CPG Operator Podcast

Costco is one of the ultimate club channels for natural CPG. High volumes, targeted consumers, and clean business dealings make this a coveted channel for so many brands, but it's crucial to fully understand expectations and best practices before launching into this retailer. Jeremy Smith from LaunchPad Group breaks down how Costco does business, what they're looking for from brand partners, and how to thrive after you get on shelf.

Beverage sales are hugely dependent on DSD networks, but if you don't know how to implement and manage the relationship, your product may be an afterthought to the team. Join Trent Moffat of Gotham Brands and JW Fischer of Nirvana Water for a discussion on what DSDs need to be successful, what you should expect, and how to manage the relationship for maximum placements and velocity.

Soom Foods is well known for their tahini sourced from Ethiopian sesame seeds that produce a smooth and delicious tahini. Soom has a chocolate sku that's not turning as quickly as they think it should, and we're bringing in the experts to troubleshoot. Join Fred Hart of Interact Brands, Adam Levit of Velocity Sales, and Amy Zitelman, founder of Soom Foods, and listen as the team assesses the situation and brainstorms solutions.

Gross margin and velocity are two of the top indicators for success as a CPG business, and nailing the right price is key in getting both of those dialed in. Ariana Farahani of Plant Press is working on just that and we've called in pricing expert Scott Sanders to dive into a pricing model that accounts for distributor costs and trade spend to protect gross margin in the long term.

Sara Stender Delaney of Sarilla is committed to using regeneratively grown ingredients in her canned teas, but wants to know how to market them in a way that drives trial and repeat purchases. Tina Owens, Managing Director of the Nutrient Density Alliance, has some brilliant, data backed ideas that directly appeal to human health and wellness. Fun fact: did you know you might be able to combat the "hangries" with regenerative? Tune in for the full story!

Environmental, Social, and Governance (ESG) is increasingly important for CPG brands to weave into their business models. Ben Mand and the Harmless Harvest team talk about how they deal with the supply chain issues that come with an agriculture centered product, how to set goals that support business holistically (and what to do when you miss those goals), and surprising insights on how they successfully market sustainability.

What if you build your Community before you even launch your brand? Madi Lieber and Michelle Cordeiro Grant did just that, taking what they learned at Meta, Google, Lively, and Thrillist to the CPG world as they build their beverage brand, Gorgie. Find out how a community-first model can foolproof decision making, and the tactics and strategy they've found to be successful.

UNFI's UpNext program is designed to curate and incubate emerging brands. Aaron May, Senior Manager of the UpNext program, explains their criteria for brand selection, the most common mistakes brands make when starting out with UNFI, and how to directly access the UNFI team for advice and support.

Jason Bronstad of Malk, Ayeshah Abuelhiga of Mason Dixie, and Sean Connor of ForceBrands talk about the future of leadership, current hiring trends, and how to keep teams feeling inspired and connected in today's working environment. They also discuss which positions are in high demand right now, how to prioritize hires that align with business goals, and tactics to build an engaging team culture, no matter what the size.

Jing Gao popularized chili crisp with Fly By Jing in grocery retail and transformed Global aisles to include an entire set of the condiment. But, it wasn't easy. Jing talks about how building a DTC audience laid a foundation for retail, why the premium price tag was not only crucial to business health when investment was impossible to secure, but also an important step towards valuing Chinese culture, and how her version of chili crisp is traditional - not personal.