Bulletproof Your CPG Brand

320. Margins are tighter. Costs are rising. Retailers still expect performance. And most founders are working harder just to maintain momentum. But here's the uncomfortable truth: Most brands do not have a spend problem. They have a clarity problem. In this episode, I break down why so many CPG brands are quietly leaking: cash margin execution retailer trust visibility and decision quality We discuss: why dashboards alone do not create clarity how hidden operational leaks compound over time why many promotions subsidize sales instead of creating demand how retailers actually evaluate your brand the 7 hidden leaks draining runway and how the Retail Clarity Framework™ helps founders compete smarter This is one of the most important strategic episodes I've recorded because it changes how founders think about growth, trade spend, execution, and profitability. Download the free 15-Minute CPG Runway Leak Finder™ at RetailSolved.com Listen to the entire Bulletproof Your CPG Brand episode at RetailSolved.com/session320 #CPG #RetailStrategy #TradeMarketing #RetailExecution #ShopperInsights #CategoryManagement #BrandGrowth #RetailClarity   ⏰ Timecodes  00:16 founders ask "Why does it feel like we're working harder just to maintain momentum?" 01:56 The real problem 02:43 Now consider this 03:16 Let me give you some context 04:03 But margin pressure is:  04:46 This is one of the biggest blind spots in CPG right now 05:15 In stable environments, historical data can often guide future decisions reasonably well 05:21 But this is not a stable environment 05:42 And incomplete context creates expensive decisions 06:29 RETAILERS SEE THIS DIFFERENTLY 07:37 THE RETAIL CLARITY FRAMEWORK 07:52 1. Internal — What happened? 08:13 2. Shopper — Why did it happen? 08:56 3. Competitive — What influenced it? 09:31 4. Predictive — What should we do next? 09:54 THE 7 HIDDEN LEAKS 12:31 Here is a strategic reframe 13:56 Here are some actionable takeaways 15:02 Here's something that will help

319. Everything feels harder right now—costs are rising, demand is slowing, and margins are getting squeezed. If you're doing everything right but still not seeing predictable growth… you're not alone. Here's the problem: most brands are making decisions based on data—but not understanding what's actually driving performance. In this episode, I break down: Why data alone is not enough The difference between data and insight Why promotions often hurt more than help Why forecasting is failing right now How to identify where you're losing leverage Because this isn't a strategy problem. It's a clarity problem. 👉 Get the FREE 15-Minute Trade Spend Leak Finder guide at RetailSolved.com/findleaks No opt-in. No friction. Just a practical tool founders can use to quickly identify where margin, cash, trade spend, execution, and decision quality may be quietly leaking runway.   ⏰ Timecodes  01:54 What am I missing in this challenging economy  02:04 Strategies that worked before don't always work the same way now 02:22 Here's the problem 02:34 That approach is reactive. Not strategic. 02:49 Here the Shift 03:01 The real issue is clarity 03:21 Here's a real life example 04:22 The data didn't tell them what to do next 04:36 Data vs Insight 05:02 But in an unstable environment… 05:06 If behavior changes, then historical data becomes less predictive 05:29 Why Forecasting Fails Right Now 05:54 Here's the Framework 06:38 Here's how to apply this and make it actionable today 06:45 You start by identifying where you're losing leverage 07:35 But availability is not the same as visibility 06:37 Lets bring this all together 08:12 Here's The key takeaway 08:37 Here's Your next step

318. Your biggest retail mistake (it's not what you think) Your product isn't failing because it's bad—it's failing because shoppers don't understand it fast enough. That gap is costing you sales, shelf space, and runway. In this episode, I sit down with a founder whose product creates an instant "wow" reaction—but only when people experience it. That's where most brands get stuck. We break down: • Why product market fit is more than "people like it" • How shopper behavior determines repeat sales • Why Amazon became the breakthrough channel • The real role of demos, education, and positioning • How to scale a product that doesn't explain itself This is a masterclass in turning curiosity into conversion—and experience into repeat purchase. If your product isn't moving, this episode will show you why. 👉 Listen to the full episode and download the free guide: retailsolved.com/session318

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 

316. You have data. Reports. Dashboards. And still… you don't know what to do next. Which SKU should you scale? What should you produce? Why didn't that promotion work? That's not a data problem—and it matters because guessing leads to wasted spend, missed opportunities, and slower growth. In this episode, I break down why most CPG brands get stuck even with great data—and how to fix it using the Retail Clarity Framework™. You'll learn how to move beyond internal reports by understanding shopper behavior, shelf dynamics, and competitive context so you can make better decisions faster. Data tells you what happened. The shopper explains why. Clarity determines what happens next. Download the 15-Minute Clarity Audit at RetailSolved.com/session316 and start connecting the dots in your business. Then listen to related episodes on trade spend, forecasting, and execution to go deeper and extend your runway. Download the free The 15-Minute Trade Spend Leak Finder at RetailSolved.com/findlinks 00:40 The STORY — When There Was No Data to Rely On 01:37 The Shift … I Used Trade strategy Thinking to Solve It 02:08 This is How We Actually Solved It 02:51 The RESULT — From Guessing to Predictable Growth 03:17 The INSIGHT — Why Most Brands Get This Wrong 03:38 The Break Down — Where "Why" Actually Comes From 04:00 Use This Framework 04:52 The BRIDGE — Why This Matters for You Right Now 05:09 Focus first on the LEAKS — Where to Apply This Immediately 05:56 Do this  — The 15-Minute Clarity Audit 06:28 Your Next Step 07:06 Recap - Here's the shift

315. You don't need to work more hours to grow your brand. You need more clarity, more discipline, and better focus. Most CPG founders are burned out, overwhelmed, and stuck reacting—because they've stopped prioritizing the one thing that drives everything: their health. In this episode, I sit down with Mark Samuel, founder of Mark's, to break down how discipline, routines, and personal accountability create a massive competitive advantage. You'll learn why most founders are less productive than they think, how prioritizing your health sharpens decision-making, why smaller focused teams outperform larger ones, and how authentic community-building drives real brand growth. Success isn't about doing more. It's about doing the right things better. Listen to the rest of our conversation: Episode 315 The CPG Strategy That Extends Your Runway With Mark Samuel, Mark's Snacks Download the The 15-Minute Trade Spend Leak Finder™ at RetailSolved.com/session315 and start identifying the gaps in execution, focus, and strategy that are slowing your growth.

314. You're looking at your trade spend, your promotions, your deductions—and it feels like you're spending too much. But here's the truth: most CPG brands don't have a spend problem. They have a visibility problem. And that matters because the money you can't see leaking is the money shortening your runway. In this episode, I break down the three places your trade spend is quietly bleeding cash: ineffective promotions, poor timing vs competitors, and weak placement at shelf. You'll learn why your data can't show these leaks, how missed visibility leads to bad decisions, and how to shift from guessing to clarity using the Retail Clarity Framework™. Data tells you what happened. It does NOT tell you why. Download The 15-Minute Trade Spend Leak Finder™ and make sure your trade spend is not quietly working against you. It is designed to help you quickly spot the gaps that are quietly shortening your runway. It is practical by design. It is the kind of exercise that helps you find cash in the couch cushions, except in this case the "couch cushions" are your promotions, your timing, your placement, your execution, and your visibility.  Get the show notes at: https://retailsolved.com/session314 Download Free The 15-Minute Trade Spend Leak Finder™ Guide at https://RetailSolved.com/findleaks.  If you want to go deeper, learn more about and register for the free webinar at: RetailSolved.com ⏰ Timecodes  02:00 Your leaking money 02:25 Why This Matters Right Now 02:59 Here are — The 3 Places You're Leaking Money 03:05 LEAK #1: Ineffective Promotions 03:59 What This Looks Like in Real Life 03:46 Let me repeat this, sales drop to the same level as soon as the event ends. 04:16 LEAK #2: Poor Timing vs Competitors 04:36 What This Looks Like 05:09 and your competitors are taking your sales 05:30 LEAK #3: Weak Placement (The Silent Killer) 06:49 An important INSIGHT — Why Your Data Doesn't Show This 07:16 The SHIFT — The Visibility Gap 07:33 New FRAMEWORK — The Retail Clarity Framework™ 08:09 The 15-Minute Trade Spend Leak Finder™ 09:03 Where You're Losing Money

313. Building a CPG brand can feel isolating. You're making decisions alone, solving problems from scratch, and trying to figure out retail, marketing, and operations without a roadmap. That's expensive—and it slows your growth. In this episode, I sit down with Kristine Carey, Executive Director of Naturally Colorado, to break down why community is one of the most overlooked competitive advantages in CPG. You'll learn how the right network helps you avoid costly mistakes, accelerate learning, access mentors, and build relationships that open doors to retailers, investors, and strategic partners. We also unpack how Naturally Colorado evolved, how the pitch competition prepares brands for real-world selling, and why collaboration—not isolation—is how successful brands are built. You don't need to figure this out alone. Get connected, get involved, and start learning from people who've already done it. Visit NaturallyColorado.org and download your free guide at RetailSolved.com to take the next step.

