# #122 How to Launch in Foodservice with Sales Pro Jenna Cameron Part 2

- Show: [The Startup CPG Podcast](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast)
- Published: 2024-01-04
- Length: 37m
- Episode: 7
- Page: https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-01-04-122-how-to-launch-in-foodservice-with-sales-pro-jenna-cameron-part-2
- Listen: https://share.transistor.fm/s/61415cfd

## Summary

Jenna Cameron, a sales professional with experience at brands like Simulate and Beyond Meat, explains how emerging CPG brands can successfully launch into the foodservice channel. She details the importance of channel analysis to distinguish between commercial and non-commercial segments, designing packaging for back-of-house durability, and leveraging LinkedIn for targeted outreach to culinary decision-makers. Cameron also covers distributor relationships, broker selection, and using data from early adopters to build compelling sales decks for larger chains.

## Outline

1. Packaging Design for Foodservice
2. Channel Analysis: Commercial vs. Non-Commercial
3. Outreach Tactics and LinkedIn Strategy
4. Building Sales Decks with Data and Recipes
5. Distributor Relationships and Regional Strategies
6. Hiring and Broker Selection
7. Trade Shows and Operator Incentives

## Topics

- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Packaging design](https://hardwarepodcasts.com/topic/packaging-design)
- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)

## Most relevant to

companies scaling up

## Mentioned

- Simulate (company)
- Beyond Meat (company)
- UNFI (company)
- US Foods (company)
- Sysco (company)
- KeHE (company)
- HubSpot (tool)
- First Bite (tool)
- Blue Bottle (company)
- Philz Coffee (company)
- Pete's Coffee (company)
- BuyRight (company)
- Greenleaf (company)
- Ace Enco (company)
- Sunbelt Natural (company)
- Eco Vegan (company)
- Herspring Gibbs (company)
- Avalon Group (company)
- Green Nature Marketing (company)
- Advanced Natural Group (company)

## Related episodes from other shows

- [Advice Line with Sarah Kauss of S'well](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-06-20-advice-line-with-sarah-kauss-of-swell) (How I Built This)
- [What It Really Takes To Build a Food Business: Part 2](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-10-25-what-it-really-takes-to-build-a-food-business-part-2) (How I Built This)
- [What It Really Takes To Build a Food Business: Part 1](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-10-18-what-it-really-takes-to-build-a-food-business-part-1) (How I Built This)
- [296 - From Wall Street to Food Street: Sid Banthiya's Transformative Journey into Consumer Brands](https://hardwarepodcasts.com/podcast/people-of-packaging/2024-11-15-296-from-wall-street-to-food-street-sid-banthiyas-transformative-journey-into-co) (People of Packaging)
- [Advice Line with Christina Tosi of Milk Bar](https://hardwarepodcasts.com/podcast/how-i-built-this/2026-06-11-advice-line-with-christina-tosi-of-milk-bar) (How I Built This)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-01-04-122-how-to-launch-in-foodservice-with-sales-pro-jenna-cameron-part-2. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to The Startup CPG Podcast.