Tracey Priest & Bruce Montgomery

Shows

Road 2 RetailEpisode # 101 How to be a high value supplier to your retail account.Episode # 101. Today the Road 2 Retail team discusses how a Key Account manager, or really any Sales professional, can position themselves to be a high value supplier in the eyes of their retail account. Sales is a profession with a great deal of pressure and responsibilities for the company they work for. Based on our 30+ years in CPG- we share what we believe are some "best practices" that should help a sales professional become even more valuable to their retail partner. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a...2025-05-2751 min

Road 2 RetailEpisode # 100 -Scott Emerson- Founder of The Emerson Group: A Consumer Products Equity OrganizationEpisode # 100. On today's show we are joined by Scott Emerson - Founder of The Emerson Group: A Consumer Products Equity Organization. Scott and his team have paved the Road 2 Retail for many, many brands over the years. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Today we speak with Scott and get his views on topics such as: - His belief that with proper TLC, small brands can reach their true potential - The impact and growth the...2025-05-2036 min

Road 2 RetailEpisode # 99 Interview with George Brown-Vice President of AcuPoll Precision ResearchEpisode # 99. Today our guest is George Brown - Vice President of AcuPoll Precision Research. George takes us through the importance of concept testing, the research an emerging brand really should execute to build their business off of a firm base of understanding, and the research findings a retailer will find informative when considering taking your brand into distribution. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Among the topics covered with George today include: - The importance of...2025-05-1350 min

Road 2 RetailEPISODE # 98 Interview with Paul Vraciu - CEO of the hydration product, Salt StickEpisode # 98. Today we visit with Paul Vraciu - CEO of the hydration product, Salt Stick. Paul walks us through the history of Salt Stick- which started as a product for runners and bikers needing effective hydration before and during their activity and has now evolved via their innovative FastChews product. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Among the points we hit on today with Paul include: - The humble beginnings of the product being sold store...2025-05-0641 min

Road 2 RetailEPISODE # 97 NACDS Recap-Everything you need to know about attending NACDS annual 2025Episode # 97. Today the Road 2 Retail team provides a recap of the 2025 NACDS Annual meeting which took place at The Breakers in Palm Beach, FL April 26-29. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Observations from the meeting include: - What is this meeting? Who attends? What do attendees hope to accomplish? - The consulting firm Kearney presented "Winning Amid Consumer Uncertainty". This work synched nicely with "The Tradeoff Consumer" work Big Chalk has done.- Retailer presentations...2025-05-0223 min

Road 2 RetailEpisode # 96 Interview with Brooks Powell-the Founder & CEO of Cheers HealthEpisode # 96. Our guest on today's show is Brooks Powell - the Founder & CEO of Cheers Health. A high energy discussion around the genesis of the Cheers brand and the unique way Brooks and his team drive growth. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. We cover many topics with Brooks in this episode- including references to "Bill Nye the Science Guy", competitive swimming, and Southwest Airlines Herb Kelleher. Other discussion points include: - A very interesting brand...2025-04-291h 08

Road 2 RetailEPISODE # 95 Interview with Dan Frieber-the Founder & CEO of Tango Chile SauceEpisode # 95. On today's show we speak with Dan Frieber - the Founder & CEO of Tango Chile Sauce. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Dan shares the unique origin story of his brand- from his grandmother's recipe to its launch in local bodegas and street fares. Topics covered include: - In the spirit of true entrepreneurship- Dan discusses tuning out those that said he had no shot- he followed his instincts and looked for opportunities to get...2025-04-2247 min

Road 2 RetailEPISODE # 94 Interview with Jason Paulus-The Founder & CEO of the emerging brand: Acid Rain WaterEpisode # 94. On today's show we spend time with Jason Paulus- the Founder & CEO of the emerging brand: Acid Rain Water. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Jason Paulus shares his backstory on how Acid Rain Water went from an idea to a product following Jason's mantra of 'get 1% better every day'. Topics touched on include: - What drove him to sell a vitamin infused brand of water in a can?- The B-12 in Acid Rain...2025-04-1533 min

Road 2 RetailEpisode # 93 Interview with Roberta Townes senior category merchant at GNCEpisode # 93. On today's show we are joined by Roberta Townes - Senior Category Merchant at GNC. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Roberta shares with us the role emerging brands play at GNC and what she looks for in these brands. Specific discussion points covered include: - What do you look for in an emerging brand? Spoiler alert: a great story, solid marketing, and the potential to add incremental performance to the category.- How to...2025-04-0848 min

Road 2 RetailEpisode # 92. Today we speak with RJ Talyor - Co-Founder of the unique, tech enabled email marketing firm: BackstrokeEpisode # 92. Today we speak with RJ Talyor - Founder of the unique, tech enabled email marketing firm: Backstroke. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. RJ Talyor speaks to us with specifics about how email marketing can help drive the business for emerging brands while at the same time being a very efficient use of marketing dollars. Today we cover topics including: - How Backstroke utilizes AI to customize messaging for their clients, so they speak to...2025-04-0142 min

Road 2 RetailEPISODE # 91 An discussion with Dr. Alexandra Sowa- author of the new book "The Ozempic Revolution".Episode # 90. On today's show we speak with Dr. Alexandra Sowa. Author of the book The Ozempic Revolution and founder of the brand SoWell Health. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Dr. Alexandra Sowa shares her expertise on how GLP-1 drugs work, what your body needs while on these medications to address side effects, and how these needs led her to develop her brand of supplements: SoWell. Topics touched on include: - What led her to write...2025-03-2438 min

Road 2 RetailEpisode # 90 Recap of the 2025 Consumer Healthcare Products Association Self-Care Leadership SummitEpisode# 90. Today the Road 2 Retail team shares our observations fromattending the Consumer Healthcare Products Association Self-Care LeadershipSummit (SLS) earlier this week in San Antonio, Texas. The ConsumerHealthcare Products Association does a fantastic job representing theinterests of members and consumers by advocating for access, innovation, andaffordability of self-care products in an effort to help keep consumershealthy, safe, and confident in their self-care choices. To learn more aboutthe Consumer Healthcare products Association (CHPA), please visit their websiteat www.chpa.org. Please subscribe to the Road2 Retail podcast at Apple podcasts, Spotify or our YouTubechannel. Plus- give us a follow on LinkedIn. Learn more...2025-03-2143 min

Road 2 RetailEpisode # 89- Rob Catanzariti - Vice President with The Emerson GroupEpisode # 89. On today's show we are joined by Rob Catanzariti - Vice President with The Emerson Group. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Rob takes us through what The Emerson Group looks for in an emerging brand before bringing them on as a client. Deep, honest, and ongoing communication are key to an emerging brand being properly prepared to grow and succeed. Some great commentary for leaders of small, emerging and challenger brands to understand when...2025-03-1850 min

