The Good Food CFO podcast

In this eye-opening episode, Sarah breaks down the harsh food distributor chargeback reality that many founders don't discover until it's too late. Using a real-world example of a brand that invoiced KeHE for $68,267 but received only $13,345 (just 19.5%), she dissects exactly where that money went. From the surprising "initial PO" payment policy that can delay your first check for 3-6 months, to the specific chargebacks that consumed 80% of a brand's revenue, Sarah provides the financial transparency food entrepreneurs desperately need before signing distribution agreements. The episode explores several chargeback categories including intro allowances, free fills, spoilage allowances, and promotional fees – revealing how these can quickly transform an exciting distribution opportunity into a significant cash flow challenge. Sarah shares practical strategies for surviving the distribution onboarding process, emphasizing the importance of “velocity over doors” and suggesting regional distributors as potentially more transparent alternatives to national giants. Tune in for an essential financial reality check that could save your food business from a costly distribution mistake or help you prepare properly for sustainable growth through distribution channels. For content like this delivered straight to your inbox, join our mailing list!    Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT  

Ever wonder how a food business thrives for four decades without compromising on quality? Sarah sits down with culinary visionary Ariane Daguin, who transformed America's specialty meat landscape with just $15,000 and an unwavering commitment to sustainability. Ariane shares the unvarnished truth about building D'Artagnan from the ground up. She walks us through those challenging first ten years managing tight cash flow, explains why turning down certain growth opportunities actually strengthened her business foundation, and describes the strategic "shotgun clause" she used when buying out her partner who wanted to prioritize rapid growth over maintaining quality standards. For food entrepreneurs navigating today's rising costs and economic uncertainty, Ariane offers practical wisdom: "Don't panic. Whatever goes down goes back up." She explains why economic downturns can become valuable moments to reassess, reinvent, and differentiate your business from competitors. Now mentoring the next generation through her Germinators program while building a new sustainable farm venture with her daughter, Ariane continues sharing insights that food founders won't find in typical business resources. This episode delivers straightforward financial guidance from someone who's weathered four decades of economic cycles while staying true to her founding principles.   Connect with Ariane Daguin AOOA Farm Website: alloneoneall.org Instagram: @arianedaguin Germinators: Learn More   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

In this episode of The Good Food CFO Podcast, Sarah reveals the counterintuitive financial tracking system that successful food brands actually use to drive profitability. Responding to a listener's question about which financial reports matter most, Sarah challenges conventional wisdom by presenting a strategic hierarchy that puts cash flow management at the top of the priority list—not the P&L statement many founders obsess over. Sarah unpacks why most food entrepreneurs look at their financials in the wrong order and introduces a practical framework that helps spot problems before they become crises. Her systematic approach shows founders exactly which financial metrics to prioritize and how often to review them for maximum impact. This practical roadmap helps identify which levers to pull when adjustments are needed. Food founders will learn how to move beyond the overwhelming complexity of traditional financial statements and focus instead on the metrics that actually drive business decisions. Whether you're struggling with tight margins due to rising ingredient costs or trying to improve your cash position, this episode delivers the financial guidance needed for long-term success. Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT  

In this Building a Business on Your Own Terms episode, Sarah sits down with Matt Cross, co-founder of Harvest Chocolate, a bean-to-bar chocolate company in Tecumseh, Michigan. Matt shares how he and his wife Elizabeth transformed their culinary expertise into a thriving chocolate business that started in their kitchen during the pandemic and now operates a successful retail location with multiple sales channels. Matt reveals how Office Hours helped confirm his business was financially healthy and ready for strategic growth. Listeners will discover practical insights about: Using profit assessment to validate your business model before focusing on growth The power of creating simple revenue forecasts to set realistic channel-specific goals Leveraging data tools like Report Pundit to automatically track sales performance against targets This conversation is packed with actionable advice for food entrepreneurs looking to make data-driven decisions without getting overwhelmed. Matt's approach demonstrates how understanding your numbers leads to smarter growth strategies and ultimately the dream of "making more money while working less." Join the CFO Office Hours waiting list Connect with Matt: Website:Harvest ChocolateInstagram: @harvestcraftchocolate LinkedIn: Harvest Chocolate Get your copy of the latest Book Club selection:, The Mom Test, and RSVP for our Virtual Discussion   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

Despite rising costs and economic uncertainty, Sarah brings her characteristic straight talk to food business finances in this timely episode: "All is not lost."  Drawing from both historical patterns and current market insights, she explains why specialty food brands can still thrive during economic downturns as consumers continue treating themselves to small luxuries like artisan chocolate and premium coffee. "This is not a shelter-in-place moment," Sarah emphasizes, but rather a time to be strategic about where you invest your resources. The episode unpacks three critical focus areas for food founders: Tracking sales data by channel to spot shifting customer behaviors Responding strategically to rising costs that may shrink profit margins Managing cash as the ultimate protection during uncertain times Sarah shares a revealing case study of a client who's pivoting away from distribution-heavy growth toward higher-margin channels, and offers affordable tools from The Good Food CFO designed to help founders make confident financial decisions no matter what economic challenges arise. Tools and Resources mentioned in this episode: Perfect Pricing CalculatorCash Flow ProjectorThe Profit Assessment Share your stories and send your questions to hello@thegoodfoodcfo.com Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

In this episode Sarah sits down with Christopher Hudson, the Arizona native behind Benny Blanco Tortillas. After years in food service, Christopher purchased the company in what he calls "a match made in heaven." Christopher's approach to building a business on his own terms combines premium quality ingredients with transparent sourcing, a premium pricing strategy and a willingness to say "no" to opportunities that don't make financial sense or support his vision for a thriving local food industry. In this episode you'll hear: Why Christopher turned down a $1.2M deal and the principles guiding this decision The "almost obsession" with operational efficiency that drives profitability How building a collaborative and fun social media presence has supported his financial strategies How Benny Blanco gives back to the community with their Porcupine Project   Connect with Benny Blanco Tortillas Website: Benny Blanco Tortillas Instagram: @bennyblancotorillas    Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

Did you hear the episode where Sarah told her client they needed 70% product margins? Were you curious why it was so much higher than the usually recommended 51%?  In this episode, Sarah pulls back the curtain on how she determines the right product margins for different food businesses, and guides you to finding yours.  She reveals where your P&L is hiding crucial information and walks through her "orange slice" method for visualizing what's really happening with the revenue you earn. You'll learn the importance of separating “core COGS” from “other COGS”, why so many people talk about  “contribution margin”, what it is and the role it plays in determining your product margins.  Through a real case study, Sarah demonstrates how breaking down these numbers guides you to your perfect product margins.  This episode is your roadmap to financial clarity. Get ready to see your numbers in a whole new way! Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT  

