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Consumers are feeling more pressure—but that doesn’t mean they’ve stopped spending. In this episode of CPG Insiders, Mark Young and Justin Girouard sit down with Baringa’s Caspian Conran and Maureen Bossi to break down the state of the U.S. consumer, where spending is shifting, and what CPG brands should be watching next. One of the biggest takeaways: consumers are becoming more selective about where they spend, but they’re still willing to pay a premium when the product delivers real value. The conversation covers: • Why aggregate consumer data can hide major differences between income groups • How premium brands can protect their positioning in a softer economy • Why cutting marketing during a downturn can cost you market—and mind—share • How gas prices and other economic indicators can signal changes in buying behavior • Why consumers may delay big-ticket purchases while still indulging in smaller premium experiences • How AI could reshape both the consumer journey and the broader economy For CPG leaders, the message is clear: understand exactly who your customer is, stay visible, and make sure the value of your offer continues to exceed the price you’re asking. To learn more about Baringa and what they can do for you, please visit https://www.baringa.com/en/

Private label has changed. Store brands used to wait for successful products, create a cheaper alternative, and sit next to them on the shelf. Now? Retailers are building brands of their own—and in some cases, they may not need your brand on the shelf at all. For CPG companies, getting retail distribution isn’t enough. You need to build a brand consumers actively demand. Because if shoppers don’t care which brand they buy, the retailer has every reason to choose its own.

Getting a massive retail PO can feel like the breakthrough your CPG brand has been waiting for. But what if saying “yes” actually puts you out of business? In this episode of CPG Insiders, Dr. Mark Young and Justin are joined by CPA and fractional CFO Scotty Palmer to break down one of the biggest challenges facing growing consumer brands: managing cash while scaling. Scotty shares real-world examples of brands that looked profitable on paper but were nearly out of cash, companies trapped by expensive receivables factoring, and founders who landed major retail opportunities only to discover they couldn’t afford to fulfill them. They also unpack why your best-selling SKU isn’t necessarily your most profitable, how rapid retail expansion can create a cash-flow crisis, and why looking backward at financial statements isn’t enough when your business is growing forward. In this episode: The difference between profitability and cash flowWhy a big retail PO can actually hurt your businessThe hidden cost of receivables factoringHow to model cash needs before entering more storesWhy more SKUs don’t always mean more profitHow to identify your most profitable products and channelsThe difference between a bookkeeper, controller, and CFOWhy growing brands need a forward-looking financial strategy If you’re building a CPG brand and preparing to scale into brick-and-mortar retail, this episode will help you understand the numbers behind sustainable growth. Learn more about CPG Insiders: https://cpginsiders.com/ Connect with Scotty Palmer / Take the financial quiz: https://palmersadvisers.com/cash Get your copy of The 27 Unbreakable Rules: https://a.co/d/0bUR3OHe Subscribe for more conversations about building, scaling, and growing successful consumer brands.

When is the right time to sell your CPG brand? In this episode of CPG Insiders, Mark Young and Justin Girouard break down one of the biggest—and most emotional—decisions every entrepreneur faces: when to exit. They explain why the best time to prepare for a sale is years before you plan to sell, how buyers actually value brands, and what separates a $50M exit from a $500M+ exit. You'll learn why buyers aren't purchasing your history—they're buying your future. In this episode: Why founders should start preparing for an exit 3 years in advanceThe biggest mistakes entrepreneurs make before sellingHow strategic buyers value growth differently than private equityWhy momentum matters more than current revenueThe 10 signs your company may be ready for an acquisitionThe exit readiness scorecard every founder should useReal acquisition examples including Rao's, RXBAR, Kind, Native, Cremo, - Primal Kitchen, and moreHow to build a company that can thrive without the founder One of the biggest takeaways: "The right price to sell your company is when someone offers you more than you'd pay for it yourself." Whether you're planning to sell next year or ten years from now, this conversation will change how you think about building enterprise value.

Landing a purchase order from Walmart, Target, Walgreens, or another national retailer can transform your business overnight. But it also creates one of the biggest challenges CPG brands face: financing inventory before you get paid. In this episode of CPG Insiders, Dr. Mark Young and Justin Girouard sit down with Rohit Mathur, Co-Founder & CEO of Bridge, to discuss how modern purchase order financing is helping emerging brands scale into retail faster. You'll learn: Why retail expansion creates massive working capital challengesHow purchase order financing worksThe right time to secure financing before retail expansionCommon financing mistakes that can cripple growing brandsWhy merchant cash advances can become a dangerous trapHow AI is making funding decisions faster and more accessibleWhat lenders actually look for when evaluating CPG brandsWhy Walmart suppliers need to prepare long before the first purchase order arrives Whether you're selling on Amazon today or preparing to enter Walmart, Target, Walgreens, Kroger, or other major retailers, this conversation offers practical guidance on funding growth without sacrificing your business. Connect with Bridge www.bridgemarketplace.com Learn More www.jandhlabs.com If you found this episode valuable, subscribe for more conversations with the leaders helping CPG brands grow, and leave a comment with your biggest challenge when scaling into retail.

