CPG Insiders

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 strategyIf 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/cashGet your copy of The 27 Unbreakable Rules: https://a.co/d/0bUR3OHeSubscribe 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 founderOne 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 arrivesWhether 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 Bridgewww.bridgemarketplace.comLearn Morewww.jandhlabs.comIf 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 companyIf 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.