In this episode of Titans of Foodservice, host Nick Portillo dives into the proven strategies behind successfully expanding food brands into new markets. Nick unpacks the essential steps brokers take to drive growth, from identifying the right operator profile to building strong distribution networks and leveraging the power of local broker relationships.

You’ll learn why purposeful sampling, strategic account targeting, and long-term relationship building are critical to gaining traction—and staying there. Nick also explains why growth isn’t just about good timing or luck—it’s about having a sharp, actionable game plan.

TIMESTAMPS

00:00 - Intro

01:13 - Understanding Market Expansion in Food Service

05:39 - Defining Your Ideal Operator Match

12:03 - The Importance of Sampling in Food Service Sales

13:39 - Growing Your Business in New Markets

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

With over 90,000 restaurants and a population of more than 40 million, the Golden State offers a dynamic and diverse market that’s as competitive as it is promising.

This week, Nick unpacks key strategies to boost your sales and marketing efforts and explores what it takes to stand out in such a saturated space. From navigating complex regulations to understanding regional trends and shifting consumer preferences, this conversation is packed with practical insights for anyone looking to succeed in California’s fast-paced food service scene.

Whether you're a seasoned professional or just starting, this episode will leave you with valuable tools to better understand—and win in—this powerful market.

TIMESTAMPS

00:00 - Intro

03:35 - Understanding the California Food Service Market

05:40 - Distribution in California's Food Market

14:33 - GPOs and Their Impact on Sales

19:41 - California Sales Strategies

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

In this week’s episode, Nick sits down with Alex Strauch, CEO & Founder of Conza—a brand that’s making waves with their high-quality sourdough breadcrumbs. Together, they dive into the challenges of food service sales and discuss key tactics for growth and market entry, especially for new brands. Alex shares firsthand experience on navigating supply chains, positioning products for food service buyers, and scaling operations while maintaining quality.

Whether you’re an emerging brand or looking to sharpen your sales approach, this conversation is packed with strategic insights that will help you accelerate growth and carve out your space in the food service landscape.

TIMESTAMPS

00:00 - Intro

00:26 - Food Service Challenges

11:26 - Transitioning to the Food Service Industry

20:35 - Navigating Food Service Sales: Strategies and Insights

21:09 - Sales Strategies in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com