
In addition, those interested in all things organic can join the Organic Consumers Association for their twice monthly online Organic Bytes newsletter, dedicated to "campaigning for health, justice, sustainability, peace and democracy."
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NASFT Specialty Food Product Segments. To help you define what is considered a specialty food, FE will be listing two NASFT segment descriptions each month.
(1) Condiments: mustard, mayonnaise, ketchup, olive marinades, soy sauces, pickled vegetables and barbecue sauces.This category also includes Asian ethnic varieties.
Natural examples are Annie's Naturals, Bragg and Thai Kitchen.
Specialty examples include Soy Vay, Chatham Village and Kikkoman.
(2) Yogurt and Kefir: Ethnic and cultured dairy and non-dairy products; sheep, goat and water buffalo yogurts.
Natural examples include Stonyfield, Brown Cow and Lifesay.
Specialty examples include Fage, Woodstock Water Buffalo and Emmi.
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Is it Time to Look for Commercial Kitchen Space?
One of the most difficult decisions to make happens when your product finally takes off and volume dictates the need for larger, commercial kitchen space.
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· ALL ABOUT FOOD LABELS - Pressure Mounts to Label Restaurant Foods
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Food Consulting Company's Karen Duester includes the following topics in the latest edition of Food Label News:
Table of Contents:
- Reader Q&A: U.S. & High Fructose Corn Syrup (HFCS)
- FDA Studies Food Label Allergen Advisory Use
- "Organic" on Food Labels is Limited to Foods that are Certified Organic
- Pressure On for Labeling Restaurant Foods
Q. In the August Q&A you said high fructose corn syrup should be labeled as glucose-fructose syrup in Canada. Can I also label it as glucose-fructose syrup on my U.S. labels for the same product? T.C., Beverage Manufacturer, Texas.
A. No, the required nomenclature for this ingredient for U.S. regulated food labels is high fructose corn syrup. Read more.
Readers of Food Label News can submit their food label questions free of charge for possible publication in the Q & A Section of Food Label News.
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· SPECIALTY FOOD RESOURCES - Updated Packaging Design and Provider Listing
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Your SpecialtyFoodResource.com site has a SEARCH feature. You may now go right to the "find" section and look for information on our entire site. Feel free to let me know if you see anything that needs changing.
For example, when you click on the "Packaging Design" tab, you will see an alphabetical listing and contact information for information and guidance.
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· INTERNET SALES- Join Our Survey of Who is Selling Specialty Food via the Internet? The Answers Here
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Our updated survey on Internet Food Sales in 2007 gave us the following snapshot. When asked if their companies have used the Internet in 2007 as a sales tool:
- 59% responded in the affirmative
- 41% responded they did not use the Internet at all.
- 43% stated the Internet generated less than 10% of their total sales
- 5.3% reported sales between 51% to over 60%of overall sales.
When asked about 2008 sales, survey results showed flat growth with:
- 41% of respondents think the Internet would still provide less than 10% of sales.
- 51% to more than 60% of Internet sales shows growth in 2008 remains flat at 5.73.
So where will 2008 Internet sales growth go? Up from 2007 or will the recession impact to keep sales flat? Let us know your thoughts and comments via your Discussion Forum/Blog.
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· WHAT TO LOOK FOR IN A GRAPHIC DESIGNER - Comments from Specialty Food Expert Ron Cardoos
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You have worked hard to develop your product. Now you will need a logo, a product label and a catalog sheet. Consider the following when finding and choosing a graphic designer.
- Do not try to do the graphics yourself. You need a professional with food product experience.
- If you have a colleague with dynamic, eye-catching packaging and logo, ask if you may contact their graphic designer.
- Choose a designer in your area so you can discuss details and review projects together.
- Always ask to see prior work produced for other clients including logos, package design, ads, and brochures.
- Determine the fee structure. Do not hesitate to ask whether they charge by the hour or by the project. If by the project, get the quote up front.
- It is better to select a graphic designer that has previous experience with food products and small food companies.
- Determine if they use a local printer? Which one? Assess the printer's quality of work.
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· WEBSITE POPULARITY - Find Out How Yours Stacks Up Here
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· SUCCESS SECRET - A Strategic Framework
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Have a look at the winning Strategic Planning Workshop/Retreat Agenda we use. It helps food entrepreneurs establish a strategic framework that is critical to their success. Contact me to learn how we can implement it in your firm.
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· SPECIALTY FOOD MARKETING - Our Workshop Schedule
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If you would like your state's food association to host a workshop for the local specialty food producers in your area, please have them contact Stephen at steve@SpecialtyFoodResource.com.
The next workshop is scheduled in Lexington, Kentucky November 13-14, 2008. If you would like to attend, please contact Sondra Latham at 801-651-1171 or sondra@tomsgourmet.com.
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· FE CONTRIBUTOR LISTING - Names and Contact Info
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Here is the listing. Please contact me to learn how you, too, can be added to this prestigious listing.
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· The 4th Edition of "From Kitchen to Market" is Classic!
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"From Kitchen to Market is the best book about the U.S. specialty food field, and there is a great need you have so very well covered!" - Ted Koryn, U.S. specialty food industry pioneer.
The only book of its kind that outlines every food marketing opportunity and then supports entrepreneurial action with detailed guidance.
FAN MAIL: "Great information! Thanks!" Danielle Di Vecchio
"Enjoyed your seminar and have your used your book with clients many times." Cathy Keeler, Director, Small Business Development Center, North Central Texas College.
Other good books for small business management can be seen at Kaplan Publishing's web site: www.kaplan.com
ORDER THE BOOK HERE.
Discount price: $19.77 [Cover Price is $28.95]
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· Build and Manage Your Own Website!
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Sell your specialty food product online!
SnapMonkey is a place where you can go online and create your own website. You don't need to know anything about programming. If you can create a word document, you have the skills to create your own website.
With our easy-to-use shopping cart, you can easily sell your products online. Try our 10 day NO-COST trial. If you like it, it is only $49 to activate, and $29.95/month. Give it a try.
How is your website? Here is a first class web analysis service. We can research your market and prepare a plan. For more information, see this site.
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· A New eBook About How Powerful Online Communities Can Promote Your Business
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Why Buy It?
Reason One: According to an iProspect study, 1 in 3 Internet users are searching online communities, reading what other people have written, and making a buying decision based on what they have read.
Reason Two: Statistics show that 70% of people research online before making a purchasing decision. (And that includes local service businesses).
Reason Three: You will learn from experts who have PERSONAL EXPERIENCE and who have successfully market their businesses in these online communities. And, these experts are going to share their strategies with you!
Try it out. If it doesn't do everything the author says and more, if you don't save money, time and frustration, if it isn't life-changing, if it doesn't work for you, you have nothing to worry about because you can get every dime of your money back under our no- loopholes guarantee. So you have nothing to lose and everything to gain
Cost: $47.00 [Cover price is $79.00]
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