In this session, entrepreneurs and more established brand owners will gain an insight into buyer mentality, identifying what buyers from independent shops to major retailers look for in new products and what influences their decision-making. Expert speakers will explore the importance of brand positioning, creating a stand-out retail marketing strategy and how to prepare a pitch which delivers maximum buyer appeal.

Chair: Jason Gibb, Founder, Bread and Jam Festival

11.00 - 11.20

Winning strategies for artisan suppliers looking to secure shelf space with independent retailers

Marcus Carter, Founder, Artisan Food Club

11.20 - 11.40

Case study: Ugly Drinks – the journey from challenger to mainstream

Joe Benn, Co Founder, Ugly Drinks

11.40 - 12.00

Selling into a major retailer: what are buyers really looking for in new products?

Chris Whittaker, former buyer at Waitrose and listings consultant, CW Consultancy

12.00 - 12.30

Panel: Buyer appeal – understanding what retail buyers look for in
new products and where they place most value 

Al Overton, Head of Buying, Planet Organic

Milena Lazarevska, Head of Origination, Future Brands, Sainsbury’s


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