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. 6d ago

    Episode #65 RangeMe/ECRM - Winning Pitches - Twist Foods

    In this episode, ECRM’s Joseph Tarnowski sits down with Anisha Patel, co-founder of Las Vegas-based Twist Foods. After operating family restaurants for over 14 years, Anisha and her husband turned customer demand into a thriving CPG brand offering clean-label curry simmer sauces. Discover how Twist Foods navigated the transition from restaurant prep to retail packaging, overcame co-packer hurdles, and landed placement with major retail partners like H-E-B, Hy-Vee, and KeHE in under two years from RangeMe Immediate Opportunities and ECRM Sessions. 🔑 Key Highlights  Transitioning from Restaurant to CPG: How Twist Foods adjusted fresh restaurant recipes into shelf-stable sauces using real ingredients like cashew butter and fresh cream instead of artificial thickeners or powders.Overcoming Co-Packer Challenges: Why finding co-packers willing to cook with fresh onions instead of onion powder took patience, negotiation, and persistence.Winning Buyer Pitch Strategies: How Anisha shifted her buyer meetings from long product pitches to shorter, insight-driven conversations focused on solving buyer needs.Leveraging Retail Platforms: How Twist Foods maximized success using RangeMe category reviews and face-to-face ECRM sessions to secure major retail distribution.Targeting Modern Consumers: Why Gen Z and health-conscious families are driving demand for clean labels, seed-oil-free products, and versatile fusion flavors.Product Testing Grounds: How Twist Foods uses its brick-and-mortar restaurant and local farmer's markets to beta-test new products before launching them into production.What’s Next for Twist Foods: A sneak peek at upcoming flavor innovations, including date-based chutneys and curried hot sauces.

  2. Sep 22

    Episode #64 RangeMe/ECRM - Winning Pitches - PartnerSlate

    Finding the right contract manufacturer is often one of the biggest roadblocks emerging brands face when trying to scale. Cold calls, misaligned equipment needs, and unexpected costs can leave founders feeling like they’ve hit a brick wall. In this episode, ECRM’s Joseph Tarnowski chats with Vincent Tseng, CEO of PartnerSlate, to demystify the co-manufacturing search. They dive deep into why finding a co-manufacturer or co-packer is more like a marriage than a vendor transaction, how to evaluate if your brand is truly ready to make the leap, and how PartnerSlate’s curated platform and RangeMe partnership streamlines the matching process. Key Takeaways The "Marriage" Mindset: Why treating your co-packer like an investor rather than a simple vendor is the secret to building a successful, long-term manufacturing partnership.When Are You Ready?: The real numbers behind scaling up—why staying in a commercial kitchen longer might be the smartest move, and the sales volume or capital you need before making the jump.Commercial Kitchens vs. Co-Manufacturers: A breakdown of the core differences in quality control, equipment specifications, and upfront requirements.Managing Growth & Secondary Co-Packers: How to handle sudden viral growth or major retail purchase orders without overwhelming your primary supply chain.Curated AI Matching: How PartnerSlate uses anonymous, targeted matching to connect brands with qualified co-manufacturers within 48 hours.Exclusive RangeMe Perks: How RangeMe Pro, Premium, and Starter subscribers can access free or discounted project listings on PartnerSlate.

  3. Sep 15

    Episode #63 RangeMe/ECRM - Winning Pitches - Bhavana Foods

    In this episode, ECRM’s Joseph Tarnowski sits down with Ruchir Vimawala, Co-Founder of Bhavana Foods. Vimawala shares how he brought an iconic culinary brand with an 80-year legacy in India to the U.S. market, all while maintaining his full-time career as a medical device engineer.  From delivering products to independent grocers from the back of a Kia Optima to landing major retail deals with Grocery Outlet, KeHE, and United Supermarkets / Albertsons from ECRM meetings, Vimawala breaks down what true grit, hustle, and passion look like in the CPG startup world. Episode Highlights: The Culinary Origin Story: How a nostalgic trip back to India sparked Vimawala’s passion to bring authentic, non-preservative Indian meals to American consumers.The Name Behind the Brand: The heartfelt story behind naming the company "Bhavna Foods" after his wife, who serves as his Co-Founder, anchor, and biggest cheerleader.Innovating for the American Market: How Bhavana Foods transformed standard vegetarian entrees into convenient, shelf-stable, all-in-one combo meal kits designed for busy professionals and students.The 100-Hour Workweek: The realities of balancing a corporate engineering job Monday through Friday while spending weekends driving across state lines to pitch retailers out of the trunk of his car.Mastering the 10-Minute Buyer Pitch: Ruchir’s unique pitch philosophy—from wearing traditional Indian attire to treating buyers like VIPs—and how he closed a $50,000 purchase order in just seven minutes into a meeting during his first ECRM session.Turning Feedback into Product Design: How direct retailer feedback led to major packaging pivots, including split 12-pack shipping cases that double as ready-to-shelf display trays.Featured Quote: "People live American life. I live the American dream. This is a country—a gold mine of opportunities. The more you dig, the more gold you will find." — Ruchir Vimawala