Road 2 RetailEpisode # 88 Expo West Recap 2025Episode# XYZ. Today the Road 2 Retail team shares our thoughts on therecently concluded Expo West conference. Tracey Priest, along time attendee of the show, offers his insights and observations ofthis massive and important show. Please subscribe to the Road 2Retail podcast at Apple podcasts, Spotify or our YouTubechannel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Themajor Expo West natural products show recently concluded. It was heldMarch 3-7 in Anaheim, CA. In today's episode, Tracey Priest shareshis detailed observations about the show and offers future attendees andexhibitors solid advice on...2025-03-1432 min

Road 2 RetailEpisode # 87 Interview with Lydia Lee- CEO & Founder of For The CloutEpisode # 87. On today's show we welcome Lydia Lee- Founder and CEO of For The Clout. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Lydia Lee has built a business helping brands harness the power of social media and influencers to drive brands business success. Lydia's wide-ranging discussion with us covers a lot of ground about the interesting topic of utilizing influencers to build a brand- she has been at it for 15 years! Among the points we cover include...2025-03-1143 min

Road 2 RetailEPISODE # 86 Interview with Michael Law- Chief Commercial Officer at Eagle LabsEpisode # 86. On today's show we speak with Michael Law - Chief Commercial Officer of Eagle Labs. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. In our discussion with Michael Law, we discuss the role a contract manufacturer plays in helping a brand build its business. Michael talks about what to look for in a contract manufacturer and how best to work with them. Specific discussion points include: - Understanding the scope of capabilities of your contract manufacturing partner...2025-03-0442 min

Road 2 RetailEpisode # 85 How to Prepare for a Trade ShowEpisode # 85. Today the Road 2 Retail team shares our thoughts on how to prepare and attend an industry trade show or conference. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. The trade show and industry conference season is upon us. EXPO West is just a week away! These events are expensive to attend and can be overwhelming if you have never attended one before and don't have a solid plan in place in order to maximize the return on...2025-02-2744 min

Road 2 RetailEPISODE # 84 Interview with Teddie Townsend-Director at CG Sawaya PartnersEpisode # 84. On today's show we are joined by Investment Banker- Teddie Townsend. Teddie is a Director at CG Sawaya Partners where she has a focus on emerging brands. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Teddie shares her views and experiences about emerging brands across many topics including: - The passion and drive of the Founder of an emerging brand and a product with a point of difference are early tells to potential success- Alignment of goals...2025-02-2556 min

Road 2 RetailEpisode # 83 Recap of ECRM Innovate X Winning in Grocery Sponsored by Market Performance Group Presented during the ECRM Center Store Grocery Week ProgramEpisode # 83On February 18 the Road 2 Retail team attended ECRM's Center Store Grocery Week program. Today we recap the "Innovate X: Winning in Grocery" sessions- Sponsored by Market Performance Group. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify, or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Like all ECRM events, this one was packed with fantastic content and offered a robust agenda filled with opportunities for brands to network and grow their businesses. Among the topics covered by ECRM and the Market Performance Group (MPG) teams were...2025-02-2442 min

Road 2 RetailEpisode #82 Interview with Buck Robinson CEO of Retail + ResponseEpisode # 82. Today we spend time discussing media with Buck Robinson - CEO of Retail + Response. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Buck does a great job explaining in great detail how "traditional media" can help emerging brands drive awareness quickly in order to accelerate sales performance in e-commerce or brick & mortar retailers. Oh- and the expense is within reach for all brands! Listen to this 30 year veteran of the media business share his views on driving...2025-02-1845 min

Road 2 RetailEpisode # 81 Today's show we speak with David Koifman- VP of Sales for KickfurtherEpisode # 81. Today's show we speak with David Koifman- VP of Sales for Kickfurther. A unique financing firm small and emerging brands need to have on their radar. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. The Road 2 Retail team and David discuss how Kickfurther can help small and emerging brands pay for their inventory without crushing their cash positions, so they have capital to invest in other areas to grow their business. Included in the key points David...2025-02-1125 min

Road 2 Retail2025 Kickoff Action Item Checklist for your Emerging BrandEpisode # 80. On today's show the Road 2 Retail team runs through the brand details to double check for your brand as we roll into 2025. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Consider today's episode a "pre-flight checklist" of details to make sure you are on top of with every retailer you are working with already and those you are setting up. Topics covered today include: - Are all of your promotional plans properly loaded into the retailers system...2025-02-0431 min

Road 2 RetailEpisode # 79. On today's show we visit with Nancy Kalish - Founder and CEO of Rule Breaker Snacks On today's show we visit with Nancy Kalish - Founder and CEO of Rule Breaker Snacks. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Learn more at www.road2retail.com. Nancy takes us through several of her key experiences establishing and growing her brand as well as sharing some key insights for other emerging brand founders to consider. Topics covered today include: - A key component to product research is understanding the existing brands in (or near) the category you want to enter is...2025-01-2852 min

Road 2 RetailEpisode # 78. A discussion with Greg Nielsen - CEO of snack and spread brand Octonuts. Greg shares his approach to handling the emerging brand business challenges he has encountered over the course of his career. Some of the topics we discuss cover include: - Research is important, but so is getting your product into 'real people's hands' and getting their feedback directly. Art meets science! - Octonuts' key points of difference were "nutrient density", clean label, high protein and unique flavors. - Don't launch with too many skus! It leads to many problems such as a lack of focus, consumes cash, and over complicates an emerging brand's operations. - Understand that each retailer has...2025-01-2251 min

Road 2 RetailEpisode # 77 The Road 2 Retail team discusses how a CPG brand should work with a broker Episode # 77. On today's show, Bruce Montgomery and Tracey Priest discuss how a small, emerging or challenger brand should think about working with a broker. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. There is always a lot of discussion around what a broker does, what will they do for my brand, when do you hire one, how are they compensated, etc.? All important points. After 30 years each in the CPG industry, we thought we would share our views on this important topic. Points covered include: ...2025-01-1455 min

Road 2 RetailEPISODE #76 -Paul Kenny discusses the importance of the Sales function at an emerging brand Episode # 76. On today's show we speak with Paul Kenny - Operating Partner at Stride Consumer Partners. Paul discusses his views on the importance of the Sales function within an emerging brand. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. Paul has had a long, successful career building CPG brands of all sizes as a Sales leader. Heading a Sales function at an emerging brand calls for flexibility and a willingness to "get in the game" personally. Among the topics covered in today's show: - To...2025-01-0753 min

Road 2 RetailEPISODE #75 Interview with Rob Clemons On today's show we visit with Rob Clemons of the rapidly growing emerging brand: Wonderbelly (VP - Supply Chain & Operations). Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. On today's podcast we discuss some of the learnings and actions this fast-growing brand has taken on their journey to date. These include: - The importance of having a meaningful point of difference with your product versus your competition - Using Wonderbelly's "birth" as an online brand initially to identify and prove out their core consumer ...2024-12-1749 min

