This episode details just what it will take to bust into the highly competitive and lucrative channel of chain stores. Mark shares multiple personal case histories to drive home his message. He also provides tips on crafting presentations and how to motivate all channel members from drivers and wholesalers to division/store managers and buyers. He shares a detailed plan on how his team reversed market share declines in one of the US’s largest supermarket retailers. In the plan he introduces how and why he created a character, “Colonel Dough Head,” and why he played James Brown’s, “I Feel Good” during a tense retailer presentation. This “out of the keg insanity” helped motivate a large bakery distribution team to ultimate retail authorization success. All of which started with a simple conversation in a super market…

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