Winning Pitches with RangeMe & ECRM

Joe Tarnowski
  • 2.3 (3)
  • 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. 6D AGO

    Episode #34 RangeMe/ECRM - Cleanlogic

    In this episode, ECRM’s Joseph Tarnowski sits down with Isaac Shapiro, co-founder of Cleanlogic and the Inspiration Foundation, who was recently honored by retailmediaIQ as one of the people who made a difference in 2025. Shapiro shares his journey of building a successful purpose-driven brand and his personal mission to advocate for the disability community in the corporate world. Among the topics they discuss are: The Origins of Cleanlogic: Shapiro shares how his mother, who has been blind since age seven, inspired the brand. Cleanlogic produces bath and skincare products with inclusive packaging that includes braille.The Inspiration Foundation: Founded in 2005 alongside the brand, the foundation originally provided grants to help blind individuals learn new technologies. It has since evolved to launch the Inspiration Foundation Seal, which certifies and recognizes companies that actively hire individuals with disabilities.The Business Case for Inclusive Hiring: Shapiro highlights case studies of companies like Walgreens and VF Corp, noting that employees with disabilities often show higher productivity and loyalty. He points out that while one in four Americans has a disability, only 36% are employed—representing a massive, untapped "new frontier" for talent.A New Podcast: Shapiro introduces his new podcast, Driven by Purpose, which aims to tell the stories of purpose-driven entrepreneurs and champions of disability hiring. The show also explores complex topics like brain health (mental health) and the personal impacts of neurodiversity.Individuals and companies looking to learn more about the Inspiration Foundation Seal or seeking guidance on hiring people with disabilities can visit inspirationfoundation.org.

    20 min

  2. FEB 6

    Episode #33 RangeMe/ECRM - Winning Pitches - NIQ's Katie Hazlett

    In this episode, Joseph Tarnowski speaks with NIQ’s Katie Hazlett to unpack the high-velocity trends and consumer shifts set to define the beauty and personal care market in 2026. As beauty continues its streak as a resilient, "must-have" category with 11% total growth, they discuss how retail buyers and brands can stay ahead of the curve. From the "inside-out" wellness revolution to the disruptive power of TikTok Shop and GenAI, this conversation provides a roadmap for navigating the next frontier of beauty retail. Among some of the trends they discuss are: ●      Premiumization vs. Affordability: How "dupe culture" and high-quality, affordable alternatives are challenging luxury standards as consumers shop across price points to find effective solutions. ●      The Beauty-Wellness Convergence: The rise of "beauty from the inside out," including the growth of supplements, sleep aids, and oral care as core beauty categories. ●      The Scent Explosion: Fragrance is no longer just for bottles. Learn why scent is driving growth in body care, hair fragrance, and even home goods like candles, and how influencers have helped spike fragrance sales online. ●      Social Commerce & TikTok Shop: With TikTok Shop already the No. 6 beauty e-commerce retailer in the U.S., they examine the critical role of influencers and "viral" trust in driving online sales. ●      AI-Driven Personalization: GenAI is becoming the new "personal shopper" for consumers seeking specific product recommendations based on age, climate, and skin concerns. ●      The Men’s Grooming Boom: Exploration of the acceleration in men’s segments, particularly in whole-body deodorants and skin-focused hair care. ●      Global Influences: The continued dominance of K-Beauty (now a $2B+ U.S. market) and how global trends migrate instantly via social platforms. Tons of insights to help beauty brands and retailers stay ahead of the trends for the coming year!

    18 min

  3. JAN 30

    Episode #32 RangeMe/ECRM - Winning Pitches - Pearl Resourcing

    Joseph Tarnowski sits down with Dave Korinek, Chief Brand Officer at Pearl Resourcing, at ECRM’s Beauty and Cough & Cold Sessions in Dallas to discuss how CPG brands can determine if it’s time to refresh their brand, and what it takes to execute a successful brand refresh.  Among the topics they discuss are: ●Beyond the Logo: Branding isn’t just a "handshake" like your logo; it’s the ethos of everything – from your tone of voice and customer interactions to the unboxing experience. ●The "Purple Cow" Factor: With a "sea of sameness" on the shelf, Dave discusses how to stand out visually from 20-30 feet away to draw consumers in. ●Recipe vs. Chef: Why selling your product's "story" is more impactful than just listing its ingredients. ●Retail Readiness: How to use feedback from retail buyers to determine if your brand story and visual identity are truly aligned. ●The Strategy-First Approach: Why design without strategy is just "throwing things on a wall," and how to build "deep roots" for your brand to grow. Korinek also shares why it’s important to pressure test your brand using consumer surveys and competitive analysis to ensure your hierarchy of messaging delivers on your product's promise, and how to find a brand agency partner that’s focused on solving your specific problems rather than offering "cookie-cutter" packages.

    28 min

  4. JAN 23

    Episode #31 RangeMe/ECRM - Winning Pitches - Thanks! Naturals

    Harley Sutton, founder of Thanks Naturals, is all in on TikTok, using the platform to transform her all-natural beauty and wellness brand into a social commerce powerhouse. In this interview with Joseph Tarnowski, recorded on location at ECRM’s Everyday and Holiday Cosmetics, Skin, Fragrance & Bath Session in Dallas, Sutton shares the various ways in which she uses TikTok to stay engaged with customers and sell products.   This includes tapping into TikTok’s organic affiliate model, sending out 200 samples daily to real users who create authentic, unscripted content, and hosting TikTok Live where she broadcasts for hours every day to answer customer questions in real-time, build deep community ties, and drive immediate sales on TikTok Shop. She also broadcasts live from retail locations to drive traffic into the stores. Ultimately, Sutton’s goal is to host TikTok Live broadcasts 24/7/365.  Sutton shares everything brands need to know to incorporate TikTok Live streaming into their business, including equipment and setup, when, where, and how to broadcast, and different ways to engage the audience.

