Acknowledgments -- How to Use This Guide -- A Note about the Illustrations -- Introduction -- How Much Will It Cost You? -- Chapter One: Understanding the Food Industry -- Defining the Territory -- Identifying Your Primary Markets -- Segmenting Your Markets -- Taking Advantage of Export Markets -- Going for the Big Win with Transition Products -- Understanding Gourmet Store Concerns -- Chapter Two: Getting Ready to Market -- The Importance of Vision -- Determining Start-Up Costs -- Guidelines for Success -- Start-Up Cost Analysis -- How Long Does It Take? and How Much Does It Cost? -- Researching the Market -- To Identify Consumer Demand -- Guidelines for Success -- Market Research -- Developing Your Product -- Positioning Your Product -- Meeting the Competition -- Guidelines for Success -- Product Development -- Producing Your Product -- Guidelines for Success -- Government Regulations -- Packaging Your Product -- Guidelines for Success -- Packaging -- Labeling Your Product -- Guidelines for Success -- Labeling the Product -- Pricing Your Product -- Guidelines for Success -- Pricing Flow Worksheet -- Understanding Terms -- Warehousing and Shipping Your Product -- Guidelines for Success -- Warehousing and Shipping -- Guidelines for Success -- Warehouse Selection Flowchart -- Chapter Three: Taking Your Product to Market -- Six Principles for Marketing Success -- The Role of the Internet -- Preparing Sales Literature -- Guidelines for Success -- Sales Literature -- Selecting Point-of-Purchase Materials -- Guidelines for Success -- Point-of-Purchase Materials -- Promoting the Product -- Guidelines for Success -- Trade Show Milestones -- Guidelines for Success -- How to Reduce Trade Show Expenses -- Guidelines for Success -- Mailings to Distributors -- Publicizing Your Product -- Guidelines for Success -- Public Relations -- Advertising Your Product -- Guidelines for Success -- Advertising Hints -- Finding Buyers -- Guidelines for Success -- Hints for Finding Buyers -- Establishing Distribution Channels -- Guidelines for Success -- Specialty Food Distribution Channels -- Mail Order -- Arranging the Deals -- Guidelines for Success -- Selling to Mail Order Catalogs -- Guidelines for Success -- Deals in Review -- Appointing Brokers -- Guidelines for Success -- Broker Evaluation -- Locating Distributors -- Guidelines for Success -- Appointing Distributors -- Making the Sale -- Guidelines for Success -- Handling Buyer Objections -- Exporting -- Sales in Non-Traditional Markets -- Chapter Four: Running Your Business -- Organizing Your Business -- Partnerships: What Are They All About? -- Processing Orders and Office Management -- Guidelines for Success -- Order Processing Flow Chart -- Developing Long-Term Customer Relationships -- Chapter Five: Creating Your Own Success Niche -- Appendices -- Appendix A: Trade Journals -- Appendix B: Trade Associations -- Appendix C: Trade Shows and Trade Show Services -- Appendix D: Co-Packers -- Appendix E: Broker Information -- Appendix F: Catalog Sheet Preparation -- Appendix G: Packaging Design -- Appendix H: Packaging and Labeling Materials -- Appendix I: Internet Resources -- Appendix J: Federal Government Sources -- Appendix K: Specialty Foods Market Profile -- Appendix L: Specialty Food Trends Resource List -- Appendix M: Export Assistance -- Appendix N: State Resources -- Appendix O: Sample Forms -- Appendix P: Miscellaneous Resources -- Index.
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