317. Your Competitors Are Using Demos Wrong (And You Are Too) With Andrew Therrien, Samplers

317. From Checkpoint to Growth Engine: Reimagining In-Store Sampling Most brands treat demos like a checkbox. Hand out samples, move on, hope sales follow. That approach fails—and it matters because you're wasting money while missing one of the most powerful growth levers in retail. In this episode, I sit down with Andrew from Samplers to break down how in-store demos should actually work. You'll learn why demos are not events—they're systems, how to turn trial into repeat and habit, why base sales (not spikes) are what matter, and how professional execution, training, and storytelling dramatically improve results. We also unpack how demos provide real-time shopper feedback that can reshape your product, messaging, and growth strategy—often faster and cheaper than traditional research. Sampling doesn't grow brands. Strategy does. Download the Retail Audit Checklist at RetailSolved.com/session317 and start identifying the gaps in execution, placement, and promotion that are costing you sales. Download the free The 15-Minute Trade Spend Leak Finder at RetailSolved.com/findlinks ⏰ Timecodes  03:20 Why Samplers - The Purpose Of Demos 05:59 What Actually Drives Base Sales 10:39 The Biggest Mistakes Brands Make 11:56 The Right Model: Demos as a System 14:30 Base Sales Defined - Your Strategic Growth Lever 17:46 The "In-Store Funnel" Framework 18:51 Retailer Perspective  22:14 ROI Framework: Making Demos Financially Make Sense 22:33 How To Get Incremental Opportunities Not Available To Other Brands 25:34 Demos - Your Secret Weapon To Grow Sales And Loyal Customers 27:33 Actionable Playbook for Brands 29:47 Elevating the Industry 35:23 Why Retail Execution Matters 38:09 Why Training Matters - Use Assisted Sales Professionals 40:08 Case Study / Real-World Application 42:51 Confidence Matters - Partner With The Right Company 45:32 Recap - Why Samplers 46:39 Choose The Right Model 51:46 Make Every Product Experience A Success