Road 2 RetailEpisode # 74 Interview with Neil FosterHow best to launch your DTC brand and when to consider brick & mortar retail distribution? Episode # 74. This week veteran advertising executive Neil Foster (CEO of Agency Habitat) joins us on the Road 2 Retail podcast to share his thoughts and experiences with growing emerging brands. Please subscribe to the Road 2 Retail podcast at Apple podcasts, Spotify or our YouTube channel. Plus- give us a follow on LinkedIn. On today's show Neil shares with us his views on the following topics: - The importance of executing a 'soft launch' for a period of time to work out the bugs in your business model - Understanding the need to drive awareness and trial early in a brand's...2024-12-1056 min

Road 2 RetailEpisode # 73 A Recap of the Founder's Innovation Day Program Focused on Emerging Brands On December 4, 2024 the Road 2 Retail attended The Founder's Innovation Day program in NYC put on by ECRM and Retail Media IQ. Today we recap the program with Wayne Bennett, SVP Retail for ECRM/RangeMe. Wayne and his team organized this fantastic event bringing together emerging brand founder's and leading retailers where the day focused on the role emerging brands play in their categories. Other speakers included experts in various functional areas such as finance, investment banking and contract manufacturing- all offering counsel on how to help emerging brands grow. Give a listen to hear what founders and leading retailers...2024-12-0644 min

Road 2 RetailEpisode # 72. A very informative visit with The Connell Group's Patty Klingbiel.On today's show we spend time with Patty Klingbiel - The President at the market research firm - The Connell Group. Patty and the team at The Connell Group have been helping consumer packaged goods (CPG) brands of all sizes, and at all stages of their lifecycle, plot a growth path forward successfully for many years. On today's show some of the topics we cover in depth include: 1) The need for absolute clarity in who your target audience is- not who you think they are (or hope they are!)- but knowing who they are. ...2024-12-0248 min

Road 2 RetailEPISODE #71 How is the holiday season shaping up with Rick Miller Episode # 71 Big Chalk's Rick Miller is back to share some new data about the state of the consumer as we head into the holiday shopping season. Rick Miller, Head of Sales & Marketing Effectiveness at Big Chalk, returns to share with us new data about the state of the consumer from their Tradeoff Consumer work. According to the National Retail Federation, approximately 19% of annual retail sales take place during the holiday shopping season. Among the points Rick covers are: 1) Even with wages trending up and inflation calming down, the Tradeoff Consumer is still not feeling great and being very discerning...2024-11-2519 min

Road 2 RetailEPISODE #70 Interview with Skye Frontier How to understand the effectiveness of your Retailer Media Network Ad Spend Episode # 70 An overview of these emerging platforms with Incremental's Executive Vice President - Skye Frontier. Subscribe to the Road 2 Retail podcast on Apple podcasts, Spotify, our YouTube channel and follow us on LinkedIn. On today's show we speak with Skye Frontier - Executive Vice President at Incremental. Skye's firm offers a very interesting service where they help consumer packaged goods (CPG) brands evaluate, measure and deploy their advertising investments with the Retailer Media Networks (RMNs). Specific points we cover include: • Even if retail media spend is committed, th...2024-11-1935 min

Road 2 RetailEpisode #69 Big Chalk's Rick Miller talks to the Road 2 Retail audience about research tools Understanding Your Consumer and Utilizing Research to Drive Your Brand Performance On the show today we spend time with Rick Miller, Head of Sales & Marketing Effectiveness at Big Chalk. Rick takes us through a detailed discussion covering: 1) What research tools should a brand utilize to ensure they understand their consumer and their brand's role in the category 2) The three key pieces of data driven research you need in order to improve your odds of success in getting a retailer to take your brand into their assortment 3) Big Chalk's proprietary research detailing The Tradeoff Consumer. Who are these people? What...2024-11-1252 min

Road 2 RetailEPISODE #68 Interview with Rusty Ray- Managing Director with Investment Banking firm Alantra. What you need to know when buying or selling an emerging brand. On today's show we spent time with Rusty Ray of Alantra. Rusty has spent his career buying and selling brands (with a focus on healthcare) - offering counsel to both buyers and sellers regarding the best approach to executing a winning transaction. Among the key discussion points, Rusty offers his views on: 1) What a buyer should be aware of when buying tail brands (non strategic brands) out of a large CPG company's portfolio. 2) How a potential buyer should assess the brands they are considering buying. 3) How should...2024-11-1251 min

Road 2 RetailEpisode # 67 A discussion on handling emerging brand staffing with CPG recruiter- Hayes Reilly Thinking of joining an emerging brand? Thinking about bringing in outside talent? On today's show we speak with Hayes Reilly- Managing Partner at PeopleSuite. Hayes has had a long successful career placing senior executive talent with Consumer Packaged Goods (CPG) firms of all sizes. Today we cover two topics in depth: 1) How does an emerging brand founder or leader expand their leadership team as their business continues to grow? What does an entrepreneur need to be ready to give up in order to attract talent? 2) What does an executive thinking of moving from a large CPG company to an...2024-10-2945 min

Road 2 RetailEPISODE # 66 Interview with Brandon Pogue-Building a Differentiated Brand in a Crowded Category The Road 2 Retail team recently spent some time with Brandon Pogue- cofounder of TruLabs. TruLabs produces a great tasting and uniquely formulated product in the very competitive hydration space. Brandon tells us about how the brand morphed into a hydration focused brand and their commitment to a "science based and consumer approved" product design. Our discussion covers topics including: - The blessing and the concern of a large first order from a major retailer - The need to keep communication clear and simple so the consumer understands your meaningful point of difference - The adventures involved in getting an...2024-10-2248 min

Road 2 RetailEpisode # 65 Retail Expansion with Bruce & Tracey On today's show, Bruce & Tracey discuss how to go about expanding your small, emerging or challenger brand with an existing retailer. Often, brand leaders get distracted by defining growth as "more retailers" when growth actually means building and expanding your brand intelligently. However, the smart play may be to expand with a retailer you are already working with and having some success vs getting involved with another one. Among the topics we cover are: 1) The importance of knowing how success will be measured. Sales/velocity hurdle rates? 2) Expanding store count with existing skus in distribution vs adding additional skus...2024-10-1632 min

Road 2 RetailEpisode #64 Interview with Gaylord VanGuilder- Co-founder of The Goodsprout Company Gaylord shares with us the backstory of launching their unique infant care brand - Buddle. Their team invested a lot of time and resources upfront on R&D, consumer testing, and pricing before making the move to selling product. The discussion also covers: - Buddle's launch hiccups (everyone has them!) - His view on building out a team and advisory panel that are highly skilled in their areas of expertise - Why they have launched exclusively online and what Buddle will look for in a partner when they think to move into brick and mortar retail - Their goal...2024-10-0853 min

Road 2 RetailEpisode # 63 A dynamic discussion with the founder of TIG Brands, Elliot Begoun On today's show we are fortunate to spend time with Elliot Begoun, the founder of TIG Brands. Elliot discusses their very comprehensive approach to helping founders grow their emerging brands by focusing on building a sustainable business and not just a brand. Elliot describes how TIG Brands utilizes 'The Collective' allowing brands within their ecosystem to utilize subject matter experts and then their "Accelerator" process to grow these brands once the foundation is set. We also learn why the tardigrade is superior to the unicorn! Other topics covered in detail include: - How founders need to learn to live...2024-10-0256 min

