approached a major meat canner, Castlebury Snows Brands, in 1998 knowing that they had the potential to be successful in the club channel. They did not have a club sales chart in their sales presentations and had limited knowledge about the club store class of trade. We proposed a program with them, developed several new products together, and, to date, have sold eleven items over the past six years. They were successful because we worked together as a team to develop a high quality brand that fits the needs of the club member. Additionally, Castlebury Snows Brands went out of its way to be flexible and to work aggressively in supporting growth with the clubs. One item, Cattledrive Chili, in just one club outlet, has grown to be the #2 SKU in its category in the entire country across all classes of trade.
|