Hiring a CPG broker can unlock retail growth or become an expensive distraction.

In this episode, I break down the real role brokers play in scaling a food and beverage brand with Lisa from Run the Numbers. From understanding retailer relationships and review cycles to structuring compensation and setting performance expectations, this is a tactical guide for founders navigating wholesale growth.

We cover:

• What brokers actually do (and what they don’t)
• When it makes sense to hire one and when it doesn’t
• How brokers get paid and what that means for your margins
• The differences between brokers, in-house sales, and fractional sales support
• How to evaluate, manage, and measure broker performance

If you’re thinking about retail expansion or already working with a broker, this episode will help you make smarter decisions and avoid costly mistakes.

Read our Ultimate Guide to CPG Brokers Here: https://www.foodbevy.com/the-ultimate-guide-to-cpg-brokers/

Startup to Scale is a podcast by Foodbevy, an online community to connect emerging food, beverage, and CPG founders to great resources and partners to grow their business. Visit us at Foodbevy.com to learn about becoming a member or an industry partner today.