14. How to Build & Manage a Broker Sales Team With Bryan Bootka, Beyond Brokering

14. If you "hand the keys" to a broker and hope for results, you're setting your brand up for disappointment. Brokers can accelerate growth—but only if you lead the relationship. In this episode, I sit down with Bryan to break down what a broker really is, when to use regional vs. national firms, and how to maximize an external sales force without losing your brand voice. We unpack the difference between direct and contract sales teams, why unrealistic expectations sabotage performance, and how to use project-driven execution to keep your brand top of mind. You'll learn how to leverage broker relationships to open doors with retailers, why you must personally deliver your brand passion in key buyer meetings, and how quarterly initiatives—like education kits, pre-promotion reminders, and proactive inventory planning—drive measurable results. We also discuss follow-up discipline, promotion forecasting, and why knowing your numbers is your competitive advantage. Get instant access on the show webpage: RetailSolved.com/session14