“When customers need extra bread products, fresh distributors cannot supply that on short notice, so that is how you get your foot in the door with frozen bread.” ~ Tony Eichelberger
DSR of the Month Tony Eichelberger spent the first 13 years of his sales career selling bread with a local bakery distributor.
DSR Dave and Tony discuss how he sells bread now… frozen bread versus fresh bread.
Below is an overview of the discussion:
- How fresh is fresh bread?
- Any fresh product versus frozen might not be as fresh as one would think or want.
- The lead time that fresh bread distributors need for orders has increased.
- When customers need extra bread products, fresh distributors cannot supply that on short notice, so that is how you get your foot in the door with frozen bread.
- Then you can sample a variety of your bread with them.
- Shelf life of fresh bread?
- Some fresh bread distributors pick up bread that’s been on the shelf 4 days at grocery or convenience stores and take it to restaurant customers trying to decrease their stale.
- The key is to educate your customers on frozen vs fresh bread.
- Our bread is Flash Frozen as soon as it is baked and is designed to hold 7 days once they thaw it, saving operators money and guaranteeing freshness.
- How does the price compare for fresh vs frozen breads?
- Fresh bread route guys are mostly independent owners and pay their own expenses.
- Is there a standard in the bread industry for items like hamburger buns, sliced bread, etc.?
- Broadliners selling frozen bread usually have a much larger selection of types of bread and buns they stock versus fresh bread distributors.
- Sampling and switching out fresh to frozen…
Be a Resource and SELL SOMETHING!!