312. You've invested in better dashboards, better reporting, and better trade marketing software. You're tracking everything—promotions, lift, ROI, deductions—and yet your margins still feel unpredictable and your growth still feels inconsistent. If that sounds familiar, here's the truth: what you think is giving you control is actually holding you back. In this episode, I break down why trade marketing software isn't the problem—but it's not the solution either. Most tools show you what happened, but they can't tell you why it happened or how to win next time. That blind spot keeps brands stuck optimizing performance instead of building strategy. You'll learn how to shift from reporting to real strategy by understanding shopper behavior, category dynamics, and competitive context—so your trade marketing actually compounds. Download the Free Trade Marketing Essentials Guide at RetailSolved.com and register for the live working session to learn how to turn your data into a true competitive advantage. Get it at https://retailsolved.com/session312 00:35 But here's the uncomfortable truth: 00:50 THE STORY — When "Better Data" Didn't Fix the Problem 01:39 INSIGHT — Trade Marketing Is Not a Reporting System 02:17 Most brands are optimizing their business in isolation 02:40 THE REAL PROBLEM — Data Without Context Creates False Confidence 03:19 #1 Internal Data vs External Reality 03:48 #2 You Can't See Your Competitive Position 04:18 #3 Volume Is Not the Same as Incrementally 05:07 #4 Brand Growth vs Category Growth 05:52 #5 Software Can't Build Strategy 06:16 #6 Category Growth vs. Brand Growth 06:47 REFRAME — You're Using the Right Tool for the Wrong Job 07:16 THE BETTER WAY — Start With the Shopper 08:39 RECAP — The Truth Most Brands Miss

311. Trade marketing feels like a tax for most CPG brands. You spend money, run promotions, follow retailer plans—and still watch your margins shrink, cash flow tighten, and growth stay unpredictable. The problem isn't trade marketing. It's that you were never taught the system. In this episode, I break down how trade marketing actually works—and why 70%+ of trade spend is wasted. You'll learn why promotions should drive behavior change (not just volume), how to distinguish incremental sales from subsidized sales, why retailers want better promotions—not more of them—and how execution determines success at shelf. Trade marketing is not a cost. It's your most powerful growth lever—when used correctly. Download the free Trade Management Essentials Guide and learn how to turn trade spend into a predictable, scalable growth engine that protects margin, improves ROI, and extends your runway. Download the free guide: Trade Management Essentials To Grow And Scale Your Brand Retailsolved.com/guide15 Download show notes at RetailSolved.com/session311 00:04 Why Trade Marketing Feels Like a Tax 01:15 When It Finally Clicked 02:18 Trade marketing is about behavior change 03:34 WHY THIS MATTERS — The $ Hidden in Plain Sight 03:29 #1 Trade Marketing Fails Without a System 04:24 #2 Most Promotions Don't Drive Growth (They Subsidize It) 05:24 #3 Retailers Don't Want More Promotions (They Want Better Ones) 06:38 #4 Execution Is Where Everything Breaks 07:31 #5 Trade Spend Becomes Dangerous Without Discipline 08:27 What Actually Works 08:59 The Real Opportunity

310. You're doing everything "right"—promotions, social media, brokers, distribution—and still not growing. Your cash flow feels tight. Your strategy feels reactive. And your product is at risk of being discontinued. The problem isn't you. It's the advice. Most CPG advice fails because it's incomplete. It focuses on tactics instead of systems and ignores how retail actually works. In this episode, I break down why brands struggle—and how merchandising, execution, and alignment silently determine success at shelf. You'll learn why velocity without profitability destroys your runway, why retailers buy confidence—not products—and how poor execution (not demand) causes most brands to fail. Most importantly, you'll see how to connect pricing, promotion, merchandising, and messaging into one system that actually works. Download the free Merchandising Checklist at RetailSolved.com/session310 and start building the system that drives consistent sales, stronger retail relationships, and sustainable growth. Get the show notes: https://retailsolved.com/session310 Download Merchandising Checklist To Grow Sales And Shopper Loyalty: https://RetailSolved.com/guide5 00:58 Shoppers couldn't find the product 01:43 Your merchandising is the first impression  - Make it a good one 01:51 How merchandising—silently destroys brands 02:02 When "Good Advice" Almost Cost Everything 03:35 WHY THIS MATTERS — Advice vs. System 04:13 STRATEGY #1: CHASING TACTICS INSTEAD OF BUILDING A SYSTEM 05:09 STRATEGY #2: CONFUSING VELOCITY WITH VALUE 06:12 STRATEGY #3: TREATING RETAIL LIKE A TRANSACTION 07:03 STRATEGY #4: IGNORING EXECUTION (WHERE EVERYTHING BREAKS) 08:20 STRATEGY #5: BUILDING A BRAND WITHOUT ALIGNMENT 09:05 RECAP — WHY MOST CPG ADVICE FAILS 09:36 WHAT TO DO NEXT

309. You're not losing at retail because of weak marketing. You're losing because you don't understand how the category works. Most brands rely on reports, velocity, and promotions—but retailers don't buy products, they buy category performance. In this episode, I break down True Category Management—the strategy that separates brands that win shelf space from those that get delisted. You'll learn how to think like a category leader, turn data into actionable insights, map how shoppers actually buy, identify assortment gaps retailers can't see, and position your brand as a trusted advisor instead of another vendor. Data tells you what happened. The shopper tells you why. The brands that combine both win. Download the New Item Essentials Guide at RetailSolved.com/session309 and learn how to build a category-driven selling strategy that earns trust, drives retailer profit, and gives your brand an unfair competitive advantage. Download the free New Item Essentials ebook: RetailSolved.com/guide13 ⏰ Timecodes  02:04 Most brands fail because they don't understand how retail actually works 03:08 how to skate to the puck before the play even starts 03:24 When Data Lied and the Shopper Told the Truth 04:29 That's the learned a lesson I've carried with me through my entire career 05:03 WHY CATEGORY MANAGEMENT IS THE NORTH STAR 05:59 STRATEGY #1: THINK LIKE A CATEGORY, NOT A BRAND 07:35 STRATEGY #2: RETAILERS WANT INSIGHTS, NOT REPORTS 08:49 STRATEGY #3: MAP THE SHOPPER DECISION TREE 10:25 STRATEGY #4: LEARN TO SEE ASSORTMENT GAPS LIKE A BUYER 12:18 STRATEGY #5: USE CATEGORY MANAGEMENT TO EARN TRUST 13:31 The Five Principles of True Category Management

308. Most CPG brands think promotions grow sales. They don't. Pricing strategy does. If your pricing architecture is wrong, deeper discounts and more promotions will only destroy your margins, train shoppers to wait for deals, and drain your cash flow. In this episode, I break down the pricing and promotion architecture that premium brands use to scale profitably. You'll learn how to price for your core shopper instead of competitors, build a pricing ladder that protects margin at every level, design disciplined promotion strategies, use contribution — not velocity — to justify your pricing, and create guardrails that stop margin erosion. Promotions are tactics. Pricing is strategy. Download the New Item Essentials Guide at RetailSolved.com/Guide13 and learn how to build a pricing architecture that protects margin, strengthens retailer relationships, improves promotion ROI, and creates sustainable growth for your brand. Get the show notes at: RetailSolved.com/session308 ⏰ Timecodes 00:47  You don't control promotions until you control pricing 01:50 The Brand Who Lowered Price to "Grow Faster"… and Nearly Bankrupted Themselves 02:52 Pricing is a strategy. Promotions are a tactic. 03:25 Big brands invest heavily in pricing elasticity projects 04:50 WHY PRICING ARCHITECTURE MATTERS 05:35 #1: Price for Your Core Shopper — Not for Your Competition 04:58 #2: Build a Pricing Ladder — The Foundation of All Margin Protection 07:14 #3: Build a Promotion Architecture — Not Random Deals 11:05 #4: Use Contribution — Not Velocity — to Justify Pricing and Promotions 12:08 #5: Build Guardrails That Prevent Margin Erosion 13:07 HOW TO BUILD A PRICING & PROMOTION ARCHITECTURE THAT CREATES SUSTAINABLE GROWTH

307. You can be "profitable" on paper and still go bankrupt. If you don't understand cash flow, margin, and focus, your CPG brand is at risk — and that matters because running out of cash is the #1 reason businesses fail. In this episode, I sit down with Nate from Future Ready CFO to simplify finance for founders. We break down the real difference between profit and cash, why cash is the lifeblood of your business, and how shiny-object syndrome destroys ROI. You'll learn how to prioritize using ROI frameworks, bottleneck analysis, and skills alignment so you stop wasting time and start allocating capital strategically. Finance isn't just accounting. It's clarity. It's focus. It's leverage. If you want to extend your runway, reduce risk, and make smarter decisions with your capital, this conversation matters. Download the free guide at RetailSolved.com/session307 and listen to related episodes on cash conversion cycles, deduction prevention, and trade marketing ROI to go deeper. Connect with Nate at: linkedin.com/in/nathanlittlewood FutureReadyCFO.com futurereadycfo.com/hidden-profit-audit-free-template   00:52 Helping founders sleep better at night 04:14 Why I chose entrepreneurship  05:43 Amplifying the impact of the founder 06:05 Solve a blindspot for the founder 07:09 Impact = breath + depth 08:39 The #1 reason businesses fail 10:56 The good things and the terrible things about founders is 12:51 Secret #1: Profit Is a Scorecard. Cash Is Oxygen 13:12 Finance is the language of the business world 14:40 What is risk reversal, why it matters  16:51 CFO's help founders make better decisions   17:30 The 3 frameworks  17:35 1st, the ROI framework  19:16 Next, the bottleneck analysis  21:01 Final, the skills alignment 22:45 Secret #2 Focus multiples value 27:23 Get 10X more valuable as a contributor to your business 29:26 Start with a time tracking analysis 31:00 Secret #3 Watch for hidden profit leaks 31:39 Profit is not equal to cash 33:51 Cash is the lifeblood of a company 38:48 Helping founders with finances and its worth  41:45 How to partner with financial statements to make better decisions  43:30 My hidden profit audit 51:01 Be aware of hidden fees 51:48 Have a fractional CFO to give your business a checkup 52:00 What is the conversion cycle, why does it matter 55:10 Finance and accounting is more than a cost center 