In a world where food startups chase rapid growth and quick exits, People's Choice Beef Jerky stands as a refreshing counterexample. This Los Angeles-based company has been crafting premium meat products since 1929, and is now thriving under fourth-generation leadership. Their story offers valuable lessons for food founders looking to build sustainable, profitable businesses that can withstand the test of time. In this episode of the Good Food CFO podcast, Sarah Delevan sits down with owners and siblings Brian and Sara Bianchetti as they share all that they have learned while continuing to build a durable family business. You'll hear Family Legacy: The Bianchetti siblings discuss how their great-grandfather's neighborhood butcher shop evolved into today's premium beef jerky company while maintaining core values of quality and personal relationships "Choose to be great, not big": Brian and Sarah share their philosophy on intentional, profitable growth versus rapid scaling Marketing Evolution: How they built their marketing strategy from scratch when taking over the family business Omnichannel Approach: Their strategic decisions about where to sell their products, with a focus on their own website for best margins and customer relationships Product Innovation: Creating unique products like their controversial Pumpkin Spice jerky and their Jerky Crisp (a protein-packed alternative to potato chips) Made in LA Coalition: Brian discusses co-founding an organization supporting local manufacturers and advocating for small businesses with policymakers   Connect with People's Choice Website: People's Choice Beef JerkyInstagram: @pcbeefjerkyLinkedIn: Brian BianchettiLinkedIn: Sara Bianchetti Learn more about Made in LA Website: Made in LAInstagram: @madeinlacoalition LinkedIn: Made in LA coalition Join The Good Food CFO Community: Follow us on Instagram: @thegoodfoodcfo Connect on LinkedIn: @sarahdelevan Watch on YouTube: @thegoodfoodcfo Become a Member: BABOYOT  

After more than 10 years away, Sarah decided to return to natural foods' biggest industry event - but why now? In this candid Season 14 opener, Sarah takes you behind the scenes of her Expo West experience, revealing what's changed, what hasn't, and whether the industry hype actually lives up to reality. The conversation also explores the striking contrast between the big business of Expo West and the Intense Conference for farmers market founders, managers and vendors Sarah attended just days later. This juxtaposition frames an honest discussion about what really matters in our food systems - from $19 imported strawberries getting social media buzz while local farmers struggle for support, to knowing when your brand is genuinely ready for distribution conversations. Whether you're curious about Expo West, contemplating if trade shows belong in your growth strategy, or simply enjoy thoughtful conversations about the natural foods industry, this episode offers Sarah's refreshingly honest perspective. Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

In this eye-opening episode of the Good Food CFO podcast, Sarah Delevan talks with Stacy Mitchell, co-executive director of the Institute for Local Self-Reliance, about the myths of market consolidation and how food founders can fight back against corporate monopolies. Stacy Mitchell is a writer, strategist, and policy advocate whose work focuses on dismantling concentrated corporate power and building thriving local economies. As co-executive director of the Institute for Local Self-Reliance, she has played a leading role in today's growing anti-monopoly movement and has authored influential works including "Big Box Swindle" and "Amazon's Stranglehold." You'll hear: The Invisible Rules: How corporations have made market rules invisible, positioning us as consumers rather than citizens with power to change policies Myth-Busting: Hard evidence disproving the "bigger is better" narrative, including the North Dakota pharmacy model that outperforms corporate chains Food System Consolidation: How the suspension of the Robinson-Patman Act in 1980 allowed big retailers to demand preferential treatment, squeezing independent grocers Beyond Consumer Power: Why "voting with your dollars" is important but insufficient for creating systemic change Paths Forward: Practical actions for founders to engage with local policymakers and join the growing movement to enforce antitrust laws Signs of Hope: Recent shifts in policy approach showing how the tide is turning against unchecked consolidation More from Stacy:  Institute for Local Self-Reliance "The Great Grocery Squeeze" in The Atlantic Stacy's TED Talk: "Why We Can't Shop Our Way to a Better Economy"   This episode is brought to you by Settle.  Settle helps you make smarter decisions, and keep your business on track to grow sustainably. Head over to settle.com/goodfood to learn how brands like Carnivore Snax use Settle to manage their cash flow and growth.   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

In this special episode of The Good Food CFO podcast, we're sharing highlights from our live Q&A session with BABOYOT members.  These quarterly events are an awesome opportunity to connect with Founders and answer their most pressing financial questions.  Some of the topics we tackled: Food Service vs. Wholesale Pricing: Discover why conventional wisdom about which channel is most profitable doesn't always hold true. One founder shares how running her numbers completely changed her channel strategy. The COGS “Gray Area”: Is your kitchen rental really part of your Cost of Goods Sold? Sarah provides clarity on this common question and explains her COGS philosophy for better visibility into your true business health. Hidden Costs of Co-packers & 3PLs? The best partners will be upfront and clear about all of the costs of doing business. Sarah shares specific questions to ask potential partners to avoid surprise fees signing with co-packers and 3PLs.  Whether you're just starting out or looking to optimize your existing food business, this episode offers real-world solutions from Sarah and the collective wisdom of our BABOYOT community. This episode is brought to you by Settle.  Settle helps you make smarter decisions, and keep your business on track to grow sustainably. Head over to settle.com/goodfood to learn how brands like Carnivore Snax use Settle to manage their cash flow and growth.   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

In this episode of The Good Food CFO Podcast, Sarah Delevan shares candid insights from a recent meeting with the founder of a brand generating over $400 million in annual revenue, and doing it profitably. Through a series of powerful "sound bites" captured during their conversation, Sarah reveals how this founder's approach challenges traditional industry wisdom while delivering remarkable results. You'll hear:  Why marketing shouldn't drive your offers and how to structure profitable promotions The surprising truth about driving trial in e-commerce vs retail How to identify and grow your most profitable sales channels The real math behind hitting your gross profit margin targets Essential management reports every founder needs This episode is validation for every founder choosing to build their business on their own terms, who remains focused on consistency and doing the work, and practices patience and resilience  in the face of conventional wisdom.   Big News: Sarah announces our next book club selection - "BE 2.0 (Beyond Entrepreneurship 2.0)" by Jim Collins and Bill Lazier.  Grab your copy, and read along with us . Join the live discussion on Wednesday, April 9th at 9am PT.   This episode is brought to you by Settle.  Settle helps you make smarter decisions, and keep your business on track to grow sustainably. Head over to settle.com/goodfood to learn how brands like Carnivore Snax use Settle to manage their cash flow and growth.   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

In this episode of the Good Food CFO Podcast, Sarah Delavan sits down with Hope Lawrence, founder of Hudson Henry Baking Co., who shares her remarkable journey of building a profitable granola business on her own terms. From starting with just $4,000 in her farmhouse kitchen to reaching $1.25M in annual revenue, Hope's story proves that sustainable growth and profitability are possible without outside investment. In this conversation, Hope shares: The strategic reason she chose granola  Why she was laser focus on profitability from day one, and the sales channel strategy that enabled her to maintain 60% margins as the business grew Why she deliberately kept her brand regional, focusing on deeply serving stores within a 200-mile radius before ever thinking about expansion How she managed a lean team of 12 part-time employees, and the simple but game-changing decision to switch from making multiple flavors per day to just one The thoughtful process of selling her business to a values-aligned company that has maintained the brand's quality and integrity   This episode is brought to you by Settle.  Settle helps you make smarter decisions, and keep your business on track to grow sustainably. Head over to settle.com/goodfood to learn how brands like Carnivore Snax use Settle to manage their cash flow and growth.   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT  

