Velocity Over Door Count: Win the Shelf Before You Expand It

What you'll get

Pedro Noyola of Cultivar, a firm that sells finance and operations help to CPG brands, argues that you should build steady reorders in the stores you already have before adding more, and lists signs that an account costs more than it earns. The essay offers no data and ends with a plug for his firm, so use it as a checklist for judging each store or distributor you are courting, such as whether sales hold after a promotion ends.