306. Expo West is expensive. If you're "hoping" it grows your brand, you're already losing ROI. Booth fees, travel, freight, samples, staffing — this is one of the biggest trade investments you'll make all year. And most brands waste it because they treat Expo like a sampling event instead of a leverage event. In this episode, I break down the 5 strategic ways to turn Natural Products Expo West into a growth engine. You'll learn how to define one clear objective, turn sampling into strategic engagement, use category data to differentiate, build a disciplined follow-up system, and treat Expo as a community accelerator — not just a retail show. Expo isn't about traffic. It's about leverage. Listen to related episodes on category strategy, velocity, and trade marketing ROI to maximize your investment and extend your runway. Get the Free Expo West Checklist at RetailSolved.com/expochecklist Download the New Item Essentials Guide at RetailSolved.com/Guide13 and learn how to build a pricing architecture that protects margin, strengthens retailer relationships, improves promotion ROI, and creates sustainable growth for your brand. Get the show notes at: RetailSolved.com/session306 ⏰ Timecodes  0:53 And here's what most founders overlook: 1:09 how to turn Expo West into a strategic growth engine 2:57 5 STRATEGIC WAYS TO MAXIMIZE YOUR EXPO WEST ROI 3:01 Strategy #1: Define Your Primary Objective Before You Build Your Booth 4:05 Strategy #2: Stop Sampling. Start Strategically Engaging 5:20 Strategy #3: Use Data as Your Differentiator 6:08 Strategy #4: Build a Follow-Up System Before You Leave for the Show 7:10 Strategy #5: Treat Expo as a Community Accelerator — Not Just a Retail Event 8:04 RECAP — HOW TO MAXIMIZE EXPO WEST ROI 8:46 Lets make this Your Personal Win  

305. You're not losing money because you failed. You're losing it because your systems allow deductions to drain your margin before you see it. If you've ever opened a check that was thousands short — filled with vague codes, freight charges, compliance penalties, or unauthorized promo deductions — you know how fast cash flow disappears. In this episode, I break down the Deduction Prevention System that stops margin leakage before it starts. You'll learn how ironclad promotion agreements, pricing integrity audits, precision forecasting, accountability scorecards, and centralized documentation dramatically reduce retailer and distributor deductions. This isn't about fighting chargebacks. It's about preventing them. Download this week's free Effective Deduction Management guide at RetailSolved.com and build the systems that stabilize cash flow, protect your margin, and strengthen retailer relationships. Then listen to related episodes on pricing architecture, forecasting, KPIs, and trade promotion strategy to go deeper. The Story A founder called me after losing $42,000 in deductions she didn't owe. Unauthorized promotions. Freight errors. Late penalties on early shipments. She was right. But she couldn't prove it. No documentation. No signed agreements. No centralized system. Once we built a Deduction Prevention System, deductions dropped dramatically and her cash flow stabilized. Prevention changed everything. Secret #1: Treat Promotion Agreements Like Legal Documents If it's not in writing, it doesn't exist. Define SKUs, dates, pricing depth, execution steps, and who pays for what. Audit your last six promotions this week. You'll see the gaps immediately. Secret #2: Audit Pricing Quarterly Pricing drift silently kills margin. Pull invoices from every warehouse. Check pack sizes and pricing tables. Small errors create cascading deductions. Secret #3: Forecast Like Your Margin Depends On It — Because It Does Short shipments and penalties are predictable. Forecast 90 days forward using velocity, promo lift, ACV, and lead times. Share it proactively. Build your Deduction Prevention System and stop losing money before it leaves your account.  Preventing deductions before they occurs could save you thousands each year, perhaps even in a single retailer. I just created the Effective Deduction Management Mini-Course. While this podcast goes into the tactics, the mini-course goes deep into the strategies to preventing deduction. The link to the mini-course is retailsolved.com/deductionprevention Download the Free Effective Deduction Management eBook at: retailsolved.com/guide21 Download this weeks guide: retailsolved.com/session305 *The results described by the brand in the epsode were based on their individual efforts. Your results will vary. Your exicution is the key to your success. I go deeper into this in the mini-course.  Download the New Item Essentials Guide at RetailSolved.com/Guide13 and learn how to build a pricing architecture that protects margin, strengthens retailer relationships, improves promotion ROI, and creates sustainable growth for your brand. Get the show notes at: RetailSolved.com/session305 ⏰ Timecodes  00:45 But here's the truth almost nobody in the industry will say clearly: 01.02 But the smartest brands know: 02:05 how to build a Deduction Prevention System 02:17 why prevention is the only real solution 03:17 Your told Without proper documentation, the deduction stands 03:48 WHY DEDUCTIONS HAPPEN 04:16 Deductions are the result of operational drift — not "bad luck." 06:16 The best way to manage deductions is to prevent and minimize them through flawless execution. 06:32 STRATEGY #1: Build Ironclad Promotion Agreements 07:53 STRATEGY #2: Control Pricing Integrity Across Every System 08:19 STRATEGY #3: Forecast With Enough Precision to Prevent "Operational Deductions" 10:04 STRATEGY #4: Use Scorecards to Create Accountability (And Documentation) 11:30 STRATEGY #5: Centralize All Documentation — If You Can't Prove It, You Can't Recover It 12:36 RECAP — THE DEDUCTION PREVENTION SYSTEM

304. If you're still pitching your product instead of guiding the category, you're leaving leverage on the table. Retail buyers don't reward brands with the best velocity — they reward brands that help them win. And if you don't shift from vendor to advisor, you'll stay stuck chasing space, promotions, and resets. In this episode, I break down how strategic advisory thinking transforms your retail conversations from transactional to influential. You'll learn how to lead with category insights, translate data into actionable recommendations, center your story around your most profitable shopper, and execute flawlessly so buyers trust your strategy. This is how brands double distribution, earn permanent displays, and win better decisions — even without deep discounting. Download the free 30 Days to Profitable Growth guide at RetailSolved.com/guide25 and listen to related episodes to go deeper into category management, trade strategy, and retail execution. Stop competing. Start advising. You can get the episodes free guide and todays show notes at: RetailSolved.com/session304 Download the New Item Essentials Guide at RetailSolved.com/Guide13 and learn how to build a pricing architecture that protects margin, strengthens retailer relationships, improves promotion ROI, and creates sustainable growth for your brand. Get the show notes at: RetailSolved.com/session304 ⏰ Timecodes  1:32 The 20-Minute Conversation That Doubled Distribution 2:44 Twenty minutes later, the buyer said: 3:11 WHY STRATEGIC ADVISORY THINKING MATTERS 3:53 When you think like a strategic advisor, everything changes: 4:17 And here's the biggest advantage: 4:29 #1: Advisors Focus on the Category, Not Themselves 5:35 #2: Advisors Translate Data Into Actionable Retail Insights 6:54 #3: Advisors Lead With Shopper-Centric Strategy 7:40 #4: Advisors Provide Clear, Confident Recommendations 8:52 #5: Advisors Build Trust Through Flawless Execution 10:00 RECAP — HOW STRATEGIC ADVISORY THINKING GIVES YOU LEVERAGE 12:22 Proof this works

303. You now think, plan, and execute like a category leader. In this final episode of 30 Days to Profitable CPG Growth, I recap the full journey—from foundation and shopper insights to retail execution, systems, and discipline—and show you how to turn these lessons into a lasting competitive advantage. This isn't theory. It's a proven roadmap built from decades in the trenches. Listen to lock in the mindset, tools, and confidence to lead retailers, win shoppers, and scale with clarity. Congratulations on completing the 30-Day Challenge, which provided a framework, system, and strategy to build a strong brand foundation. The challenge covered essential aspects like customer journey, sales strategy, retail execution, and systems for growth. Now equipped with a proven playbook and mindset, you are ready to lead and differentiate your brand, becoming a category leader by out-serving and out-executing competitors. You can get the episodes free guide and todays show notes at: RetailSolved.com/session303

