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In this episode of the Startup CPG Podcast, Daniel Scharff is joined by Matt Merson, Head of Strategy and Sales at Once Upon a Coconut, and a veteran executive with more than 30 years of experience in the CPG industry. Together, they dive into the most pressing sales questions from the Startup CPG community.

Matt shares his perspective on negotiating DSD contracts, managing free fills, and the critical role of strategy, culture fit, and attitude in building successful sales teams. Drawing from his extensive career across both large corporations and emerging brands, Matt offers founders practical advice to avoid common pitfalls and accelerate growth.

Tune in now to learn how to strengthen your sales strategy, make smarter distribution decisions, and position your brand for long-term success!

Listen in as they share about:

• Sales Compensation & Team Structure
• Working with Distributors
• Negotiating DSD Contracts
• Coupon Strategies
• Distributor Programs & Trade Shows
• Free Fills & Sell Sheet Best Practices
• Career Advice for Aspiring Sales Pros

  
  

Episode Links:
Website: https://onceuponacoconut.com/

LinkedIn: https://www.linkedin.com/in/matthew-merson/  

Don't forget to leave a five-star review on Apple Podcasts or Spotify if you enjoyed this episode. For potential sponsorship opportunities or to join the Startup CPG community, visit http://www.startupcpg.com.

Show Links:

• Transcripts of each episode are available on the Transistor platform that hosts our podcast here (click on the episode and toggle to “Transcript” at the top)
• Join the Startup CPG Slack community (20K+ members and growing!)
• Follow @startupcpg
• Visit host Daniel's Linkedin 
• Questions or comments about the episode? Email Daniel at [email protected]
• Episode music by Super Fantastics