The Business of Food

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How Ag should look at CPG startups
3-min read True Story: A founder pitched a value-added ag producer on a number of innovative products across various food categories (center of the…
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Jennifer Barney
Your rollout should be a big deal
1-min read The last few weeks I’ve been diving into how best to go after brick and mortar retail distribution. Now that I’ve explained the market…
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Jennifer Barney
Using ACV as a KPI
2-min read Last week I talked about the best way to grow distribution. I said you should saturate a market within a region instead of spreading yourself…
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Jennifer Barney
Saturating a market
2-min read The best way to build brick-and-mortar distribution is through market saturation. Market saturation means you are available in multiple store…
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Jennifer Barney
August 2023
No one cares about your product
1-min read No one cares about your product. Better to hear this now than lose out on an investor pitch or buyer meeting and not know why. I see it again…
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Jennifer Barney
Help me help you
2-min read I sit on both sides of the food production equation. I work with manufacturer-producers who make finished goods, and I work with brands…
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Jennifer Barney
Sales Hiring & Compensation
2-min read Once you’ve found a good sales candidate, did you ask the most important question? I can’t tell you how many startups bring on sales people…
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Jennifer Barney
Sales Role Expectations
2-min read Founders have the hardest job, but the toughest might be the sales role. When things go wrong it’s their fault. As a startup you may have run…
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Jennifer Barney
When is it time for PR?
2-min read I’ve walked into more than one debacle between startups and their PR agencies. This can’t keep happening. Please, please, don’t sign on with…
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Jennifer Barney
July 2023
Financials help you make better growth decisions
4-min read Making a decision about a new growth opportunity should definitely include financial analysis. When founders come to me for help deciding…
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Jennifer Barney
From-the-farm regulatory & FDA
Regenerative ingredient sourcing: a case study
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Jennifer Barney
Are you formulating safer in ’23?
Putting the F back in FDA
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Jennifer Barney
© 2023 Jennifer Barney
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