302. Retailers don't need more discounts—they need partners who help them win. In Day 30 of 30 Days to Prosperity, I break down the key trends retailers care about most and how you can use them to become a trusted, go-to category leader. You'll learn how to help retailers drive traffic, differentiate without price wars, and grow sustainable profit by putting their needs first. Listen in to learn how real retail partnerships unlock opportunities money can't buy. To become a category leader, brands must help retailers achieve their three universal goals: driving foot traffic, gaining a competitive advantage, and growing sustainable profit. This involves making it easy for customers to find products, supporting product discovery, and highlighting complementary solutions. By becoming a trusted partner, brands can unlock opportunities like preferred placement and influence over category strategy. Action step: pick one trend and show how it grows basket and profit. What trend is most relevant to your category? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 23 Salesmanship 401 Mastering the Art of Sales, Andrew Therrien with Sampler 🎙️ 122 Brand Building Success Strategies for Retail Growth, Mathis Martines with M2 Brands 🎙️ 129 Know Your Core Customer to Boost Sales Growth, Ethan Hirshberg with Ethans 🎙️166 Produce Is The Gateway To Center Store Sales Growth, Lori Taylor with The Produce Moms.  Day 30 of the Free 30 Days to Profitable CPG Growth Tip of the day: Develop a collaborative partnership with retailers. Educate them about key trends they need to be aware of. Always put their needs first and savvy retailers might return the favor. 👉 Follow Daniel Lohman to Bulletproof Your CPG Brand! You can get the episodes free guide and todays show notes at: RetailSolved.com/session302

301. Most brands lose shelf space because they sell products—not solutions. In Day 29 of 30 Days to Prosperity, I show you how to uncover and close category gaps by starting with the shopper's market basket and working backwards. You'll learn how to identify need states, remove friction from the shopper journey, collaborate with complementary brands, and build basket-driving solutions retailers actually value. This is how category leaders grow sales without relying on discounts. To close category gaps and drive sales, brands should start by understanding shopper need states and reverse-engineer the shopper journey. By identifying friction points and collaborating with complementary brands, brands can create basket-building solutions that benefit both shoppers and retailers. This approach positions brands as problem-solvers and category builders, leading to increased foot traffic, higher basket sizes, and a competitive advantage. Action step: find 3 category gaps: shopper, price tier, need state, format. What gap do you fill best? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 89 Solid Digital Brand Selling Strategy for Success, Madeline Haydon with Nutpods 🎙️ 93 Bridging the Gap Between Perimeter & Center Store = Sales Success, Doug Brent with Made In Nature 🎙️258 Proven Strategies To Drive Sales Growth At Retail, Scott Sensenbrenner with Enzymedica Day 29 of the Free 30 Days to Profitable CPG Growth Tip of the day: Begin with the market basket and work backwards. How can you make it easier for shoppers to find and buy your products wherever they shop. You can get the episodes free guide and todays show notes at: RetailSolved.com/session301

300. Shelf space isn't lost because your product isn't good—it's lost because your competitors are more prepared. In Day 28 of 30 Days to Prosperity, I show you how preparation and competitive intelligence create a true, sustainable advantage at retail. You'll learn how to study competitor pricing, promotions, merchandising, and growth patterns so you can help retailers win where others fall short. This is how emerging brands outmaneuver bigger players without outspending them. Preparation is crucial for success in retail engagements, as it builds confidence and reduces risk. To gain a competitive edge, brands should thoroughly understand their competitors' strategies, including their target audience, promotional tactics, merchandising, and growth drivers. By doing so, brands can position themselves as indispensable partners to retailers, ultimately becoming category leaders. Action step: choose your "one thing" you will be best at for 12 months. What's your unfair advantage? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 131 Profitable Digital Brand Building Strategies that Work, Josh Tabin with Wild Zora and NatchCom 🎙️ 213 Foodservice Is Not Dead It Wants Your Brand To Boost Sales, Stephanie Lind with Elohi 🎙️ 260 Market Domination Begins With Knowing Your Customer, Seth Greene with Market Domination LLC and The Sharkpreneur Podcast 🎙️ 263 Strategies To Explode Sales And Eliminate Risk Today, Ron Karr with Velocity Mindset® Day 28 of the Free 30 Days to Profitable CPG Growth Tip of the day: Become an expert in your competition. Leverage the strategies from the 30 Day series to give your brand the edge it deserves. You can get the episodes free guide and todays show notes at: RetailSolved.com/session300

299. If your product isn't selling, it's rarely a product problem—it's a story problem. In Day 27 of 30 Days to Prosperity, I break down why inconsistent, fragmented messaging kills sales at retail and how a unified brand voice becomes a true growth lever. You'll learn how clear storytelling communicates value (not price), aligns brokers and retailers, reduces friction, and builds trust at scale. Master this, and you stop competing on deals—and start leading the category. A brand's value, not its price, is the key to success. A unified brand story, consistently communicated across all channels, is crucial for conveying this value to customers and retailers. This approach fosters trust, loyalty, and sustainable growth, enabling brands to lead their categories rather than simply compete on price. Action step: write your "turnkey sales story" and train the team. Is your team telling the same story? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 139 Solid Brand Position Key to Explosive Sales Growth, Suzie Yorke with Love Good Fats 🎙️ 57 Importance Of A Powerful Brand Message In Marketing, Steve Hoffman with Compass Natural Marketing 🎙️ 60 The Importance With Remaining Relevant At Retail, Michael Sansolo with Sansolo Solutions, Morning News Beat, and Coca-Cola Retailing Research Council This is episode: 299 Day 27 of the Free 30 Days to Profitable CPG Growth Tip of the day: Storytelling is the most effective way to communicate. The power of a good storyteller cannot be underestimated. Your brand's success relies on how effective your storytelling is. You can get the episodes free guide and todays show notes at: RetailSolved.com/session299

298. Retailers don't reject great products—they reject poor execution. In Day 26 of 30 Days to Prosperity, I break down how KPIs act as guardrails that prevent mistakes, eliminate guesswork, and ensure flawless execution at retail. You'll learn which performance indicators actually matter, how to set clear expectations for brokers and teams, and why brands that measure execution outperform competitors with bigger budgets. If you want consistency, trust, and momentum at shelf, this is your playbook. KPIs are crucial for ensuring flawless retail execution and driving brand growth. They provide clarity, accountability, and eliminate guesswork, helping brands avoid costly mistakes and maintain consistency across all customer-facing elements. By implementing clear and measurable KPIs, brands can gain a competitive advantage, improve retailer relationships, and deliver a predictable and scalable brand experience. Which KPI do you track that doesn't actually help? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 160 Reach Your Goals Tomorrow and Beyond, Top Strategies Revealed 🎙️ 84 Perseverance & Overcoming Obstacles in Retail Strategy, David Perkins with Beetnik Foods 🎙️ 218 Retail Horror Stories – How To Avoid Failures Day 26 of the Free 30 Days To Prosperity Challenge Tip of the day: KPI's act as the guard rails that keep everyone on track. They help to ensure flawless retail execution. You can get the episodes free guide and todays show notes at: RetailSolved.com/session298

297. Great strategy fails without flawless execution. In Day 25 of 30 Days to Prosperity, I break down how scorecards turn goals, MBOs, and plans into predictable results retailers trust. Learn how top CPG brands use scorecards to eliminate chaos, assign clear ownership, prevent execution breakdowns, and scale with confidence. This is the framework retailers respect—and the discipline that separates reactive brands from true category leaders. Scorecards map out objectives in bite-size, manageable pieces that keep you focused, aligned, and on track. They can be the difference between success and failure. Scorecards are the most underutilized project-management tool in the CPG industry. And that's a problem—because scorecards are also one of the most effective tools to keep the business moving forward predictably. Action step: create a weekly scorecard for distribution, OOS, promo, deductions. What would you measure weekly if you had to pick 5 things? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 124 Celebrating Real Food The Farmer's Essential Role, Phil Lempert with Supermarket Guru 🎙️ 134 Category Review Strategies to Maximize Sales 🎙️ 157 Tools To Ensure Sales Success with Scorecards 🎙️190, Promotion Analysis Growth Strategies to Maximize Your Trade Marketing ROI This is episode: 297 Day 25 of the Free 30 Days To Prosperity Challenge Tip of the day: Scorecards map out objectives in bitesize manageable chunks that keep you on-track and focused. They help you achieve your goals - they can be the difference between success and failure You can get the episodes free guide and todays show notes at: RetailSolved.com/session297

296. When runway is tight, execution must be flawless. In Day 24 of 30 Days to Profitable CPG Growth, we break down how Management By Objectives (MBOs) turn big goals into clear, accountable actions across sales, operations, marketing, and finance. Learn how top-performing brands use MBOs to align teams, reduce risk, eliminate confusion, and grow sales predictably—without micromanaging. This is how strategy turns into results. Management By Objectives (MBOs) are a powerful system for aligning teams around common goals. By breaking down strategic objectives into actionable steps, MBOs create clarity, coordination, and accountability across departments. This system reduces risk, improves performance, increases ownership, and makes execution scalable, ultimately driving predictable growth. Action step: set 1 objective + 3 measurable results for each function. Do you have measurable results—or activities? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 24 Brand Success 10 Strategies for Sustainable Profits 🎙️ 169 How To Gain A Competitive Edge In Business Today 🎙️ 217 Strategies To Help Natural Brands Grow and Expand Globally, Charlie Knight with Mr Lee's Noodles This is episode: 296 Day 24 Tip of the day: MBO's break strategic business objectives into bitesize chunks making them easier to digest and more attainable. Individual MBO's rollup to accomplish larger organizational objectives driving the business forward. You can get the episodes free guide and todays show notes at: RetailSolved.com/session296

