OUR SERVICES

Plan | Execute | Evaluate Organic Brand Consultants partners with both big and small companies to navigate through the complex world of distributors and retailers.

Focused Workshops "Power sessions" designed to "Jump-Start" strategic plans and address the most common mistakes brands make in the Natural/Organic space.

  • Focused workshop sessions include
    1. Category, brand role, positioning, and “size of prize”
    2. Go to Market/Channel strategy
    3. Price Size Architecture
    4. Distributor setup/expertise
    5. Retailer focus
    6. Promotional plans
    7. Strategy Refinement
    8. Problem Solving and Most common mistakes to avoid
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Ongoing Support Whether it's continuing from the focused workshops or deeper dives into other areas, I'm here to help you overcome major issues and exceed your targets.

  • Ongoing "Fractional" Sales Expertise Includes
    1. Assessment: Analysis | Review | Positioning | Recommendations
    2. Channel: Distributor| Retailer Strategies | Analysis | Prioritization
    3. Distribution Goals:  POD’s | Door | Velocity Targets | “Must Carry” Sku Prioritization/Ranking | Sku Rationalization
    4. Pricing:  National price lists | Everyday Retails | Promoted retails
    5. Promotions:  Strategy | Development | Assessment | Execution | Evaluation | Distributor calendars (Off invoices/ MCB’s) | Retail promotions: Billback vs Scans, minimums discounts and weeks required | Promotional planners  
    6. Trade Management:  Customer investments/Co-op Dollars | Retailer Execution Fees | Distributor incentives: case stack, hip pocket, grand opening deals and demo/sampling parameters | Tracking
    7. Brokers:  Contract/RFP/Bonus Negotiations | Onboarding | Training | Sales Tools | Scorecarding
    8. Innovation:  UPC changes | Lead the team through the complex distributor policies and procedures to minimize fees and ensure successful launches from beginning to end
    9. Customer: Appointment Prep | Category Reviews | Sales Decks | Appointment Follow-up
    10. Reporting: Performance Trackers | Scorecards | Templates | Playbooks
    11. Insights: Category | Consumer | Marketplace | Competitive | Best Practices
    12. Shopper Marketing: Prioritization (Which retailers to invest in?) | Development | Execution | Measurement
    13. Customer Service:  Spoilage | Shelf Life Guarantees | PO | EDI | Outages | Allocations | Product Recalls
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Success Coach From new start-ups to well-established brands, I can help you maximize retention, accelerate onboarding, and elevate selling skills to exceed your goals.

  • Prospective Hires
    • Screening, testing, evaluation
  • New Hires
    • Onboarding
    • Channel(s) | Go to Market 101
    • Natural/Organic 101 
    • Distributor 101: “Go to market” fundamentals including minimum expectations, OI vs MCB’s, promotional planning, hip pocket deals, case-stacks, etc.
    • Retailer 101: Overview of which retailers and which distributors they use, category or open review strategies, minimum promotional requirements (OI, Scan, MCB or combination), slotting expectations, etc.
  • Current Sales Team Members
    • All of the above to fill in gaps for new hire training
    • Category Review Prep
    • Business Review Prep
    • Retailer Deep Dives
    • Developing winning, effective sales presentations
    • Leveraging syndicated data (eg. Spins)
  • Sales Leadership
    • Developing Playbooks/Selling Stories
    • Retaining your talent
    • Motivating your team
    • Establishing SMART (Specific, Measurable, Achievable, Relevant and Time-Bound) objectives
    • Evaluations: Ongoing vs annual reviews
    • Team Dynamics and leveraging strengths
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“Bruce is an accomplished sales professional with a proven track record of delivering results. He builds strong strategic partnerships with customers, brokers, and industry colleagues to maximize business opportunities. The hallmark of Bruce’s effective leadership and is clear focus and vision, highlighted throughout the most challenging and complex business situations.”


– Valerie B., Product Sales

Avoid the most common mistakes start-ups and even big companies make when trying to sell in the natural channel.

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