In this episode, ECRM’s Joseph Tarnowski sits down with Molly Blakeley, the energetic founder of Molly Bz Cookies, to discuss her upcoming book, Bake It Till You Make It. While Molly is well known for her successful cookie brand, this conversation dives deep into the raw, wild, and inspiring journey that brought her to where she is today.

From growing up alongside serial entrepreneur parents in Alaska to hitting rock bottom and starting a business out of a taco truck with only $150 to her name, Molly shares actionable wisdom on grit, bouncing back from adversity, and building a brand authentically. Whether you are a seasoned CPG veteran or an aspiring entrepreneur, this episode is packed with invaluable business and life lessons.

📌 Key Highlights 

• The Inspiration Behind the Book: Molly wrote Bake It Till You Make It to motivate people never to give up, no matter how tough things look.
• Growing Up Alaskan Entrepreneurial: What it was like waiting tables at six years old, running bowling alleys, and learning customer-first service at age 13.
• Making Food an Experience: How braiding cheese on burgers as a teenager laid the foundation for Molly's fun, experiential product design today.
• The Power of Unapologetic Authenticity: Why trying to "fake it" on social media or in business is exhausting, and why showing up as your true self attracts the right people.
• From $150 to the Taco Truck: The miraculous series of events that turned her last $150 and a roadside taco trailer into the birthplace of Molly Bz Cookies.
• Overcoming Mass Rejection: Pushing through 100 co-packer rejections a day to get her unique, flavor-packed cookies produced.
• Hire Your Weaknesses: Knowing what you aren't good at (like spreadsheets) and surrounding yourself with a stellar team that excels in those areas.
• The "Peaches Rule": Why you shouldn't take rejection personally – even if you are the sweetest peach in the world, some people just don't like peaches.
• Pivoting into Foodservice: Molly’s newest venture taking cookie dough pucks to cruise lines, airlines, and exclusive retail partners.

🎙️ Featured Quote
"Here's the thing nobody really tells you growing up: You don't have to tick every box to land somewhere big. You don't have to be the most polished, the most perfect, or the most expected person in the room. Sometimes you just have to show up exactly as you are—loud, vibrant, imperfect—and let the rest work itself out." 

— Molly Blakeley

In this episode, host Joseph Tarnowski sits down with Won Yoo, the manufacturing and formulation brains behind Lifeguard – a sun care brand that is turning heads with its vibrant, high-visibility packaging and high-performance products.

Originally registered in New York City back in 1951, the Lifeguard name spent decades plastered across beachside hoodies, T-shirts, and flip-flops. Now, the brand has leveled up from just looking the part to actually protecting people from skin cancer. By pairing classic American coastal branding with cutting-edge South Korean manufacturing expertise, Lifeguard officially launched its innovative sun care line in 2025 and is already snapping up major retail distribution, with ECRM Session wins that include Happy Beauty, Bealls, and Bloomingdale’s Outlet.

Tune in to hear how this rookie brand navigated tough US regulations, survived early forecasting trial-and-error, and used buyer feedback to land space on major retail shelves.

What You’ll Learn in This Episode

• The Evolution of a Lifestyle Brand: How a nostalgic apparel license teamed up with an international manufacturing expert to bring a full lifestyle sun care brand to life in the US.
• K-Beauty Innovation Meets Sun Protection: A look inside their hero SPF 30 and 50 lotions, featuring aloe infused with hyaluronic acid and vitamin-rich seaweed extracted from South Korea’s Jeju Island.
• Solving the “Sticky Beach" Problem: Why the brand developed a non-stripping sunscreen remover designed to clean out pores and wash away grit so you can head straight from the beach to dinner.
• Cracking the Retail Code: How Lifeguard used the ECRM and RangeMe platforms to secure fast retail wins with Happy Beauty, Bealls, and Bloomingdale’s Outlet.
• The Reality of the "Rookie Year": Won opens up about the logistical hurdles of a new launch, from managing minimum order quantities (MOQs) on expiring products to localizing marketing on a tight budget.
• What's Next on the Drawing Board: A sneak peek into Lifeguard's upcoming product expansion, including a new line of fragranced body lotions.