295. Distractions are silently killing emerging brands. In Day 23 of 30 Days to Profitable CPG Growth, we tackle one of the most overlooked growth killers: lack of focus. Learn how to distinguish real priorities from noise, delegate with confidence, and protect your time so execution doesn't break down at shelf. This episode shows founders how to stay laser-focused on what actually drives sales, strengthens retail relationships, and fuels sustainable growth. Distractions are a major threat to emerging brands, hindering focus and ultimately impacting sales and growth. Leaders must prioritize tasks that drive revenue, strengthen relationships, and support execution, delegating or eliminating distractions. Building a strong, empowered team and seeking accountability through masterminds are crucial strategies for maintaining focus and achieving long-term success. Action step: list your distractions and pick one "no" for the week. What do you need to stop doing? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 11 Sales Growth Strategies That Focus On Shopper Satisfaction, Tim Joseph With Maple Hill Creamery 🎙️ 53 The Power Of Perseverance & Mission Focus in Business, Megan Reamer with Jackson's Honest 🎙️204 Why Regenerative Organic Is An Important Step For Sustainability, Birgit Cameron with Patagonia Provisions Day 23 of the Free 30 Days To Prosperity Challenge Tip of the day: 295 Your success is measured by your sales. Anything that does not drive sales needs to be secondary or needs to be delegated to so someone better equipped to handle it. Say "no" to these distractions! You can get the episodes free guide and todays show notes at: RetailSolved.com/session295

294. Wearing too many hats is the fastest way to stall growth. In Day 22 of 30 Days to Profitable CPG Growth, we tackle one of the biggest execution killers: founder overload. Learn how to shift from business manager to true business owner, reclaim your time, and focus on the work only you can do. Discover practical strategies for delegation, prioritization, and time blocking so your brand can scale with clarity, discipline, and momentum. Founders should shift their focus from managing every aspect of their business to leading and innovating. This involves delegating tasks outside their expertise to subject-matter experts, prioritizing time for deep work, and eliminating distractions. By doing so, founders can reduce overwhelm, increase execution, and foster a more productive and enjoyable work environment. Action step: choose 3 outcomes for the week and delete everything else. What's stealing your time right now? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 164 How To Swim With The Sharks On Shark Tank – Lessons Learned, Dustin Finkel with KAPOP 🎙️ 21 Trust and Transparency Drive Consumer Loyalty, Robert Craven with MegaFood 🎙️ 259 Explode Sales By Unlocking Your Profitability Now, Doug Brown with Business Success Factors This is episode: 294 Day 22 of the Free 30 Days To Prosperity Challenge Tip of the day: Surround yourself with talented subject matter experts to give you the freedom to focus on what you do best - to innovate. You can get the episodes free guide and todays show notes at: RetailSolved.com/session294

293. Roughly 25% of your gross sales go to trade spend—and most brands have no idea if it's working. In Day 21 of 30 Days to Profitable CPG Growth, I break down how to measure the true value of promotions so you stop burning cash and start extending your runway. Learn how to separate promo spikes from real growth, evaluate base sales lift, and turn trade marketing into a strategic weapon retailers and investors respect. Trade marketing, often misunderstood as just discounts and promotions, encompasses a wide range of activities aimed at getting products into shoppers' hands. To maximize the impact of promotions, brands should focus on increasing base sales rather than just generating short-term spikes. By analyzing the effectiveness of promotions and understanding their true impact on base sales, brands can extend their runway, improve profitability, and build stronger relationships with retailers. Action step: define break-even lift before you run the promo. Do you know your promo break-even point? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 155 What is Trade Marketing Maximizing Revenue, Kurt Kaiser with ViaggioTrade 🎙️ 200 Trade Promotion Review Strategies – Enhance Your Profits Unlock effective Trade Promotion Review Strategies 🎙️ Webinar Trade Management Essentials To Grow And Scale Your Brand https://RetailSolved.com/TradeStrategies. Day 21 of the Free 30 Days to Profitable CPG Growth Tip of the day: The best way to reduce wasted spending and explode sales is to maximize your promotional effectiveness. Get more runway to grow and scale, better valuations, and give retailers a reason to say yes to your recommendations. You can get the episodes free guide and todays show notes at: RetailSolved.com/session293

292. Knowledge wins at retail—but applied knowledge changes the game. In Day 20 of 30 Days to Profitable CPG Growth, I show how combining book smarts with street smarts turns brands into indispensable retail partners. You'll learn how to spot patterns competitors miss, anticipate retailer needs, and build playbooks that protect the shopper experience and drive predictable growth. This episode explains why retailers reward brands that make their job easier—and how to become that brand. Brands that succeed in retail combine book smarts with street smarts to become indispensable to retailers. Street smarts involve anticipating retailer needs, understanding shopper behavior, and adapting strategies to each account. By becoming the trusted go-to resource for retailers, brands can move from chasing opportunities to having opportunities brought to them. Action step: build your "retail playbook": placement, promo, execution, story. What's your weakest pillar today? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 137 The Future of Retail Insights from a Industry Leader – Whole Foods, Walter Robb with Stonewall Robb and Whole Foods Market 🎙️ 61 Success Strategies For Natural Retailers and Brands, Corinne Shindelar with INFRA 🎙️78 Best Practices To Build Legacy Brands for Success, Scott Jensen with Rhythm Superfoods and Stubb's Legendary Bar-B-Q Day 20 of the Free 30 Days to Profitable CPG Growth Tip of the day: Knowledge is power - especially in this industry. Raise above your competition by becoming the trusted go-to resource retailers turn to get the edge they deserve. You can get the episodes free guide and todays show notes at: RetailSolved.com/session292

291. Most brands approach retailers asking for space, promotions, and favors—and wonder why buyers tune them out. In Day 19 of 30 Days to Profitable CPG Growth, I show how to flip that dynamic by becoming an expert in your retail partner. You'll learn how understanding a retailer's business model, shopper, people, and priorities turns you from a vendor into a trusted category leader. This episode explains how respect, insight, and value creation earn influence, access, and long-term growth. Brands should view retailers as partners, not vending machines, by understanding their business models, priorities, and challenges. By providing value and insights, brands can build trust and become indispensable category leaders, gaining preferential treatment and opportunities. This approach, based on the law of reciprocity, fosters long-term success for both the brand and the retailer. Action step: write one page: strategy, shopper, margin drivers, risks, goals. Which retailer do you need to study next? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️62 Proven Strategies To Level The Playing Field Effectively, Todd Kluger with Lundberg Family Farms 🎙️ 99 Sales Management Success Strategies that Build Brands, Bob Burke with Natural Products Consulting 🎙️ 123 In-Store Marketing Strategies Every Brand Should Use, Andrew Therrien with Sampler Day 19 of the Free 30 Days To Prosperity Challenge Tip of the day: No two retailers are the same. They deserve to be respected and valued. Their success is your success. Personalizing your relationship will pay huge dividends and give you the edge you deserve.   You can get the episodes free guide and todays show notes at: RetailSolved.com/session291

290. Most new products fail because brands guess instead of asking. In Day 18 of 30 Days to Profitable CPG Growth, I show how to dramatically reduce innovation risk by co-creating with the customers who already love your brand. You'll learn why focus groups mislead, why natural brands are the true R&D engine of CPG, and how using your community as your innovation lab leads to faster launches, lower costs, and products shoppers are waiting to buy before they ever hit the shelf. Big brands often fail to innovate because they prioritize manufacturing efficiency over consumer needs, leading to missed trends and product flops. Natural brands can leverage their loyal customer communities for co-creation, gaining valuable insights and pre-selling products. By asking customers directly about their preferences and involving them in the innovation process, brands can reduce risk, increase success rates, and build stronger relationships with their audience. Action step: talk to 10 customers and write the "need state" in their words. What problem are they hiring you to solve? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 51 An Unsung Hero Changed The Way We Celebrate Food, Ahmed Rahim with Numi Organic Tea and OSC2 🎙️ 94 Reinventing Favorite Foods with a Artisan Vegan Cheese, Miyoko Schinner with Miyoko's Kitchen 🎙️ 97 Disrupting the Category with a Creative Packaging Strategy, Greg Steltenpohl with Califia Farms and Odwalla 🎙️ 185 Tofurky The Hottest Food Trend in Plant Based Products, Seth Tibbott with Tofurky Day 18 of the Free 30 Days to Profitable CPG Growth Tip of the day: Natural is the R&D for total CPG. Natural products are driving the profitable trends. Co-creating with your loyal tribe can dramatically improve new item launches while streamlining innovation giving shoppers products they are eager to buy. You can get the episodes free guide and todays show notes at: RetailSolved.com/session290