Road 2 RetailEpisode #62 Interview with Anu Bliss- General Manager of Digital Commerce at The Emerson Group Learn how emerging brands can effectively work with Amazon from Anu Bliss - General Manager of Digital Commerce at The Emerson Group Getting your brand on Amazon is all many small, emerging and challenger brands think they need to do to be successful. As we learn in our discussion with Anu today- it is far easier said than done. The Amazon beast is constantly changing, and your business must be monitored very closely. Anu goes into detail on the following key points: - Before getting started with Amazon, make sure you fully understand the financial and operational implications of...2024-09-2447 min

Road 2 RetailEpisode #61 Erin Wojtysiak - Associate Director of Paid Media at Pathfinders Advertising Getting an Emerging Brand Ready to Promote on Facebook On today’s episode, Erin lead's us in a discussion around what it takes for a small, emerging or challenger brand to get set up to advertise on Facebook. Specifically, we cover: - Do you know the process for setting up a business account on Facebook? - What do you need with regard to content (images and copy) to attract consumers? - Resist the temptation to rush into your advertising on Facebook: 'Front end work saves back-end headaches'. So true! - Once you begin, watch your metrics closely- but give yo...2024-09-1748 min

Road 2 RetailEpisode #60 Andy Whitman - Co-founder and Managing Partner of Loft Growth Partners An Approach to Investing in Small & Emerging Brands Today we discuss investing in small, emerging and challenger brands with the co-founder of Loft Growth Partners- Andy Whitman. Over the course of his extensive career investing in small brands, Andy shares his thoughts on many topics including: - Raise money for the right reasons- not because others are - Don't raise too much money too soon - Investors want a "reason to believe" in what you are doing - The importance of your current gross margins - What materials you should have available to share with potential investors - Loft...2024-09-1047 min

Road 2 RetailEpisode # 59 Alexis Paige - Associate Social Media Director at Pathfinders Advertising How to source, manage and utilize an influencer for your brand Many small, emerging and challenger brands are anxious to work with influencers to help build their brands, but where to start and how best to proceed? Alexis offers her insights into the critical role establishing goals for an influencer program plays (awareness, conversion, change in positioning, etc?), how to identify an ideal influencer, how to evaluate the impact of your program, and how to manage, compensate and collaborate with your influencer. For all this and much more- please give the show a listen! Enjoy the show! Please follow...2024-09-0440 min

Road 2 RetailEPISODE #58 Interview with Corey Scholibo- Co-Founder Wile and Repurpose On this episode of the Road 2 Retail, we speak with Corey Scholibo, co-founder of Dayo and Wile. Corey and the Road 2 Retail team explore Corey’s experiences starting mission-driven brands such as Wile and Repurpose. Corey shares his experiences in developing these brands that resonate with both retailers and consumers. Corey also shares his insights into: • Best tactics to drive consumer demand • Lessons in raising money • Best advice for emerging brands just starting out Please subscribe to the Road 2 Retail podcast on iTunes or Spotify or our YouTube channel. You can also follow us on LinkedIn. Please share the show wit...2024-08-2057 min

Road 2 RetailEpisode # 57 Interview with Wade Yenny On today’s episode, the Road 2 Retail team speaks with Wade Yenny - an experienced retail buyer with several high-profile natural and specialty retailers. Wade shares his views on the importance of differentiation and his observations related to small, emerging and challenger brands. Wade shares his insights on the following topics: • How important is traction for a brand online before going to retail? • What are the critical elements of a retail presentation? • Consumer demand tactics that he has seen work • Hits and misses he has seen small and emerging brands make over his career Please enjoy the show and follow us...2024-08-0656 min

Road 2 RetailEpisode # 55 with Dan Mack- Emerging Brand Watchouts as They Consider the Move to Brick & Mortar Retail Dan Mack is a passionate advocate for challenger brands like those we work with and try to help here on the Road 2 Retail podcast. Dan shares his views on what small, emerging and challenger brands really need to think through prior to making the move into a regional or national retailer. He points out the challenges all of these brands will undoubtedly face, and he offers his views on how to best prepare to be successful at retail. Note: it is not easy nor is the move into retail for the faint of heart! Dan Mack is a pas...2024-08-0117 min

Road 2 RetailEpisode #56 Interview with Eric Koppelman- The Power of Focus on Building an Emerging Brand Episode #56 A detailed discussion with Eric Koppelman - CEO of Ruby Jewel Ice Cream Sandwiches Today we were fortunate to spend some time with Eric Kopplelman to discuss how he and his team are building out their brand of super premium ice cream sandwiches. He leads with a very interesting history of Ruby Jewel and how they went about bringing the focus of the business back to the core: delicious ice cream sandwiches. Eric also provides detail around the following topics: - As you consider retail expansion- ability to hit velocities is vital - Sales is a profession and...2024-08-011h 05

Road 2 RetailEpisode # 54 A quick hit with Dan Mack: 10 Traits of Challenger BrandsMany small, emerging and challenger brands are truly different- and some are not. Some are very authentic and simply find ways to keep going and evolving while others can't change fast enough to survive. After years of studying challenger brands extensively- Dan shares his 10 Traits winning challenger brands possess. Give the show a listen to hear Dan walk us through this list - they are also in the show notes on iTunes and Spotify. Enjoy the show! Please follow the Road 2 Retail podcast on Spotify, iTunes and on LinkedIn. Please leave us a review and share the...2024-07-2917 min

Road 2 RetailEpisode #55 Emerging brand watch outs as they consider the move to brick & mortar retail Dan Mack is a passionate advocate for challenger brands like those we work with and try to help here on the Road 2 Retail podcast. Dan shares his views on what small, emerging and challenger brands really need to think through prior to making the move into a regional or national retailer. He points out the challenges all of these brands will undoubtedly face, and he offers his views on how to best prepare to be successful at retail. Note: it is not easy nor is the move into retail for the faint of heart! DARK HORSE: How Challenger...2024-07-2017 min

Road 2 RetailEpisode #52 Interview with Larissa Dannenberg- Understanding Retailer Media Networks. Larissa Dannenberg, Vice President of Consulting at Market Performance Group, shares her views on how brands can best work with Retailer Media Networks. Retailer Media Networks (RMNs) are an emerging vehicle with many of the nation's largest retailers. After years of watching Amazon build out their massive advertising business, many retailers have responded by building out their own advertising platforms. How a brand should approach and work with these new media options is the focus of our discussion with Larissa. She provides insight and counsel around the following topics: - Brick & mortar retailers have a massive footprint (stores...2024-07-0944 min

