Why Small Markets Matter Just As Much As Retail Giants In the consumer packaged goods industry, it’s easy to become hypnotized by the allure of major retail chains. The sheer volume potential of a Walmart, Target, or yes, Kroger, can make these giants seem like the only path to success. But this mindset might be…
Managing the Human Side of CPG Nobody talks about the emotional toll of food and beverage sales. We discuss velocity metrics, trade spend optimization, and category management strategies. But we rarely acknowledge the human challenge at the heart of this work: most CPG salespeople are relationship-driven people trying to hit spreadsheet-driven goals. After a decade…
In-Store Sampling Remains Your Most Powerful Sales Tool In an age of digital marketing, influencer partnerships, and sophisticated data analytics, there’s still nothing quite like putting your product directly into a consumer’s hands. In-store demos remain one of the most powerful tools in the food and beverage industry — and also one of the most…
Food & Beverage CPG Roundup – May 2025 Top Story: Frozen Crunchy Soda? 🍒🥤 @FruitRiot & OLIPOP PBC Team Up for a One-of-a-Kind Treat. Billed as “frozen crunchy soda,” Fruit Riot’s new Candy Crunch Cherries are real frozen cherries encased in a cola-flavored candy shell — thanks to a collab with prebiotic soda brand Olipop.…
Yes, I know it’s Thursday not Tuesday – life happens! And speaking of real-world realities, that’s exactly what today’s edition is about: the often-overlooked power of effective store checks. Many reps see store checks as just another task to check off their list. I’ve watched countless sales folks dash into a store, snap a few…
Mentors Who Shape Careers Food and beverage sales can often feel like a solo sport. You’re the one doing demos, making pitches, and checking shelves. This is especially true for remote salespeople, who may go months without face-to-face interaction with colleagues. But here’s the truth: no successful salesperson truly succeeds alone. Behind every great sales…
Everyone loves to celebrate the “we got into Whole Foods!” moment. The champagne flows, the LinkedIn posts go live, and founders finally feel validated after years of hustle. But after a decade in food & beverage sales, I’ve lived by this truth: The “yes” is the start of the work (and the problems). That buyer’s…
After 10+ years of selling food and beverage brands into grocery, specialty, and natural retail channels, I’ve decided to share what I’ve learned in this bi-weekly series. Why “The Sell Sheet”? Because like those one-pagers we frantically print before buyer meetings, I’m cutting through the noise to deliver what actually matters in food retail sales.…