289. Retailers don't choose brands with the best charts—they choose brands with the clearest story. In Day 17 of 30 Days to Profitable CPG Growth, I break down fact-based selling: how to combine POS data, real shopper insight, and clear recommendations into a story retailers act on. You'll learn why push-button reports fail, how to stand out in line reviews, and how emerging brands earn influence, space, and growth without buying it through trade spend. Fact-based selling, a crucial skill for competing with big brands, involves using data, shopper insights, and clear recommendations to tell a compelling story. This approach goes beyond traditional category management by providing retailers with actionable insights and solutions, rather than just data points. By combining POS data with shopper insights and community feedback, brands can create personalized, impactful stories that resonate with retailers and drive growth. For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 45 The Importance Of A Solid Business Strategy Today, TJ McIntyre with BOBO'S 🎙️ 59 Fact-Based Selling Stories Transform Your Sales Strategy, Steve Hughes with Sunrise Strategic Partners and Boulder Brands 🎙️ 88 Category Leaders Open Doors & Grow Profitable Sales Effectively, Russ Forester with Hain Celestial Day 17 of the Free 30 Days to Profitable CPG Growth Tip of the day: Fact-based selling is advanced story telling - what I call true category management. Fact-based story telling includes actionable recommendations with measurable results to give you the edge you deserve. You can get the episodes free guide and todays show notes at: RetailSolved.com/session289

288. Most brands look at data—but very few know how to use it. In Day 16 of 30 Days to Profitable CPG Growth, I explain why surface-level metrics and canned dashboards fail to create real advantage. You'll learn how to spot hidden patterns, translate data into shopper-led insights, and use analytics as a roadmap for future sales and profits. This episode shows how true data literacy helps you stop guessing, earn retailer trust, and compete at a higher level—without drowning in spreadsheets. To compete at a higher level in the natural channel, brands must master data analytics beyond surface-level metrics. This involves understanding shopper behavior, identifying category gaps, and using data to validate problems and propose solutions. By doing so, brands can earn retailer trust, influence category decisions, and future-proof their business. Action step: identify 3 numbers that drive action: contribution, basket, retention. What metric do you wish you had weekly? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 35 Sales Extend Beyond Retailer's Shelves for Brands, Chuck Muth with Beyond Meat 🎙️ 54 Insider Secrets To Getting On Shelf with Retailers, Mathis Martines with Enlightened, Formerly Kroger 🎙️ 92 Plant Based – The Hottest Trend In Retail You Should Leverage, David Benzaquen with Plant Based Solutions and Ocean Hugger Foods 🎙️ 199 How To Keep Your Brand Alive Today And Tomorrow, Andrew Therrien with Sampler   Day 16 of the Free 30 Days to Profitable CPG Growth Tip of the day: Knowledge is power - especially in this industry. If you want to compete at a higher level you need to adopt the advanced strategies big brands rely on. This is how you level the playing field and even gain the edge you deserve! You can get the episodes free guide and todays show notes at: RetailSolved.com/session288

287. Retailers don't want more brands—they want partners who help them win. In Day 15 of 30 Days to Profitable CPG Growth, I explain how emerging brands can become trusted category leaders without massive budgets or category captain fees. You'll learn how to leverage your unique shopper, bring actionable insights (not canned reports), and lead with ideas that grow baskets and profits. This episode shows how helping retailers first unlocks premium placement, influence, and long-term growth. Retailers face immense pressure from online competition and changing shopper behaviors. Brands can gain a competitive edge by becoming category leaders, not just category captains. This involves understanding the retailer's shopper, leveraging complementary brands, providing actionable insights, and thinking like a retailer to help them win. Action step: bring one insight + one solution to every retailer conversation. What's one insight you could bring this week? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 41 Understanding What Drives The Beating Heart Of Natural Trends, Robbie Vitrano with Good Spread and NatchCom 🎙️ 43 Retail Done Right Building Brand Partnerships, Ben Friedland with Lucky's Market 🎙️ 77 Perfect Recipe For Growth Innovate and Lead, Leigh & Bill Keith with Perfect Bar Day 15 of the Free 30 Days to Profitable CPG Growth Tip of the day: Retailers want and need your help! You hold the key to giving them a huge competitive edge. Become an indispensable trusted resource and partner and savvy retailers will reward you with incremental opportunities You can get the episodes free guide and todays show notes at: RetailSolved.com/session287

286. Chasing the wrong retailers quietly drains cash, focus, and momentum. In Day 14 of 30 Days to Profitable CPG Growth, I explain why not every retailer is right for your brand—and how misaligned distribution can tank your runway. You'll learn how to identify ideal retail partners based on shopper fit, contribution (not ego), and your ability to support execution. This episode shows how to build smarter distribution—online and in-store—so growth is profitable, strategic, and sustainable. Not every retailer is suitable for every brand. Brands should focus on partnering with retailers that align with their ideal customer's shopping habits and values, rather than chasing big-name banners. By prioritizing contribution over coverage and owning their distribution strategy, brands can build impactful and profitable relationships with retailers. Not all doors are good doors. Action step: define "ideal retailer" by shopper, category, execution support, and terms. Which retailer is your best fit right now? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 132 The Wrong "Expert" Jeopardizes Your Brand Success, Jeff Schmidgall with Bubba's Fine Foods 🎙️ 189 How To Get Your Brand Discovered By Retailers Easily, Sarah Davidson, Joseph Tarnowski, Brandon Leong with ECRM & RangeMe 🎙️ 175 Creative Strategies for Brands at Retail = incremental Opportunities, Brandon Leong with RangeMe Day 14 of the Free 30 Days to Profitable CPG Growth Tip of the day: Just like every customer is unique, so is every store. Use what you have learned to find and identify your dream shopper and focus all your efforts there You can get the episodes free guide and todays show notes at: RetailSolved.com/session286

285. Confused shoppers don't ask questions—they choose your competitor. In Day 13 of 30 Days to Profitable CPG Growth, I break down why clarity and consistency are the hidden multipliers behind trust, conversion, and repeat purchase. You'll learn how inconsistent messaging, placement, and execution quietly erode value—and how clear, repeatable brand signals help shoppers buy with confidence. This episode shows how to simplify the customer journey, amplify perceived value, and turn clarity into a competitive weapon. Clarity and consistency are crucial for building a successful brand. When customers are confused or unsure about a product, they are more likely to choose a familiar or cheaper option. By providing a straightforward and predictable customer journey, brands can increase confidence, leading to more sales and customer loyalty. Consistency is a growth lever. Action step: choose 3 brand truths and repeat them everywhere for 90 days. What are your 3 non-negotiables? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 26 Story Telling Secrets to Boost Your Brand, Bobby Umar with Raeallan 🎙️ 34 Plant Based Strategies to Drive Consumer Engagement, Mike Cooke with Daiya 🎙️ 64 Heart Of Successful Brands Building Community, Neil Grimmer with Habit and Plum Organics Day 13 of the Free 30 Days to Profitable CPG Growth Tip of the day: Confusion pushes shoppers away. The customer journey needs to be simple and straight forward. Help lead shoppers to the resolution of their problem and you will win them for life. You can get the episodes free guide and todays show notes at: RetailSolved.com/session285

284. If shoppers can't find your product, they can't buy it—no matter how strong your story is. In Day 12 of 30 Days to Profitable CPG Growth, I explain why friction at shelf quietly kills velocity and how to remove it. You'll learn how to map the shopper journey, use market-basket insights to guide merchandising, and translate storytelling into shelf clarity retailers care about. This episode shows how making your brand easy to find and easy to buy drives trust, loyalty, and repeat sales. To increase sales and build customer loyalty, brands must make their products easy to find and purchase. This involves understanding the shopper's buying journey, identifying complementary products, and strategically placing products in stores. By removing friction and confusion from the shopping experience, brands can create a seamless journey that encourages repeat purchases and strengthens retailer relationships. Availability beats awareness. Action step: audit friction: search, shelf placement, OOS, PDP quality. Where is it hardest to buy your brand? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 68 Proven Strategies to 2x Your Loyal Shoppers Easily 🎙️ 104 Essential New Item Checklist for Launching Products 🎙️ 144 Creative Disruptive Retail Strategies to Win Customers, Mike Fogarty with Choice Market Day 12 of the Free 30 Days to Profitable CPG Growth Tip of the day: Confusion pushes shoppers away. The customer journey needs to be simple and straight forward. Help lead shoppers to the resolution of their problem and you will win them for life. You can get the episodes free guide and todays show notes at: RetailSolved.com/session284

283. Shoppers don't connect to features—they connect to stories. In Day 11 of 30 Days to Profitable CPG Growth, I break down why storytelling is the most powerful skill a founder can develop. You'll learn how human-centered stories build belief, why your customer—not your brand—is the hero, and how to translate your WHY into a selling story that drives loyalty and repeat purchase. This episode shows how great storytellers turn everyday shoppers into passionate brand evangelists. Storytelling is a powerful tool for building a brand that resonates with customers. By understanding your customer's internal dialogue and articulating your brand's value proposition, you can create a compelling story that positions your product as the guide to their success. This approach fosters loyalty, advocacy, and ultimately, brand growth. Action step: write your story in 3 lines: problem → promise → proof. Is your story consistent everywhere? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 52 Selling With a Master Brand Storyteller Strategies, Jon Sebastiani with Sonoma Brands 🎙️ 8 Brand Building Strategies for Lasting Success, Joel Warady with Enjoy Life Foods 🎙️ 102 Sales Success Begins With Storytelling Techniques, Beau Haralson with Human Design Day 11 of the Free 30 Days to Profitable CPG Growth Tip of the day: Become a consistent and impassioned master storyteller. Shoppers want personalization which begins with a human focus. Stories that resonate and connect with shoppers inspire brand evangelism and fierce loyalty You can get the episodes free guide and todays show notes at: RetailSolved.com/session283

