In the rapidly evolving world of consumer-packaged goods (CPG), few challenges are as daunting—or as critical—as breaking into retail distribution. For new and emerging brands, every dollar and every hour of effort counts. That’s why Ghost Tree Sales applies the timeless military principle of Economy of Force to its brokerage model: using the minimum necessary resources to achieve the maximum sales power in pursuit of the primary mission—getting brands on the shelf efficiently and effectively.

More and more, CPG sales teams are finding it nearly impossible to connect with retail buyers—especially at the head office level. Reception desks no longer answer phones. Company directories are locked down. And email addresses don’t follow predictable naming conventions. It’s as if the gatekeepers have gone digital and the castle walls have never been higher.

If you’re an emerging CPG brand, you’ve likely discovered that getting your product on shelf at Whole Foods Market (or any major retailer) isn’t just about having a great product. Sometimes, the biggest hurdle is the category manager — the gatekeeper who decides whether your product makes the cut.

Yes, Brick & Mortar CPG sales can drive E-Commerce Sales!