The ECRM Podcast provides industry insights for buyers and sellers of consumer packaged goods, foodservice, pharmacy and contract manufacturing services.
124. Bringing Speakeasy Style to Retail, Without the Alcohol: Blind Tiger Spirit-Free Cocktails
With the growing popularity of zero-ABV cocktails, it's no surprise that Blind Tiger Spirit-Free Cocktails was among the first wave of brands to receive a wholesale order on RangeMe shortly after the service became available on the platform. According to NielsenIQ, off-premise sales of non-alcoholic grew 87 percent versus last year. And a survey by CGA - Americas revealed that 11 percent of consumers have recently tried a non-alcoholic cocktail at an on-premise location.
ECRM's Joseph Tarnowski spoke with Founder Rebecca A. Styn, Ph.D. (who also owns the Room 33 restaurant in Erie, Pa.) about the origin of her brand, the growing no-ABV trend among consumers, and how she works with buyers to determine the optimal placement and assortment of this growing segment of the adult beverage category.
#business #retail #cpg #cocktails #spirits #ecrmrangeme
122. So You've Landed on the Shelf... Now What? 3 Steps to Retail Success with Alli Ball
Once you've landed ON THE SHELF, you have to move your products OFF THE SHELF, and into shoppers baskets. In this presentation, Food Biz Wiz founder Allison Ball shares a 3-step plan to boost sales once you have secured that coveted shelf space.
This was one of the supplier workshops from ECRM's Global Market: Spring Buying Days, which took place last week, and includes the very engaging Q&A between Alli and the supplier participants.
Among the topics she discusses are:
- Developing a successful launch plan
- Engaging retail staff and shoppers to build excitement around your products
- Leveraging promotions, in-person and digital marketing
- Nurturing of key partnerships for long-term success post-launch.
Tons of practical insights for every emerging brand who has recently landed a retail deal!
118. Transparency & Candor are Critical for Successful Retailer-Supplier Relationships
Relationship and partnership blind spots can do more than hurt you; they can put you out of business.
These days, our industry is facing increased costs, looming inflation, limited face-to-face interactions, and an evolution in consumer behaviors, making strong retailer-supplier relationships more important than ever before.
“Partnerships are under more pressure than ever,” says Dan Mack, Founder and Managing Director of Mack Elevation. “They are under duress because of the pandemic, digital transformation, hyper-competition and a lot of additional factors.”
During his presentation at ECRM’s Global Market: Fall Experience, Dan Mack, Founder & Managing Director of Mack Elevation, discussed insights from his interviews with 25 CPG sales VPs as well as 10 leading retailers on how today's fast-evolving retail landscape has impacted their relationships, and how they can best work together. This podcast includes his full presentation, as well as the audience Q&A with Wayne Bennett, ECRM SVP of Retail, who moderated the session.
Click here to read the blog post summary of this presentation.
Click here to view Dan Mack's profile on LinkedIn.
Click here to view the video presentation on YouTube.
#business #retail #cpg #ecrmrangeme
117. How Embracing Discomfort Enhances Health, Happiness & Performance: Michael Easter Interview
Have you embraced discomfort today? For our latest blog post, ECRM's Joseph Tarnowski spoke with Michael Easter, Author of "The Comfort Crisis," about how intentionally adding discomfort back into our lives can revive the mental, physical and spiritual vitality we are meant to have, and help us grow personally and professionally to levels we may have thought previously impossible.
Easter’s journey to understand our evolutionary need to be challenged takes him to meet the NBA’s top exercise scientist, who uses an ancient Japanese practice to build championship athletes; to the mystical country of Bhutan, where an Oxford economist and Buddhist leader are showing the world what death can teach us about happiness; to the outdoor lab of a young neuroscientist who’s found that nature tests our physical and mental endurance in ways that expand creativity while taming burnout and anxiety; to the remote Alaskan backcountry on a demanding thirty-three-day hunting expedition to experience the rewilding secrets of one of the last rugged places on Earth; and more.
Along the way, Easter uncovers a blueprint for leveraging the power of discomfort that will dramatically improve our health and happiness, and perhaps even help us understand what it means to be human. The Comfort Crisis is a bold call to break out of your comfort zone and explore the wild within yourself. Since publication, The Comfort Crisis has become a bestseller and been adopted by Major League Baseball teams, top-ranked NCAA D1 football programs, top-tier universities and law programs, major corporations, tier-one military units, and more.
Purchase the book here: https://eastermichael.com/book/
View the ECRM Blog post summary of the interview here.
View the interview on YouTube here.
#performance #wellness #personalgrowth #business
116. How Zot Organic’s Consultative Approach Landed Deals at ECRM Global Market
2 days ago
Zot organic's Todd Kite landed two retail deals from his six meetings at ECRM's recent Global Market: Fall Experience, and is close to closing another. In this interview with Joseph Tarnowski, he discusses his approach to buyer relationships and how it has driven retail success for this organic licorice supplier.
Kite is all about servicing the buyer. He takes a consultative approach to sales, presents with the buyer's needs in mind, and is fully transparent about the company's capabilities. “I would rather walk away from the table than get a black mark on our reputation by not being able to supply somebody,” he says.
Indeed, his focus on slow and sustainable growth, along with incredible service, has led to the company continually exceeding the targets it sets every year..
In this post you'll learn about Kite's philosophy when it comes to retail sales, how he presents during meetings, and how he develops long-term mutually-beneficial relationships with retail buyers.
#retail #sales #business
114. How Frost Popsicles Crushed its Virtual Buyer Meetings
If you are a supplier getting ready to meet virtually with buyers, then this is definitely an interview you won't want to miss. In this podcast, I speak with Natasha Fagri, Co-Founder of Frost Popsicles, which offers a range of seven all-natural alcoholic popsicles, or “poptails,” as Fagri likes to refer to them, as well as several non-alcoholic popsicles. She and her business partner launched the brand in 2016 in South Africa and have recently entered the U.S. market. She participated in ECRM's Frozen and Global Wine, Beer & Spirits Programs, and absolutely crushed her buyer meetings landing a couple of deals shortly afterward.
Natasha shares the steps she took to prepare for those meetings, including how she defined her "why," how she researched the buyers, and how she crafted her presentations for maximum impact in the time alloted. She shows how doing your homework beforehand and lots of pitch practice can result in a great meeting experience.
ECRM connects buyers and sellers of fast-moving consumer goods in category-specific, highly curated face-to-face meetings. For more information, visit ECRM.MarketGate.com