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Demand Not Included
My neighbor is CMO of a leading salmon producer. We spearfish together. One afternoon after a dive, he coined an acronym I haven’t stopped using since.STAND Sell To Accounts Not DistributorsIt’s a foodservice expression. But the mistake it describes shows up everywhere.Channel partners — distributors, resellers, retailers, marketplaces — are infrastructure. They move product. They don’t create desire for it. That’s your job, and you can’t outsource it.I’ve seen this play out in food startups more times than I can count. A brand lands a national broadline distributor. Thousands of restaurants suddenly have access to the product. Nothing moves. The…
Bernie
You probably already know this, but Bernie is my special little guy. The classic puppy in the window, love at first site, man’s best friend. We met in Taipei back in March 2016. Walking home from work late one night, I glanced at the pet store next to Tong Hua Nightmarket. All the puppies were sleeping. Except for one.At Georgetown I developed an affinity for English Bulldogs, so I was drawn to him. What happened next was surreal. I waved my hand and said “Hello!” He lifted his paw, large for his puppy body, and chirped back a little puppy…
Real Sriracha
Eating chili peppers without flinching was always a fun game growing up. Fearing I was destroying my young gut, my old man would say, “doesn’t that hurt your stomach?” Nope. Fast forward 20 years, and I learn that “small spicy” in Thailand exceeds the legal limit for capsaicin in the U.S. They are serious about their chilis. But Thailand taught me more than that.Fish sauce. Shrimp Paste. The idea of fermenting seafood tends to repulse most Americans. But truthfully, when applied properly, they open your mind like a religious experience.So imagine my delight when I discovered sriracha. Real sriracha. Made…