Winning Pitches with RangeMe & ECRM

Stories, insights & advice from Retail & Foodservice Pros. Every day, RangeMe and ECRM empower brands and buyers from retail and foodservice industries to make connections that matter. Now, we're collecting stories, insights, and advice from the entrepreneurs and professionals who are shaping markets today to help you grow your business tomorrow.

Winning Pitches with RangeMe & ECRM is a business podcast hosted by Joe Tarnowski, with 58 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Joe Tarnowski hosts Winning Pitches with RangeMe & ECRM, a business show with 58 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #59

  Episode #59 RangeMe/ECRM - Winning Pitches - Modinc

  Aug 18, 202632 minS1

  In this episode, we sit down with Donna Howlett, the founder and CEO of Modinc Skincare, to discuss her remarkable journey in which a near-fatal accident inspired her to build a successful line of skin care products infused with Australian botanicals. After a life-altering accident at age 17 left her with severe burns, Donna witnessed the healing power of nature firsthand when her father treated her skin with aloe vera. This experience became the foundation for her passion and future career. Key highlights from our conversation include: The Entrepreneurial Grind: Donna details the scrappy path to launching her brand, which included funding the business through her success in the Sydney produce markets, enduring a decade of tedious formulation, and moving to the United States to bring her vision to life. A "No-Gray-Area" Philosophy: Learn about the meticulous process of developing high-quality, vegan, and cruelty-free products; and why Donna insists on being fully committed rather than having a backup plan. Packaging & Innovation: We discuss the design behind her eye-catching, 100% recyclable packaging and her strategic approach to buyer meetings – emphasizing the importance of research and team synergy. What’s Next: An exclusive look at upcoming product launches, including natural deodorants, bars of soap, and booty wipes; as the brand continues to expand into major retailers. Whether you are an aspiring entrepreneur or a beauty enthusiast, Donna’s story of resilience, solution-oriented leadership, and commitment to quality is truly inspiring

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  Episode #58

  Episode #58 RangeMe/ECRM - Winning Pitches - BEE & YOU

  Aug 11, 202630 minS1

  In this episode, ECRM’s Joseph Tarnowski speaks with Dr. Asli Elif, a food scientist, master’s degree holder, and the Co-Founder of BEE & YOU. Driven by a personal mission to help her son overcome a severe autoimmune disorder, Dr. Asli Elif leveraged her expertise in bee products to create high-quality, scientifically-backed health and beauty care solutions. They discuss the incredible power of propolis – a powerful natural resin collected by bees that acts as a potent antioxidant, antibacterial, and antifungal defense for the hive – and how it is used in BEE & YOU’s line of products. Dr. Asli Elif also shares some of her recent successes from both ECRM and RangeMe. Key highlights from this discussion include: BEE & YOU’s Origin Story: How Dr. Asli Elif transitioned from a career in the honey industry to an entrepreneur, developing pure, authentic bee products after failing to find high-quality options on the market. The Science of the Hive: An educational dive into what propolis, royal jelly, and raw honey are; and how they function as essential tools for immune support, vitality, and gut health. Product Innovation: A look at BEE & YOU’s diverse lineup, ranging from fast-acting throat sprays and probiotic-honey shots to Cosmos organic-certified skincare and sunscreens formulated with non-nano mineral zinc. Sustainability & Quality: Why BEE & YOU’s sustainable beekeeping model and rigorous in-house lab testing are critical to their mission of bringing nature’s goodness to humanity. Retail Success: Insights into how attending ECRM sessions and utilizing the RangeMe platform has helped BEE & YOU connect with major retailers like Sprouts. Whether you are interested in natural health remedies, clean beauty, or the entrepreneurial journey of building a brand dedicated to wellness; this conversation offers a fascinating look at the bridge between the hive and your daily routine.

