He Did $1M Running In-Store Demos. Here's What Works

Matthew Kubick has run tens of thousands of in-store CPG demos since 2015, and he says a profitable demo can still be a failed one.

Here is how he reads the numbers.In this episode:- Why he tells brands to take a loss on every unit sold at a demo- The metric that tells you whether the problem is your rep, your price, or your product- Costco roadshows: what six figures in four days actually costs you up front- Why the same product ships in different pack sizes to GNC and Walmart- Why 90 percent of CPG brands should sell direct to consumer before retail- The reason he turns down brands who negotiate on a ten demo minimumMatt founded Local Demo Service in November 2015 after a prayer, a farmers market booth in Honolulu, and a job bagging coffee for nine dollars an hour.

He now runs demo and field marketing activations nationwide for brands including Laird Superfoods and Alice Mushrooms, and this year the business crossed a million dollars in revenue.

He also runs the activations for the two best-selling beverages on Sprouts shelves right now.If you are planning your first retail demos or you have a Costco roadshow on the calendar, this is the operational detail nobody publishes.

GUEST Matt Kubick — Local Demo Service LinkedIn: https://www.linkedin.com/in/matthew-kubick/ Website: https://naturalbrokerage.com/

SHELF TO SCALE

Weekly conversations with CPG and FMCG founders on distribution, retail, and scaling.

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