282. A great product on a shelf isn't enough anymore—brands that win build communities, not just distribution. In Day 10 of 30 Days to Profitable CPG Growth, I explain why owning the customer relationship is the difference between churn and loyalty. You'll learn how engaged communities unlock deeper insights, stronger innovation, and more effective retail strategies—and why brands without community are flying blind. This episode shows how connection fuels predictable, profitable growth. Building a loyal customer community is crucial for brand growth. Simply placing a product on a store shelf doesn't provide valuable customer insights, making it difficult to market effectively. By understanding customer behavior and needs outside of retail, brands can tailor their messaging, innovation, and retail strategy, leading to increased sales and customer loyalty. Action step: create one ritual: weekly Q&A, founder email, or insider drops. What ritual could you commit to weekly? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ Fixing Our Broken Food System By Embracing Nature, Chloe Sorvino with Forbes 🎙️ The Impact of Regenerative Organic on Brand Sales Growth, Matthew Caspersz with Cha's Organics 🎙️ 75 Disruptive Start-Up Revived A Dying Category Strategy, Joel Clark with Kodiak Cakes 🎙️223 How To Boost Shopper Engagement And Explode Sales Effectively, Oli Bridge with bonjoro Day 10 of the Free 30 Days to Profitable CPG Growth Tip of the day: Welcome shoppers into your community. Embrace them. Tell them how much you appreciate them. Invite them to co-create new products and become a part of your brand You can get the episodes free guide and todays show notes at: RetailSolved.com/session282

281. Traditional customer targeting is failing—and it's costing brands loyalty, margin, and growth. In Day 9 of 30 Days to Profitable CPG Growth, I explain why owning your customer relationship is the real competitive advantage. You'll learn how to move beyond generic personas, why communities outperform promotions, and how to turn occasional shoppers into raving fans who fuel innovation, advocacy, and retail success. This episode shows how building a loyal tribe future-proofs your brand and protects your runway. Brands must prioritize building a thriving, connected community around their brand to achieve predictable, profitable growth. Traditional customer targeting methods are failing because they oversimplify customers and miss their values and motivations. By nurturing a loyal tribe, brands can gain valuable insights, reduce acquisition costs, and differentiate themselves beyond price. Action step: map the first 3 moments that turn trial into repeat. Where do you lose customers after first purchase? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 151 Sales Success Customer First Strategies for Brands, Mike Forbes with Alter Eco 🎙️ 135 Marketing Success Strategies for Building Trust, Meghan Disch with GoodBelly 🎙️ 6 Brand Strategies That Empower Today's Brands, Bill Bishop with Brick Meets Click Day 9 of the Free 30 Days to Profitable CPG Growth Tip of the day: You need to own your customers! They are you most valuable asset. Build a thriving connected community to engage and nurture them - how you convert your dream customers into loyal evangelist You can get the episodes free guide and todays show notes at: RetailSolved.com/session281

280. Your WHY is your greatest competitive advantage—but only if customers and retailers actually hear it. In Day 8 of 30 Days to Profitable CPG Growth, I explain why mission-driven brands earn stronger loyalty, better shelf space, and higher basket rings. You'll learn how to translate your WHY into a clear, consistent selling story, why natural shoppers are so valuable to retailers, and how emotional connection drives profitable growth. This episode shows how to turn purpose into a powerful growth strategy. A brand's WHY is its greatest competitive advantage, but only if communicated clearly and consistently. By embedding your WHY into your selling story, you can differentiate your brand, attract loyal customers, and increase your value to retailers. Understanding your unique shopper and their values is crucial to effectively communicating your WHY and driving growth. Action step: finish this sentence: "We exist so our customer can ______." What transformation do you deliver? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 38 Mission Based Brands Connecting with Consumers, Seth Goldman with Honest Tea and Beyond Meat 🎙️ 58 Start With A Mission – Learn From Disruptive Brands Today, Kyle Garner with Organic India and Climate Collaborative 🎙️ 50 Life Lessons of Humility Love & Inspiration from Leaders, Sheryl O'Loughlin with REBBL and Clif Bar Day 8 of the Free 30 Days to Profitable CPG Growth Tip of the day: know your why! How does your mission (your why) align with and resonate with your customers? Communicate in a single voice with the same passion, enthusiasm and authenticity as the founder. You can get the episodes free guide and todays show notes at: RetailSolved.com/session280

279. Most CPG brands don't actually know what their products truly cost—and that blind spot quietly destroys margins and runway. In Day 7 of 30 Days to Profitable CPG Growth, I break down why estimating costs is dangerous, where hidden expenses show up from production to shelf, and how inaccurate costing leads to wasted trade spend. You'll learn why precision down to the penny gives you control, confidence, and leverage with retailers and investors—and how knowing your true costs unlocks profitable scale. Understanding the true cost of products is crucial for brand success, enabling accurate pricing, forecasting, and strategic planning. Many brands, however, lack this knowledge, relying on estimates and assumptions, which hinders profitability and scalability. By building a comprehensive cost model, brands can gain control over their finances, optimize margins, and make informed decisions for growth. Action step: calculate fully loaded COGS per SKU including freight and fees. Do you know your true margin by item today? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 82 Know Your Brand Health for Long-Term Success 🎙️ 271 WHY TRADE SPEND FAILS (AND HOW TO FIX IT) 🎙️ 149 Sustainable Brand Growth Strategies for Success, Katie Mleziva with Real Food Brands Day 7 of the Free 30 Days to Profitable CPG Growth Tip of the day: Accuracy Matters. Knowing The True Cost Of Your products You can get the episodes free guide and todays show notes at: RetailSolved.com/session279

278. Trying to do everything yourself is one of the fastest ways to stall your growth. In Day 6 of 30 Days to Profitable CPG Growth, I explain why great leaders scale by hiring wisely—not by working harder. You'll learn how to identify your superpowers, spot strategic skill gaps, and build a team or ecosystem that multiplies your impact. This episode shows how the right hires protect your energy, improve execution, and unlock sustainable growth without adding chaos. The strength of a leader lies in their ability to build a team that complements their strengths. Founders should focus on their unique genius zone and delegate tasks that others can do better. Hiring strategically, prioritizing revenue-generating roles, and leveraging mentors and advisors are crucial for scaling a business effectively. Action step: define the outcome you need before you define the role. What role do you keep trying to hire without clarity? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 36 Compelling Selling Stories Unlock Brand Success, John Foraker with Once Upon A Farm and Annies 🎙️ 212 Lessons On Challenging A Giant To Grow Your Brand, Gail Becker with CAULIPOWER 🎙️ 125 Building A Solid Team Essential Strategies, Josh Wand with ForceBrands Day 6 of the Free 30 Days to Profitable CPG Growth Tip of the day: The Real Strength Of An Effective Leader Is Measured By The People They Surround Themselves By And How They Empower Them To Succeed On Behalf Of The Organization You can get the episodes free guide and todays show notes at: RetailSolved.com/session278

277.  Big goals mean nothing without structure and accountability. In Day 5 of 30 Days to Profitable CPG Growth, I explain why most founders set goals that sound inspiring—but never move the business forward. You'll learn how to turn ambition into execution using SMART goals, scorecards, and measurable benchmarks that guide decisions, align teams, and protect your runway. This episode shows you how disciplined goal-setting becomes strategy—and why accountability is the difference between wishing and scaling. Traditional goal-setting often fails because it lacks specificity, measurability, and accountability. To achieve ambitious goals, founders should use the SMART framework (Specific, Measurable, Attainable, Realistic, Timely) to break down goals into actionable steps. A business plan and scorecard are essential tools for tracking progress, maintaining accountability, and ensuring alignment across the team. Action step: pick one goal, assign an owner, a number, and a weekly checkpoint. What goal are you committing to this quarter? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 91 Disrupting The Category with Innovation in Products, Justin Gold with Justin's 🎙️117 Maximize Broker Effectiveness for Sales Success 🎙️ 202 11 Proven Strategies To Increase Your Market Basket Size And Grow Sales Day 5 of the Free 30 Days to Profitable CPG Growth Tip of the day: Don't Be Afraid To Have Audacious Big Dreams. Disruptive Brands Are Leading Key Growth Trends. Use SMART Goals To Remain Focused And On Track You can get the episodes free guide and todays show notes at: RetailSolved.com/session277

276. Burnout isn't a personal issue—it's a business risk. In Day 4 of 30 Days to Profitable CPG Growth, I explain how a founder's energy, clarity, and well-being directly impact retail execution, decision-making, and brand performance. You'll learn why stress narrows strategy, how delegation and AI buy back time, and why focusing on high-impact work changes everything. This episode shows you how to lead from strength instead of exhaustion—so your brand can scale with confidence. Founders often neglect their well-being, negatively impacting their businesses. Prioritizing personal health is crucial for effective leadership, strategic decision-making, and brand success. By setting goals, delegating tasks, and utilizing AI, founders can free up time and energy to focus on high-impact activities and lead from strength. As a former founder and a mentor to entrepreneurial brands I know this first hand and I've seen in it in EVERY brands I've worked with. Founders allow life's distractions to pile up until they're buried beneath them Action step: document your weekly cadence: priorities, check-ins, scorecard, debrief. What's missing from your operating rhythm? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 197 Maximize The Real Value Of Your Brand Today, Eric Skae with The Bricktown Group 🎙️ 101 The Most Important Customer in Your Business Strategy, Ted Ning with LOHAS 🎙️ 66 A Brand-Building Coaching Session, Marshall & Elliott Rader with Gluten Free Bar Day 4 of the Free 30 Days to Profitable CPG Growth Tip of the day: Your Energy And Your Persona Are Reflected In Your Brand And Amplified Through Your Messaging And Your Brand Story. Set Yourself Up For Success In Business By Making YOU A Priority. You can get the episodes free guide and todays show notes at: RetailSolved.com/session276

