Hemp Beverage News interviewed me on what it really takes to sell into Walmart, Target and other national chains.
Winning the account is the starting line, not the finish. I have seen brands celebrate a Walmart contract and face bankruptcy soon after.
What we covered:
• The question every buyer is really asking: are you creating new revenue, or taking share from something already on my shelf?
• Why pricing never goes in a pitch deck
• The funded 12-month marketing calendar retailers expect, and who pays for the discount
• Backup manufacturing, and freight costs that quietly eat your margin
• Building deep in your own backyard before going wide
Passion and energy are very good, but they can be dangerous if you have not thought it all the way through.
