Winning Pitches with RangeMe & ECRM

Joe Tarnowski
  • 3.0 (4)
  • Entrepreneurship
  • Updated Weekly

Stories, insights & advice from Retail & Foodservice Pros.Every day, RangeMe and ECRM empower brands and buyers from retail and foodservice industries to make connections that matter. Now, we're collecting stories, insights, and advice from the entrepreneurs and professionals who are shaping markets today to help you grow your business tomorrow.

  1. 1d ago

    Episode #59 RangeMe/ECRM - Winning Pitches - Modinc

    In this episode, we sit down with Donna Howlett, the founder and CEO of Modinc Skincare, to discuss her remarkable journey in which a near-fatal accident inspired her to build a successful line of skin care products infused with Australian botanicals. After a life-altering accident at age 17 left her with severe burns, Donna witnessed the healing power of nature firsthand when her father treated her skin with aloe vera. This experience became the foundation for her passion and future career. Key highlights from our conversation include: The Entrepreneurial Grind: Donna details the scrappy path to launching her brand, which included funding the business through her success in the Sydney produce markets, enduring a decade of tedious formulation, and moving to the United States to bring her vision to life.A "No-Gray-Area" Philosophy: Learn about the meticulous process of developing high-quality, vegan, and cruelty-free products; and why Donna insists on being fully committed rather than having a backup plan.Packaging & Innovation: We discuss the design behind her eye-catching, 100% recyclable packaging and her strategic approach to buyer meetings – emphasizing the importance of research and team synergy.What’s Next: An exclusive look at upcoming product launches, including natural deodorants, bars of soap, and booty wipes; as the brand continues to expand into major retailers.Whether you are an aspiring entrepreneur or a beauty enthusiast, Donna’s story of resilience, solution-oriented leadership, and commitment to quality is truly inspiring

  2. Aug 11

    Episode #58 RangeMe/ECRM - Winning Pitches - BEE & YOU

    In this episode, ECRM’s Joseph Tarnowski speaks with Dr. Asli Elif, a food scientist, master’s degree holder, and the Co-Founder of BEE & YOU. Driven by a personal mission to help her son overcome a severe autoimmune disorder, Dr. Asli Elif leveraged her expertise in bee products to create high-quality, scientifically-backed health and beauty care solutions. They discuss the incredible power of propolis – a powerful natural resin collected by bees that acts as a potent antioxidant, antibacterial, and antifungal defense for the hive – and how it is used in BEE & YOU’s line of products. Dr. Asli Elif also shares some of her recent successes from both ECRM and RangeMe. Key highlights from this discussion include: BEE & YOU’s Origin Story: How Dr. Asli Elif transitioned from a career in the honey industry to an entrepreneur, developing pure, authentic bee products after failing to find high-quality options on the market.The Science of the Hive: An educational dive into what propolis, royal jelly, and raw honey are; and how they function as essential tools for immune support, vitality, and gut health.Product Innovation: A look at BEE & YOU’s diverse lineup, ranging from fast-acting throat sprays and probiotic-honey shots to Cosmos organic-certified skincare and sunscreens formulated with non-nano mineral zinc.Sustainability & Quality: Why BEE & YOU’s sustainable beekeeping model and rigorous in-house lab testing are critical to their mission of bringing nature’s goodness to humanity.Retail Success: Insights into how attending ECRM sessions and utilizing the RangeMe platform has helped BEE & YOU connect with major retailers like Sprouts.Whether you are interested in natural health remedies, clean beauty, or the entrepreneurial journey of building a brand dedicated to wellness; this conversation offers a fascinating look at the bridge between the hive and your daily routine.

  3. Aug 4

    Episode #57 RangeMe/ECRM - Winning Pitches - Cartwheel

    In this episode, ECRM’s Joseph Tarnowski sits down with Joanna Shu, co-founder and CEO of Cartwheel, to discuss how her emerging brand achieved the incredible feat of launching its Nit Happens lice treatment kit into 6,000 Walgreens stores right out of the gate from her first ECRM Health Care Session – before her product was even fully ready for production! Going from a rough packaging mockup to a 6,000-store mass production rollout is no small feat, and Joanna shares what it took to execute on this deal, including successfully navigating the scale-up financing and supply chain issues. What’s covered in this episode: The Launch Strategy: How Joanna pivoted from a mockup to a 6,000-store deal within weeks after a successful meeting at an ECRM session.Execution Under Pressure: How the team managed massive production requirements, secured funding, and overcame supply chain hurdles – including weather-related delays – to deliver on time and in full.The "Gross" Category: An inside look at the Nit Happens product line, why they focus on "high emotion, high urgency" categories like lice treatment, and their upcoming expansions into other family healthcare solutions.Networking and Pitching: Joanna’s approach to buyer meetings, why she believes in-person networking is essential, and how she uses transparency and research to stand out to retail buyers.Lessons Learned: Practical advice for new brands, including the importance of staying lean on packaging inventory and the necessity of having operational supervision to balance visionary ambition.Tune in to hear how Cartwheel turned a high-risk launch into a success story and why, according to Joanna, it’s better to be lucky – and prepared – than just good.