AI isn't coming—it's already here, and it's transforming how CPG brands launch products, manage compliance, and compete with industry giants. In this episode of CPG Insiders, Mark Young and Justin Girouard speak with Ronnie Coleman, founder of puntt.ai. Their chat talks about how AI is helping brands automate packaging reviews, regulatory checks, content approvals, and global compliance processes. They discuss: Why AI is leveling the playing field for challenger brandsHow entrepreneurs can move faster than large corporationsThe future of legal, regulatory, and compliance reviewsWhy AI won't replace people—but will change how they workHow AI can help brands avoid costly packaging and marketing mistakesThe importance of becoming an AI-native company If you're building a consumer brand, this conversation offers a practical look at how AI can reduce friction, speed up execution, and create competitive advantage.

The future belongs to the curious. In this episode of CPG Insiders, Mark Young and Justin Girouard discuss why mindset, imagination, and continuous learning are becoming the most valuable skills in the age of AI. They also share the books that have had the greatest impact on their thinking around entrepreneurship, growth, leadership, influence, communication, and innovation. Topics include: The 10-80-10 AI frameworkWhy 10X thinking changes decision-makingWho Not How and scaling through peopleThe psychology of influence and persuasionEntrepreneurial operating systems and business growthNegotiation lessons from FBI hostage negotiator Chris VossThe future of AI, technology, and human potential Plus, a complete reading list featuring books from Benjamin Hardy, Dan Sullivan, Byron Sharp, Robert Cialdini, Angus Fletcher, Peter Diamandis, Chris Voss, and more. Featured books include: The 27 Unbreakable RulesHYPNO-TI$INGThe Science of Scaling10X Is Easier Than 2XWho Not HowThe Gap and the GainTractionThe Greater GameHow Brands GrowInfluencePre-SuasionPrimal IntelligenceNever Split the DifferenceWe Are As Gods

What separates brands that scale at retail from brands that struggle to stay on shelf? In this episode of CPG Insiders, Mark Young and Justin Girouard sit down with Scott Fuselier and Matt Jones from BCI (Buckeye Corrugated) to break down the real role packaging plays in retail growth, operational efficiency, sustainability, and customer experience.  The conversation goes far beyond “just boxes.” They unpack how leading brands use retail displays, power wings, pallet programs, fulfillment solutions, and sustainable packaging strategies to win with retailers like Walmart, Costco, Sam’s Club, Kroger, and more. You’ll also hear:  Why packaging is a brand introduction — not just a container  How packaging impacts retail sell-through and damage rates  What brands need to know about EPR and sustainability regulations  The operational mistakes that cost brands money at retail  How turnkey fulfillment and display programs work  Why “plug-and-play” retail execution matters  The future of sustainable corrugated packaging  How brands can reduce freight costs and improve efficiency If you’re a CPG founder, brand operator, retail leader, or packaging decision-maker, this episode is packed with practical insight. Key Takeaways  Retail packaging directly impacts sales, retailer relationships, and returns  Sustainability is becoming a retail requirement — not a nice-to-have  Damage reduction can dramatically improve profitability  Smart packaging strategy creates operational and retail advantages  Great displays help brands win more floor space and visibility

Breaking into retail isn’t just hard—it’s brutally unforgiving. With only a fraction of new CPG products surviving beyond two years, what separates the winners from the rest? In this episode, Mark Young and Justin Girouard sit down with Bruce Montgomery and Tracey Priest of Road2Retail to unpack what it really takes to succeed in brick-and-mortar. They go beyond the usual advice and get into the operational realities most founders overlook—from pricing strategy and margin math to supply chain readiness, retail expectations, and the hidden costs of failure. If you’re an emerging brand aiming for retail shelves, this conversation is a must-listen.

Most entrepreneurs build their business for freedom—but end up creating a prison they can't leave. In this episode of CPG Insiders, Dr. Mark Young and Justin Girouard sit down with Greg Heeres, author of Passing the Baton, to unpack one of the most overlooked—and emotionally complex—parts of entrepreneurship: what happens when you step away. Whether you plan to sell, pass the business down, or simply step back, Greg explains why succession is not a financial decision—it's an emotional one. From identity loss and leadership dependency to family dynamics and post-exit regret, this conversation reveals the hidden challenges most founders never prepare for. You'll learn why every entrepreneur needs not one—but three plans: a short-term contingency plan, a long-term exit strategy, and a personal "next chapter" plan that replaces purpose after the business is gone. The episode also explores: Why most businesses are dangerously dependent on the founder The four "unpredictable events" that can force an unplanned exit Why selling your company can strain (or even break) relationships How to prepare your team—and your family—for what comes next The biggest mistake founders make after a liquidity event If you're building a business to eventually exit, this episode will challenge how you think about success—and what comes after it. Because the real question isn't "How do I sell my company?" It's "Who am I when I no longer run it?"

