There are many reasons why so many brands struggle—and ultimately fail—in the food service industry. Spoiler: it’s not because their products aren’t good. It’s often because they underestimate two crucial factors—demand and logistics.

This week, Nick is breaking down the common misconceptions, especially among those moving from retail to food service. One of the biggest mistakes? Assuming that retail success will automatically carry over. The food service world plays by different rules, where product performance often matters more than packaging or branding.

Listen for practical strategies to help build real demand and streamline logistics to thrive in this competitive space.

TIMESTAMPS

00:00 - Intro

01:54 - Understanding the Food Service Industry

05:45 - Common Misconceptions in Food Service

11:41 - The Importance of Marketing in Food Service

15:00 - Strategies for Success in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Nick is breaking down a core truth of selling in the food service industry: profitability is king. Buyers aren’t just looking for passion or a great product story—they’re focused on what drives their bottom line.

Listen as Nick unpacks why enthusiasm alone won’t close the deal and explores the real factors that influence purchasing decisions: profit potential, product performance, and availability. Through real-world insights and practical takeaways, he shows how aligning your pitch with these priorities can make all the difference.

If you’re ready to sharpen your sales strategy and speak the language buyers actually care about, this episode is a must-listen!

TIMESTAMPS

00:00 - Intro

01:26 - Understanding Buyer Motivations in Food Service

05:27 - Key Factors in Selling Food Products

09:36 - Selling Profit and Product Functionality

12:53 - Understanding Product Viability

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

There is a game-changing distinction in the food service industry: the difference between brands that successfully generate demand and those that struggle to gain traction. Nick is breaking down this distinction through the lens of two hypothetical brands this week—Brand A, which takes a proactive approach by building strategic partnerships and driving demand, and Brand B, which remains passive and stagnates as a result.

By comparing these two paths, Nick highlights why simply getting into distribution isn’t enough. True success comes from actively engaging with key operators, building strong industry relationships, and consistently investing in market education and brand presence.

TIMESTAMPS

00:00 - Intro

02:42 - Brand A vs Brand B: Understanding Food Service Success

04:59 - Driving Awareness in Food Distribution

09:20 - Building Demand in Food Service: Strategies for Success

11:17 - Strategies for Increasing Sales Through Events

13:48 - Building Demand and Simplifying Sales

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com