  4. Jul 28

    Episode #56 RangeMe/ECRM - Winning Pitches - NIQ's Chris Costagli

    Protein is everywhere, from fitness-focused breakfast cereals to, surprisingly, protein-infused vodka. But while consumer demand for this macro-ingredient is surging, a massive disconnect exists between what people think they are eating and what they actually need. In this episode, ECRM’s Joseph Tarnowski sits down with NIQ’s VP of Thought Leadership - Food & Beverage Chris Costagli to dive into his recently-released report, The Protein Paradox. They explore why 60% of consumers are making an intentional effort to increase their protein intake, yet remain largely confused about their daily requirements and how to track them. Key topics include: The Power of the Label: How simply placing the word "protein" on packaging - even in categories where it doesn't traditionally belong – is driving purchase behavior, and why consumers are beginning to grow skeptical.Generational and Income Shifts: How protein priorities differ across demographics, from aesthetic-driven younger generations to those focusing on maintenance as they age.The "Ultra-Processed" Trap: The challenge of balancing high-protein goals with the reality of ingredients.The Rise of Verification Apps: With 62% of app users trusting digital scanning tools as much as or more than product labels, find out what this means for brand trust and transparency.Future-Proofing for Gen Alpha: A sneak peek into how today’s parenting choices around protein are setting the stage for the next generation of consumers.Whether you are a manufacturer, retailer, or just a curious shopper trying to navigate the grocery aisle, this conversation offers critical insights into the real, and sometimes paradoxical, world of protein consumption.

  5. Jul 21

    Episode #55 RangeMe/ECRM - Winning Pitches - Lotus Alliance

    In this episode, host Joe from ECRM sits down with Carolina Sanchez-Vegas, the Marketing Director for Lotus Alliance Group – the parent company of Nova Marketing Access and The Beauty Corner. Lotus specializes in beauty and wellness, acting as a master distributor that bridges the gap between niche brands from Latin America and Europe and the multicultural communities looking for them. Carolina pulls back the curtain on how their lean, prepared team turned their very first ECRM session into a massive retail triumph, securing immediate shelf space in major US retailers. Whether you are an indie brand trying to scale or looking to understand the latest shifts in multicultural hair care, this conversation provides a real-world roadmap to retail success. What You'll Learn in This Episode The Skinification of Hair: Why modern consumers are treating their scalps like skin, prioritizing botanical and vegan ingredients, and seeking multi-step treatments like masks and oils.The 360-Degree Consumer Journey: How multicultural shoppers utilize social media for product education but ultimately demand an in-store, experiential process - including product sampling and demos - before committing to a purchase.The Reality of Retail Real Estate: Why exploding on TikTok or Amazon does not automatically translate to brick-and-mortar success, and how to navigate the technical nuances of packaging, labeling, and shelf configurations.Reverse-Engineering a Major Win: Inside Lotus’s specific preparation and strategy that rapidly landed their brands into 700 CVS stores and 100+ Walmart stores across the US from ECRM meetings.Grit, Resilience, and "The Dance": The importance of persistent weekly follow-ups, rehearsing team roles for pitches, and leveraging brand-to-brand relationships during networking events to avoid retail speed bumps.

  6. Jul 14

    Episode #54 RangeMe/ECRM - Winning Pitches - Conte Coffee

    In this episode, ECRM’s Joseph Tarnowski sits down with Michael Conte, the COO of Conte Coffee Company at ECRM’s recent Foodservice and Private Label Food & Beverage Sessions. From the brand’s humble beginnings as a local family business to becoming the powerhouse behind private label brands for some of America's largest retailers, Michael shares an inside look at what it takes to scale a beverage empire. Whether you are an aspiring brand looking to break into retail or a coffee lover curious about the technology behind your morning brew, this conversation serves up invaluable insights into business pivots, cutting-edge automated roasting, and the future of functional beverages. What You'll Learn in This Episode The Pivot That Saved the Business: How shifting from a pure foodservice model to e-commerce and private label right before 2019 protected the company from the devastating impacts of the pandemic.Five-Story Roasters & Air Fryer Tech: A look inside Conte’s fully automated facility in Italy that features massive Neotech roasters that blend and roast green beans simultaneously to create an unparalleled amalgamation of flavor.The Logistics of Private Label Success: Why holding 90 days of buffer inventory is a game-changer for major retail clients, and a realistic breakdown of the 9-to-12-month timeline from winning a retail bid to seeing products on shelves.Barista-Proof Foodservice Innovation: How plug-and-play espresso machinery, automated grinders, and Internet-of-Things software are helping restaurants combat staffing shortages by delivering consistent quality with zero training required.The Next Big Trends in Coffee: Michael discusses what’s on the horizon, including upcoming celebrity coffee lines and the massive surge in demand for functional ingredients like protein, creatine, and collagen driven by the GLP-1 wellness boom.

