99. Struggling to get real traction at retail—even after you land distribution? That's because shelf space is earned through relationships, not just sell sheets.

In this episode, I sit down with Bob Burke of Natural Products Consulting to unpack what actually drives sustainable CPG growth. We go deep on broker management, retail collaboration, direct-to-store lessons from Stonyfield Farm, and why educating retailers about your shopper is your biggest competitive edge.

You'll learn how to: • Treat brokers like accountable partners • Bring insights retailers can't get from syndicated data • Build collaborative, category-driving retail relationships • Move from transactional to strategic partnerships

Nothing happens until someone buys your product—and shoppers can't buy what they can't find.

Get instant access on the show webpage: RetailSolved.com/session99

98. Struggling to compete against billion-dollar CPG giants? If you think you need a bigger budget to win shelf space, you're playing the wrong game.

In this episode, I sit down with Jeffrey Hollender, founder of Seventh Generation and Sustain Natural, to unpack how mission-driven brands can outperform larger competitors by aligning values, shopper insight, and fact-based selling. We explore how authentic purpose builds loyalty, drives larger basket sizes, increases store traffic, and earns retailer trust.

You'll learn why values must be embedded into culture—not just marketing—how to use data to prove contribution beyond velocity, and how bold decisions with retailers can strengthen your long-term brand equity.

Download this episode's free strategic guide to help you clarify your mission, strengthen your selling story, and compete at retail with confidence. Then listen to related episodes to go deeper into fact-based selling, retail partnerships, and category leadership.

If you want sustainable growth, this is your blueprint.

Get instant access on the show webpage: RetailSolved.com/session98

97. You're competing against billion-dollar brands—and wondering how you can possibly win. Here's why small, mission-driven CPG brands have the advantage.

In this episode, I sit down with Greg from Califia Farms to unpack how disruptive brands level the playing field in crowded categories. We dive into plant-based innovation, brand storytelling, premium positioning, and why loyal consumers are more valuable than shelf space alone.

You'll learn how to build a brand that stands for something bigger, how to differentiate beyond flavor extensions, and how to use shopper insights to become a category leader—not just another SKU. We also discuss how plant-based trends, gut health, and clean label innovation are reshaping the dairy case and driving sustainable growth.

If you want to compete toe-to-toe with Big Food—and win—this episode is your roadmap.

Get instant access on the show webpage: RetailSolved.com/session97

96. You're pouring money into promotions—but your sales aren't growing. That's a trade marketing problem, and it's costing you runway.

In this episode, I sit down with Charles from LesserEvil to unpack one of the biggest hidden drains on emerging CPG brands: ineffective trade spend. If you're relying on deep discounts, ads with no accountability, or promotions that don't convert into sustainable base sales, you're feeding the system—not growing your brand.

We break down true category management, how to stop being treated like an ATM by retailers, and why price wars commoditize your brand. You'll learn how to position yourself as a category leader, protect your margins, validate innovation before launch, and build a selling story that drives traffic and profit—not just temporary spikes.

Maximize Trade Marketing ROI and listen to other episodes to go deeper into sustainable retail growth.

Get instant access on the show webpage: RetailSolved.com/session96

95. Struggling to win shelf space in a crowded category like salty snacks? If you don't bring innovation and a compelling selling story to retail, you'll get buried by the big brands. In this episode, we unpack how The Good Crisp Company disrupted the canister chip category by removing the "nasties," leveraging gluten-free positioning, and building a retail strategy that drives incremental growth—not cannibalization.

You'll learn how to clean up a legacy category, position against dominant competitors like Pringles, secure dual placement (core set + gluten-free), and use your market basket to justify space. We also break down how to translate natural-channel velocity into conventional expansion without relying on slotting.

If you want your brand on more shelves and into more shoppers' hands, this is your roadmap. Listen to related episodes to go deeper into building a retail-ready brand.

Get instant access on the show webpage: RetailSolved.com/session95

94. If your brand is stuck in the "alternative" set, you're leaving sales—and influence—on the table. Retailers still silo plant-based brands away from the core category, limiting visibility, velocity, and growth. That positioning mistake costs you traffic, basket size, and long-term authority at shelf.

In this episode, I sit down with Miyoko Schinner of Miyoko's Kitchen to unpack how disruptive brands can shift from "niche alternative" to true category leader. We talk about scaling from a small mission-driven startup to national distribution, partnering with large CPG companies without losing your voice, and reframing plant-based as the future of dairy—not a substitute for it.

If you want to understand how to drive category growth, influence retailers, and position your brand as indispensable, this episode is for you.

Get instant access on the show webpage: RetailSolved.com/session94

93. Struggling to grow organic snack sales at retail? If you can't bridge perimeter to center store, you lose traffic, margin, and influence.

In this episode, we unpack how innovative organic brands win shelf space by helping retailers drive foot traffic, grow basket size, and defend against online competition. You'll learn why produce is the gateway to center store, how organic shoppers build bigger baskets, and why "never waste a snack" is more than a slogan—it's a category growth strategy.

We break down how to use consumer data, category insights, and disciplined retail execution to avoid commoditization and become a trusted partner instead of just another SKU. If you want to lead the healthy snacking conversation—and own your space—this episode is your roadmap.

Get instant access on the show webpage: RetailSolved.com/session93

92. If you think plant-based is a niche trend, you're already behind—and it's costing you sales. Retailers who ignore plant-based growth are losing margin, traffic, and younger shoppers who demand healthier, sustainable options. In this episode, I sit down with David Benzaquen, founder of PlantBased Solutions, to unpack why plant-based foods are fueling growth across nearly every category while conventional products stagnate.

We dive into nutrient density, regenerative agriculture, food service innovation, flexitarian demand, and why plant-based brands attract more loyal, higher-value consumers. We also explore how brands can leverage plant-based attributes in their selling story to win shelf space and drive sustainable retail sales.

This isn't about ideology. It's about category growth, consumer behavior, and long-term profitability.

Get instant access on the show webpage: RetailSolved.com/session92

91. You're stuck in a crowded category, fighting giants, wondering how to stand out—and if you don't differentiate, you disappear.

In this episode, I sit down with Justin Gold, founder of Justin's, to unpack how he transformed nut butter from a commodity into a disruptive, high-growth subcategory. From selling jars locally to inventing the now-iconic squeeze pack, Justin shares how tenacity, curiosity, and strategic pivots fueled his growth.

We discuss overcoming retailer objections, navigating distributors, launching new formats, surviving a multimillion-dollar recall, and ultimately partnering with Hormel—without losing brand identity.

You'll learn why progress beats perfection, how to turn every "no" into leverage, and why the triple bottom line—people, planet, profit—is shaping the future of food.

Get instant access on the show webpage: RetailSolved.com/session91

90. Are your promotions draining cash instead of driving growth? Most CPG brands waste 70–90% of their trade spend—and don't even realize it. When you rely on discounts without measuring base sales, contribution, distribution, or execution, you're shortening your runway and weakening your brand's leverage with retailers.

In this episode, I break down how to measure true promotional effectiveness, why base sales matter more than temporary spikes, and how to calculate your brand's contribution using dollars per point of distribution ($SPP). You'll learn how digital strategy amplifies retail promotions, why out-of-stocks destroy ROI, and how to design promotions that introduce new shoppers—not just subsidize loyal ones.

Trade marketing is your single largest line item. It can either bleed margin or become your most powerful growth engine.

Maximize Trade Marketing ROI and listen to related episodes to build a smarter, more profitable retail strategy.

Get instant access on the show webpage: RetailSolved.com/session90