BBP 003: How to Market BBQ Rubs and Sauces with Tim Forrest
I’m extremely happy to welcome Tim Forrest to the BBQ Beat Podcast. I first came across Tim over at his website TimForrest.com while researching an answer to a question sent to me by one of my readers here on the blog about the best way to market BBQ rubs and sauces.
Always willing to reach out to folks who are way smarter than me about things I want to learn more about, I sent Tim and email explaining what I do here at The BBQ Beat and asking him for his input about marketing BBQ rubs and sauces – specifically when someone is just starting out.
Tim and I got to talking about his 30 years in the food marketing, sales, and consulting business. He’s worked with companies like Smithfield, Tyson, Borden, M&M/Mars, and Keebler. He’s also done business with the Food Network and has placed several products on QVC to sell out acclaim.
As we spoke, it became evident that he was someone I needed to get on as a guest for The BBQ Beat Podcast. Here’s what’s in store for you in the episode.
We cover several key topics in this session including:
- Forging genuine and lasting relationships with those critical first customers so that they’ll become your biggest fans and evangelists
- Finding co-packers who are willing to work with small start-up companies on the best terms possible by setting up your business following a few key steps (which Tim outlines in the session)
- Following a few key entrepreneurial processes that are proven to set you up for continued success as your BBQ rub and sauce business grows.
Time Stamped Show Notes
- [5:40] Having a blast! From consulting with Fortune 500 food companies to helping Nadine and her family go from an idea to successfully marketing and selling her family’s chicken salad recipe.
- [6:24] Started from the bottom now we’re here – loading food trucks for a retail food sales location 30 years ago to teaching that company’s sales execs about the food business.
- [8:03] Start selling where you are right now. Don’t wait. Collect customer contact information (email is best) and don’t take on a Big Retailer mindset!
- [11:23] There’s huge power in starting small. You can establish relationships and have fun with, be personable with, and build rapport with customers on a level now that you won’t be able to as your business grows.
- [14:46] If you’re planning to produce BBQ rubs and sauces from your home to sell to the public, be sure and consult your State’s “Cottage Food Laws” for directions as to whether your food product can legally be made “at home.” A “clean kitchen” or production facility may be required depending on your product.
- [16:55] Don’t be afraid to delegate! Consider seeking out a co-packer or production facility to help you grow and free you up to market your products while they handle the actual creation of it.
- [17:25] There’s so much capacity in the industry at production plants where people have built their plants and these production plants need additional volume from you to help offset some of their costs.
- [18:12] Tim discusses some of the things you need to keep in mind when getting ready to work with co-packers (batch sizes and yields, converting your recipe from small units to 100 lb batches, non-disclosure agreements, packaging, etc.)
- [21:51] Worried about co-packers or private labeling companies stealing your recipes or business ideas? It’s rare that it ever happens and plus, that’s what contracts are for.
- [30:05] Lightning Round!
- What’s the best advice you’ve ever received? – “Pricing is a self-esteem issue, not a business or market issue.”
- What’s a personal habit that you feel contributes to your success? – “Beginning every morning by writing down 10 new ideas (for anything: business, family, faith, etc.)
- What’s one business resource or tool you’ve found to be most helpful to you? – “Writing down my goals.”
- What’s one thing that was holding you back from making the leap in going into business for yourself? – “Fear of giving up a big salary, benefits, a company car, etc for the unknown.”
- If you could recommend one book to our listeners, what would it be and why? – “Think and Grow Rich, by Napoleon Hill.”
Resources Mentioned in the Show
- Think and Grow Rich, by Napoleon Hill
- Matt Barber of Hot Wachula’s: Bartow, FL Co-packer and private labeling “Friend of the Show”
All told this session is packed with information to get you started on the road to figuring out how to market and sell BBQ rubs and sauces.
Speak with Tim One-on-One About Your BBQ Rub or Sauce Business
As a special offer, Tim has extended an option for you to speak with him directly about your plans to start or improve upon your existing rub or BBQ sauce business. Typically, he charges $200 for two (2) 30 minute sessions.
If you connect with him at firstname.lastname@example.org and let him know you heard this podcast and that you’re a fan of The BBQ Beat with Kevin Sandridge, Tim will DOUBLE the time he spends with you. Just mention my name and The BBQ Beat.
At my request, Tim has agreed to break up this 2 hour session into multiple conversations as needed.
He’ll also throw in an FDA labeling kit that will help you get your first food product fit for FDA approval and shelf-ready in no time.
If interested, visit his Work With Tim page to learn more.