In this episode, ECRM’s Joseph Tarnowski sits down with Tatyana Jones, the visionary founder of DEFI Snacks. Jones shares her inspiring journey from climbing the corporate ladder at major global CPG brands like Mars and GSK to diving headfirst into the rewarding world of entrepreneurship. Learn how she took the lessons from her corporate career and turned them into a chart-topping, award-winning functional snack brand.

DEFI – which stands for Delicious Energizing Fitness Indulgence – aims to rewrite the rules of the candy and snack aisles. Jones breaks down how they pack a powerful 26 grams of protein into their bags without sacrificing taste or relying on garbage ingredients, fake fats, or artificial sweeteners.

Key Takeaways from the Episode

• From Corporate CPG to Scrappy Startup: Tatyana explains how her post-MBA leadership rotations at Mars and managing over a $100 million marketing budget in pharma provided the perfect foundation for building her own brand.
• The Power of "Chocolate Plus": Discover the intentionality behind DEFI’s recipe, which utilizes a blend of fast-absorbing whey protein crisps, slow-absorbing casein protein for time-lapse nutrition control, and sprouted organic buckwheat – an Eastern European superfood packed with fiber and gut-health benefits.
• Winning the Retail Game: Get the inside scoop on how DEFI Snacks leveraged the RangeMe platform to enter and become one of six winners of the Nourishing Change Conference emerging brand competition, securing game-changing distribution in 500 Kroger stores. She also landed product placement in Hy-Vee.
• Targeting the Right Demographics: From millennial and Gen Z "fitness-loving foodies" to Gen X wellness shoppers and GLP-1 users requiring high-protein diets, find out how DEFI aligns perfectly with modern longevity and health trends.
• Baking Purpose into the DNA: Driven by the funding disparities faced by female founders, DEFI Snacks partners with the Enthuse Foundation to donate 1% of all sales directly to grants supporting women-owned startups.

In this episode, we sit down with Donna Howlett, the founder and CEO of Modinc Skincare, to discuss her remarkable journey in which a near-fatal accident inspired her to build a successful line of skin care products infused with Australian botanicals.

After a life-altering accident at age 17 left her with severe burns, Donna witnessed the healing power of nature firsthand when her father treated her skin with aloe vera. This experience became the foundation for her passion and future career.

Key highlights from our conversation include:

• The Entrepreneurial Grind: Donna details the scrappy path to launching her brand, which included funding the business through her success in the Sydney produce markets, enduring a decade of tedious formulation, and moving to the United States to bring her vision to life.
• A "No-Gray-Area" Philosophy: Learn about the meticulous process of developing high-quality, vegan, and cruelty-free products; and why Donna insists on being fully committed rather than having a backup plan.
• Packaging & Innovation: We discuss the design behind her eye-catching, 100% recyclable packaging and her strategic approach to buyer meetings – emphasizing the importance of research and team synergy.
• What’s Next: An exclusive look at upcoming product launches, including natural deodorants, bars of soap, and booty wipes; as the brand continues to expand into major retailers.

Whether you are an aspiring entrepreneur or a beauty enthusiast, Donna’s story of resilience, solution-oriented leadership, and commitment to quality is truly inspiring

In this episode, ECRM’s Joseph Tarnowski speaks with Dr. Asli Elif, a food scientist, master’s degree holder, and the Co-Founder of BEE & YOU. Driven by a personal mission to help her son overcome a severe autoimmune disorder, Dr. Asli Elif leveraged her expertise in bee products to create high-quality, scientifically-backed health and beauty care solutions.

They discuss the incredible power of propolis – a powerful natural resin collected by bees that acts as a potent antioxidant, antibacterial, and antifungal defense for the hive – and how it is used in BEE & YOU’s line of products. Dr. Asli Elif also shares some of her recent successes from both ECRM and RangeMe.

