Archive for March, 2012

The Tide Is Rising – Improving Market Conditions

March 13, 2012

A rising tide lifts all boats. The speculation is that Monster is in play again. This time KO and ABI are rumored suitors. This type of speculation and other anecdotal observations (record attendance at Expo West) show that the market is healthy and vibrant. You could argue that we could be approaching market conditions of 3-4 years ago. All of this says that it is a good time to be in the business right now….valuations rising, capital markets opening up, transactions growing….it’s going to be a fun year.

You Don’t Need To Be Everywhere

March 13, 2012

I just left a great trade show….tons of people walking the floor…..retailers, distributors, consumers.  You would think this would be a great place to be for your brand.  For most companies and brands out there though, it isn’t.  Oh, you’ll see plenty of store owners who like your product.  The problem is that it is all random.  A man with 3 stores in Michigan, a woman with 5 stores from Georgia….and on and on.  It will feel good when you leave the show with a pocketful of business cards and leads.  But, after a few days back in the office, you come to realize that you can’t deal with this shotgun approach.

We’ve always found that it is more productive to list who your target customers are and go after them directly.  Why wait for someone to randomly come by your booth at a show?  Pick up the phone and call them.  With a little networking you can even find their contact info.  In the end, you’ll get the customers your really want, and save a lot of time and trouble in the process.

Good Selling!

Natural Goes Mainstream

March 11, 2012

Expo West – I just got home from this year’s show.  This was the biggest in my memory…..it was jammed.  I will be interested to see what the statistics are, but the crowds were big, and so were the exhibitors.  The aisles were crowded with people there to see what’s new.  I saw aisle after aisle of both new companies as well as established industry brands.  Everyone seemed to be there in force this year.

My take was twofold – 1) with the improving economy – the market for more upscale products is robust, and, 2) the consumer trend for ‘better for you’ products continues to gain steam.

It’s a great market right now.