In this episode, Sarah is sharing her favorite tool for quickly and easily transforming your basic data into actionable business intelligence - Pivot Tables.  From helping you recognize sales patterns and trends, to identifying issues and opportunities, and seeing your customer and sales channel profitability, pivot tables are truly a secret weapon for improving your business profitability and cashflow!   Tune into this episode to explore all of the valuable insights that pivot tables can provide and hear real world examples of how pivot tables helped Sarah's clients.  Learn more about our News Story: FI Spotlight: ReInventing a CPG Brand Join The Good Food CFO Community: Follow us on Instagram: @thegoodfoodcfo Connect on LinkedIn: @sarahdelevan Watch on YouTube: @thegoodfoodcfo Become a Member: BABOYOT

After a decade of national growth, Big Spoon Roasters made a decision that has the CPG industry talking: they're walking away from Whole Foods, UNFI, and other national grocery chains. But this isn't a story about failure – it's about what happens when a good food brand chooses values over volume.   In this episode of The Good Food CFO podcast, we dive into the pivot that has founders across the industry applauding. Discover why this prestigious nut butter brand is saying goodbye to national distribution despite consistent growth, and how AI-driven pricing systems, automated forecasting, and erroneous chargebacks factored into their decision.   You'll hear about: The hidden costs of "making it" in national grocery The moment that made them say "enough" How letting go of revenue might lead to higher profits What this means for the future of craft food brands   Whether you're a founder dreaming of national distribution or already navigating its challenges, this episode pulls back the curtain on one of the industry's biggest myths: that more stores automatically mean more success.   Get the story straight from Big Spoon Roasters: A Spoon in the Road: Why We're Breaking Up with Big Grocery   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT  

When Bill Brinkerhoff and his wife stumbled upon a unique store model during a college drop-off trip, they had no idea it would lead them to transform an abandoned gas station into a revolutionary market that's paid out over $22 million to local farms.   In this episode, discover how Argus Farm Stop flipped the traditional retail model on its head, giving farmers 70% of sales and complete control over pricing, and hear how they navigated legal battles over egg sales (and won!), and why farmers are actually moving TO their county instead of leaving.   From University of Michigan athletes using special cards to buy local produce, to working with state officials to change laws, this conversation reveals how a "crazy experiment" became a blueprint for transforming local food systems across America. Plus, find out the surprising connection between gas station architecture and the perfect farmers market layout.   Whether you're a food entrepreneur, farmer, or someone who cares about building stronger local food systems, this episode shows how rethinking traditional models can create lasting change - and sustainable profits - for small farms.   Connect with Argus: Website: Argus Farm Stop Instagram: @argusfarmstop Facebook: Argus Farm Stop Learn About the Farm Stop Conference!    Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT   

Ready to dig into some questions that could transform the way you think about your business? In this episode, Sarah and Chelsea share six questions that every founder should ask themselves. They tackle everything from "If we close 100 more deals like this, will we be happy?" to "What's one thing I'm afraid to ask my team, but probably should?"   Through real world examples and their own experiences, they explore how these questions can help you understand what your customers really want, when to kill a project that's not working, and how to spot (and break through!) those tricky revenue ceilings. Plus, they share some super practical tips on creating an open team culture where tough conversations can happen.    Whether you're evaluating partnerships, trying to understand customer needs better, or looking to build a more transparent team environment, this episode offers insights you can put into action right away.   Original Article: 25 Hard Questions Every Founder Should Ask Themselves   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

What's worse? A $20,000+ legal battle, or having to completely rebrand your CPG company in 30 days? In this eye-opening episode, trademark attorney Nicole Schwartz shares how losing her own brand to trademark issues led her to protect over 1,200 brands with a 99.8% success rate. Together with CPG brand strategist Kelly Bennett, they reveal their unique approach combining legal protection with strategic brand growth. Learn exactly when to trademark your brand name, what makes a name trademarkable, and why proper timing can save you tens of thousands in legal fees and rebranding costs. Whether you're testing at farmers markets or preparing for retail launch, this episode delivers crucial guidance for protecting your brand's future. Plus, get the inside scoop on Amazon's trademark requirements and some entertaining celebrity trademark drama.   Connect with Bread & Butter Law! Website: Bread & Butter Instagram: @breadandbutterlaw Instagram: @sproutlaw Instagram: @withkellybennett Download their free Trademark checklist!   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT   

Meet Sarah Nathan, founder of Nooish, who transformed traditional Jewish matzo ball soup into an instant comfort food sensation.   On this episode of The Good Food CFO podcast, Nathan shares how her decade of experience in CPG and deep roots in Jewish culinary culture led her to invent freeze-dried matzo balls - a culinary breakthrough that turns an hours-long cooking process into a 2.5-minute preparation.    Beyond the innovation, she reveals how authenticity in branding and patience during development helped Nooish become a runaway success in the gifting market, particularly resonating with parents sending comfort to college students. Nathan's candid insights about pricing, growth strategy, and building a sustainable business make this episode essential listening for food entrepreneurs looking to create both meaningful products and profitable brands.   Connect with Sarah Nathan: Website: Nooish Instagram: @nooishfoods TikTok: @nooishfoods LinkedIn: nathansarah   Join The Good Food CFO Community: Follow us on Instagram: @thegoodfoodcfo Connect on LinkedIn: @sarahdelevan Watch on YouTube: @thegoodfoodcfo Become a Member: BABOYOT

In this special bonus episode of the Good Food CFO podcast, Sarah Delavan shares a deeply personal moment as she prepares to leave the home office where her consulting business was born seven years ago. From an unexpected job loss that led to her first consulting gig, to launching a podcast that's grown into a thriving community, Sarah reflects on how this single room has witnessed hundreds of conversations with founders across the globe – from Los Angeles to New Zealand.   With characteristic authenticity, she explores the complex emotions of being simultaneously grateful for a space while yearning for something different, a feeling many founders might relate to. As she prepares for this next chapter, Sarah shares how this unexpected journey has transformed not just her career, but her understanding of building something meaningful.   Join us for this intimate look behind the scenes as we bid farewell to where it all began.   The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT  

In this must-listen season finale, Sarah Delevan flips the script on typical year-end planning by exploring why looking back is crucial before looking ahead. Inspired by an Office Hours member's approach to evaluating progress, Sarah reveals how understanding your past performance in context can transform your decision-making. She challenges the "bigger is better" mindset, explaining why sometimes declining revenue in certain channels can actually signal success. Through real-world examples, Sarah demonstrates how to conduct an effective year-end review - from analyzing specific metrics that matter for your unique goals to understanding why some goals weren't achieved (and why that's okay).  Whether you're closing out a banner year or facing challenges, this episode offers practical insights for conducting your own year-end review and using those insights to chart a meaningful path forward.  Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community