Key highlights from this discussion include:

• BEE & YOU’s Origin Story: How Dr. Asli Elif transitioned from a career in the honey industry to an entrepreneur, developing pure, authentic bee products after failing to find high-quality options on the market.
• The Science of the Hive: An educational dive into what propolis, royal jelly, and raw honey are; and how they function as essential tools for immune support, vitality, and gut health.
• Product Innovation: A look at BEE & YOU’s diverse lineup, ranging from fast-acting throat sprays and probiotic-honey shots to Cosmos organic-certified skincare and sunscreens formulated with non-nano mineral zinc.
• Sustainability & Quality: Why BEE & YOU’s sustainable beekeeping model and rigorous in-house lab testing are critical to their mission of bringing nature’s goodness to humanity.
• Retail Success: Insights into how attending ECRM sessions and utilizing the RangeMe platform has helped BEE & YOU connect with major retailers like Sprouts.

Whether you are interested in natural health remedies, clean beauty, or the entrepreneurial journey of building a brand dedicated to wellness; this conversation offers a fascinating look at the bridge between the hive and your daily routine.

In this episode, ECRM’s Joseph Tarnowski sits down with Joanna Shu, co-founder and CEO of Cartwheel, to discuss how her emerging brand achieved the incredible feat of launching its Nit Happens lice treatment kit into 6,000 Walgreens stores right out of the gate from her first ECRM Health Care Session – before her product was even fully ready for production!

Going from a rough packaging mockup to a 6,000-store mass production rollout is no small feat, and Joanna shares what it took to execute on this deal, including successfully navigating the scale-up financing and supply chain issues.

What’s covered in this episode:

• The Launch Strategy: How Joanna pivoted from a mockup to a 6,000-store deal within weeks after a successful meeting at an ECRM session.
• Execution Under Pressure: How the team managed massive production requirements, secured funding, and overcame supply chain hurdles – including weather-related delays – to deliver on time and in full.
• The "Gross" Category: An inside look at the Nit Happens product line, why they focus on "high emotion, high urgency" categories like lice treatment, and their upcoming expansions into other family healthcare solutions.
• Networking and Pitching: Joanna’s approach to buyer meetings, why she believes in-person networking is essential, and how she uses transparency and research to stand out to retail buyers.
• Lessons Learned: Practical advice for new brands, including the importance of staying lean on packaging inventory and the necessity of having operational supervision to balance visionary ambition.

Tune in to hear how Cartwheel turned a high-risk launch into a success story and why, according to Joanna, it’s better to be lucky – and prepared – than just good.

Protein is everywhere, from fitness-focused breakfast cereals to, surprisingly, protein-infused vodka. But while consumer demand for this macro-ingredient is surging, a massive disconnect exists between what people think they are eating and what they actually need.

In this episode, ECRM’s Joseph Tarnowski sits down with NIQ’s VP of Thought Leadership - Food & Beverage Chris Costagli to dive into his recently-released report, The Protein Paradox. They explore why 60% of consumers are making an intentional effort to increase their protein intake, yet remain largely confused about their daily requirements and how to track them.

Key topics include:

• The Power of the Label: How simply placing the word "protein" on packaging - even in categories where it doesn't traditionally belong – is driving purchase behavior, and why consumers are beginning to grow skeptical.
• Generational and Income Shifts: How protein priorities differ across demographics, from aesthetic-driven younger generations to those focusing on maintenance as they age.
• The "Ultra-Processed" Trap: The challenge of balancing high-protein goals with the reality of ingredients.
• The Rise of Verification Apps: With 62% of app users trusting digital scanning tools as much as or more than product labels, find out what this means for brand trust and transparency.
• Future-Proofing for Gen Alpha: A sneak peek into how today’s parenting choices around protein are setting the stage for the next generation of consumers.

Whether you are a manufacturer, retailer, or just a curious shopper trying to navigate the grocery aisle, this conversation offers critical insights into the real, and sometimes paradoxical, world of protein consumption.

