Doing Business with U.S. and Canadian Retailers  12/16/2015

Join us for the ECRM International Foods event taking place from July 24 – 26, 2016 at the Hyatt Regency in Miami, Florida. During this event manufacturers have one on one meetings with retailers, distributors and importers from the U.S., Canada, Europe and Latin America.

In addition to the one on one meetings, attendees can participate in educational programs that review information about how to do business in the U.S.

Why Attend the International Foods Event?

Today there are few trade events in the U.S. that are devoted to international foods. There are absolutely no programs available to help food manufacturers learn the ins and outs of doing business in the U.S. 

That all ends when you register for the ECRM International Foods event.
Attend the International Foods Event and Participate in these Additional Educational Programs:
  • Webinar Presentations: Participate in discussions that cover all areas of doing business in the U.S.
  • Store Tour: Join the store tour program where participants walk the aisles of several Miami, Florida stores.
***The webinar and store tour programs are both part of the event fee and do not cost extra to participate.

The Webinar Will Cover:

Store Visits: Often manufacturers rely on brokers or distributors to visit retail locations and report back with important details about the venue. But in order to truly understand the retailer, it is essential that the manufacturer visits the retail store themselves. This visit will help to better define factors like the amount of competition, who the competition is; where and how product is merchandised, typical product sizes, packaging, retail price points and many other key factors. 

Product Attributes: Learn more about defining a product configuration that is competitive in the marketplace. The discussion topics include packaging, sizing, flavor array and many other considerations that need to be made before determining whether a product is a viable candidate for the marketplace. 

Cost Structure: It is essential that the cost of your product is competitive. However, with distributor mark-ups, sales commissions, retail profits and other factors, manufacturers must take these added expenses into account when determining the price of their product.

Label Requirements: In recent years the government has mandated many label requirements that manufacturers must follow from size information to expiration code dating, nutritional information, production run codes and many other requirements. Learn more about these mandates and how to keep up with changes.

Marketing Funds: Many manufacturers must consider money for ads, demo expenses, reduced retail price promotions, discontinued products, spoils allowances/unsaleable billings and more when defining a marketing strategy. Learn more about how to effectively allocate funds in order to generate the most effective marketing program. 

Getting Authorizations: Discuss strategies that will help manufacturers secure meetings with potential retail partners along with presentation tips that will maximize efforts! These meeting strategies will help manufacturers get the most out of their appointments with U.S. and Canadian retailers. 

Finding Distributor/Importers: Most retailers purchase international foods via third parties. Learn more about the proven strategies that help manufacturers find the right distributor or importer. 

Attend the 2016 International Foods Event:
For more information about how you can participate in the ECRM International Foods event, please contact Sarah Davidson at 440-542-3033 or

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Photos from the 2015 International Foods Event:

Andres Uribe and Javier Valderrama of Colcup display their single serve cups of 100% Colombian Coffee.
Event attendees mingle during the evening events.
The networking opportunities between meetings and during meals are endless.
Alejandra Ponce of Danec hard at work meeting with retail event attendees.
Great product display in Chicago American Sweets & Snacks' meeting space.
Event attendees before heading out on store tours.

Rachel Mayfield

Director of Marketing

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