This week, Nick is breaking down why so many food brokers fail early on — and what you can do to avoid the same mistakes.

It’s not about bad sales skills. The real issues come from not understanding how to run the business side of a brokerage. Drawing from real-world experience, listen as Nick unpacks the five critical mistakes that often lead to early failure in the food brokerage industry.

TIMESTAMPS

00:00 - Intro

00:36 - Struggles of New Food Brokers

05:08 - The Five Biggest Mistakes Brokers Make

08:00 - Navigating Manufacturer Relationships in Food Service

10:21 - Key Strategies for Broker Success

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Nick explores the “force multiplier” effect—an elite military strategy—and how it applies to sales in the food service industry, this week on the Titans of Foodservice podcast. By building scalable systems, training teams, and leveraging tools like LinkedIn, sales professionals can expand their reach and grow their brands more efficiently.

Listen for practical, high-impact strategies to help you work smarter and rise above the competition.

TIMESTAMPS

00:00 - Intro

02:54 - Applying the Force Multiplier Effect to Food Service Sales

04:37 - Mindset Shift in Sales

08:02 - The Power of Asking for Introductions

10:49 - Scaling Your Business: The Force Multiplier Concept

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

There are many ways to generate revenue in the food service industry. This week, Nick talks about the power of choosing one clear, effective strategy. Drawing from personal experience as a food broker, he shares three major missteps that stalled his growth but ultimately reshaped how he approaches business.

From the importance of strong market coverage to the importance of cultivating the right relationships, Nick sheds light on why strategic partnerships often matter more than widespread outreach.

Listen for tips to navigate the food service landscape with greater clarity, intention, and success!

TIMESTAMPS

00:00 - Intro

02:36 - Three Major Mistakes as a Food Broker

04:35 - Lessons Learned in Marketing

07:09 - The Importance of Sales Execution

09:58 - Strategic Focus in Sales

11:43 - Investing in Relationships That Drive Sales

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

There are many reasons why so many brands struggle—and ultimately fail—in the food service industry. Spoiler: it’s not because their products aren’t good. It’s often because they underestimate two crucial factors—demand and logistics.

This week, Nick is breaking down the common misconceptions, especially among those moving from retail to food service. One of the biggest mistakes? Assuming that retail success will automatically carry over. The food service world plays by different rules, where product performance often matters more than packaging or branding.

Listen for practical strategies to help build real demand and streamline logistics to thrive in this competitive space.

TIMESTAMPS

00:00 - Intro

01:54 - Understanding the Food Service Industry

05:45 - Common Misconceptions in Food Service

11:41 - The Importance of Marketing in Food Service

15:00 - Strategies for Success in Food Service

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

Nick is breaking down a core truth of selling in the food service industry: profitability is king. Buyers aren’t just looking for passion or a great product story—they’re focused on what drives their bottom line.

Listen as Nick unpacks why enthusiasm alone won’t close the deal and explores the real factors that influence purchasing decisions: profit potential, product performance, and availability. Through real-world insights and practical takeaways, he shows how aligning your pitch with these priorities can make all the difference.

If you’re ready to sharpen your sales strategy and speak the language buyers actually care about, this episode is a must-listen!

TIMESTAMPS

00:00 - Intro

01:26 - Understanding Buyer Motivations in Food Service

05:27 - Key Factors in Selling Food Products

09:36 - Selling Profit and Product Functionality

12:53 - Understanding Product Viability

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

There is a game-changing distinction in the food service industry: the difference between brands that successfully generate demand and those that struggle to gain traction. Nick is breaking down this distinction through the lens of two hypothetical brands this week—Brand A, which takes a proactive approach by building strategic partnerships and driving demand, and Brand B, which remains passive and stagnates as a result.

By comparing these two paths, Nick highlights why simply getting into distribution isn’t enough. True success comes from actively engaging with key operators, building strong industry relationships, and consistently investing in market education and brand presence.

TIMESTAMPS

00:00 - Intro

02:42 - Brand A vs Brand B: Understanding Food Service Success

04:59 - Driving Awareness in Food Distribution

09:20 - Building Demand in Food Service: Strategies for Success

11:17 - Strategies for Increasing Sales Through Events

13:48 - Building Demand and Simplifying Sales

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

This week on the Titans of Food Service podcast, Nick Portillo talks about why being adaptable in the foodservice industry is so important. He shares lessons from his 10 years as a food broker, including key strategies to stand out in a competitive market.

Nick shares how you can use tech and digital marketing—especially LinkedIn—to boost your brand and connect with the right people. Plus, he breaks down how data can help you understand what operators really want so you can target the best opportunities.

Listen as Nick highlights how strong relationships with big operators can take your business to the next level!

TIMESTAMPS

00:00 - Intro

01:58 - The Changing Landscape of Food Service Sales

07:39 - Leveraging LinkedIn for Business Success

12:00 - Understanding the Importance of Data in Sales

15:35 - Building Relationships with Operators

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com

This week on the Titans of Food Service podcast, Nick Portillo dives into the many ways to make money in the food service industry—not just in theory, but through real, hands-on experience. Nick shares why true success comes from actively engaging with the key players in the field, building relationships, and staying adaptable—especially in the ever-changing post-COVID landscape.

Nick also shares why he will be shifting the podcast from a guest-driven format to a more personal storytelling approach, drawing from his own experiences as a food service broker.

TIMESTAMPS

00:00 - Intro

02:12 - Transitioning to Solo Content Creation

03:06 - Challenges of Scaling in the Food Service Industry

04:42 - The Unique Challenges of Scaling in the Service Industry

07:44 - Reinventing the Business Post-COVID

10:09 - Redefining What's Important

RESOURCES

Portillo Sales

CONTACT

Nick: nick.portillo@portillosales.com