Navarro Culinary Connections

Selling in the foodservice industry has changed significantly over the last 10 years. The digital transformation, shifting customer expectations, and new buying behaviors have redefined how sales professionals connect with chefs and decision-makers. To succeed today, adapting your sales approach is essential. Here are some key differences and tips for navigating these changes: From In-Person Demos to Virtual Engagement Ten years ago, sales teams relied heavily on in-person product demos, food shows, and personal meetings to win over chefs. Today, virtual tastings, video content, and digital catalogs are driving the sales conversation. Tip: Develop an engaging online presence and use digital tools to bring products to life for chefs who may not have time for in-person meetings. Shift from Product-Centric to Solution-Based Selling Previously, sales were largely product-focused—chefs bought based on features and prices. Now, they seek solutions that help them improve efficiencies, meet customer preferences, and align with sustainability goals. Tip: Understand the unique challenges of your customers and offer tailored solutions rather than just products. Data-Driven Insights Over Gut Instincts A decade ago, many sales decisions were driven by relationships and intuition. Now, chefs and operators expect data to back up claims. According to a McKinsey report, 73% of B2B buyers say they want personalized sales interactions based on their specific needs. Tip: Use data analytics to provide insights that will help your customers make informed purchasing decisions, and position yourself as a knowledgeable resource. Building Relationships Online vs. Offline While face-to-face interaction is still important, building relationships today often starts online. Sales professionals need to engage through LinkedIn, email, and other digital platforms to connect with chefs who are busier and more selective with in-person time. Tip: Create valuable content that addresses industry trends, share success stories, and be active online to stay top-of-mind with prospects. Inbound Lead Generation Is Now Crucial A decade ago, cold-calling was a common practice. Today, 63% of B2B buyers prefer to be contacted by a salesperson only after they’ve done their own research (Gartner). This shift means that inbound leads—those generated through content, social media, or referrals—are now more valuable. Tip: Invest in inbound marketing strategies like creating educational content or offering samples via digital channels to attract chefs before you reach out. Selling in foodservice today requires a mix of digital engagement, data-driven insights, and a deep understanding of the challenges chefs face.

Missouri! You were great, super quick trip to support SGC Foodservice and share some great single ingredient cold pressed juice! ?? ???? ??

Nashvilles! Next week we are bringing the producer from Spain to you! Meet, hear the story and taste the difference yourself. We’ll be with What Chefs Want! Sharing the Omed story. Want a private tasting?

?? is serious business here in the states! Starting with a high quality product will help set off your creativity, simplicity or technique. See why Verlasso Salmon is loved by chefs around the world by giving it a taste drive yourself. Interested in learning how?

BOSTON! We will see you next week with our friends from Baldor Specialty Foods, Inc. Q3 & P12 Bacon by Tender Belly starts with quality pork, simple ingredients and real hardwood smoke. Never any junk. Taste the difference yourself.

Want to win a trip to South America? Chefs, this is a free trip where all you have to do is sign up for a chance to compete for the opportunity. Only 50 folks will be selected, kuddos to Chef's Roll, Inc. and Mar Andino Latam Work with a great product and be featured by one of the most dynamic media partners in culinary. Check it out here: https://lnkd.in/gg65m3X9

We know foodservice distribution. We understand the challenges faced by the sales person, distributor, chef and brand. How are you supposed to grow your sales? Distributors want volume. Sales teams are busy. Chefs have thousands of choices. How do you stand out? Let's talk about that.

We've been in thousands of kitchens, worked with many top distributors across the country and connected with brands from all over the world. Our experience and passion is in foodservice distribution. Connecting the dots with you is what we look to do. Finding value for all those in the distribution ecosystem.

Premium milk and premium cheese, made by fourth generation family farm Fiscalini Farmstead is crafting amazing cheeses for chefs. You’re going to love it. Ready to try it?

Thrilled to have recently chatted with a disruptor in the ?? game Jesse Konig ?? on what it takes to sell into distribution today. We dove into his upbringing, where they are and where they are going and we talked about working relationships with distributors today. Tune into our episode by searching Culinary Connections: Distribution Dialogues on Apple ?? Podcasts today!