  7. Jul 7

    Episode #53 RangeMe/ECRM - Winning Pitches - Start to Sold

    Most emerging brand founders put 100% of their energy into developing the perfect pitch. But the true test of a brand’s longevity lies in its ability to master the complex logistics of driving velocity and staying in stock. Once you hit the shelves of a big-box retailer, your focus has to not only include marketing, but also supply chain reliability. Why? Because an empty shelf doesn't just hurt your bottom line. It directly impacts your retail buyer. They trusted you, and their reputation is on the line. To help brands navigate this high-stakes transition, ECRM's Joseph Tarnowski sat down with CPG Growth Strategist and Founder of START to SOLD Emily Page to map out exactly how to scale operations post-win.  Among the topics they dive into:  How to forecast velocity without historical store data Managing the weakest link in your supply chain lead times Preparing your cash flow and team for the "TikTok Effect" (sudden viral demand) The golden rule of retail logistics: Deliver bad news fastIf you're an emerging brand looking to scale or currently preparing for a major retail rollout, this is a must-listen!

  8. Jun 30

    Episode #52 RangeMe/ECRM - Winning Pitches - NIQ's Darren Seifer

    In this episode, ECRM’s Joseph Tarnowski sits down with Darren Seifer, VP of Thought Leadership for Home, Family, and Baby at NIQ, to unpack the consumer shifts that are transforming the household cleaning, paper, and food storage categories. The old industry playbook – relying on a predictable household routine and simple trade-offs between budget and premium products – is now outdated. Driven by economic pressures and lifestyle changes, today's consumer views cleaning as much more than just basic efficacy; it has become a tool for personal control, ritual, and identity. 5 Forces Reshaping Household Care Demand Darren breaks down the five core pillars dictating how modern consumers interact with household brands: Fragmented Homes: The traditional nuclear family model is shrinking as solo dwellers and non-related roommates alter purchasing units.Reevaluated Value: Consumers are solving for cost per use and overall return on investment, rather than simply hunting for the lowest shelf price.Control: In a chaotic world, maintaining a clean home provides a vital sense of personal order.Time Optimization: Digital tools and AI searches are streamlining the buying process, saving shoppers from the fatigue of analyzing 50 different physical SKUs.Identity-Driven Choices: Shoppers are increasingly aligning their dollars with products that feature sustainable claims and reflect their personal values.Key Market Trends & Takeaways The "Squeezed" Middle: Polarization dominates pricing. Products priced 25% above the category average are growing, as are those priced 25% below average, leaving mid-tier brands struggling to find their purpose.The E-Commerce Explosion: While brick-and-mortar sales remain flat, online sales for household care are growing by over 20%, currently capturing 30% to 35% of an average brand's total sales.Challenger Brands Are Winning Digital: Small agile brands (holding around a 3.5% category share) are bypassing traditional barriers to entry by launching digital-first, leaning heavily into sustainable packaging, and leading with emotional brand stories.Retail Channel Shifts: Club stores (rewarded for bulk volume) and mass retailers are thriving, while traditional grocery and drug stores feel the squeeze.Strategic Advice for Marketers To capture the next generation of buyers, traditional manufacturers must adapt: Audit Your Omni-Channel Strategy: Prioritize digital discovery and ensure content is optimized to surface easily in AI summaries and search tools.Expand Formats for Convenience: Look to alternative formats—like laundry sheets or tiles—that deliver performance without requiring measurement.Tell a Deeper Story: Efficacy is just the baseline; brands must highlight their origin stories, corporate sustainability initiatives, and community impact directly on their packaging and social channels.

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Stories, insights & advice from Retail & Foodservice Pros.Every day, RangeMe and ECRM empower brands and buyers from retail and foodservice industries to make connections that matter. Now, we're collecting stories, insights, and advice from the entrepreneurs and professionals who are shaping markets today to help you grow your business tomorrow.

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