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  Episode #57

  Episode #57 RangeMe/ECRM - Winning Pitches - Cartwheel

  Aug 4, 202625 minS1

  In this episode, ECRM’s Joseph Tarnowski sits down with Joanna Shu, co-founder and CEO of Cartwheel, to discuss how her emerging brand achieved the incredible feat of launching its Nit Happens lice treatment kit into 6,000 Walgreens stores right out of the gate from her first ECRM Health Care Session – before her product was even fully ready for production! Going from a rough packaging mockup to a 6,000-store mass production rollout is no small feat, and Joanna shares what it took to execute on this deal, including successfully navigating the scale-up financing and supply chain issues. What’s covered in this episode: The Launch Strategy: How Joanna pivoted from a mockup to a 6,000-store deal within weeks after a successful meeting at an ECRM session. Execution Under Pressure: How the team managed massive production requirements, secured funding, and overcame supply chain hurdles – including weather-related delays – to deliver on time and in full. The "Gross" Category: An inside look at the Nit Happens product line, why they focus on "high emotion, high urgency" categories like lice treatment, and their upcoming expansions into other family healthcare solutions. Networking and Pitching: Joanna’s approach to buyer meetings, why she believes in-person networking is essential, and how she uses transparency and research to stand out to retail buyers. Lessons Learned: Practical advice for new brands, including the importance of staying lean on packaging inventory and the necessity of having operational supervision to balance visionary ambition. Tune in to hear how Cartwheel turned a high-risk launch into a success story and why, according to Joanna, it’s better to be lucky – and prepared – than just good.

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  Episode #56

  Episode #56 RangeMe/ECRM - Winning Pitches - NIQ's Chris Costagli

  Jul 28, 202627 minS1

  Protein is everywhere, from fitness-focused breakfast cereals to, surprisingly, protein-infused vodka. But while consumer demand for this macro-ingredient is surging, a massive disconnect exists between what people think they are eating and what they actually need. In this episode, ECRM’s Joseph Tarnowski sits down with NIQ’s VP of Thought Leadership - Food & Beverage Chris Costagli to dive into his recently-released report, The Protein Paradox . They explore why 60% of consumers are making an intentional effort to increase their protein intake, yet remain largely confused about their daily requirements and how to track them. Key topics include: The Power of the Label: How simply placing the word "protein" on packaging - even in categories where it doesn't traditionally belong – is driving purchase behavior, and why consumers are beginning to grow skeptical. Generational and Income Shifts: How protein priorities differ across demographics, from aesthetic-driven younger generations to those focusing on maintenance as they age. The "Ultra-Processed" Trap: The challenge of balancing high-protein goals with the reality of ingredients. The Rise of Verification Apps: With 62% of app users trusting digital scanning tools as much as or more than product labels, find out what this means for brand trust and transparency. Future-Proofing for Gen Alpha: A sneak peek into how today’s parenting choices around protein are setting the stage for the next generation of consumers. Whether you are a manufacturer, retailer, or just a curious shopper trying to navigate the grocery aisle, this conversation offers critical insights into the real, and sometimes paradoxical, world of protein consumption.

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  Episode #55

  Episode #55 RangeMe/ECRM - Winning Pitches - Lotus Alliance

  Jul 21, 202635 minS1

  In this episode, host Joe from ECRM sits down with Carolina Sanchez-Vegas, the Marketing Director for Lotus Alliance Group – the parent company of Nova Marketing Access and The Beauty Corner. Lotus specializes in beauty and wellness, acting as a master distributor that bridges the gap between niche brands from Latin America and Europe and the multicultural communities looking for them. Carolina pulls back the curtain on how their lean, prepared team turned their very first ECRM session into a massive retail triumph, securing immediate shelf space in major US retailers. Whether you are an indie brand trying to scale or looking to understand the latest shifts in multicultural hair care, this conversation provides a real-world roadmap to retail success. What You'll Learn in This Episode The Skinification of Hair: Why modern consumers are treating their scalps like skin, prioritizing botanical and vegan ingredients, and seeking multi-step treatments like masks and oils. The 360-Degree Consumer Journey: How multicultural shoppers utilize social media for product education but ultimately demand an in-store, experiential process - including product sampling and demos - before committing to a purchase. The Reality of Retail Real Estate: Why exploding on TikTok or Amazon does not automatically translate to brick-and-mortar success, and how to navigate the technical nuances of packaging, labeling, and shelf configurations. Reverse-Engineering a Major Win: Inside Lotus’s specific preparation and strategy that rapidly landed their brands into 700 CVS stores and 100+ Walmart stores across the US from ECRM meetings. Grit, Resilience, and "The Dance": The importance of persistent weekly follow-ups, rehearsing team roles for pitches, and leveraging brand-to-brand relationships during networking events to avoid retail speed bumps.

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