Why This Brand Pulled Out of 2,500 Doors—and What Brands Chasing Those Retailers Need to Know

Why This Brand Pulled Out of 2,500 Doors—and What Brands Chasing Those Retailers Need to Know

Getting onto retail shelves can feel like a big accomplishment—but what happens when strong velocity, national distribution, and real sales still don't add up to a profitable business? Lauren Chew of Love + Chew Superfood Cookies shares the story behind her decision to exit 2,500 retail doors through UNFI and KeHE—even with velocities buyers were happy with. Abby June Richards of The CPG CFO breaks down where the P&L falls apart for emerging brands and what founders need to understand about cash conversion cycles, trade spend, and channel-level profitability before signing a retailer contract. And Liana Krasnow of Noodo, a premium bone broth pasta sauce just 21 doors in, asks the questions every early-stage brand should be asking right now. You Will Learn: * Why a brand can have great velocity and still be losing money on every case * The hidden cash conversion cycle that can turn a modest monthly loss into a $3M cash problem * How to evaluate whether a specific retailer is actually a fit—before you sign anything * What trade spend really is, why it's not an operating expense, and how misreporting it can hurt you in due diligence * The factors Lauren would weigh differently with her next brand, including shelf facings, direct shipping, and which retailers to avoid entirely * Why regional, direct, and foodservice channels may deliver more profit than national distribution—and how to know when you're ready to scale

Before You Spend More on Growth, Ask These 5 Questions

As brands grow, it's easy to focus on the next retailer, the next marketing initiative, or the next distribution opportunity. But sustainable growth starts with a deeper understanding of your brand identity, who it's for, and what makes it truly different. In this episode, Eric Ramstad of Farmwell Drinks, Shaakira DeLoach of Ginja Snap, and brand strategist Kelly Criswell of Mudge to discuss how emerging brands can build around a niche, attract the right consumers, and create a foundation for long-term growth. From rebrands and packaging decisions to demos, consumer feedback, and community building, the conversation explores the questions founders should be asking as they refine their positioning and prepare to scale. You Will Learn: • How to identify the consumers most likely to become loyal customers • Why simplifying your messaging can strengthen your brand and improve consumer understanding • How to use demos and direct customer feedback to refine positioning and packaging • What creates meaningful differentiation when competitors can copy your ingredients or category • How to evaluate whether your current positioning can support future growth and expansion

A Quick Note From BevNET Live

Hope to see many of you at BevNET Live this week on June 10 + 11 in NYC! And for everybody else, we'll get back to our regularly scheduled podcast next week. Thanks for being part of our community!

What You Need to Know Before BevNET Live with Editor-in-Chief Jeff Klineman

Getting ready for BevNet Live June 10–11 in New York City? Or on the fence? BevNet's Editor-in-Chief, Jeff Klineman, walks through a practical "how to do BevNet Live" guide — covering the agenda, key speakers, and how to make the most of every hour at the show. We cover: * Tips on how to get the most out of networking, speaker presentations, 1:1 meetings with retailers and investors, and everything else at the show * What you need to do at BevNET Live and what you can catch up on when you're back home * Agenda highlights from Athletic Brewing, Culture Pop, and Dirty Shirley on building without outpacing your business * Retail sessions with Walmart, Whole Foods, and Vitamin Shoppe on getting — and staying — on shelf * Five investor-focused sessions including a term sheet tutorial and a former PepsiCo M&A lead * The delta-9 hemp category under the microscope as Congressional pressure threatens its future * Early intel on AI and agentic commerce — what CPG brands need to do now before big players lock it in There's still time to register at Bevnetlive.com - see you there!!

Small Format Retail is More Than A Shelf. Here's How It Can Turn Early Placement Into Bigger Opportunities.

Rachel Krupa, founder of The Goods Mart, shares what emerging CPG brands can learn from small format retail, curated placements, and real shopper behavior. She also breaks down the reopening of The Goods Mart in Brooklyn, a new South Williamsburg location with double the space, expanded grab and go, frozen, pantry, beauty, home, vintage snack finds, and a front row view into what consumers actually buy. You will learn: * How small format retail can help brands test packaging, price, and positioning * Why taste and founder hustle matter more than launch hype * How placement at small format retail stores can lead to press, investors, and new accounts * How to think about hotels, offices, coffee shops, and other nontraditional channels * Why operational readiness matters before expanding into new outlets * How to use customer feedback to understand what drives repeat purchase