Road 2 RetailEpisode # 51 Comments & Counsel from Doug Radi - President of Sweet Loren's On today’s episode we discuss what it has taken for Doug and the team to make Sweet Loren's the #1 'better for you' cookie dough in the USA. Having been a senior leader at several successful emerging brands, Doug discusses some of the key points he has learned along the way: - Do you have a solid strategy? Are you flexible? - Do you have enough margin to expand your business successfully? - Must understand the all in costs of doing business with each retailer? - Pay close attention to your velocities! - The "grinder" mindset Enjoy the show! Pl...2024-06-2557 min

Road 2 RetailEpisode #53 A discussion with Buck Robinson: President of Media Manager Marketplace. On today’s show we speak with Buck Robinson- the President of Media Manager Marketplace. Buck and his experienced team have a long history of helping non big budget brands test and learn their way into the world of offline media (TV, print, radio, etc). You don't need a seven figure budget to make a positive impact on your business with offline media. Right up front, Buck discusses how offline media is not a substitute for digital and social- but simply another piece of a comprehensive marketing/media plan to drive demand for your brand. At times, brands are ha...2024-06-1152 min

Road 2 RetailRoad 2 Retail: Episode # 49 A conversation with Marc Perez - President of The Menper Group On today’s episode, we speak with Marc Perez - President of The Menper Group. Marc leads a family owned business intensely focused on delivering health and wellness products to the US Hispanic consumer. Marc discusses how they think about expanding their business, the way they have structured their sales organization, and how they vet suppliers. In addition, Marc reflects on his time as a private equity investor and offers his insights regarding what he looked for in brands and founders before committing capital. We hope you enjoy today's show and will follow the Road2Retail podcast on iTunes, or...2024-05-2842 min

Road 2 RetailEpisode #48 Insights from Genevieve Gilbreath Co-Founder and General Partner of Springdale Ventures. On today’s episode we discuss the important actions small, emerging and challenger brands need to make when preparing to raise money with Genevieve Gilbreath - Co-Founder of Springdale Ventures. Given her experience, Genevieve discusses the keys to successfully raising money and the importance of having a good "match" with an investor. Among the topics discussed are: - What should a brand look for in an investor? - What investors look for in a brand? - What materials and information will a brand need to provide? - What mistakes brands make when seeking an investor? Enjoy the show! Please fo...2024-05-1433 min

Road 2 RetailEpisode #47 RJ Talyor, Founder & CEO of Backstroke discusses his new email marketing Firm. Road 2 Retail: Episode 47. Today we speak with the Founder & CEO of Backstroke - RJ Talyor. RJ is a multi exit entrepreneur in the technology space. His latest venture is helping brands and companies utilize email marketing and AI to grow their businesses. RJ discusses how their service works, how to manage budgets and discusses their methodology to ensure nothing offensive gets generated and distributed by their service. Email marketing can deliver a high ROI and budgets of all sizes can be deployed effectively. Finally, RJ shares his thoughts on raising money, what he looks for in his investors and...2024-04-3034 min

Road 2 RetailEpisode # 46 A conversation with Andrew Weiss- Founder and CEO of the Partnered CEO On today’s episode, we speak with Andrew Weiss- the founder and CEO of the Partnered CEO. Andrew has been a part of the teams driving sales of several CPG brands. His biggest achievement is building the largest plant-based protein brand: Vega. Andrew shares his experiences building brands both his successes and the things he'd like to do over. We also discuss the importance of generating consumer demand and building a winning sales team. Hint: don't cut corners with your sales organization! We hope you enjoy today's show and will follow the Road2Retail podcast on iTunes, or Spotify. Yo...2024-04-1634 min

Road 2 RetailSo you want to get into the craft brew business? Here's the 3 Road's Brewing story. Road 2 Retail: Episode 45. On today's show we speak with the founder of 3 Roads Brewing, Chris Sadler. Chris shares his reasons for starting 3 Roads Brewing and the journey he and his team have been on ever since. Chris discusses the complexity of the multi tier alcohol distribution system, the importance of building the brand out from (and winning) in your home market, the vital role a high quality product plays, and how to begin the journey to retail while competing with the industry giants. We hope you enjoy today's show and will subscribe to the Road 2 Retail podcast on iTunes...2024-04-0233 min

Road 2 RetailObservations from EXPO West 2024 Episode # 44- Expo West 2024 Recap On today’s episode we share with our audience what Tracey Priest saw and experienced at this year's Expo West show in Anaheim. We cover the current trends at this year’s show- including his take on what were the hot categories? Tracey also shares his insights and recommendations for brands who first want to walk the show as attendees and for those brands who are attending as exhibitors. Expo West is a significant investment for a small and emerging brand so you want to maximize your investment and build a detailed plan...2024-03-2627 min

Road 2 RetailBuilding a CPG Brand with Carpe Co-Founder, David Spratte Road 2 Retail: Episode #43. On today's show we speak with David Spratte - Co-Founder of Carpe. Carpe is a leading brand in the antiperspirant category. In today's show, David shares the genesis of the brand idea, how they developed the products and he shares a very interesting approach to inbound calls from consumers. David also shares learnings around driving awareness and demand for the brand as well as his perspective on raising money to drive growth. We hope you enjoy today's show and will follow the Road2Retail podcast on iTunes, Spotify or follow us on LinkedIn or YouTube. Please...2024-03-1941 min

Road 2 RetailEpisode # 42 Healthcare Trends & Rx-to-OTC Switches with Susan Levy On today's show we speak with Susan Levy - Founder of SBL Consulting. Susan and her firm do a lot of work in the consumer healthcare space. She shares with us her views on how small and emerging healthcare brands need to think about coming to market, what trends she is seeing in the consumer healthcare space and she discusses a particular area of expertise of her firm: helping companies navigate the process of bringing a prescription drug over the counter. We hope you enjoy today's show and will subscribe to the Road2Retail podcast on iTunes, Spotify or...2024-03-0531 min

Road 2 RetailEpisode # 41 Interview with George Brown from AcuPoll Executing smart, cost effective market research can help you better understand your brand, your consumer, your communications, and why people are buying your product. This work can be done quickly and cost effectively. Today we speak with George Brown, VP of Client Development at AcuPoll. George takes us through examples of how research can help small brands understand their consumer, generate the information a retailer will want to know regarding why people will buy, and make a brand's sales and marketing dollars work harder. We hope you enjoy today's show and will subscribe to the Road 2 Retail podcast on...2024-02-2537 min

Road 2 RetailRoad 2 Retail: Episode 38. Part II of an interview with Jason Omenn, VP of eCommerce at Market Performance Group (MPG) Road 2 Retail: Episode 38. Part II of an interview with Jason Omenn, VP of eCommerce at Market Performance Group (MPG). Many small, emerging or challenger brands feel that the road to success goes through Amazon and building a business on their platform. In the first part of our discussion with Jason, he highlighted the benefits and watch outs with regard to doing business with Amazon. Here in part two of our discussion, Jason covers the specifics around protecting your brand on Amazon, the best Amazon Marketing Services (AMS) to use, the importance of your content, how to maximize the impact...2024-02-0751 min

