"Distributors provide an invaluable service to both new and established manufacturers. They are extremely useful when selling in new markets or when expanding product lines. Distributors are experts in distribution and have significant influence within the food industry. The distributor's job is not to create sales, but to facilitate existing sales and to coordinate the logistics of delivery. Choosing the right distributor is crucial. Many new manufacturers find it extremely difficult to get the attention of a distributor. Attracting successful distributors to a new product is particularly difficult. The "Catch 22" is that you often need established sales with retailers before a distributor will carry your product, but you need a distributor to attract retailers (Bouchard). Be prepared and do your homework before approaching a distributor. Having an understanding of how distributors operate and their requirements will help you more effectively market your products. Once you secure a distributor, you still face many challenges in getting sales and meeting distributor expectations. Understanding how to navigate the food distribution system, including meeting distributor requirements, working with them effectively, and maintaining long-term relationships, can help you increase sales and ensure the success of your products."--Summary.