From accidental entrepreneur to confident business owner: Sydney, founder of French Squirrel, reveals how she transformed her healthy snack company by confronting hard truths about pricing and profitability.    After years of underpricing her premium date-based treats and struggling with razor-thin margins, Sydney shares the pivotal mindset shifts that helped her raise prices, say "no" to unprofitable opportunities, and put her business health first. She candidly discusses overcoming people-pleasing tendencies, learning to be transparent with retailers about costs, and finding manufacturing partners who believe in her vision.    This eye-opening conversation challenges common assumptions about food business margins and scale, offering valuable lessons for founders about sustainable growth. Sydney's journey proves that understanding your numbers and staying true to your risk tolerance can lead to better business decisions – and sometimes even increased sales after raising prices.   Connect with French Squirrel Website: French Squirrel Instagram: @frenchsquirrel.co and @sydney_kw  Tiktok: @frenchsquirrel.co  LinkedIn: Sydney Karmes-Wainer   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

In this value-packed episode of The Good Food CFO podcast, we tackle three critical business questions asked by our BABOYOT Members.  First, we reveal why your cash flow tools might not be delivering results (hint: it's probably not the tool's fault!). Then, we dive into a step-by-step guide for analyzing customer profitability – essential knowledge for any business owner wondering if their biggest customers are actually their most profitable. Finally, we explore how to evaluate new retail opportunities, from local collectives to e-commerce platforms, breaking down the real costs and considerations before making commitments.    Plus, we're announcing our latest Book Club Selection!    Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT

This week on The Good Food CFO podcast, we explore financial benchmarks for CPG brands, emphasizing that many common questions about business finances often lead to the answer 'it depends.'     Sarah discusses the importance of understanding individual business contexts rather than relying solely on industry standards, challenges prevalent beliefs in the food industry such as the notion that founders must sell their businesses to achieve financial success, and encourages founders to create unique business models that align with their values and goals, and breaks free from conventional expectations.   From Our News Segment: Lexington Bakes Taking Transparency to the Next Level   Join The Good Food CFO Community:  Follow us on Instagram: @thegoodfoodcfo  Connect on LinkedIn: @sarahdelevan  Watch on YouTube: @thegoodfoodcfo  Become a Member: BABOYOT  

In this BABOYOT episode of The Good Food CFO podcast Sarah chats with Keesha, the vibrant founder of Live Loud Foods, a brand that's redefining the nut market with bold, unique flavors. Keesha shares her fascinating journey from information systems engineer to culinary entrepreneur, highlighting the challenges of launching a food business, including crucial financial insights and marketing strategies.   She emphasizes the importance of gathering customer feedback and adapting products for success while staying true to her mantra: "live your bold, authentic life." As we explore her mission to create impact beyond profit, you'll gain valuable insights into the intersection of food, finance, and brand identity.   Don't miss this inspiring episode—tune in to learn how Keesha is making delicious waves in the culinary world!   And remember to subscribe and leave us a review!   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community 

Financial Modeling helps build financially successful businesses. But what if your model doesn't match reality?!    Sarah and Producer Chelsea are discussing the importance of regularly comparing your models to your actual business outcomes, how to identify if your model doesn't match reality (because as you'll hear it is not always obvious!) and, of course, what to do about it.     Sarah shares a recent instance where she recognized that a founder's model and reality weren't matching up, how a Good Food Founder identified that labor costs were higher than modeled causing profit margin and cash flow issues, and the steps she's taking to get her business back on track.    Whether you're a modeling expert or novice, this episode provides valuable insights for aligning your theoretical models with real-world data so you can make informed decisions, mitigate risks, and position your business for long-term success.   From Our News Segment Farm Stops Create New Markets for Small Farms   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community    There were a lot of “hot takes” on the recent PepsiCo acquisition of Siete Foods, a popular brand known for its grain-free tortillas and snacks. In this episode, Sarah offers her nuanced perspective, explores the reactions from various groups, including consumers, industry experts, and other founders, and discusses how the challenges and limitations of the CPG industry, coupled with the influence of investors and advisors create a system that is driving toward complete industry consolidation.    We ask the question, how do we break the consolidation cycle? Explore the idea of rethinking what success looks like for good food businesses, and advocate for a reimagined food industry model that prioritizes financial viability, community impact, and sustainability, rather than national market share. Tune in to hear Sarah's full take!    

What advice would you get from a CPG Operations Expert  that believes in building a business on your own terms (BABOYOT), and enhancing productivity to do more of what you love, rather than simply doing more? Sarah invited CPG Operational Expert, Jessi Freitag to the show to find out. Jessi is an operations and project management consultant helping CPG businesses get organized and scale. She's also the former host of the Startup CPG podcast and has successfully led businesses from startup through growth while managing operations and teams.  Jessi is shedding light on how well-organized operations and effective information sharing can transform your business and foster a vibrant company culture with happy employees and improved financial outcomes. She also shares that despite current cultural pressures to “automate everything” there are benefits to doing some things the old fashioned way.  Through real-life examples Jessi shares practical advice and invaluable insights for avoiding common pitfalls when implementing new tools and systems, how simple file management strategies and team check-ins can save time, money and a lot of frustration, and her top picks for file sharing, project management, CRMs and more.    Connect with Jessi: Website: jessifreitag.com LinkedIn: Jessi Freitag   Listen to Jessi's Podcast: Iroh's Corner   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Is it possible to de-risk your CPG business?   We're exploring three financial models that every founder should use to make smarter decisions and mitigate business risks.    Discover how a Pricing Model can align production costs with market expectations and reveal hidden margin opportunities, and dive into the practical application of the Good Food CFO's Perfect Pricing Calculator, a versatile tool for navigating various pricing scenarios and negotiations.  Learn how to create a Breakeven Model to identify critical sales numbers and break-even points to shape effective sales and spending strategies. Uncover the value of the Cash Flow Model in predicting future liquidity, ensuring that your business can meet its financial obligations even in challenging times. Packed with actionable insights, this episode is a must-listen for founders looking to ensure the financial health and success of their food business.   From our News Segment: How a Vermont Cheesemaker Helps Local Farms Thrive   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Sarah chats with the Founders of The Fishtown Pickle Project about how their pickles went from wedding favors to the shelves of major retailers. Niki and Mike share their entrepreneurial journey and the strategic decisions that propelled their business forward, as well as the  important role that staying true to their values, and taking an innovative approach to team building and community engagement has played in their success. Hear insights around their hiring practices, the benefits of a four-day workweek, and their preference for traditional marketing strategies over social media. And of course, we discuss how becoming more financially confident led to smarter business decisions and better net profits.   This episode is packed with practical advice, inspiring BABOYOT moments, and valuable insights for food entrepreneurs.   Connect with Fishtown Pickles IG: @fishtownpickles Facebook: @Fishtown Pickle Project Tiktok: @fishtownpickles  Website: Fishtown Pickles Inquiries: info@fishtownpickles.com   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Sign up for our Newsletter Join us in The Good Food CFO Community   