Road 2 RetailEpisode #37. Part I of an interview with Jason Omenn, VP of eCommerce at Market Performance Group (MPG). Episode #37. Part I of an interview with Jason Omenn, VP of eCommerce at Market Performance Group (MPG). Many small, emerging or challenger brands feel that the road to success goes through Amazon and building a business on their platform. This still may be true, but much has changed over the years. In today's discussion, Jason highlights the benefits and watch outs with regard to doing business with Amazon. Specifically, what traits should a product have in order to stand the best chance of being successful on Amazon, how much will it cost to do business with Amazon, and covers...2024-02-0741 min

Road 2 RetailEpisode # 40 Interview with Brian Packard and Dan Touhey from Yard Rink Road 2 Retail: Episode #.40 On today's show we speak with the leadership team at Yard Rink. Yard Rink is a leader in the backyard hockey business. Brian Packard (CEO & Co-founder) and Dan Touhey (Head of Business Development) share their stories of how they saw a market for a simple, high quality backyard hockey rink that would be simple for consumers to set up and maintain. They share their learnings around market research to test and refine their product idea and communications, how they are thinking about expanding the business, and challenges of running a highly seasonal business. Dan also talks...2024-02-0738 min

Road 2 RetailRoad 2 Retail: Episode 39. Your 2024 Small Brand Kick Off Checklist. With 2023 in the books, today we take a look at a short checklist of key issues to be on top of as 2024 kicks off and you look to grow your small, emerging or challenger brand at retail. Being organized, doing what you say you are going to do (on time and accurately), following up, understanding the exp[ectations of your retail partner, and making sure your marketing plan is ready to activate are among the topics covered today. The 2024 competition has already started! Make sure you are prepared. We hope you enjoy today's show and please subscribe to the...2024-01-2827 min

Road 2 RetailEpisode #36 interview with Doug Hall Today we speak with Doug Hall, Founder of the Eureka! Ranch and Co-Founder of Brain Brew Distillery. Doug and the Eureka! Ranch are one of the preeminent new products and innovation firms in the country. He has helped companies such as Nike, Diageo, Disney and Bank of America accelerate their innovation processes and drive growth. Brain Brew Distillery is his latest venture offering custom whiskey to consumers and also making gold medal winning bourbons in global competitions. Doug talks about the critical nature of differentiation in any new product coming to market AND how to prove this- to yourself...2023-10-1546 min

Road 2 RetailEpisode #35 Interview with Matt Matros As we continue our Founders Series we interview Matt Matros, a founder with two 8-figure exits. In this episode Matt shares with us his learnings from being a CPG entrepreneur: his successes, mistakes, what he has learned about raising funds and the real struggles of being an entrepreneur. 2023-09-2437 min

Road 2 RetailRoad 2 Retail Episode # 33. A discussion with Garrett Gingerich: Chief Marketing Officer of TayCo Brace. On today's show we speak with Garrett Gingerich, the Chief Marketing Officer of TayCo Brace. Garrett takes us on a journey through his career, transitioning from marketing agency executive to crossing the chasm and stepping into the client-side to facilitate brand and company growth. TayCo Brace is a young company on the incline of their growth curve as they bring true innovation to bracing and support for ankle and hindfoot injuries. Whether you are an NFL player, an injured weekend warrior, someone with chronic ankle instability, or simply a person looking for a better solution to injury...2023-08-1536 min

Road 2 RetailEpisode #32 Interview with Jason Reiser- President MPG On today's show we speak with Jason Reiser, the President of Market Performance Group (MPG). Jason has served in roles of increasing responsibility in merchandising at several of the country's largest retailers: Sam's Club, Walmart, Family Dollar, Vitamin Shoppe, and Dollar General. Jason talks about what makes small, emerging brands successful, what they must get right when dealing with a national retailer, and provides specifics around what a buyer watches with regard to brand performance. In his current role at MPG, Jason provides insights with regard to how a firm like his can help small brands and suppliers win...2023-08-0747 min

Road 2 RetailEpisode #31 Interview with Vicky Holland- Chief Growth Officer- Pathfinders Advertising oad 2 Retail: Episode31. On today's show we speak with Vicky Holland. Vicky is the past President and current Chief Growth Officer of Pathfinders Advertising. Over the course of Vicky's career, she and her agency have helped brands of all sizes and categories shape their marketing communication and branding. Vicky offers insights and examples of what small, emerging brands need to get right and the importance of focus and clarity in a brand's messaging. We hope you enjoy today's discussion. Please subscribe to Road 2 Retail on iTunes or Spotify and follow us on LinkedIn. 2023-07-1135 min

Road 2 RetailEpisode #30 Interview with Beryl Stafford- Founder & President at Bobo's oat bar In today’s episode of Road 2 Retail Founders Series, we interviewed Beryl Stafford, the founder, and President of Bobo’s oat bars. From creating Bobo’s in her kitchen to a very successful brand Beryl shares with our audience her entrepreneurial journey. Berry bootstrapped the Bobo’s brand for 12 years before taking on additional personnel and funding. This is a must listen for any small and emerging brand. Please follow the Road 2 Retail podcast on iTunes, Spotify, YouTube, or LinkedIn. 2023-06-2730 min

Road 2 RetailEpisode # 29 Interview with Laura Meemken CEO of All Clean Food On this episode of our Founders Series, we interview Laura Meemken, the CEO of All Clean Food. Laura shares with our audience her journey of starting the All Clean Food brand from her own kitchen because her kids had food allergies. She wanted o to provide tasty, kid-friendly meals that would be available at retail to help other families that wanted quick, quality meals. Laura also adds insights into the importance of starting small, packaging and the value of “Sell through (Velocity) vs. Sell in (Distribution) Please subscribe to our podcast on Spotify, iTunes, or the Road 2 Retail YouTube ch...2023-06-0735 min

Road 2 RetailRoad 2 Retail: Episode 28- An Interview with Senior Merchant Mike Wilkins. On today's podcast, the Road 2 Retail team speaks with Mike Wilkins about how a small, emerging, challenger brand needs to think and act with regard to working with a national retailer. Throughout the course of Mike's career he has served as a Buyer and a Head Buyer at several large, national retailers across multiple classes of trade. Mike shares his experience and advice on actions what small, emerging, challenger brands should take to ensure success while also highlighting areas where a brand can get in trouble. We hope you enjoy today's show. Please subscribe to the Road 2 Retail podcast...2023-06-0744 min

Road 2 RetailEpisode # 27 Interview with Nigel Smith- Founder and CEO of Zurena On this episode of our Founders Series, we interview Nigel Smith, the founder and CEO of the Zurena brand of cocktail mixers. Small emerging brands will not want to miss this episode. Nigel is authentic and real about his entrepreneurial journey of creating a brand. Nigel shares so many great quotes and insights such as, “a start up is like a marriage” and “celebrate the wins along the way.” Please follow Road 2 Retail on LinkedIn, iTunes and Spotify 2023-05-1940 min

