# Bonus: Getting Into Retail & Tips from a Buyer

- Show: [The Startup CPG Podcast](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast)
- Published: 2023-12-30
- Length: 55m
- Episode: 5
- Page: https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2023-12-30-bonus-getting-into-retail-tips-from-a-buyer
- Listen: https://share.transistor.fm/s/b30ae32f

## Summary

Paul Voge, co-founder of Aura Bora, and Clara Paye, founder of Unite, discuss their distinct paths to retail with Mitch Orland, a buyer at Earth Fare. Paul explains his strategy of starting with local direct store delivery to 50 stores before securing national natural distributors, while Clara details her rapid launch into 850 Walmart stores by leveraging a local data story and strong logistics. Mitch Orland provides the buyer's perspective, emphasizing the importance of differentiation, packaging, and building personal relationships to get noticed by retailers like Earth Fare.

## Outline

1. Introduction: Paul Voge, Clara Paye, and Mitch Orland
2. Paul Voge's Local-to-National Distribution Strategy
3. Clara Paye's Pandemic Launch and Walmart Entry
4. The Critical Role of Packaging and Branding
5. Mitch Orland's Buyer Discovery and Sourcing Methods
6. Trade Show Strategies and Networking Tactics

## Topics

- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Sourcing & supply chain](https://hardwarepodcasts.com/topic/sourcing-and-supply-chain)
- [Industrial & consumer product design](https://hardwarepodcasts.com/topic/industrial-design)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)

## Most relevant to

early-stage companies, companies scaling up

## Mentioned

- Aura Bora (product)
- Unite (product)
- Earth Fare (company)
- Walmart (company)
- Whole Foods (company)
- Sprouts (company)
- UNFI (company)
- Kehi (company)
- Zico (product)
- Honest Tea (product)
- La Colombe (product)
- Bristol Farms (company)
- FDM Sales (company)
- RangeMe (tool)
- Cin7 (tool)

## Related episodes from other shows

- [Advice Line with Sarah Kauss of S'well](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-06-20-advice-line-with-sarah-kauss-of-swell) (How I Built This)
- [#020 - Executing lean and agile retail growth for your startup or SME, with Benjamin Ertl of Retailbound, USA](https://hardwarepodcasts.com/podcast/the-hardware-entrepreneur/2017-04-05-020-executing-lean-and-agile-retail-growth-for-your-startup-or-sme-with-benjamin) (The Hardware Entrepreneur)
- [111: Selling & Growing Your Product at Retail Stores](https://hardwarepodcasts.com/podcast/product-startup/2022-01-26-111-selling-growing-your-product-at-retail-stores) (Product Startup)
- [094: How New Startup Products Get Into Big Retailers](https://hardwarepodcasts.com/podcast/product-startup/2021-09-22-094-how-new-startup-products-get-into-big-retailers) (Product Startup)
- [Advice Line with Lara Merriken of LÄRABAR](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-10-17-advice-line-with-lara-merriken-of-larabar) (How I Built This)

## Citing this page

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