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

This week on the Titans of Food Service podcast, Nick Portillo talks about why being adaptable in the foodservice industry is so important. He shares lessons from his 10 years as a food broker, including key strategies to stand out in a competitive market.

Nick shares how you can use tech and digital marketing—especially LinkedIn—to boost your brand and connect with the right people. Plus, he breaks down how data can help you understand what operators really want so you can target the best opportunities.

Listen as Nick highlights how strong relationships with big operators can take your business to the next level!

TIMESTAMPS

00:00 - Intro

01:58 - The Changing Landscape of Food Service Sales

07:39 - Leveraging LinkedIn for Business Success

12:00 - Understanding the Importance of Data in Sales

15:35 - Building Relationships with Operators

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

This week on the Titans of Food Service podcast, Nick Portillo dives into the many ways to make money in the food service industry—not just in theory, but through real, hands-on experience. Nick shares why true success comes from actively engaging with the key players in the field, building relationships, and staying adaptable—especially in the ever-changing post-COVID landscape.

Nick also shares why he will be shifting the podcast from a guest-driven format to a more personal storytelling approach, drawing from his own experiences as a food service broker.

TIMESTAMPS

00:00 - Intro

02:12 - Transitioning to Solo Content Creation

03:06 - Challenges of Scaling in the Food Service Industry

04:42 - The Unique Challenges of Scaling in the Service Industry

07:44 - Reinventing the Business Post-COVID

10:09 - Redefining What's Important

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

This week on the Titans of Food Service podcast, Nick Portillo speaks with Daniel Neeley, Chief Operating Officer and Senior Vice President of Brown Food Service. Nestled in the heart of Kentucky, Brown Food Service is a venerable establishment with a rich lineage dating back to 1942, originally serving mining communities in Appalachia. Daniel shares the intricacies of managing a multi-generational family business, emphasizing the paramount importance of trust, transparency, and steadfast family values as the bedrock of their operations. Nick and Daniel discuss the challenges and innovations that have shaped the company's trajectory, particularly in the wake of evolving technological landscapes post-COVID-19. Daniel shares stories of resilience and adaptation in the food service sector, highlighting the significance of nurturing relationships while embracing modern advancements.

TIMESTAMPS

00:00 - Intro

01:26 - Exploring Kentucky's Food Service Heritage

08:51 - The Journey Back to Family Business

13:59 - The Impact of COVID on Technology in the Food Distribution Industry

25:13 - Exploring the Food Service Industry

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

This week on the Titans of Food Service podcast, Nick Portillo speaks with T. Shane Johnson, a Marine Corps veteran and the driving force behind Big Guns Coffee. T. Shane shares how he transformed a simple desire into a high-powered coffee brand inspired by his daughter's entrepreneurial spirit. Big Guns Coffee epitomizes innovation and resilience with a remarkable array of 38 coffee blends and the establishment of the first hydroponic coffee farm in North Carolina. T. Shane's narrative is one of overcoming adversity, from surviving life-threatening challenges to fostering a business that embodies motivation and community. Listen as Nick and T. Shane traverse the landscape of North Carolina's vibrant food service scene and uncover the profound impact of coffee on building connections and supporting local economies.

TIMESTAMPS

00:00 Intro

10:36 The Journey into Coffee Entrepreneurship

24:54 The Future of Hydroponic Coffee Farming

34:01 Innovative Farming and Community Impact

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

This week on the Titans of Food Service podcast, Nick Portillo speaks with Pat Phelan, CEO of Leap Companies, a distinguished entity that specializes in providing comprehensive hospitality services, including furniture and logistics for various dining establishments. Pat's entrepreneurial journey, which commenced with the acquisition of Leap in 2006, is marked by significant challenges, including the loss of a major client that nearly halved his revenue. Rather than succumb to adversity, Pat exemplified resilience by pivoting his business model and cultivating new opportunities, ultimately leading to sustained growth and innovation within the sector. Throughout the discussion, Pat shares invaluable insights into the intricacies of navigating the foodservice landscape, emphasizing the importance of perseverance, strategic thinking, and the ability to adapt in the face of unforeseen challenges.

TIMESTAMPS

(00:00) Intro

(00:42) Introduction to Pat Phelan and Leap Companies

(07:55) Transitioning from Corporate to Entrepreneurship

(13:40) The Entrepreneurial Leap: Taking Risks and Making Decisions

(21:04) Ecommerce Insights and Lessons Learned

(28:33) Transitioning Expertise: How Background Shapes Business Success

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com