Recipe For Success

It takes more than a little love to make a prized family recipe a winning business. But with pluck, planning and plenty of persistence, it can be profitable.

it to any local market buyer or whoever is the intermediary between the consumer and that product,” says Mark Baum, senior vice president of the Association of Sales and Marketing Companies, formerly known as the National Food Brokers Association. Food brokers work on commission– generally 3%-3.5% of sales made, depending on the food category. “I think it’s extremely difficult to bring new products to the marketplace without them and almost impossible for small companies,” says Baum. They have the inside track to the food industry and established relationships with buyers. Food brokers can also assist with product promotion and advertising as well as conduct a wide range of in-store merchandising services. To locate one, contact the Association of Sales and Marketing Companies at 703-758-7790.

Preparing a recipe for market is very time-consuming, but don’t forget to form the business side of your venture. Your formula for success begins with a sound business plan. Hoskins also advises seeking incorporation because on one end, you want to have a product that you can sell, but on the other end, you want to have a legitimate business. With a pinch of planning and a dash of determination, your prize-winning recipe can become a consumer favorite.

Your Basic Food Groups
Whether you are just getting started or looking for support, these organizations and publications can help you stir up success
National Food Processors Association 1401 New York Ave., NW Suite 400 Washington, DC 20005 202-639-5900
NFPA represents commercial processors of food products including vegetables, meats and canned goods. It operates three scientific laboratories for the purpose of researching principles of canning, quality control measures, spoilage prevention and sanitation techniques. Primary focus is on food safety.

National Association for the Specialty Food Trade Inc. 120 Wall St. New York, NY 10005-4001 212-482-6440
A nonprofit trade organization, NASFT represents food manufactures, processors, importers, retailers and brokers of specialty and gourmet foods. NASFT sponsors the twice-yearly International Fancy Food and Confection Shows, which attract over 50,000 buyers. The next show will be held Feb. 22-24, 1998 at the Moscone Center in San Francisco.

National Barbecue Association 4425 Randolph Rd., Suite 304 Charlotte, NC 28211 704-365-3622
NBBQA promotes and supports suppliers and manufacturers in the barbecue industry. Its annual conference and trade show provides seminars on many food industry issues including developing and taking sauces to market.

Snack Food Association 1711 King St., Suite One Alexandra, VA 22314 203-836-4500 or 800-628-1334
An international trade association, it represents more than 1,000 members including snack manufacturers and suppliers. It operates the only annual conference geared exclusively to the snack food industry, which attracts over 3,000 representatives and about 200 exhibitors. The next conference will be March 14-17, 1998, in Anaheim, California.

Association of Sales & Marketing Companies 2100 Reston Parkway, Suite 400 Reston, VA 22091; 703-758-7790
Formerly known as the National Food Brokers Association, this nonprofit trade group represents the interest of brokers in the consumer goods industry national and abroad.

American Institute of Food Distribution 28-12 Broadway Fair Lawn, NJ 07410 201-791-5570
A nonprofit information gathering and reporting service for the food industry,

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