In this episode, Ian interviews Brian Fiscalini of Fiscalini Farms, a fourth-generation dairy farmer and cheese producer. Brian shares his background and the challenges of farming and cheese making and the inspiration behind starting the cheese business and the process of entering the market. Ian and Brian discuss the challenges and strategies for building sales and scaling a business in the food industry, emphasizing the importance of follow-up and engagement with distributor partners to bolster sales. Brian also shares the challenges of scaling and distribution, including transportation costs and the need to maintain brand identity in new markets. Brian and Ian discuss the impact of technology on farming and cheese making, including the adoption of robotic milking and data-driven decision-making. Takeaways Building a brand and selling a product in the food service industry requires a compelling story, a great product, and constant effort to stay relevant. Working with distributors involves building relationships, understanding their needs, and staying engaged with their sales and marketing teams. Engaging with distributor partners and maintaining open dialogue is crucial for building sales and scaling a business. Transportation costs and maintaining brand identity are key challenges when expanding into new markets. Product depth and differentiation are essential for standing out in the market and attracting customers. Adopting technology, such as robotic milking and data analysis, can improve farm efficiency and decision-making.
00:00 - Introduction and Background
02:23 - Growing Up on a Farm
05:27 - The Demands of Farming
08:51 - The Farm and Cheese Production
11:23 - The Process of Cheese Making
16:35 - Inspiration for Cheese Making
21:09 - Entering the Market
24:28 - Challenges in Distribution
25:46 - Working with Distributors
28:05 - Building Relationships with Distributors
31:06 - Building Sales and Scaling the Business
32:02 - Challenges of Scaling and Distribution
35:36 The Importance of Brand Identity and Local Support
37:02 Product Focus and Differentiation
43:32 Technology's Impact on Farming and Cheese Making
46:12 Robotic Milking and Farm Efficiency
49:20 Using Data to Improve Farm Operations
57:54 Approaching Chefs and Cold Calling