Hey, you've got the big retailer.

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Learn more at SPScommerce.com slash startup CPG. That's SPSCommerce.com slash startup CPG or check out the link in the show notes. I spent three years in frozen plant-based nuggets, and it's very hard to get secondary and tertiary

displays because it has to be frozen. There's really not much you can do from a merchandising lens

with frozen. I mean, obviously I want to be on the shelf. I want to have as many

faces as possible. I want to have point of sale up, make sure my tags are up. But that becomes an

expensive proposition. So for me, you need to be in a high velocity category to justify the cost

of the demo because when you do a demo, the sole purpose of the demo is to make step changes in your velocity that holds.

Hello, friends. In our industry, the golden metric is velocity. That is the number of units or dollars per skew that you sell in each store that you're in.

And we all want it to go up so that we can get more shelf space,

get into more stores, which of course in turn helps you grow your velocity even more. But how do we do it in this crazy competitive world? Well, good news. Today I've got Matt Merson, who has big time

experience growing brands and velocity, from big CPG like Sarah Lee and Coca-Cola to successful emerging brands like vitamin water and boxed water to his current role as head of strategy and sales at the fast-growing brand Once Upon a Coconut.

So today we're going to talk through what can you do inside the store and also outside the store to drive your velocity with tons of tricks of the trade from Matt's heavy experience.

This is going to be an instant classic episode. I hope you love it. Let's go.

All right, everybody. Welcome to the velocity episode. You know you've been waiting for this one for a while.

And so I've brought one of the salespeople, I think, who knows the most

about driving velocity at sales? This is Matt Merson. Matt, first of all, do you mind just

...