In this episode, host Joe from ECRM sits down with Carolina Sanchez-Vegas, the Marketing Director for Lotus Alliance Group – the parent company of Nova Marketing Access and The Beauty Corner. Lotus specializes in beauty and wellness, acting as a master distributor that bridges the gap between niche brands from Latin America and Europe and the multicultural communities looking for them.

Carolina pulls back the curtain on how their lean, prepared team turned their very first ECRM session into a massive retail triumph, securing immediate shelf space in major US retailers. Whether you are an indie brand trying to scale or looking to understand the latest shifts in multicultural hair care, this conversation provides a real-world roadmap to retail success.

What You'll Learn in This Episode

• The Skinification of Hair: Why modern consumers are treating their scalps like skin, prioritizing botanical and vegan ingredients, and seeking multi-step treatments like masks and oils.
• The 360-Degree Consumer Journey: How multicultural shoppers utilize social media for product education but ultimately demand an in-store, experiential process - including product sampling and demos - before committing to a purchase.
• The Reality of Retail Real Estate: Why exploding on TikTok or Amazon does not automatically translate to brick-and-mortar success, and how to navigate the technical nuances of packaging, labeling, and shelf configurations.
• Reverse-Engineering a Major Win: Inside Lotus’s specific preparation and strategy that rapidly landed their brands into 700 CVS stores and 100+ Walmart stores across the US from ECRM meetings.
• Grit, Resilience, and "The Dance": The importance of persistent weekly follow-ups, rehearsing team roles for pitches, and leveraging brand-to-brand relationships during networking events to avoid retail speed bumps.

In this episode, ECRM’s Joseph Tarnowski sits down with Michael Conte, the COO of Conte Coffee Company at ECRM’s recent Foodservice and Private Label Food & Beverage Sessions. From the brand’s humble beginnings as a local family business to becoming the powerhouse behind private label brands for some of America's largest retailers, Michael shares an inside look at what it takes to scale a beverage empire.

Whether you are an aspiring brand looking to break into retail or a coffee lover curious about the technology behind your morning brew, this conversation serves up invaluable insights into business pivots, cutting-edge automated roasting, and the future of functional beverages.

What You'll Learn in This Episode

• The Pivot That Saved the Business: How shifting from a pure foodservice model to e-commerce and private label right before 2019 protected the company from the devastating impacts of the pandemic.
• Five-Story Roasters & Air Fryer Tech: A look inside Conte’s fully automated facility in Italy that features massive Neotech roasters that blend and roast green beans simultaneously to create an unparalleled amalgamation of flavor.
• The Logistics of Private Label Success: Why holding 90 days of buffer inventory is a game-changer for major retail clients, and a realistic breakdown of the 9-to-12-month timeline from winning a retail bid to seeing products on shelves.
• Barista-Proof Foodservice Innovation: How plug-and-play espresso machinery, automated grinders, and Internet-of-Things software are helping restaurants combat staffing shortages by delivering consistent quality with zero training required.
• The Next Big Trends in Coffee: Michael discusses what’s on the horizon, including upcoming celebrity coffee lines and the massive surge in demand for functional ingredients like protein, creatine, and collagen driven by the GLP-1 wellness boom.

Most emerging brand founders put 100% of their energy into developing the perfect pitch. But the true test of a brand’s longevity lies in its ability to master the complex logistics of driving velocity and staying in stock.

Once you hit the shelves of a big-box retailer, your focus has to not only include marketing, but also supply chain reliability.

Why? Because an empty shelf doesn't just hurt your bottom line. It directly impacts your retail buyer. They trusted you, and their reputation is on the line.

To help brands navigate this high-stakes transition, ECRM's Joseph Tarnowski sat down with CPG Growth Strategist and Founder of START to SOLD Emily Page to map out exactly how to scale operations post-win.

 Among the topics they dive into: 

• How to forecast velocity without historical store data 
• Managing the weakest link in your supply chain lead times 
• Preparing your cash flow and team for the "TikTok Effect" (sudden viral demand) 
• The golden rule of retail logistics: Deliver bad news fast

If you're an emerging brand looking to scale or currently preparing for a major retail rollout, this is a must-listen!