Hardware Podcasts

#145 Distributor Trade Shows with Samuel Jacobson, HOP WTR

The Startup CPG Podcast · 4 Jun 2024 · 1h 12m · Episode 44

What this episode covers

Samuel Jacobson, Senior Director of Key Accounts and Alternate Channels at HOP WTR, explains how to navigate distributor trade shows like UNFI and KeHE, contrasting them with larger discovery events like Expo West. He details the operational differences between the two distributors, including how to load deals, negotiate on iPads, and manage trade spend guidelines to avoid double-dipping. Jacobson emphasizes the importance of booth strategy, from scrappy setups to handling buyer interactions, and shares specific tactics for securing orders and managing post-show follow-up and inventory planning.

Most relevant to

companies scaling up

Topics

Mentioned

Companies
UNFI, KeHE, Diageo, Harris Teeter, Big Y, Ralphs, Vitacost
Products
HOP WTR, Seed Lip
Also
Expo West

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