The Holiday shopping season is getting closer, and with it comes some of the biggest opportunities to generate revenue! But higher sales don't automatically equal higher profits in your business.    In this episode, we kick things off with a Holiday primer to get you ready for the last quarter of 2024. Sarah shares what you should consider, analyze and plan for as we head into fall, as well as a list of free and low cost resources to support a successful Holiday shopping season.   Then you'll hear her conversation with Kait, founder of Savorista, that centers around the work Kait took on during our CFO Office Hours this summer. Savorista is a caffeine conscious coffee company that Kait founded after she made the decision to switch to decaf herself.    Working with Sarah in CFO Office Hours, Kait identified that her shipping and subscription offers were impacting her profitability in the wrong direction. She shares the steps she took to create new offers, and how she's built the confidence to make those changes.    Highlights from this episode include: What lead to Kait identifying that her shipping offer was eating into Savorista's profit margin The importance of always planning for the worst case scenario  How to bring customers along when increasing prices or modifying your services Discovering that losing revenue doesn't have to mean losing profits   After listening, if you're feeling inspired to follow Kait's lead as we head into Q4 check out all the food business holiday tools and resources mentioned in the episode below:   From the Podcast Episode 26: How to Create a Profitable Shipping Offer Episode 78: Planning for Your Most Profitable Q4 Yet!    Good Food CFO Tools and Courses Vision & Goal Setting Creating a Profitable Shipping Offer Bundles + Discounts Tool-Kit   Connect with Kait Website: Savorista Coffee Instagram: @savoristacoffee Facebook: @savoristacoffee   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community

"Increasing sales is not the solution to profitability."   Sarah recently shared on Social Media that one of her clients increased their July profit - year over year - from $19,000 to over $43,000.   It got lots of hearts and clap emojis, and one reply that said “this is so inspiring - how did they do it?”   In this episode, Sarah shares all of the details of how her client doubled their profitability. She walks Chelsea through the process of using a Profit Assessment to easily analyze the business, pinpointing what could (and should) be changed to improve profitability, the planning process, and how the founder successfully executed change.    You'll also learn: Why “selling more” was not part of this founder's strategy for increasing profitability How and when increasing revenue can actually make your profitability and cash flow worse Tactics for balancing growth with cost-saving methods as you work to increase profits The reason Sarah always starts her process with a Profit Assessment, and the actionable insights the Profit Assessment provides Why the “check and adjust” cycle is crucial to building a financially successful food business   … and more! Ready to dig into this work inside your food business? Take the Profit Assessment.   The Good Food CFO Book Club: 4000 Weeks by Oliver Burkeman Grab your copy in our Book Shop RSVP for our Live Discussion on Sept. 18th   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

"Things can look really good from the outside and your business can be failing."   20% of businesses fail in their first year, 30% by their 2nd year, and an additional 50% fail in year three.   In this episode, Sarah is joined by John Haskell, CFO Consultant and owner of Ranch Right, LLC. John has over 20 years of experience helping ranches become more profitable, starting new ranch businesses, and turning around failing ranches. Together, they are shedding light on the common causes of failure in business, and answering the question: Is it more important to have positive cash flow in your food business, or to be profitable?   They explore the difference between the “economics” and “financials” of your business, and the need to be honest with yourself about both. Sarah and John also define the various stages of starting, building and running a business, and share their guidance for prioritizing cash flow or profitability at each stage.   You'll hear:   What costs you MUST consider before launching your business, a new product or a new sales channel Why focusing on gross profit and cash flow is crucial in the early stages of your business to ensure financial stability What it means to “catch up to your overhead”, and how that impacts growth When you should start focusing on profitability in your business How to build cash reserves so can you weather the storms and seize opportunities during challenging times And More!    Bonus Clips from this Episode: Is leaving money in your business smarter than investing in the market? Connect with John Website: Ranch Right LLC Facebook: Ranch Right LLC Instagram: @ranchrightllc Book a Discovery Call   From Our News Segment Kroger-Albertsons Deal Would Remake Seattle-area Grocery Map   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community

As a Good Food Founder, you will face many challenges as you work to grow your business. Staying true to your mission and vision is essential to being grounded in that work.   In this episode, Sarah is joined by Sara Hauman, Founder of The Tiny Fish Co. to discuss her vision for bringing the same values of sustainability and quality she stands by in a professional kitchen to the retail world.    Sara shares her journey into CPG, which began with her desire to find a more balanced and fulfilling career outside of the restaurant industry. After appearing on Top Chef, she decided to pursue her passion for canned fish and started her own brand.    They discuss: Why Sara believes that staying true to oneself and doing things in a way that aligns with personal values is more important than pursuing maximum profitability. What it can look like to prioritize financial security and a healthy work-life balance. How a business can be a side hustle rather than a full-time venture if it aligns with personal goals and priorities.  Sara's commitment to education and consumer awareness on making sustainable choices about seafood and understanding the impact of the fishing industry. How she has adapted to customer feedback And more!    Connect with Sara Website: The Tiny Fish Co Instagram: @thetinyfishco Instagram: @chefsara_h   From our News Segment Bringing Back Local Milk, Ice Cream, and Cheese   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

It often seems like there are more people offering business advice than those actually running businesses!    As a Food Founder, it can be overwhelming to sift through all that guidance and find what truly works for YOUR business.    In this episode, Sarah shares another set of crucial "Never Do's" for Good Food founders and business owners. This list aims to help you avoid common pitfalls perpetuated by traditional business media and make informed decisions tailored to the unique needs of your food business.   You'll hear: The importance of thinking critically about any advice you get to determine if it truly makes sense for your food business How two-way sync between QuickBooks and bill pay systems can create chaos in your financial reports Why you should never include overhead costs (like rent) in the calculation of cost of goods sold (COGS) What you should be including in COGs, and how to differentiate And more!    From Our News Segment: Kroger-Albertsons Deal is Haunted by "Spectacular" Past Failure Kroger-Albertsons Deal Would Remake Seattle Area Grocery Map Albertsons COO to Lead C&S Retail Kroger-Albertsons Companies Announce an Updated Divestiture Plan    Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community

