In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with Paul Fournier, president at TacticWare Resources and a highly sought-after food service consultant. Nick and Paul talk about the evolution of the broker industry, the importance of maximizing broker relationships, and how manufacturers can work with brokers to achieve their sales objectives. Paul shares why clear communication, setting goals and objectives, and maintaining a positive culture can improve collaboration. Listen this week as Nick and Paul explore the current dynamics of food broker relationships and how to optimize performance.

Quotes

• "The broker serves three roles. One is the brokers need to achieve their sales plan and objectives. Secondly, the broker is responsible for local relationships with operators and distribution and that's a major role. Third, the introduction of innovation, and that is what keeps the lifeblood going in this industry's new products." -Paul Fournier [05:23]

• “It's about everybody working together as a team. If we work together and we establish those values, the broker should be in that position. I've never been an advocate of letting things simmer. I'd rather confront it and say, look, we're not getting it done, but let's talk about why. Let's come up with some solutions to improve where we're going and how we're getting there.” -Paul Fournier [19:26]

TIMESTAMPS

(00:10) Paul Fournier intro

(05:23) The three roles of brokers

(09:42) Maximizing return on investment during market visits

(14:27) Communication and culture

(17:56) Leading with kindness and collaboration

(20:58) Connect with Paul 

RESOURCES

Portillo Sales

CONTACT 

Nick: nick.portillo@portillosales.com