# #128 Buyer Spotlight: Dwight Richmond, Town & Country Markets

- Show: [The Startup CPG Podcast](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast)
- Published: 2024-02-13
- Length: 47m
- Episode: 15
- Page: https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-02-13-128-buyer-spotlight-dwight-richmond-town-country-markets
- Listen: https://share.transistor.fm/s/fee3fb5f

## Summary

Dwight Richmond, Director of Center Store at Town & Country Markets, shares insights from his 30+ year career in grocery retail, including his time at Whole Foods Market and Dean & DeLuca. He discusses the strategic process of building retail sets, emphasizing the importance of data analysis (units vs. dollars), understanding consumer trends like the rise of cold-pressed juice, and the shift toward regenerative agriculture. Richmond also provides actionable advice for CPG brands on how to successfully pitch to buyers, navigate trade shows like Fancy Foods Las Vegas and Expo West, and the critical need for transparency and realistic expectations regarding packaging and distribution.

## Outline

1. Introduction and Fancy Foods Las Vegas Recap
2. Dwight Richmond's Career Journey and Philosophy
3. Strategic Set Building and Trend Analysis
4. Data-Driven Decision Making: Units vs. Dollars
5. Town & Country Markets Profile and Consumer Base
6. How Brands Can Get on a Buyer's Radar
7. Requirements for Shelf Placement and Promotions
8. The Fish Wife Success Story and Merchandising
9. Advice for Trade Shows and Career Longevity

## Topics

- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Sustainability & circular products](https://hardwarepodcasts.com/topic/sustainability-and-circularity)

## Most relevant to

large enterprises

## Mentioned

- Town & Country Markets (company)
- Whole Foods Market (company)
- Dean & DeLuca (company)
- Fish Wife (product)
- Suja Juice (product)
- Evolution Fresh (product)
- Blueprint Juice (product)
- Genesis Juice (product)
- Fancy Foods Las Vegas (other)
- Expo West (other)
- Spins (tool)
- Rangeme (tool)
- Nosh (other)
- Bevnet (other)
- SFA (other)
- New Hope Media (other)

## 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)
- [Advice Line with Pete Maldonado of Chomps](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-05-02-advice-line-with-pete-maldonado-of-chomps) (How I Built This)
- [Advice Line with Jeni Britton of Jeni's Splendid Ice Creams](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-03-27-advice-line-with-jeni-britton-of-jenis-splendid-ice-creams) (How I Built This)
- [Advice Line with Daymond John of FUBU](https://hardwarepodcasts.com/podcast/how-i-built-this/2026-08-27-advice-line-with-daymond-john-of-fubu) (How I Built This)
- [058: How to Pitch Your Product to Retail Stores](https://hardwarepodcasts.com/podcast/product-startup/2020-12-21-058-how-to-pitch-your-product-to-retail-stores) (Product Startup)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-02-13-128-buyer-spotlight-dwight-richmond-town-country-markets. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to The Startup CPG Podcast.