Transitioning to a cooperative structure isn't just a trend; it's a transformative journey.   In this episode, Sarah welcomes a panel of leaders to explore the real-life experiences and benefits of transitioning to employee ownership and cooperative business structures.    Stacey Smith from Project Equity explains the different models like ESOPs, EOTs, and worker cooperatives, emphasizing their role in economic stability and community retention. Devra Gartenstein, founder of Patty Pan Cooperative, shares her journey of converting her food business into a worker cooperative to improve employee quality of life. And Monica Rocchino discusses her experience transitioning The Local Butcher Shop to a cooperative, highlighting the importance of financial literacy and structured management.    You'll hear: About the challenges and successes in converting traditional business structures to cooperatives. The role that financial literacy and education plays in employee ownership The variety of Governance and management structures in employee-owned businesses The importance of financial viability for transitioning to employee ownership How employee ownership promotes equity and fair compensation in the workforce The ongoing support and resources available for businesses considering employee ownership transitions And more!   Connect with our Panel: Stacey Smith - Project Equity Monica Rocchino - The Local Butcher Shop Devra Gartenstein - Patty Pan Co-Op   The Good Food CFO Book Club: BookShop https://www.thegoodfoodcfo.com/live-events   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Growth isn't always linear.   From opening new locations to driving retail sales, the story of Boichik Bagels offers valuable lessons for food founders on their own path to building a successful business.   In this episode, Sarah welcomes back Emily Winston, Founder and CEO of Boichik Bagels, to discuss the growth and expansion of her business. Emily opened her first bagel shop in Berkeley in 2019 to huge success, with the New York Times declaring Boichik the best New York-style bagel in the country - full stop. Since her first visit to the podcast, Emily has opened 5 locations in the Bay area, as well as an 18,000 sq. ft. bagel factory. She has completed 2 hugely successful raises on SMBX's small business bonds platform, launched nationwide shipping, announced plans to expand to Los Angeles, and been awarded “Most Admired CEO” by the SF Business Times.   Along the way, Emily has had to make strategic decisions, lean into her role as a CEO, and adjust her expectations that everything will be a “home run”. But one thing remains the same: her vision to take over the world with great bagels!    You'll hear: How Emily is approaching new store growth differently from her last appearance on the show The impact that promoting a key employee to COO has had on the business What's different now that she has officially taken on the title of CEO The challenges of breaking into distribution, and how Emily is adjusting her strategy Why Boichik is starting with 2 locations in Los Angeles And More!    Bonus Clip from this episode: How to Create a Company Culture, and Why You Should Enjoy Saying No    Connect with Emily Website: Boichik Bagels Instagram: @boichikbagels   From Our News Segment: The Revolution that Died on Its Way to Dinner   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Uncover the many advantages of bill pay systems for a more efficient and organized operation! In this episode, Sarah Delavan and producer Chelsea Stier dive into the topic of Bill Pay Systems and the financial workflows of food businesses. Along with learning about the primary functions and benefits of bill pay systems, you'll hear how they can be utilized beyond simply paying your bills. Sarah also emphasizes the importance of implementing these systems even for solopreneurs and small teams. In this episode, you'll learn: What Bill Pay Systems can do, AND what they are not yet capable of managing How implementing bill pay systems can declutter your inbox and create a more organized workspace. Why delegating bill pay tasks and utilizing approval functionality allows for better cash flow management and control over payments What you should consider when choosing a Bill Pay System for your food business And More!    Join the discussion, and explore how creating efficiencies and improving communication can lead to unlocking potential and growth in your food business!   In this week's News Segment, Sarah and Chelsea tackle the eye-opening stories about the lesser-known world of restrictive covenants in the grocery industry. They delve into the practices that impact food access and shed light on the role big retail and grocery businesses play. This is another story that emphasizes the need to advocate for a more equitable and accessible food system!   As always, if you have any questions, insights, or feedback on this episode, please reach out to our team at hello@thegoodfoodcfo.com. We'd love to hear from you!   From our News Segment: How Leaving Stores Closed for Years Helps Grocery Chains and Hurts CommunitiesHow Closing Grocery Stores Perpetuate Food Deserts Long After They're GoneHow Some Big Grocery Chains Help Ensure That Food Deserts Stay BarrenLease ResistanceFood Deserts, Racism, and Antitrust Law Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community 

How can cutting-edge technology like generative AI benefit Good Food Founders?    What opportunities and challenges might arise from incorporating AI into your business operations?   In this episode, Sarah welcomes Meg Faibisch Kuhn, an expert in AI, to discuss the applications of generative AI in your food business. Meg is the founder of Aioli, an AI education and consultancy firm specializing in helping founders understand, learn, and apply AI in their work.    Meg's first hand exposure to critical operational and marketing bottlenecks has equipped her with the insights needed to harness the potential of user-friendly AI technology. By combining her deep industry knowledge with the latest AI innovations, Meg offers tailored training programs, expert guidance, and practical resources to empower her clients on their AI journey.    You'll hear Meg explain how tools like ChatGPT and Fathom can streamline processes, improve efficiency, and save time (and money) for food businesses. Whether it's drafting newsletters or conducting market research, AI can bring you a step closer to your goals. Meg also highlights the importance of data privacy and offers practical advice for founders on leveraging AI.   They discuss: How to get started with AI, and the tools available to streamline your business The ways AI can elevate your communications strategy Saving time by creating standard operating procedures (SOPs) with AI How generative AI can create synthetic focus groups to test new ideas and gauge customer reactions Tips for keeping your data secure And so much more!    Sign up for your free 30 minute audit with Meg, and get started with Generative AI today!    Then check out our bonus episode with Meg, recorded exclusively for BABOYOT members.   Connect with Meg: Website: Spread Aioli LinkedIn: Meg Faibisch Kuhn   From our News Segment: Can AI Help Cut Plastic Waste from the Food System?   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community

From starting small and leveraging diverse experiences to embracing challenges and making strategic decisions, this story is a testament to the power of resilience and adaptability.    In this episode, Sarah is joined by entrepreneurs Pace Webb and Chris Georgalas as they share their journey in the food industry. They discuss their backgrounds, the founding of their businesses, and the challenges they faced, including the impact of COVID-19. Pace talks about her early entrepreneurial experiences and her catering company, Taste of Pace, while Chris shares his transition from Wall Street to co-founding Daddy's Chicken Shack. They highlight the importance of customer feedback, strategic decisions, and forward thinking.   With a track record of entrepreneurial success spanning 20 years, Pace has proven herself as a dynamic force in the business world. As the founder of Taste of Pace and Daddy's Chicken Shack, she has a reputation for excellence in the culinary industry. Chris Georgalas is a seasoned professional and entrepreneur with over two decades of experience in business analysis, investment strategy, client relations, and technology. His passion for hospitality, the guest experience, and consumer insights, coupled with an affinity for innovative technologies, has been a driving force throughout his career.    Pace and Chris went on to collaborate with Area 15 Ventures to expand the company infrastructure, develop franchise models, and successfully sell 150 units nationwide within 18 months, ultimately leading to the sale of Daddy's Chicken Shack to Area 15 Ventures.   In this conversation, you'll hear: How Pace pivoted from high end catering to selling fried chicken sandwiches What the pandemic did to their catering business, and why they knew it was time to pivot Chris's vision for the future of the food industry, and how that played into they way they built Daddy's Chicken Shack from the start How they decided to franchise Daddy's, and when they knew it was time to walk away And so much more!    Connect with Taste of Pace LinkedIn: Taste of Pace LinkedIn: Chris Georgalas   From Our News Segment: PBS: A Brief but Spectacular take on Painting the People Who Feed America   BABOYOT Member Highlight: Wild Muskoka Botanicals Annual Member Chris Gilmour Website: Wild Muskoka Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Trusting in the process can be the hardest and most rewarding thing you can do for your Good Food business.   In this episode, Sarah is joined by Lauren Montgomery, the founder of Monty's, to discuss the intricacies of building a sustainable food brand. Lauren's journey from a deep passion for nutrition to creating the cleanest ingredient cashew cream cheese and plant-based butter on the market is both inspiring and educational.   Lauren shares how Monty's early and fast growth caused some growing pains, and how a pause to recalibrate helped her lay the foundations that would eventually allow for the sustainable growth she is enjoying today.   You'll hear: What made Lauren decide to slow down and ensure every aspect of the business was in alignment with her vision How she approached reducing costs without sacrificing the integrity of her product The importance of diversifying your business Lauren's best advice for emerging food business founders And more!    Connect with Lauren Montys Website: livemontys.com Montys Social: @montysnyc / @thefulllaurenmonty   From Our News Segment: Foxtrot Returning to Chicago Under New Company Foxtrot Reopen Chicago, Dallas, Austin Locations Foxtrot Chicago, Dallas, and Austin Corner Store Comeback Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