Road 2 RetailEpisode # 26 Interview with Maria Uspenski- CEO at The Tea Spot On this Road to Retail podcast, we interviewed Maria Uspenski, CEO of The Tea Spot brand. Maria has been at the helm of The Tea Spot for 19 years and has much wisdom to share with our small and emerging brands’ audience. Maria highlights the importance of authenticity, passion and the story behind a brand. She also emphasizes the importance of packaging. Please follow the Road 2 Retail podcast on LinkedIn, Spotify, iTunes and YouTube. 2023-05-1921 min

Road 2 RetailEpisode # 25 Interview with Greg Esslinger and Tanay Kothari from FloretOn today’s episode we discuss a hot topic in the CPG industry: Deductions. Road 2 Retail interviews Greg Esslinger and Tanay Kothari from Floret. These two guys are experts when it comes to deductions. They share with our audience the best practices when it comes to deductions and what small and emerging brands can do to mitigate deductions from retailers and distributors. The Floret team also share the top types of deductions to beware of. Please follow Road 2 Retail on these platforms: LinkedIn page, Spotify, iTunes and YouTube. 2023-04-1133 min

Road 2 RetailEpisode # 24 Interview with Maya French, co-founder of the beverage brand Koia. In this episode of Road 2 Retail we celebrate International Women’s month by interviewing Maya French, co-founder of the beverage brand Koia, with our guest host Krista Anderson, founder of ESSTAR. On this episode Maya shares with our audience the lessons she learned while launching Koia and other brands in the small and emerging brand arena. Maya also shares what small and emerging brands should consider before launching into retail and some mistakes to avoid as well as her insights into fund raising. Please subscribe to our podcast on Spotify, iTunes, or the Road 2 Retail YouTube channel. 2023-03-2234 min

Road 2 RetailRoad 2 Retail- Episode #: 23 How to Best Utilize a Trade Show. As your brand begins to gain traction, one way to accelerate the growth is to attend a trade show. But where do you start? There are so many and the cost (financial and time) is not cheap. On today's show we discuss how to select a show, the best way to attend, what to bring, how to prepare, and how to follow up on your leads. A couple of keys: know what you want to accomplish going in and work the show hard from open to close each day! We hope you enjoy today's discussion. Please subscribe to us...2023-03-2230 min

Road 2 RetailRoad 2 Retail: Episode 22. A discussion with Rebecca Styn: Founder of Blind Tiger Spirit Free Cocktails.In todays' episode we speak with Rebecca Styn- the Founder of Blind Tiger Spirit Free Cocktails. She shares her story about how her brand came to be out of necessity due to Covid. Rebecca also shares an interesting perspective on the value of mentors, building and a network, and offers some unique ideas on fundraising she pursued to help get her brand off the ground. We hope you enjoy, and learn something, from today's show. Please subscribe to our podcast at our Road 2 Retail page on LinkedIn, YouTube, Spotify or iTunes 2023-02-0624 min

Road 2 RetailEpisode 21: A Discussion with Ryan Springer- Founding Partner at the Investment firm Midnight Venture PartnersEpisode 21: A Discussion with Ryan Springer- Founding Partner at the Investment firm Midnight Venture Partners In today's Road 2 Retail episode, we speak with Ryan Springer- one of the founding partners at Midnight Venture Partners. Ryan shares his insights on what a small, emerging or challenger brand should consider as a checklist before approaching a potential investor. In his role as an investor, Ryan shares what he looks for in a brand (and its founder!) before making a financial commitment. Ryan also offers solid recommendations on what a brand owner should look for in an investor partner. And finally, Ryan deli...2023-01-2037 min

Road 2 RetailEpisode # 20- Interview with Joe Tarnowski of RangeMeOn today’s episode of Road 2 Retail, we interview Joe Tarnowski the VP of Thought Leadership and Global Media for RangeMe. On this episode Joe details exactly what the RangeMe product is and shares best practices for brands on how to utilize the RangeMe platform to showcase their brands and reach buyers from all types of retailers. Joe goes into detail explaining RangeMe Premium and RangeMe Sourcing programs. This episode is great for those small and emerging brands that are not yet using RangeMe to reach buyers or submit for category reviews with major retailers. This episode will also be...2022-12-1831 min

Road 2 RetailEpisode # 19 Interview with John Pinto- CEO at BoomBoom NaturalsOn today’s Road 2 Retail episode we speak with John Pinto, the founder of the BoomBoom brand of all-natural nasal inhalers. John shares with us how the brand started, the opportunity he saw in the market as well as the successes and challenges he has faced while building his brand. John shares his experiences on the following topics: • How to know you are ready for retail • The challenges of working with a retailer • When to raise money and what to look for in an investor • What he would do differently if granted a 'do over' Please subscribe to our podcast on Spot...2022-12-1836 min

Road 2 RetailEpisode # 18 Taking a price increase with a retailer and distributorTaking a price increase on your brand In today’s episode, we are discussing all of the important aspects of taking a price increase on your brand. We cover the impact of taking a price increase on the end consumer as well as the steps in the process of executing a price increase. Taking a price increase in today's environment can have potentially positive and negative impacts on your brand as it pertains to the consumer and the retailer. Other discussion points in the episode include: When to take a price increase? How will a price increase affect your pric...2022-11-1535 min

Road 2 RetailEpisode # 17 Not all distribution is created equalIn today's episode we talk about the many important issues to consider and decisions that need to be made when considering initial brick & mortar retail distribution as well as expanding from your initial distribution. We discuss classes of trade, demographic match between your brand and the retailer's shoppers, understanding the costs of securing distribution, performance expectations, and how many skus should you launch with. We also touch on the need to be able to fulfill orders and the cash it will take to produce, ship and market this first order into your retailer. Lastly, where you go first matters! Play...2022-11-1532 min

Road 2 RetailEpisode #16 Interview with Wayne BennettToday we speak with Wayne Bennett, SVP of Retail for ECRM and RangeMe. Wayne shares with us examples of winning actions taken by small, emerging, and challenger brands over the course of his career that helped build their business. Wayne also shares some insights into exactly how ECM and RangeMe can help small/emerging brands connect with retailers. ECRM and RangeMe are the industry leaders in the product discovery, sourcing, and purchasing experience between top retailers and brands from around the world. They facilitate the buying and selling process by providing both face to face and virtual connections between reta...2022-10-1128 min

Road 2 RetailEpisode # 15 Interview with Richard Palmer- Executive Creative Director of Little Big Brands.Today on the Road 2 Retail we speak with Richard Palmer- Executive Director of Little Big Brands. LBB is a fantastic branding and design firm that has a long history of doing excellent work for their clients and helping them grow their business. Today Richard discusses the importance of truly understanding your consumer, how to create a brand personality and voice, and the dangers of cutting corners by not doing research. Richard also covers some of the key points to consider with regard to a brand's physical packaging structures and how this can become a key competitive advantage for your bra...2022-09-2037 min

