For FMCG founders in Australia, this episode is an essential guide to successfully transitioning from direct-to-consumer to big box retail. Jessica Gordoun, MD of Ranged, uncovers the exact strategies to get challenger brands stocked and thriving in major retailers like Coles and Woolworths by understanding what buyers truly prioritize and avoiding common pitfalls.
Key takeaways
Retail buyers prioritize a brand's value proposition and market fit over social media following; focus on demonstrating concrete business value and category incremental growth.
Avoid the critical mistake of failing to tailor your product's pack size, price point, and marketing strategy for the retail environment; omnichannel success demands specific adaptations for brick-and-mortar.
Leverage case studies like Funday’s rapid entry into Woolworths to understand how challenger brands can strategically approach and secure placements with major retailers.
Prepare detailed information on unit economics, supply chain capabilities, and expected sales velocity tailored for a retail buyer before your range review.
Build strong relationships with key retail personnel and decision-makers, as these connections are crucial for long-term success and maintaining shelf presence.
Themes
big box retail entryfmcg growth strategyomnichannel strategyretailer relationships
Free SEO Audit Here Ranged - Contact Them Here Connect With Jess on LinkedInReady to take your FMCG or eCommerce brand from DTC darling to retail powerhouse?In this must-listen episode, Jessica Gordoun, Managing Director of Ranged, reveals the exact strategy her team uses to get challenger brands like Funday and Muscle Nation stocked in Coles, Woolworths, Chemist Warehouse, and Costco, and keep them there.Whether you're bootstrapping an eCom brand or already hitting 7-figures online, this episode is your unfair advantage to land on the shelves of Australia’s biggest retailers.What retail buyers actually care about (hint: it’s not your Instagram following)Why most eCom brands fail in retail, and how to avoid itThe one mistake that can kill your range review before it startsHow brands like Funday hacked the Woolworths system in 3 monthsHow to tailor pack size, price point & marketing for omnichannel successW
What does this episode say about big box retail entry?
Retail buyers prioritize a brand's value proposition and market fit over social media following; focus on demonstrating concrete business value and category incremental growth.
What does this episode say about fmcg growth strategy?
Avoid the critical mistake of failing to tailor your product's pack size, price point, and marketing strategy for the retail environment; omnichannel success demands specific adaptations for brick-and-mortar.
What does this episode say about omnichannel strategy?
Leverage case studies like Funday’s rapid entry into Woolworths to understand how challenger brands can strategically approach and secure placements with major retailers.
What does this episode say about retailer relationships?
Prepare detailed information on unit economics, supply chain capabilities, and expected sales velocity tailored for a retail buyer before your range review.
What does this episode say about big box retail entry?
Build strong relationships with key retail personnel and decision-makers, as these connections are crucial for long-term success and maintaining shelf presence.
