Bulletproof Your CPG Brand

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 big...

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 co...

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, curio...

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,...

89. If you're trying to compete with billion-dollar CPG brands, you may feel invisible—and that can cost you shelf space and momentum. In this episode, I sit down with Madeline Haydon, Founder & CEO of Nutpods, to unpack how a niche, plant-based brand leveraged digital strategy, Amazon data, and a fiercely loyal community to outperform category incumbents at Kroger and beyond. We break down how to...

88. If you're fighting for retail shelf space and losing to bigger brands, you're missing one critical strategy—and it's costing you distribution. In this episode, I sit down with Russ Forrester from Hain to unpack how category management became their competitive advantage—and why it's the great equalizer between small and large CPG brands. We discuss how to turn raw data into a compelling retail...

87. If you're chasing innovation before mastering the basics, you're risking your entire brand. Most CPG founders try to grow by adding SKUs, chasing big retailers, or jumping into new channels too soon — and it destroys margins, relationships, and long-term value. In this episode, I sit down with Peter (former President of Hain Celestial, Justin's, and ONE Brands) to unpack what actually builds e...

86. You don't need shelf space to win in beverage—but if you rely only on traditional retail, you may never scale. In this episode, you'll learn how Dirty Lemon bypassed brokers, buyers, and outdated distribution models to build a direct-to-consumer beverage brand powered by SMS ordering and real-time customer data. Zak shares how he went from launching Little Duck Organics on credit cards to disr...

85. Are you tired of being treated like an ATM machine by retailers? If you keep showing up asking for promotions, placement, and discounts, you'll always compete on price—and you'll always lose margin. In this episode, I sit down with Adam Lowry, co-founder of Ripple Foods and Method, to break down how to become a true value-added partner at retail. We unpack how to differentiate in hyper-competi...

84. You can't scale a premium CPG brand if you don't control quality—and retailers won't trust you if you can't prove it. In this episode, I sit down with Beetnik Foods to unpack how they turned a frozen food gap into a national brand by vertically integrating their supply chain, manufacturing their own organic meals, and building a selling story around their high-value organic shopper. We break d...

83. Consumers are confused about organic, non-GMO, and clean label — and that confusion is costing you sales. If you can't clearly explain why regenerative organic matters, you're leaving trust and growth on the table. In this episode, I sit down with Jeff Moyer of the Rodale Institute to unpack what regenerative organic agriculture really means — and why it's the future of CPG. We break down heal...

82. If you don't know how healthy your brand is at retail, you're negotiating blind — and that's costing you distribution, profit, and runway. Most CPG founders measure success by total sales or cash in the bank. Retailers don't. They measure your brand by one thing: contribution. In this episode, I break down how to assess your brand's true health using ACV, distribution depth, and dollars per po...

81. You can't grow your CPG brand by playing small in a dying category. If you don't redefine the shelf, you become invisible—and retailers move on. In this episode, I sit down with Greg Fleishman, co-founder of Foodstirs, to unpack how they revitalized the tired baking aisle by solving a deeper emotional problem: connection. Instead of competing on price, they led with purpose, ultra-clean ingred...

80. You can't scale your CPG brand by simply multiplying your recipe—and if you try, you risk recalls, retailer rejection, and lost shelf space. That's the hard truth most founders learn too late. In this episode, I unpack what it really takes to move from your kitchen to retail shelves without destroying your margins or your reputation. We break down food safety plans, supplier vetting, target co...

79. You can have an incredible product—but if retailers don't know where to put it, you lose the sale. And that confusion costs you velocity, shelf space, and long-term growth. In this episode, I sit down with Vincent from Dang Foods to unpack how a young brand created an entirely new retail category—coconut chips—and defended it against copycats. We dig into category management strategy, merchand...

78. You don't need a billion-dollar budget to build an iconic CPG brand—but you do need the right foundation. Most founders struggle because they try to scale without mainstream discipline, clear strategy, or retailer value. That's why so many brands stall before they ever reach velocity. In this episode, I sit down with Scott Jensen, CEO of Rhythm Superfoods and former leader at Stubb's BBQ, to u...

77. If you're fighting for shelf space in a crowded category, you're already behind—and it's costing you velocity, distribution, and long-term growth. In this episode, I sit down with Leigh and Bill from Perfect Bar to unpack how they built a refrigerated snack powerhouse in one of the most competitive CPG categories. Instead of chasing shelf-stable trends, they leaned into fresh, leveraged data f...

76. If shoppers can't find your product, you lose sales—period. And if you rely on canned reports and the 80/20 rule, you're already behind. In this episode, I unpack proven category management and merchandising strategies that help emerging CPG brands win shelf space, increase distribution, and outperform bigger competitors. A picture is worth a thousand words—especially in a retail line review....

75. If you're fighting for shelf space in a "dead" category, you're playing the wrong game — and it's costing you growth. Most brands try to win with price cuts, deeper discounts, and louder pitches. That's a race to the bottom. In this episode, I sit down with Joel Clark of Kodiak Cakes to unpack how they revived a stagnant pancake category, grew to a 54% share at Target, and built sustainable sa...

74. You're blending into a sea of red on shelf—and it's costing you velocity, leverage, and long-term growth. If your brand looks like everyone else and sells like everyone else, retailers treat you like everyone else. That's a race to the bottom. In this episode, I sit down with Dave from Dave's Gourmet to unpack how bold differentiation, relentless product improvement, and a willingness to have...

73. If you're fighting for shelf space in a crowded category, blending in is killing your brand. In this episode, I sit down with Dave Hirschkop of Dave's Gourmet to unpack how a small brand broke through a "sea of red" and built national distribution by leaning into innovation, differentiation, and strategic trade marketing. We talk about how to stand out on shelf without racing to the bottom on...

72. If Amazon owns the replenishment cycle, what's left for traditional retail? Everything—if you're willing to rethink the model. In this continuation of my conversation with Kevin Coupe, we dive into Subscribe & Save, lifetime customer value, and why replenishment models quietly lock shoppers out of physical stores. We unpack how brands and retailers must "turn toward the torpedo"—facing disrupt...

71. If your brand isn't relevant to today's shopper, you have no reason for being. And if your retail partner isn't evolving, they're already losing ground. In this first half of my conversation with Kevin Coupe of Morning News Beat, we unpack what it really means to stay relevant in a world where Amazon controls nearly half of online sales and consumers expect transparency, convenience, and conve...

70. If you launch only in brick-and-mortar, you're risking your runway before you ever gain traction. Retail is expensive. Digital is leverage. In this episode, I sit down with Jen and Jim from NatchCom to unpack why e-commerce is no longer optional for emerging CPG brands. We discuss how Amazon, social media, and direct-to-consumer platforms level the playing field against big brands—and how foun...

69. If 52% of produce is wasted and nutrients degrade before food hits the shelf, your supply chain is broken. And broken systems cost you margin, trust, and growth. In this episode, I sit down with Brandon from Local Roots to unpack how controlled environment agriculture is collapsing the traditional produce supply chain. Instead of shipping leafy greens 2,000 miles over 8–12 days, Local Roots gr...