Hardware Podcasts

#215 - Ask-Me-Anything with Sales Pro Matt Merson

The Startup CPG Podcast · 23 Sept 2025 · 48m · Episode 196

What this episode covers

Matt Merson, Head of Strategy and Sales at Once Upon a Coconut, shares 35 years of CPG sales expertise with host Daniel Scharff, covering sales compensation, distributor management, and trade show strategies. They discuss negotiating DSD contracts, the strategic use of coupons and free fills, and best practices for creating sell sheets and managing distributor relationships like UNFI and KE. Merson emphasizes that trade show success is the output of pre-show engagement, while advising aspiring sales pros to prioritize attitude and network building.

Most relevant to

early-stage companies and companies scaling up

Topics

Mentioned

Companies
Once Upon a Coconut, UNFI, KE, Sprouts, Whole Foods, Rainforest, Doris, Relentless, Basemakers, Dirty Hands, Jungle Jim's, Stu Leonard's, Vintage Grocers, Rainbow Grocers, Mustard Seed Market, H-E-B, Force Brands
Also
Expo West, KHE Chicago, Mohican Sun

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The summary, chapters and topics are generated from the episode’s audio by this directory, not written by The Startup CPG Podcast. The episode itself belongs to its publisher.