Sales

Product Startups: Learn the Slow Burn

Have you ever heard the phrase “If it’s too good, then it probably is”? When it comes to establishing your business in retail – whether that be online retailers, distributors, or national chains – this phrase is good to keep in your back pocket when planning your channel and retail growth strategy. In this internet…

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Bridging the Gap from Digital to Retail

In today’s omni-channel market, retail is simply another medium of interacting and selling to your target customer base.  Similarly to retail, Amazon and direct-to-consumer channels are an opportunity. It can be done correctly, incorrectly, or somewhere in between. Most new product brands I speak with begin their growth journey selling online due to the thick barrier-of-entry to physical retail. However,…

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Execution is Limiting Your ROI at Trade Shows

Trade shows can be a fantastic way to launch a new product, find new partners, and garner attention for your brand. It can also be a fantastic way to waste money if you focus too heavily on preparation over execution. Many up-and-coming CPG brands I talk to are looking at CES or the NY Toy…

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Getting into Retail is Easy, It’s Up To You to Stay There

We work with hundreds of up-and-coming CPG brands because of our partnerships (such as Indiegogo) and because of our track record of pioneering new products in the retail distribution (and b2b) space. Time and time again there’s an imbalance of perceived significance between sell-in and sell-through. Sell-in: When a retailer purchases product from a manufacturer…

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The Battle between Retailer and Manufacturer

Retailers and manufacturers constantly battle over the placement, promotion, and pricing of products. However, the current retail landscape has retailers pulling ahead with greater demands, increasing pressure on manufacturers. Major consumer goods companies are disputing with large retailers—such as Office Depot, Toys “R” Us, and Walmart—over the use of trade promotion dollars and product orders.…

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How Keyport Focuses on its People for Retail Success

Surviving as a consumer product company is – no surprise – incredibly difficult. Above all else, being in the consumer product industry inherently means understanding how people feel and interact with your product: consumers, employees, partners, etc. While there are many variables, my interview with the guys at Keyport shows how focusing on people is…

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North American Distribution Model for Startups – Is it Broken?

I’ve talked to hundreds of CEOs and CMOs of consumer product startups (as well as mid-sized manufacturers) who are looking for ways to either break into the North American market for the first time or increase existing market presence. The initial reaction is always to look at distributors, perhaps for obvious reasons. Why partner with…

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Being a Consumer Product Startup in Today’s Retail Ecosystem

This blog post was inspired by yet another example of a promising consumer product startup (especially in tech) that’s closing its doors. In this case it happens to be Doppler Labs. While hindsight is 20/20, there’s more than enough history of failed hardware/consumer product startups to avoid the fundamental pitfalls. In fact, I’ve talked about…

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Hardware Startups: It’s Always Been About the Consumer

This post was inspired in part by a recent article titled “Why Do So Many Hardware Startups Fail” which pointed at a “lack of consumer demand” as the main cause for successful crowdfunded products never surviving into retail. Many of these hardware startups raised millions of dollars through crowdfunding, VCs, angel investors, and other sources…

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5 Top Reasons to Use Crowdfunding to Launch a New Product

If you are not using crowdfunding to launch at least one product per year, you are missing out on billions of dollars of risk-free revenue and millions of new customers. This is true whether you are an established company used to traditional product launches or a funded startup looking to come out with a bang.…

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