You've got questions    The Good Food CFO has answers!    In this episode, Sarah Delevan, The Good Food CFO is answering financial and business questions submitted by our BABOYOT members, and offering live coaching to member Chris Gilmour, Co-Founder of Wild Muskoka Botanicals.   Sarah answers: What is the difference between Debt and Equity funding? I know I need to increase my margin, but where do I start? How do I create a marketing budget for my new retail opportunities?   Do you have questions for The Good Food CFO? You can join us for our next Live Q+A by becoming a BABOYOT member. Your membership is direct investment in this podcast, and our goals of creating a more equitable and vibrant food system, as well as helping us keep this podcast ad-free.    In exchange, you'll get access to benefits like:    Access to our library of bonus clips A brand highlight on the podcast Beta testing of new tools before we release them And more!    Learn more about  BABOYOT membership   From our News Segment Last Call: Sacred Serve serving up last pints   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Navigating the distribution maze is no small feat for emerging brands. Join us in peeling back the layers of this complex process, examining the limitations when partnering with large distributors and the dire need for alternatives.   In this episode, Sarah is joined by Peter Gialantzis, CMO of Pod Foods, as they explore the difficulties that emerging food brands face in national distribution. Peter is a 25-year veteran of the Grocery industry, with senior leadership roles at Whole Foods Market, Lucky's Market, and KeHE Distributors prior to joining Pod Foods. His passion for food has led him to dedicate his career to opening accessibility to good, healthy foods to as many markets as possible.       Sarah and Peter discuss the high transportation costs and the challenges of collaborating with large distributors. Emphasizing the need for a growth plan that matches a brand's financial resources, the conversation also introduces Pod Foods, which aims to address these issues by offering a secondary distribution option for innovative emerging brands. They also discuss the need for cost certainty and transparency to facilitate a smoother distribution process, underscoring the importance of a distribution model that supports the unique needs of growing brands for sustainable market success.   You'll hear: Insight into the high costs of transportation and complexities of working with larger distributors Why there are limitations to working with larger distributors for smaller brands The importance of cost certainty and transparency in the distribution process Difficulties faced by emerging brands in the food industry How a tailored distribution model can meet the specific needs of emerging and smaller brands And more!  Bonus Clips from this episode: Food Industry Veteran Talks About Distributor PrioritiesDeductions Hurt, Especially Spoilage Connect with Peter Website: Pod FoodsLinkedIn: Peter Gialantzis From our News Segment: Tony's Chocolonely Secures Deal with Howard Schultz   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community

There is a lot to consider when it comes to online marketing: ​​ Are you confident in choosing the right platforms to reach your consumer base? How do you incorporate consumer preferences into your marketing strategies? How can you measure the success of your marketing efforts? In this podcast episode, Sarahis joined by Ali Cox, CEO of Noble West, to discuss the intricacies of online marketing and advertising for Good Food brands. Ali Cox is an agriculture and food ingredient marketing visionary and founder of Noble West, an award-winning marketing consultancy that specializes in the entire agricultural ecosystem. From fresh produce and nuts to dairy and agTech, Noble West works in all aspects of agriculture. As a fifth generation farmer, Cox returned home to California's Central Valley in 2007 with the singular goal of making world-class marketing services available to the abundance of farmers and growers in the area. A fierce advocate for farmers, Ali's deep personal connection to the land blended with her business acumen has made her a highly sought after strategist by her clients.  Together, Sarah and Ali explore the challenges of achieving a return on investment and the importance of understanding consumer insights and brand identity. Ali stresses the significance of setting Key Performance Indicators (KPIs) and aligning them with business goals. They also highlight the necessity of transparent reporting from marketing agencies and the value of establishing a partnership rather than a transactional relationship with these agencies.    You'll hear: The common challenges and strategies related to marketing and advertising for brands How to measure ROI in marketing and online ads The importance of setting clear KPIs and understanding business goals Understanding consumer insights quantitatively and qualitatively How to spot the difference between a partner and vendor relationship  The strategy for a targeted approach based on budget and goals And much more!    Connect with Ali! Website: Noble WestInstagram: Ali CoxLinkedIn: Ali Cox   Visit our BookShop to get your copy of our newest Book Club selection!    BABOYOT Member Highlight Ovtene Monthly member - Sharon Jorgensen Website - www.Ovtene.com Instagram: @ovtene   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Ever wondered how a promising startup can suddenly falter?    Sometimes, growth isn't just about expanding - it's about evolving.    In this episode, Sarah and Chelsea delve into the story of Foxtrot - the convenience store delivery business that soared with ambition but faced the stark reality of rapid expansion. Founded in 2015, Foxtrot's initial success was noteworthy, but the journey from a single retail location to 33, plus the leap into other markets, provides a cautionary tale about the perils of scaling up too fast.   We discuss Foxtrot's initial success, its expansion, and the diverse funding rounds it went through. The conversation also covers the company's focus on technology and the challenges of rapid growth, including the sustainability of their business model. Then we get to Foxtrot's merger with Dom's, leadership changes, and the eventual closure of the company, highlighting the financial struggles and the impact on employees and suppliers.   We hate to see any small food business close the doors, but it is important for us to take a look and understand what happened, so that we can avoid the same outcome.   For Founders Impacted by the Closure: How Pod Foods is helping Brands impacted by the closure of Foxtrot and Dom's Founders supporting each other on Instagram   Sources: What Went Wrong at Foxtrot Dom's Kitchens and Markets Parent Company Names New CEO NVC Alum Foxtrot Closes $42 Million Series B Round with $200,000 Investment from UChicagoFoxtrot, Dom's Kitchen & Market Closing All LocationsFive Years on, Foxtrot Hasn't Broken its StrideFoxtrot Raises $100 Million Series CFoxtrot Funding History   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

This is a testament to the power of building a business on your own terms.   When you focus on YOUR vision, the health of your business and brand loyalty, and have the patience to see those seeds blossom, there is no limit to what you can achieve.    In this episode, Sarah welcomes Jeff Wiguna to the show. Jeff is the co-founder and CEO of Kuju Coffee, the leading single-serve pour over brand in the US built on the foundation of their outdoor roots. They discuss the origins of his outdoor-focused coffee company, which began with a successful Kickstarter campaign in 2015.    Jeff emphasizes the importance of brand consistency, customer trust, and understanding market dynamics. He also talks about the strategic decision to avoid traditional venture capital funding, focusing instead on profitability and organic growth. They touch on the significance of cash flow, forecasting, and honest business relationships. Jeff also highlights the value of patience in business and his vision for using his brand to support children in the foster system.    Tune in to hear: If a Kickstarter campaign is still a viable method of initial funding Importance of consistency in what differentiates your business  What it truly means to have a healthy business The value of patience in business and its impact on long-term vision An argument for avoiding traditional venture capital funding And much more! Bonus Clips from this Episode: Can You Build a Successful CPG Business without Funding? What Role Does Brand Loyalty Play in Growing Your Sales Channels?   Connect with Jeff Website: Kuju Coffee LinkedIn: Jeff Wiguna Instagram: @kujucoffee   From our News Segment How Pod Foods is helping Brands impacted by the closure of Foxtrot and Dom's Founders supporting each other on Instagram   BABOYOT Member Highlight Boichik Bagels Annual Member - Emily Winston Website: Boichik Bagels Instagram: @boichikbagels   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