275. Trying to build a food brand alone is one of the fastest ways to make expensive retail mistakes. In Day 3 of 30 Days to Profitable CPG Growth, I explain why founders who rely solely on brokers, agencies, or fundraising lose control—and how the right advisors collapse time, protect runway, and sharpen strategy. You'll learn how to choose mentors, build a strategic advisory bench, and use accountability to turn advice into execution. Listen to build a support system that helps you scale smarter, not harder. Building a successful food brand requires more than just hard work; it demands strategic support. Founders should seek mentors, advisors, and experts to accelerate growth, avoid costly mistakes, and gain a competitive edge. By surrounding themselves with a diverse advisory team, founders can benefit from accountability, expertise, and a broader perspective, ultimately leading to sustainable growth. Action step: list your "board of 5" (ops, finance, retail, marketing, leadership). Where's your biggest gap right now? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 196 Leveraging Wisdom to Unlock Leadership and Brand Growth, Brad Barnhorn 🎙️ 81 Passion For Real Food Strategies for Success, Greg Fleishman with Foodstirs and Purely Righteous Brands 🎙️ 46 Community Is The Magic Ingredient Behind Every Brand's Success, Alex Hanifin with Naturally Boulder and Alpine Start Foods Day 3 of the Free 30 Days to Profitable CPG Growth Tip of the day: You are not alone. Find a trusted mentor and/or advisor. Join mastermind groups that educate, inspire, and hold you accountable You can get the episodes free guide and todays show notes at: RetailSolved.com/session275

274. The fastest way to lose runway isn't bad product—it's not understanding how your business actually works. In Day 2 of 30 Days to Profitable CPG Growth, I break down why founders avoid the financials, operations, and retail mechanics that determine success. You'll learn how misunderstanding sales, velocity, and execution caps growth, why guessing kills confidence, and how Category Management gives you control. This episode helps you move from reactive to strategic—so you can lead with clarity and scale with confidence. Understanding how your business works, particularly your sales engine, is crucial for scaling and achieving growth. This involves knowing the rules of the game, simplifying your business to its core functions (making and selling), and learning from both successes and failures. By mastering these aspects, you can gain a competitive advantage, build trust with retailers and investors, and align your team for success. For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 42 How We Need To Inspire & Educate Shoppers About Brands, Gary Hirshberg with Stonyfield 🎙️ 136 The Retail Game – What You Need To Know to Win, Bob Burke with Natural Products Consulting 🎙️5 Using Advanced Strategies to Boost Retail Sales, Adam Lowry with Ripple Foods and Method 🎙️ 126 Well Defined Business Strategy for Lasting Success, Dustin Finkel with KAPOP Day 2 of the Free 30 Days to Profitable CPG Growth  Tip of the day: Commit to learn and appreciate the different roles in your business. This will keep you grounded and help you better understand how your business works. You can get the episodes free guide and todays show notes at: RetailSolved.com/session274

273. Most food brands don't fail because of product—they fail because the foundation cracks under growth. In Day 1 of 30 Days to Profitable CPG Growth, I explain why scaling without strong fundamentals quietly destroys margins, forecasts, and retailer trust. You'll learn how distraction hides the real growth drivers, why foundations must be revisited continuously, and what systems retailers and investors expect before saying yes. This episode resets how you think about scale—and why strong foundations accelerate profit instead of slowing it down. The 30 Days to Profitable CPG Growth is relaunched as a masterclass to help emerging CPG founders scale profitably. The series focuses on building systems, discipline, and retail execution for sustainable growth, rather than simply increasing distribution. It provides actionable strategies, retail insights, and tools to help founders align their brands with retailer goals and convert shoppers into loyal customers. If you're trying to scale a food brand, stop improvising. Growth isn't luck. It's sequence: strategy → execution → retail trust → repeatable demand. Action step: write your next 90 days as 3 phases: build / prove / scale. What phase are you in right now? For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 142 Maximize Sales With A Solid Business Plan Today, Michael J. O'Donnell 🎙️ 4 Strategies To Grow Sales And Profits Effectively 🎙️ 115 Success = Brand Strategy + Execution Essentials, Michael J. O'Donnell Day 1 of the Free 30 Days to Profitable CPG Growth Tip of the day: You put your whole heart and soul into creating a product to revolutionize the category, shouldn't your go-to-market strategy be as innovative as the ingredients in your package. Building a solid foundation today will support explosive growth tomorrow and beyond. What do you plan to do to strengthen your brands foundation?  You can get the episodes free guide and show notes at: RetailSolved.com/session273

272. Scaling faster feels necessary—but for most CPG founders, it quietly destroys margin, cashflow, and control. In this opening episode of 30 Days to Profitable CPG Growth, I explain why distribution-first growth fails, the hidden costs founders don't see, and how profitable scale is actually built. You'll learn why "doing more" shrinks runway, how retailers define success, and the systems required to make growth stick. This episode sets the foundation for the entire 30-day roadmap—listen now to reset how you scale. If you're an emerging CPG founder, you're probably feeling it right now—the rising cost of doing business, the pressure to scale faster than your infrastructure is ready for, and the nagging fear that one wrong move could shorten your runway. Most of the advice you've heard—isn't only outdated, it's dangerous in this economy. Here's the part no one says out loud: the path most founders are following is built on assumptions that were never designed for small, mission-driven brands. And when the rules don't serve you, you need a better rulebook. This series a masterclass to help you extend your runway, strengthen your retail partnerships, and convert occasional shoppers into loyal evangelists. For additional inspiration listen to the following Bulletproof Your CPG Brand podcast episodes: 🎙️ 87 Build Your Brand With These Sturdy Foundation Essentials, Peter Burns with ONE Brands, Justins, and Hain Celestial 🎙️ 100 Sage Brand Building Advice from Industry Leaders, Gary Hirshberg, Seth Goldman, Miyoko Schinner, Kyle Garner, Sheryl O'Loughlin & Chuck Muth 🎙️ 32 The Supermarket Guru Insights for Retailers with Phil Lempert Tip of the day: Commit to continually learning and growing. Don't allow life's distractions to derail you or keep you from achieving your goals - your purpose! You can get the episodes free guide and todays show notes at: RetailSolved.com/session272

271. Discover the common pitfalls that lead to trade spend failures and learn how to fix them with effective brand management and marketing strategies. In this video, we'll delve into the world of trade marketing, exploring the importance of data analytics and business intelligence in informing your brand strategy. By understanding consumer behavior and implementing a solid category management process, you can improve customer retention and drive sales. We'll also discuss the role of brand positioning and branding 101 in creating a strong brand awareness, as well as the benefits of strategic planning and merchandising in the natural products expo and plant based markets. Whether you're an entrepreneur or a small business owner in the fmcg industry, this video will provide you with valuable insights and tips on how to optimize your trade spend and achieve your business goals through customer experience management and retail solved strategies. By leveraging data analyst expertise and applying a well-crafted positioning statement, you can take your brand to the next level and stay ahead of the competition. Learn how to create a successful brand strategy that drives results and grows your business. Trade spend often fails for emerging CPG brands due to a lack of strategy, leading to excessive spending and reduced profitability. This episode explores the five main reasons for trade spend failure, including a lack of understanding of true costs, incomplete promotion agreements, and promoting the wrong SKUs. By implementing a fully loaded cost model, creating detailed promotion agreements, and focusing on promoting the right products, brands can turn trade spend into a strategic growth lever. Promotions should drive trial and build awareness, not reward existing customers. To be effective, promotions should focus on SKUs that drive repeat purchases, increase basket size, and reflect core brand attributes. Measuring post-promotion retention is crucial to determine the success of promotions, as it indicates whether shoppers are becoming loyal customers. Download the New Item Essentials Guide at RetailSolved.com/Guide13 and learn how to build a pricing architecture that protects margin, strengthens retailer relationships, improves promotion ROI, and creates sustainable growth for your brand. Get the show notes at: RetailSolved.com/session271 ⏰ Timecodes  0:53 The truth about promotions  1:09 Promotions frequently cost more than you earn 1:48 Promotions - from a big brand perspective 4:31 Why trade spend matters 4:42 What Trade Spend really is (and isn't)  5:33  STRATEGY #1 — Trade Spend Fails Because Brands Don't Know Their True Costs 7:33 STRATEGY #2 —Trade Spend Fails Because Promotion Agreements Are Incomplete 9:01 STRATEGY #3 — Trade Spend Fails Because Brands Promote the WRONG SKUs 11:40 STRATEGY #4 — Trade Spend Fails Because Brands Don't Measure Post-Promo Retention 13:48 STRATEGY #5 — Trade Spend Fails Because Brands Don't Forecast Properly 14:54 RECAP — THE FIVE REASONS TRADE SPEND FAIL