126: Rethinking distributor marketing with Martin Bros.

Cedar Falls, Iowa-based Martin Bros. Distributing Co. has long been known for its marketing innovation and partnerships with manufacturers... which has helped Martin Bros. continue double-digit growth even during the economic meltdown.

Martin Bros. Sales and Marketing Vice President Doug Coen recently yakked with DSR Live! co-hosts DSR Dave Miesse and Bill Hornung to reflect on industry changes that impact foodservice marketing, including: 

• Why keeping marketing plans simple and focused on sales growth continues to be the secret to success working with distributors.
• The reason Martin Bros. doesn't use cookie-cutter "silver, gold and platinum" plans to negotiate marketing funds from manufacturers.
• Why regional brokers are good for many distributors -- but regardless of independent or regional -- trusted relationships between brokers and distributors are needed more than ever.
• How brokers and manufacturers can create a sustainable advantage through DSR product training.