For a Good Food Business there are many paths to success, and for some that path may include outside investment.   But today's Venture Capital landscape can be difficult to navigate, with high expectations for returns, investors that don't quite understand your business, and the overall slow down of venture funding in the last year.   In this episode, Sarah is joined by Melissa Facchina, Co-Founder & Co-Managing Partner of Siddhi Capital. Growing up in the food industry and working in her father's factory, Melissa went on to support more than 300 food and beverage clients through her first venture, Siddhi Ops. Since March 2020, she has served as Managing Partner at Siddhi Capital, which she co-founded with Steven Finn that manages an early-stage venture capital fund in the food and beverage industry.   In 2019, Melissa co-founded, and sits on the board of, a non-profit organization called the Women on Boards Project which was formed to ensure that board seats in the consumer packaged goods industry are filled by diverse women. Sarah and Melissa discuss the evolution of funding in the food industry. The investment world is tricky, and Melissa didn't shy away from discussing the pressures and expectations that come with it. They dove into the importance of picking the right investors and staying true to your business's core values, especially in today's capital-constrained environment. She emphasized the need for practicality and sound business fundamentals amidst investor pressure for growth.    You'll hear Sarah and Melissa discuss:   Melissa's experience in the dairy factory and her passion for being an efficient operator The founding of Siddhi Ops and its role in launching, scaling, and de-risking businesses The challenges of financial forecasting and the need for realistic projections Investor-created pressure for unrealistic growth targets and its consequences for good food founders Different life cycles of businesses and the varying paths to success, including the impact of outside investment   Bonus Clip from this episode:   What you MUST consider before working with an Investor   Connect with Melissa Website: Siddhi Capital   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Ever encountered challenges with syncing apps to accounting software or using online-only banks?   You are not alone!    In this episode, I'm sharing the financial "never do's"  - things that founders should be wary of, and the cautionary tales from my experience as a CFO consultant that I believe are crucial for any business owner to heed.    Chelsea and I discussed: The problems with syncing apps and e-commerce sites to accounting software Why you shouldn't be using new online-only banks without proper research into their reliability, FDIC insurance, and fee structures The importance of good data management  My experience with Square's checking account and the challenges of reconciling transactions The importance of testing financial systems and consulting with financial teams And More!  We're compiling a list of "never do's" to save you from extra headaches and work, and we want to hear from you! Your story could be the cautionary tale that saves a fellow founder from financial frustration. Let us know at hello@thegoodfoodcfo.com   From our News Segment: We Need to Talk About Trader Joe's Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Inclusivity isn't just a buzzword – it's a strategic imperative. Our population is growing more diverse by the day, and businesses must evolve to meet the changing demographics.   In this episode, Sarah is joined by brand strategist Kathy Guzmán Galloway. Kathy shows us  that success doesn't necessarily mean creating a product for every niche, but rather making strategic decisions informed by a deep understanding of consumer behavior and preferences.   With 20 years of CPG experience, Kathy, known as The Clarity Wizard, has helped hundreds of organizations increase revenue and decrease risk by clarifying their brand positioning. She's worked with brands like Nature Made, Lay's, and Chiki Chiki Boom Boom, among others, to turn strategy and data into action.    Sarah and Kathy dive into the intricacies of consumer needs. It's not just about the what – it's about the why behind the choices our customers make. Flavor, serving size, and cultural context can shape product development, pricing, and marketing strategies. Kathy emphasizes the importance of holistic brand strategy and the implementation through your entire business model.   You'll hear: Why brand positioning is crucial for success in the market, and how brands should align their pricing decisions with their brand promise and target audience. The importance of understanding the real-life experiences of different demographics How emotional and cultural nuances can impact messaging and product offerings The financial impact of understanding and catering to diverse consumer groups And more!    BABOYOT Member Bonus Clips from this episode: How to Approach Diversity within Your Organization More News with a Branding Expert   Connect with Kathy Instagram: @yes_kg_is_me Facebook: Kathy Guzmán Galloway LinkedIn: Kathy (Guzmán) Galloway ​​Schedule a discovery call here: www.calendly.com/kathygalloway Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

You've probably heard The Good Food CFO say “50% is not good for your food business!” Well today, we're diving into what that really means. In this episode, Sarah walks Chelsea through the nuances of profit margin, specifically challenging the commonly accepted 50% target in the food industry. She shows that this one-size-fits-all approach doesn't suit every business and can lead to cash flow struggles and increased reliance on debt.    We look at some examples, and demonstrate how 3 different margins affect financial stability, and emphasize the importance of founders setting their own financial comfort levels and understanding the implications of their margin choices. We also share our tools and resources that will help business owners make informed decisions about pricing and growth strategies.   You'll hear: The importance of  being in control of your finances and making informed decisions about your business Why Sarah picks on 50% product margins How a 40%, 50% and 60% margin can dramatically impact your need to take on more debt in order to grow your business The things you should consider about running your business at each of these margins  And more! Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community   

Errol Schweizer has over 25 years of experience in the food industry and was V.P. of Grocery for Whole Foods from 2009-2016. His team grew sales to over US$5 Billion by supporting the launch and commercialization of thousands of new products, many of which are now household names. He has developed plant-based, Organic, Non-GMO and regenerative supply chains and product standards for decades. He was awarded a NOSH Top 50 grocery industry award in 2023 and was recognized with a Retail Game-changer award from Supermarket News and a Lifetime Achievement Award from Hemp Industries Association.    Errol is now a Partner in the leading investor-grade sustainability benchmarking firm, Impakt IQ and has been a board member, advisor and partner for over 30 emerging brands and independent grocers. He is active in regional food policy, is Host of The Checkout Podcast and frequently writes for Forbes.   In this episode, Errol joins Sarah for a lively discussion covering everything from how grocery stores make money to the lack of policy enforcement that continues to hurt small food brands looking to find space on the shelf.   You'll hear:   How grocery stores make money through promotions, trade spend, and product differentiation. The business models of grocery stores vary, with mass market chains focusing on everyday low cost and smaller supermarkets emphasizing higher gross margins. Why product differentiation and innovation are crucial for grocery stores to stand out in a competitive market. How consolidation, centralization, and the lack of enforcement of antitrust laws continue to create challenges for independent brands And so much more!    Learn more about Errol: The Checkout Grocery supply chains: Understanding why eggs cost what they costForbes Articles   Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community