Startup Confidential

The majority of CPG founders exhibit this archetypal orientation. They got into this because they're innovators. They're category geeks. Some, even snobs. But the real weakness these folks have to accept and address somehow is that they are NOT business people at heart. And yet it is the professional businessperson (and his/her team) who scales innovations. Not product-obsessed amateurs.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

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Founders are not snowflakes after all. They tend to come in a finite array of archetypes. In this series, I begin by discussing the Finance Founder. His/Her orientation to money and ROI over-determines every decision they make. For good and for bad. If you recognize yourself in this episode, I hope it helps trigger some self-awareness and growth. You need it. :)

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

It can be very tempting to look at your balance sheet or cash flow and then pick only tactics you can afford based on your present snapshot. The problem with this is not your financial responsibility. The problem is that you can’t compete effectively and grow rapidly until you prioritize competitive strategy first and then determine the relevant playbook you can afford. I promise you that you won’t end up with the same playbook, even if it costs the same. Have a listen and see what you think.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

Scaling a consumer-packaged goods brand via the DTC channel is more or less dead to all but the super-wealthy founder. It's important to note that the much larger, adjacent online grocery space is also declining. I explain why the dream is over for scaling into the eight figures online in CPG. And how you should think about both 3P online and the DTC channels moving forward. You don't want to miss this episode.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

The perils of the first $500,000 in recurring sales are many. Most are related to cash flow and getting paid by distributors or retailers. Without the proper seed monies, many companies evaporate despite the power of their innovation. In this episode, I'm updating the episode that launched this tough love podcast. There is less space on shelves than ever before, slotting fees have risen, and competition for access is worse than ever. Learn how to get through it and thrive.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

Non-alcoholic beer has been on a tear since 2017. That's when Heineken and an unknown brand, Athletic Brewing, appeared on shelves to shake things up. The latest Skate Ramp brand has crossed $100M rapidly, but will it journey at high speed toward $1B and truly impact the beer industry? I share an excerpt of my thoughts recently written in detail for The Food Institute.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

The final wave of failing Covid-19 brands is the eight-figure businesses that used initial raises to make it through Covid supply hell and COGS inflation but are still unprofitable and unable to raise further rounds. As these brands fail, a shelf grab is underway. Let me explain.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

A common battle occurs between finance and strategy, especially if your finance person is NOT a founder. It’s the idea that we should keep and protect all revenue sources, because the company is not making money. In reality, strategic focus is what you need, not proliferation of UPCs.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

Committing to a plan is hard enough for many founders. But, if you don’t do an annual diagnosis well, you will lose much of the plan’s benefit. The point of planning and diagnosing is to understand WHY you did or did not hit your revenue target (or other topline goals). This requires systematic disbelief in topline success. I call it pressure-testing, so you can ensure your ‘growth’ is not masking other problems (including misbehavior by your sales team). (Replay of popular 2022 podcast)

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]

Pricing power is one of the major things a brand gives you as an owner. But not right away. The power of a brand lies in the ability to raise prices at scale as costs increase without volume suffering much at all. Conversely, you can not slash your price to accelerate. In this episode, I explain the math behind price inelasticity and how to obtain it.

Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com

Please send feedback on this or other episodes to: [email protected]