In this special episode of CPG Insiders, the tables are turned as Justin Girouard takes the interviewer seat to ask Dr. Mark Young about his highly anticipated new book, The 27 Unbreakable Rules: Build a $100 Million+ Brick-and-Mortar CPG Brand. Mark breaks down the brutal reality of the CPG industry, where 95% of the 30,000 products launched every year fail, and explains exactly how to beat those odds. The conversation dives deep into the necessity of true belief in your product, the danger of launching a "Me Too" item, and why simply getting placed on a Walmart shelf isn't the finish line—it's just the beginning. Mark also shares incredible stories from his 30 years of experience, including taking a massive financial risk to launch a motorized fishing lure on QVC with Chuck Woolery. Whether you are just starting out or looking to scale, this episode outlines the literal laws of physics for surviving and thriving in brick-and-mortar retail.

A lot of founders believe scaling a CPG brand is about working harder, running more ads, or grinding through incremental growth. But what if the real path to scale is completely different? In this episode, Mark and Justin sit down with Keith and Ryan DiGregorio—founders building a breakthrough cleaning product—to talk about what happened when they got an early look at the new book "27 Unbreakable Rules." What started as a curiosity quickly turned into a blueprint for how CPG brands actually grow. From discovering that 80% of purchases still happen in retail, to rethinking pricing strategy, positioning, and category creation, this conversation unpacks several myths that hold founders back. They also share the mindset shifts required to build a brand that can scale—and eventually be acquired. Key Takeaways: Why most founders misunderstand the path from e-Commerce to retail The surprising reason retailers prefer higher priced products How to position your product to create its own category Why scalable brands must be able to run without the founder The key questions every CPG founder must answer honestly If you're building a consumer brand and want to grow beyond the ceiling of digital, this conversation offers a practical look at what it actually takes to scale.

You don't need a bigger team to scale your CPG brand. You need the right who. Most founders think the next move is hiring a full-time VP of Sales, a marketing team, or a supply chain lead. But at $5M, $10M, even $20M, that kind of overhead can crush your cash flow before retail ever pays you back. In this episode, we sit down with Les Hamilton, founder of CPG Integrated and former Target buyer, agency executive, and Chief Revenue Officer. He breaks down what actually happens when you get into retail—and why so many brands fail after they "win" the shelf. You'll hear: • Why retail is an audition—and most brands fail it • The hidden cash flow trap behind national rollouts • What buyers really care about (hint: it's not your factory) • Why premium pricing beats competing on margin • When to hire marketing first—and when you desperately need a CFO • How fractional executives can get you to $70M without a $300K salary If you're a founder trying to move from digital to brick-and-mortar—or from $7M to $70M—this conversation could save you millions. Listen now and rethink how you scale.

In this episode of CPG Insiders, Dr. Mark Young and Justin Girouard tackle one of the most common—and most misunderstood—questions in direct-to-consumer marketing: How do you budget for DTC when there is no fixed budget? They explain why traditional retail budgeting models break down in a modern, multi-channel DTC world and why brands must instead focus on cost per acquisition, lifetime customer value, and scalable economics rather than preset annual spend limits. Mark walks through how to calculate customer value across one-time purchases, replenishment products, and subscriptions—and why the brands that win are the ones willing to spend the most to acquire customers while maintaining discipline. The conversation highlights how cash flow timing, manufacturing capacity, market size, and media efficiency all act as real constraints on DTC growth. Using analogies like slot machines vs. vending machines, the episode breaks down how DTC campaigns evolve from unpredictable experimentation into repeatable, scalable systems—and why each new channel resets the learning curve. The episode closes with a candid reminder: while direct-to-consumer CPG offers one of the fastest paths to building massive value, it requires resilience, patience, and a tolerance for risk—along with experienced partners who understand how to navigate constant change.

Quitting a cushy job at American Airlines to sell recipe cards? Sounds crazy—until you realize it's an eight-figure business. Josh Hadley, host of the podcast Ecomm Breakthrough and founder of Hadley Designs, shares how he and his wife turned a passion for design into a scaling e-commerce brand. From moonlighting in the corporate world to leveraging Amazon arbitrage, Josh breaks down the gritty truths, painful lessons, and hidden strategies that led to explosive growth—without raising a dime in funding. You'll learn: • Why your cash conversion cycle might be killing your growth • The Amazon era is over—where smart CPG brands are moving next • How to scale without giving away your company Listen now and rethink what it really takes to grow a CPG brand that lasts.