Guggisberg Cheese Factory
When my father introduced Baby Swiss in the 1960s, it was a big hit. And when you have a product that everybody wants, running a business is easy. But at some point, the novelty wears off. You have to figure out what you can do to keep it your business growing.
We chose offer more products and to examine how our sales were being conducted. This led us to put a formal sales force in place to help increase our distribution.
It’s easy to put a salesperson on the road, but it’s a whole other ballgame when you understand how those sales are being conducted, how your products are being marketed and how the food distribution system works throughout the country.
Being able to manage all of these moving pieces is not something that you’re going to become an expert in over the course of a few months or even a year. It’s a long steady process that can only happen one step at a time.