How to get your product into Sentry Foods

  1. Understand you client: Before you spend a lot of time and money creating a product, you should know if anyone will want to buy it. Learn more about Market Research
  2. Learn if it’s protectable: Know if you can defend your product against cheap copies if it gets knocked off. Learn more about Copyright and Patent your product
  3. Test your product: Make sure that there’s a demand for your product and the customer understands what you are selling when it’s on the shelf and nobody is there to explain it. Learn more about Product Testing
  4. Perfect your pitch: Before you speak to decision makers, know your numbers, know your retailer and know your logistics in and out. Learn more about Pitching Your Product
  5. Don’t do it alone: If you haven’t been successful in retail before, a secret of success is that you can’t do it alone. Having great sales staff, customer support and marketing partners can take you from zero to success faster than if you tried on your own. Learn more about Retail Partnerships
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How To Get Into Sentry Foods

Founded in the 1960s, Sentry Foods is a grocery store chain with a total of 13 stores, all in Wisconsin.

Sentry Foods stores got their start in the Milwaukee area in the 1960s, being operated and supplied by the Godfrey family. In the mid-1980s, Fleming Companies, Inc., at the time a major wholesaler, bought the majority of the stores and took over supplying them.

Sentry Foods is a chain of grocery stores whose operations are based in Wisconsin. One of the accomplishments of the company is the fact that since its inception, it has played an active role in partnering with the community that it serves. It has initiated programs that have greatly contributed to community development.

The supermarket business in the United States is one that tries to connect with the individual customer. This means, the supermarkets try to address the needs and interests of individual customers. This is by offering local, international, and metropolitan products. The company’s stores offer natural and organic grocery products, such as organic produce products; bulk food and private label products; dry, frozen, and canned groceries; meat and seafood products; dairy products and dairy substitutes; prepared foods; bread and baked products; seafood; and beverages.

The uniqueness and the innovativeness of Sentry’s Foods set it apart. It isn’t like the normal food chain where things are dull and not interesting, customers have enjoyed this food chain and they have written about it online. A customer noted on yelp.com that: “I’ve been going to this Sentry for years.  The staff is extremely helpful and always seem glad you stopped in.  There is never a problem finding an employee if you need assistance finding something. They are usually in the same isle you are in, and always happy to help out.  If they are out, they volunteer to look in back.  If they don’t have something you want…don’t go to another store… let the Manager know.  He wants to keep his customers.

The thing that is most impressive is the way the staff treat you as an individual.  I always bought cantaloupe and told an employee in produce I couldn’t get enough of them.  From then on, he would let me know when they were on sale.  Another Sentry employee gives me the “heads up” when butter is on sale.  I bake a lot and really appreciate his kindness.  These are the kind of personal things you don’t get at a large grocery store.”

On the local sourcing of food products, Sentry Foods has been on the forefront of selling locally sourced food products and imported food items. Their wine, spice, and produce selection make them a leader in the retail and grocery business niche. This store has been in the business for years and has its established sourcing angles. Its constant support of local products has helped it cement its brand in the community as people can easily resonate with it.

Contact Sentry Foods

Do not trust any “list” of buyers.

Typically retail buyers change either companies or positions every few years. This strategy helps retailers know that their buyers are not taking “kick-backs” and are selecting the very best product for the very best position each time.

Buyers are typically held to a very rigorous standard of sell-through volume that they must hit and because of this they are risk averse. Your job as a supplier or vendor is to convince them that the buyers going into the stores not only know about what you’re selling but are actively seeking the product in the store currently.

  • Step 1

    Contact Sentry Foods

    Sometimes easier said than done, however you must get on Sentry Foods’ radar.

    Call the Sentry Foods’ corporate phone number and ask for the names of the buyer and assistant buyers in your category.

    Always leave voicemail with whomever the dispatch will connect you.

    Use that information to connect with them on LinkedIn, RangeMe and any other professional social platform.

    Ask your representative at your trade bureau to connect you to the Sentry Foods’ buyers as they will potentially have a better history.

  • Step 2

    Get On Sentry Foods

    Use advertising, public relations and marketing to make your brand known to Sentry Foods buyer through 3rd party websites & industry media sources.

    Be everywhere that they look, the key is to position your brand as the obvious choice when Sentry Foods is looking to either refill a slot or create a new category.

    Latch on to the news of the day and any trend that will make your product fill that niche whether that be Non-GMO or Vegan Leather for example.

    Investing in your brand can only benefit your opportunities in the future. As being “top of mind” will have a ripple effect when you physically present your product at a Sentry Foods buyers meeting or trade show in the future.

