222. Distributor Horror Stories: Protect Your Brand With Lois & Bob Gamerman, Soft Stuff Distributors

222. You can sell a truckload… and get paid $12. That's how brands go bankrupt. If you think landing a big distributor is the win, this episode may save your company. Too many emerging CPG brands chase "whale" distributors for ego validation—only to get crushed by deductions, back-end fees, free fills, delayed payments, and zero retail execution support. In this episode, I sit down with Lois and Bob of Soft Stuff Distributors to expose what really happens behind the curtain. We break down front-end vs. back-end profit games, why free fills destroy brand equity, how poor distribution creates out-of-stocks, and why most distributors don't align with your long-term growth strategy. You'll learn how to protect your margins, structure smarter distribution partnerships, maintain retail execution, and ensure your product is actually selling—not just sitting in a warehouse. If you want to future-proof your brand and avoid costly distribution mistakes, this episode is required listening. Download the free episode guide to go deeper into these strategies, and explore other episodes in the series to strengthen your go-to-market foundation. Get instant access on the show webpage: RetailSolved.com/session222