#466 - From Amazon to Aisle 7: How Sellers Break Into Retail with Doug Harding

In this episode, our guest discussed why retail still outpaces e-commerce 4X. Learn how Amazon-proven brands land on Costco, Target, & Walmart shelves with his insider playbook.

 

What if your online brand could conquer the retail world, just like it did on Amazon? Join us as we chat with Doug Harding, an expert in navigating the complex transition from online selling to retail dominance. Doug shares invaluable insights into why retail remains a powerhouse, accounting for about 80% of US sales, and how online successes can pave the way for tangible, store-shelf victories. From strategic placement in major retailers like Costco, Walmart, and Target to the essential role of branding and social media in capturing buyer attention, this episode is packed with actionable advice for Amazon sellers ready to make the leap.

 

We unpack the challenges of retail distribution and explore the sophisticated logistics behind ensuring your product stands out in stores. Doug explains how refining packaging and leveraging distribution partners can smooth the path from online clicks to retail checkout aisles. Discover the financial strategies that can support this shift, including creative financing options like private equity and factoring, which have helped brands like Bertello pizza ovens expand from a Shark Tank pitch to a household name in major retail chains.

 

For those contemplating retail expansion, we highlight the potential for impressive sales growth and the unique considerations of wholesale cost structures. Our discussion covers the nuances of retail pricing and profit margins, emphasizing the importance of maintaining brand integrity while negotiating store placements. As we explore the opportunities and strategies for retail growth, you'll gain fresh perspectives on why retail is far from dead and how it can be a robust avenue for your business's future success. Tune in for a wealth of wisdom on harnessing retail opportunities and nurturing sustainable business growth.

In episode 466 of the AM/PM Podcast, Kevin and Doug discuss:

• 00:00 - The Power of Retail Expansion for Amazon Sellers
• 04:30 - Changing Perspectives on Online Retail
• 07:26 - Navigating Retail Distribution Challenges
• 15:45 - Retail Pull Strategy Implementation Guidance
• 17:13 - Maximizing Retail Placement and Distribution
• 20:56 - Understanding Retail Shelf Placement Strategy
• 24:55 - Packaging Strategies for Retail Success
• 31:15 - Retail Logistics and Distribution Challenges
• 37:17 - Subscription Fees and Dominant Retailers
• 40:50 - Retail Product Launch and Distribution
• 42:54 - Shark Tank Product Success Story
• 50:23 - Retail Margin and Cost Structure
• 57:42 - Margin Analysis in Retail Sales 
• 1:01:16 - Challenges of Online Advertising
• 1:03:50 - Exploring Retail Opportunities for Growth