  4. Sep 8

    Episode #62 RangeMe/ECRM - Winning Pitches - Molly Bz Cookies

    In this episode, ECRM’s Joseph Tarnowski sits down with Molly Blakeley, the energetic founder of Molly Bz Cookies, to discuss her upcoming book, Bake It Till You Make It. While Molly is well known for her successful cookie brand, this conversation dives deep into the raw, wild, and inspiring journey that brought her to where she is today. From growing up alongside serial entrepreneur parents in Alaska to hitting rock bottom and starting a business out of a taco truck with only $150 to her name, Molly shares actionable wisdom on grit, bouncing back from adversity, and building a brand authentically. Whether you are a seasoned CPG veteran or an aspiring entrepreneur, this episode is packed with invaluable business and life lessons. 📌 Key Highlights  The Inspiration Behind the Book: Molly wrote Bake It Till You Make It to motivate people never to give up, no matter how tough things look.Growing Up Alaskan Entrepreneurial: What it was like waiting tables at six years old, running bowling alleys, and learning customer-first service at age 13.Making Food an Experience: How braiding cheese on burgers as a teenager laid the foundation for Molly's fun, experiential product design today.The Power of Unapologetic Authenticity: Why trying to "fake it" on social media or in business is exhausting, and why showing up as your true self attracts the right people.From $150 to the Taco Truck: The miraculous series of events that turned her last $150 and a roadside taco trailer into the birthplace of Molly Bz Cookies.Overcoming Mass Rejection: Pushing through 100 co-packer rejections a day to get her unique, flavor-packed cookies produced.Hire Your Weaknesses: Knowing what you aren't good at (like spreadsheets) and surrounding yourself with a stellar team that excels in those areas.The "Peaches Rule": Why you shouldn't take rejection personally – even if you are the sweetest peach in the world, some people just don't like peaches.Pivoting into Foodservice: Molly’s newest venture taking cookie dough pucks to cruise lines, airlines, and exclusive retail partners.🎙️ Featured Quote "Here's the thing nobody really tells you growing up: You don't have to tick every box to land somewhere big. You don't have to be the most polished, the most perfect, or the most expected person in the room. Sometimes you just have to show up exactly as you are—loud, vibrant, imperfect—and let the rest work itself out."  — Molly Blakeley

  5. Sep 1

    Episode #61 RangeMe/ECRM - Winning Pitches - Lifeguard

    In this episode, host Joseph Tarnowski sits down with Won Yoo, the manufacturing and formulation brains behind Lifeguard – a sun care brand that is turning heads with its vibrant, high-visibility packaging and high-performance products. Originally registered in New York City back in 1951, the Lifeguard name spent decades plastered across beachside hoodies, T-shirts, and flip-flops. Now, the brand has leveled up from just looking the part to actually protecting people from skin cancer. By pairing classic American coastal branding with cutting-edge South Korean manufacturing expertise, Lifeguard officially launched its innovative sun care line in 2025 and is already snapping up major retail distribution, with ECRM Session wins that include Happy Beauty, Bealls, and Bloomingdale’s Outlet. Tune in to hear how this rookie brand navigated tough US regulations, survived early forecasting trial-and-error, and used buyer feedback to land space on major retail shelves. What You’ll Learn in This Episode The Evolution of a Lifestyle Brand: How a nostalgic apparel license teamed up with an international manufacturing expert to bring a full lifestyle sun care brand to life in the US.K-Beauty Innovation Meets Sun Protection: A look inside their hero SPF 30 and 50 lotions, featuring aloe infused with hyaluronic acid and vitamin-rich seaweed extracted from South Korea’s Jeju Island.Solving the “Sticky Beach" Problem: Why the brand developed a non-stripping sunscreen remover designed to clean out pores and wash away grit so you can head straight from the beach to dinner.Cracking the Retail Code: How Lifeguard used the ECRM and RangeMe platforms to secure fast retail wins with Happy Beauty, Bealls, and Bloomingdale’s Outlet.The Reality of the "Rookie Year": Won opens up about the logistical hurdles of a new launch, from managing minimum order quantities (MOQs) on expiring products to localizing marketing on a tight budget.What's Next on the Drawing Board: A sneak peek into Lifeguard's upcoming product expansion, including a new line of fragranced body lotions.

  6. Aug 25

    Episode #60 RangeMe/ECRM - Winning Pitches - DEFI Snacks

    In this episode, ECRM’s Joseph Tarnowski sits down with Tatyana Jones, the visionary founder of DEFI Snacks. Jones shares her inspiring journey from climbing the corporate ladder at major global CPG brands like Mars and GSK to diving headfirst into the rewarding world of entrepreneurship. Learn how she took the lessons from her corporate career and turned them into a chart-topping, award-winning functional snack brand. DEFI – which stands for Delicious Energizing Fitness Indulgence – aims to rewrite the rules of the candy and snack aisles. Jones breaks down how they pack a powerful 26 grams of protein into their bags without sacrificing taste or relying on garbage ingredients, fake fats, or artificial sweeteners. Key Takeaways from the Episode From Corporate CPG to Scrappy Startup: Tatyana explains how her post-MBA leadership rotations at Mars and managing over a $100 million marketing budget in pharma provided the perfect foundation for building her own brand.The Power of "Chocolate Plus": Discover the intentionality behind DEFI’s recipe, which utilizes a blend of fast-absorbing whey protein crisps, slow-absorbing casein protein for time-lapse nutrition control, and sprouted organic buckwheat – an Eastern European superfood packed with fiber and gut-health benefits.Winning the Retail Game: Get the inside scoop on how DEFI Snacks leveraged the RangeMe platform to enter and become one of six winners of the Nourishing Change Conference emerging brand competition, securing game-changing distribution in 500 Kroger stores. She also landed product placement in Hy-Vee.Targeting the Right Demographics: From millennial and Gen Z "fitness-loving foodies" to Gen X wellness shoppers and GLP-1 users requiring high-protein diets, find out how DEFI aligns perfectly with modern longevity and health trends.Baking Purpose into the DNA: Driven by the funding disparities faced by female founders, DEFI Snacks partners with the Enthuse Foundation to donate 1% of all sales directly to grants supporting women-owned startups.

  7. Aug 18

    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

  8. 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.

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4 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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