114 episodes

The ECRM Podcast provides industry insights for buyers and sellers of consumer packaged goods, foodservice, pharmacy and contract manufacturing services.

The ECRM Podcas‪t‬ Joseph Tarnowski

    • Business
    • 5.0 • 3 Ratings

The ECRM Podcast provides industry insights for buyers and sellers of consumer packaged goods, foodservice, pharmacy and contract manufacturing services.

    114. How Frost Popsicles Crushed its Virtual Buyer Meetings

    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

    • 35 min
    113. How to Make Better Observations & Communicate More Effectively in a Virtual World

    113. How to Make Better Observations & Communicate More Effectively in a Virtual World

    Amy Herman is the President of Art of Perception & Author of Visual Intelligence, and her specialty is working with people from all different types of fields -- from doctors and teachers to law enforcement and military -- to sharpen their powers of observation, analysis, and communication. In this discussion we apply some of her teachings to the world of virtual meetings.

    Among the topics we cover are:

    • How to reconsider the importance of observation, perception, and communication skills across new and unfamiliar platforms

    • How to improve the navigation of unforeseen circumstances and formulation of contingency plans

    • How to shift situational awareness to meet new challenges of accessibility and connection with colleagues, stakeholders, and clients

    • How to incorporate multiple perspectives in critical decision making to broaden vision and overcome cognitive bias

    These topics will benefit both buyers and sellers on each side of the screen during virtual meetings.

    One note I'd like to leave you with, though -- in the video version of this interview, Amy uses a lot of visuals to complement her discussion, and while she is very descriptive so that they are not needed to get the benefit of her insights (after all, communication is one of her areas of expertise), but if you would like to see them you can watch the video on ECRM's YouTube channel: https://youtu.be/vt45ZclNzRA

    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

    • 51 min
    112. Power Trends that are Shaping the Natural Products Industry (Kate LaBrosse, Kate LaBrosse Consu

    112. Power Trends that are Shaping the Natural Products Industry (Kate LaBrosse, Kate LaBrosse Consu

    Last year’s seminal events of COVID and the social equity movements, have greatly accelerated consumers’ interest in wellness, diversity, and the environment, and we are seeing this play out in the types of products they are seeking from retailers and brands. Clean ingredients, transparency, sustainability and social responsibility are top-of-mind among shoppers these days.

    In this episode, I speak with Kate LaBrosse, Founder & CEO of Kate LaBrosse Consulting, about several key natural products trends that are reshaping the CPG industry. These are the trends that are showing explosive growth across categories and channels, and are important considerations not just for brands but for retailers who want to prioritize more natural offerings.

    Kate has a long history in the natural products industry. She's worked as a Wellness Category Manager for a national retailer, as a National Sales Manager for a probiotic brand, and most recently as the Conventional Nutrition & Body Care Sales Director for a natural products broker. She and her team have over 100 years’ combined experience in the Natural Products segment, and are passionate about supporting founders who want to grow their natural brand and conventional retailers who want to capture more share of their crossover shopper baskets.

    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

    • 48 min
    111. Breaking Into the U.S. Market: Best Practices for International Brands (Galvanina)

    111. Breaking Into the U.S. Market: Best Practices for International Brands (Galvanina)

    International brands looking to break into the U.S. retail market face many challenges, such as connecting with the right buyers, setting up a distribution plan, and determining the right strategic marketing mix to drive consumer demand in locations that have different trends and cultures than their home markets. 

    Galvanina, an Italian beverage supplier which produces and bottles mineral water, organic carbonated soft drinks, mixers and iced-teas, has cracked the code to success in the U.S., which is among the 50 countries in which it’s products can be found. The company launched nearly a century ago, taking its name from a mineral water spring near the hills of Rimini, and since 1987 has expanded distribution of its branded and private label beverages among the largest U.S. retailers. 

    In this episode, ECRM's Joseph Tarnowski with Galvanina's Ronan Noonan and Greta Pagliarani about the brand and its products, and how the wellness trend is impacting the beverage industry. They also do a deep dive on best practices for international brands looking to enter the U.S. retail market. And since they are veterans of ECRM's programs, they also provide tips on how international brands can get the most from their buyer meetings on the ECRM Connect platform. 

    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

    • 46 min
    110. Driving Restaurant Revenue with Pop-Ups (Cheryl Niman, For Your Table Consulting)

    110. Driving Restaurant Revenue with Pop-Ups (Cheryl Niman, For Your Table Consulting)

    The restaurant industry was among the hardest hit by the impact of the pandemic. Many locations are limited to outdoor dining, and in some areas are still takeout and delivery only. Needless to say, revenues in the segment have taken a nosedive.

    However, with a little creativity, marketing savvy and salesmanship, restaurant operators have opportunities to generate some extra sales, expand their markets, and keep staff on payroll by opening up pop-up locations.

    Cheryl Niman, Owner of For Your Table Consulting, is a 30-year Kroger veteran who has also worked at Gordon Food Service, and she combines her retail and foodservice expertise to help restaurants build successful pop-up locations, primarily by partnering with food retailers, but also with other retail channels and venues as well.

    In this episode, Niman takes us through the restaurant pop-up concept, and how to successfully market and execute pop-ups in partnership with local venues. This is definitely something that restaurant operators participating in ECRM’s March Foodservice Program should consider exploring.

    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

    • 38 min
    109. Ahold Delhaize’s Commitment to Sustainability Success

    109. Ahold Delhaize’s Commitment to Sustainability Success

    In 2018, Ahold Delhaize joined the New Plastics Economy Global Commitment, led by the Ellen MacArthur Foundation in collaboration with UN Environment Program. The focus of the commitment is threefold: to eliminate problematic or unnecessary plastic packaging and move from single-use to reuseable packaging models; to ensure that 100 percent of plastic packaging can be easily and safely reused, recycled, or composted by 2025; and to circulate the plastic produced by significantly increasing the amounts that is reused or recycled and made into new packaging or products.

    In this podcast episode, ECRM's Wayne Bennett speaks with John Laughead, Product Sustainability Manager for Ahold Delhaize USA about the company's sustainability efforts to date, and how it's working with suppliers to achieve its sustainability goals.

    Laughead and his team will be participating in ECRM’s Sustainable & Eco-friendly Packaging Program, which will be held March 23 to 25 on the ECRM Connect platform. For more information about this program, visit ECRM.MarketGate.com

    • 13 min

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