    34 min

  5. JAN 16

    Episode #30 RangeMe/ECRM - Winning Pitches - Bubbles and Mane

    Bubbles & Mane,is a hybrid salon/spa concept in Astoria, N.Y. that offers a variety of beauty and wellness services in a beautiful, community-focused space. Just launched last year, the 2,500-square-foot facility spans two floors and offers a full-service Hair salon and color bar; luxurious head spa; nail, pedicure, and body wrap treatments; and a full-service spa with traditional facials and medical aesthetic procedures.  In addition, it has more than 50 linear feet of space featuring clean beauty, wellness and lifestyle products carefully curated to make the look, feel and vibe of the place. To find some of these products, Owner and CEO Michelle DeMartino worked with RangeMe on an Immediate Opportunity campaign to find local, woman-owned brands that reflected her mission as well as the aesthetics of Bubbles & Mane.   In this episode, Michelle takes us through a tour of the location and its offerings, shares details on how she worked with RangeMe to curate more than a dozen innovative brands for her retail space – one of which virtually sold out during the holidays!   She also shares some of the unique activities and community events Bubbles & Mane will ost, as well as its expansion plans into other major U.S. cities.

    30 min

  6. JAN 9

    Episode #29 RangeMe/ECRM - Winning Pitches - Casey's

    In this episode, Joseph Tarnowski speaks with Casey's Chris Stewart, VP of Merchandising, Phil Wilhelm, Senior Director of Center Store, and Lee Wilburn, Senior Director of Package Beverages, for an update on its 2nd Innovation Summit. This was the second Summit the 2,900+ store Midwest convenience chain held in partnership with RangeMe, during which selected brands met in-person with Casey’s category leaders for the opportunity to get on the shelves.  Among the topics discussed are:   An update on brands onboarded from the 1st Innovation Summit New brands that are in the process of being onboarded from the second Summit Casey's 'test and learn' process with new brands Enhancements to the Summit process, including an earlier timeline, focus on quality over quantity and a deeper level of engagement with brands during the in-person meetings What Casey's looks for in brands and products Advice for brands looking to participate in future Summits This is a must-listen episode for any brands looking to get on the shelves at Casey's!

    42 min

  7. 12/19/2025

    Episode #28 RangeMe/ECRM - Winning Pitches - Founders’ Innovation Day CPG Panel

    This episode features the full panel discussion on the CPG Growth Journey from the recent ECRM/retailmediaIQ Founders’ Innovation Day event held December 10 in NYC.  The panel, moderated by ECRM’s Joseph Tarnowski, featured three brand-owners, each at varying stages of growth: Obi Linton, Co-Founder of Nicobi Foods, a 5-year old brand that is growing fast; Luke Schneider, Founder of Fire Department Coffee, which launched about a decade ago and now has national distribution; and Hector Saldivar, Founder of Tia Lupita Foods, which successfully exited this year with a sale to Vilore Foods. The founders shared insights about each stage of their brand’s growth journey covering the following topics: Early-stage funding: Creative ways to secure capital and resources to support growthThe value of patience and perseverance for early-stage brandsThe value of taking a focused approach to growthWhen, why and how to pursue an exit strategyThis was a fun and engaging discussion, with a ton of takeaways for brands looking to successfully navigate their growth journeys!

    54 min

  8. 12/12/2025

    Episode #27 RangeMe/ECRM - Winning Pitches - Eco Bandage

    In this episode, Joe from ECRM sits down with Kiowa Kavovit, founder of Eco Bandage, to discuss her journey of creating a waterproof, colored liquid bandage and skin protectant that "seals, heals, and conceals." What began with a Shark Tank appearance at age six has evolved into a decade-long formulation process to create a sustainable, flexible liquid bandage that replaces traditional sticker bandages.  Kiowa shares her first major retail success with Meijer and details how the brand recently secured a Golden Ticket at Walmart's Open Call. The conversation also covers the critical pivot from minimal eco-packaging to retail-ready boxes to combat theft and improve shelf presence while still keeping to Eco Bandage's mission of sustainability.  In this episode, you’ll learn:  Product Innovation: How Eco Bandage offers a cellulose-based, flexible alternative to "crusty" liquid bandages, available in various skin tones and fun colors.  The "Bleeding Thumb" Pitch: The story of how Joe accidentally sliced his finger before a meeting, allowing Kiowa's mom to demonstrate the product live and secure an order from Meijer.  International Retail Expansion: The brand’s growth trajectory, from winning the ECRM Buyer's Choice Award in 2024 to launching internationally in Canada’s Sobeys stores.  Packaging Strategy: Why the company shifted from loose bottles to a "two-pack" box design to solve shelf-footprint issues and offer better value, and how it leveraged ECRM's Contract Manufacturing events to do so.  Future Innovations: A sneak peek at upcoming product lines, including liquid pimple patches that can be worn under makeup and clinical applications for hospitals.  Throughout the conversation, you'll gain insights on how to best engage buyers and category managers, and what it takes to grow your CPG brand!

    26 min
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Ratings & Reviews

2.3
out of 5
3 Ratings

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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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