    Step 2

  • Step 3

    Use Hard Facts

    Sentry Foods’ buyers typically got to their position by picking “winners” and know how to see through the fluff.

    Focus on the numbers, know your bottom dollar during a negotiation and how fees and chargebacks may cut into your position.

    Know that long term success may outweigh short term sales, however financing large purchase orders from Sentry Foods’ when the net result is negative is not sustainable.

    Understand the playing field and the other brands that are in your space, what they are offering as promotion and pricing and how you can stand out against them.

    By knowing that each buyer at Sentry Foods’ probably knows more than you do, take an active listening approach to sales and understand that no is a perfectly acceptable answer that may have saved you millions of dollars on the backend.

How to Submit a Product to Sentry Foods

There are several ways to get a product placed in Sentry Foods. However, most entrepreneurs only dream about getting their product distributed to major retailers, few actually do it. We have experienced a significant rise in interest since the show Shark Tank started airing on NBC. Mr. Checkout has had the pleasure of working with a few Shark Tank success stories such as KISStixx and 180 Party Cups which are now currently being distributed around the country to stores like Walmart, Target, Kroger, 7-Eleven and more.

If you envision your product would be a good fit for Sentry Foods, we have a few steps to help you get your product on their shelves.

Let Us Know About Your Product

Here are the 6 steps you need to take to have your product placed in Sentry Foods.

1. Start with the right questions.) Before you try distributing your product to Sentry Foods, you need to ask yourself a few basic questions. Do you need to build demand for your product, or is there already a demand for it? Do you know that Sentry Foods would be interested in selling your product? If you can strike a deal with Sentry Foods, can you handle the production volume? Do you want to sell directly to Sentry Foods, or do you want to license your product to a manufacturer that will handle distribution?

2. Be prepared to profit.) Does your product offer enough of a profit margin for Sentry Foods? Can you sell your product at a reasonable enough profit to cover the packaging, shipping, commissions, marketing and wholesale distribution? Check Sentry Foods guidelines for other fees that you will have to build into the cost of your product in order for you to be able to turn enough of a profit to make the effort worth your while. If you work with a discount retailer, they will try to strip your profits down to zero in order to keep their prices as low as possible.

The typical breakdown of margins are: If a products costs $1 to produce, that product will retail for $4. That product that retails for $4 will wholesale for $2 to distributors and stores that purchase direct. Retailers like Sentry Foods may offer to pay $1.25 to the manufacturer if the product costs $1 to produce. That is the typical profit margin.

3. Determine if   is the right store for your product.) The relationship between you and Sentry Foods starts with you browsing their store for competing products. If Sentry Foods already has a similar product, it is going to be very difficult to get your product picked up. Spend some time at your local Sentry Foods to see what kind of products they are selling, speak to the manager and see if he thinks your product will sell well in their store. Picture in which zone your product would best fit on the shelf and keep in mind that the most precious asset that these big box stores value are their shelf space. Keep this information in mind when you are preparing your presentation to Sentry Foods.

If your company is minority or women owned, check Sentry Foods website and see if they offer specific opportunities for those designations.

4. Pitch your product to Sentry Foods. Decide whether it will be you or a representative to present your product to Sentry Foods. Your presentation depends heavily on your strengths as a businessperson as they will most likely ask financial questions and logistics questions.

It’s common for companies to hire a broker to pitch their product to Sentry Foods, as it will be more likely that your product will make it to the next stage if the individual pitching your product has industry knowledge or a personal relationship with Sentry Foods. The percentage of commission verses, however generally a broker will take around 5% to represent your product too Sentry Foods.

We at Mr. Checkout have experience dealing with brokers and know that there are several retail brokers that have poor business practices that can potentially damage your brand. If you are seeking a legitimate Sentry Foods, please give us a call for a recommendation. It could save you a huge headache and a lot of money.

5. Complete the required Sentry Foods paperwork. Often Sentry Foods will have you go through an application process. However, before submitting the paperwork required by Sentry Foods, you should contact a buyer at Sentry Foods and let them know your intentions. Having a contact inside of the company will potentially move your application more smoothly through the process.

6. Anticipate the need for increased volume.) Having Sentry Foods agree to stock your product will most likely mean a significant increase in volume. You should be prepared to ramp up your production and informing your manufacturer of this opportunity.

Having production, logistics and distribution to sync is not only difficult, it requires a significant amount of time invested in customer relations. Also, Sentry Foods may have stipulations in the contract that may penalize you for delays in shipping and production. Have an attorney explain all contracts to you if you don’t understand the terms.

If you’re looking to sell your product to Sentry Foods, be sure to thoroughly assess the marketplace, carefully prepare for production growth, and take full advantage of resources available to help you grow your business.

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