For most natural food brands, growing their wholesale business through direct shipments, brokers and distributors is typically job #1. Retail sales in the natural and conventional grocery channels has been the most successful way to get your product into consumers hands and mouths.
The challenge has always been “Can we make a profit doing that?” The cost of doing in store product demos along with slotting fees, free fills and required ad spend make it difficult for emerging brands to make a profit while scaling their business.
The times they are a changing….