Road 2 RetailEpisode # 14 When you get the callIn today’s episode of Road 2 Retail, the discussion centers around how to handle getting "The Call”. The call in question is when your buyer calls you and tells you things are not going well, your brand is not meeting expectations, and action needs to be taken. We discuss the importance of not going into a panic and how to think through and frame your response to the buyer's call or email. If you understood and captured the buyer's expectations (including what success looked like) at the time of acceptance- you should not be surprised if you are tracking the dat...2022-08-2824 min

Road 2 RetailRoad 2 Retail- Episode # 13: Hiring a Broker to Assist with SalesRoad 2 Retail- Episode # 13: Hiring a Broker to Assist with Sales On today's Road 2 Retail podcast we interview Rob Maxwell- Senior Vice President of Dirty Hands Growth Services. In this episode, we begin the discussion with Rob by asking how to know when a small/emerging brand is ready to hire a broker to assist with the Sales effort. Other topics covered include: - Pros and cons of hiring a regional versus a national broker - How is a broker compensated for their efforts? - How does a broker differ from a distributor? Rob shares his experiences of both successes and mis...2022-08-2842 min

Road 2 RetailEpisode # 12- Interview with Afif GhannoumIn today's episode, we speak with Afif Ghannoum- CEO of BIOHM Health. BIOHM Health is a firm helping consumers support their overall wellness by helping to optimize their gut health. Afif shares with us his insights into building a science based brand, the importance of differentiation, some tips on being well organized before attempting to raise money, and some watch outs when you consider whether or not the time is right to go to traditional retail. Afif also offers his viewpoints on getting started as a DTC business. We hope you enjoy this episode and pick up a few idea...2022-07-2638 min

Road 2 RetailEpisode # 11- Interview with Krista AndersonIn today's episode our guest is Krista Anderson- the founder and CEO of Esstar. Esstar focuses on helping consumers find brands that promote a healthy eating lifestyle. Krista currently lives in, and works from, the South of France. Krista has a tremendous business origin story as a stage 4 cancer survivor; she shares with us some great insight into her entrepreneurial journey. Topics covered include: How can an entrepreneur prepare for the cost failure? How does a small company redirect their efforts when confronted with a challenge? How can a company succeed without outside investment? We hope you will enjoy hearing...2022-07-2623 min

Road 2 RetailEpisode # 10- Interview with Minor HinsonEpisode # 10: On today's Road 2 Retail podcast we speak with Minor Hinson. Minor is the Chief Investment Officer for Bourne Partners Strategic Capital. Minor provides an overview of what investors look for when considering an investment in small, emerging brand as well as what kind of information should be included in a pitch deck and finally- what makes a good match between an investor and an emerging brand/entrepreneur. We hope you find today's show informative. Please follow us at Road 2 Retail on YouTube or share via our LinkedIn page.2022-07-1839 min

Road 2 RetailEpisode # 9 Interview with Dawn KelleyOn today’s podcast we interview Dawn Kelley, the CEO of Barney Butter- the great tasting almond products brand. In this episode, Dawn shares great advice for small and emerging brands on the lessons she has learned on her journey to building the Barney Butter brand into one of the leading positions in the almond butter category. Dawn shares key moves her brand has made, what she would do differently if she could, and explains why sell through for a brand is more important than sell in. She also discusses her approach to retailer expansion and what she would be...2022-07-1328 min

Road 2 RetailEpisode # 8 Go-to-Market StrategyIn today's episode (Episode 8) of The Road 2 Retail we discuss the importance of having a Go-to-Market strategy for your brand. This document becomes your GPS to building and growing your brand at retail. We discuss the specific components of the Go-to-Market strategy including, the optimal class of trade to approach first, the specific retailer within the class of trade to focus your efforts, pricing, and most importantly- the cost of failure. Please follow us on our Road 2 Retail LinkedIn page or our YouTube channel for our past and future episodes.2022-07-1134 min

Road 2 RetailEpisode #7 Interview with Chris hunterOn today’s Road 2 Retail podcast we interview Chris Hunter, the co-founder and CEO of the Koia brand. In this episode, Chris shares great advice to small and emerging brands on the lessons he has learned on his journey in developing the Koia brand. Chris shares his view on how to know you are ready for retail, mistakes to avoid, and how best to raise investment funds. You don’t want to miss this great episode. Follow us on our YouTube channel at Road 2 Retail.2022-07-1133 min

Road 2 RetailEpisode # 6- NACDS RecapIn this week's Road 2 Retail podcast episode, Bruce Montgomery offers his views and commentary on the recently completed NACDS Annual conference which was held in Florida April 23-26. This is a key event for manufacturers, suppliers, and retailers in the health and wellness space. It is great to see key industry meetings coming back to in person attendance.2022-07-0720 min

Road 2 RetailEpisode # 5- Interview with Jamie GraceIn today's episode, we had the opportunity to interview Mr. Jamie Grace, a long time former Walmart buyer across multiple categories. In this episode, Jamie shares great advice for small and emerging brands: What is the mental checklist a brand should think through before going to retail in general and Walmart specifically? What does a brand have to get right before approaching a retailer and what mistakes have you repeatedly seen made by small/emerging brands? What is the best way to secure a meeting at Walmart? What moves have you seen small brands make that have done things...2022-07-0636 min

Road 2 RetailEpisode # 4- How to prepare for a retailer meeting?In today’s episode, we are going to discuss how to prepare for a retailer meeting. You have worked hard to secure this key meeting for your brand, now we are going to share with you how to make sure your presentation works virtually (Zoom) or in person. We will share with you how to prepare an agenda, make sure your meeting runs smoothly, and how to be clear what you want out of your meeting? Brevity, clarity, and concise communication to a retailer buyer is key: How is your brand different? How will you help drive their category perfo...2022-07-0621 min

Road 2 RetailEpisode #3- How to get a meeting with a retailer?Once you have narrowed down the ideal retailer to approach in an attempt to expand your business, how do you get a meeting with that buyer? Relationships matter! Do you have a key contact that can recommend you and your brand to the retailer? Is your product truly unique and different? Retailers want to grow their sales- not just divide the same pie into more pieces. Is your team credible- meaning do you know your category and have you worked with this retailer before? And lastly, can you fund your brand at a competitive level?2022-07-0618 min

Road 2 RetailEpisode # 2- How to know you are ready for retail?What do you need to consider before you attempt to approach a retailer seeking distribution for your small/emerging/challenger brand? Can you produce with consistency at scale? How confident are you in your manufacturing partner? Is your supply chain stress tested? Do you have a 'go to market strategy' developed? Do you understand the criteria for success the retailer will place on your brand? Do you understand the cost of failure?2022-07-0625 min

Road 2 RetailRoad 2 Retail IntroductionThe Road 2 Retail has been developed to help emerging and challenger brands best determine when and how to go about securing distribution in food, drug, mass, club and dollar brick and mortar classes of trade. Our insight is based upon years of experience, interviews with buyers at a dozen large retailers, and ongoing discussions with manufacturers and suppliers that support brands. After years of leading and managing these business building initiatives for companies we worked for directly, we now help emerging brands navigate this important, yet complex, process.2022-07-0402 min