👍 How Small Suppliers Can Start Working with UNFI 🚀 United Natural Foods, Inc. (UNFI) is one of the largest natural and organic food distributors in North America, making it a valuable partner for small brands looking to scale. However, breaking into their network requires preparation, strategy, and persistence. Here’s how to get started: 1️⃣ Ensure Your Product is UNFI-Ready Before approaching UNFI, make sure your brand meets their expectations: ✅ Strong Sales Performance – Retailers want proof that your product moves. Start with local stores, farmer’s markets, or online DTC sales. ✅ Retail-Ready Packaging – Products must have proper UPC codes, nutritional labeling, and compliant packaging. ✅ Competitive Wholesale Pricing – Distributors take a margin (typically 20-30%), so ensure your pricing structure maintains profitability after distribution fees. ✅ Food Safety & Certifications – If applicable, ensure your product has certifications like USDA Organic, Non-GMO, Gluten-Free, etc. 2️⃣ Research & Prepare Your Pitch 🔹 Understand Their Categories: UNFI specializes in natural, organic, and specialty foods, so align your brand with their market focus. 🔹 Retailer Demand: Have you received requests from stores that work with UNFI? Retailers advocating for your brand increases your chances of getting picked up. 🔹 Distribution Capabilities: Can you fulfill large wholesale orders? If not, consider working with a co-packer or a smaller distributor first. 3️⃣ Get in Touch with UNFI 🔹 Submit a Supplier Inquiry: Start by completing UNFI’s Supplier Application Form on their website (Supplier Interest Form) 🔹 Attend Trade Shows: Events like Expo West, Fancy Food Show, or UNFI’s Tabletop Shows are great for networking with UNFI category managers. 🔹 Work with a Broker: A broker with existing relationships can help pitch your brand and navigate UNFI’s onboarding process. 4️⃣ Start Small & Grow If UNFI isn’t ready to take you on nationally, start regionally. Many small brands begin by working with KeHE, DPI, or other regional distributors before scaling up. 5️⃣ Be Persistent & Follow Up Breaking into a major distributor takes time. If you get a “no” at first, don’t be discouraged—keep growing your brand, proving demand, and following up with new data and retailer interest. 📢 Have you worked with UNFI before? Share your experience or questions below! #CPG #RetailDistribution #SmallBusinessGrowth