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 locations within a territory before moving on to another territory. Regional strategy A regional strategy, as opposed to a national strategy where your products go out all over the place, is going to help you achieve market saturation. Going out nationally is a mistake I see all the time by brands starting out in brick-and-mortar retail. I know it’s hard to say no when a retailer wants your products, but if you are too spread out it becomes very hard to control your success. Hard to get that second P.O. because velocities were not as expected, and hard to know why (like did your placement/promos even execute).