Best Sarah Delevan Podcasts (2025)

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Episode 143 - Broaden Your Positioning to Accelerate - Poppi and Dr. Squatch 7:40

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2d ago7:40

7:40

Many founders worry about diluting the quality of their product in order to scale. Understood. Yet, diluting the ‘quality’ of your audience is essential. Snobby brands do not scale. Listen in as I explain why. Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com Please send feedback on this or other epi…

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100 Apply, 2 Get In: Expert Advice on How to Beat the Co-Manufacturer Odds and Create a Bidding War 48:29

8d ago48:29

48:29

Ever wondered why finding a co-manufacturer feels impossibly difficult? Sarah sits down with Julia Megson, CEO of ReScale, who reveals the shocking reality that co-manufacturers receive about 100 inquiries monthly but only work with one to two brands from that entire pool. Julia's unique background – from auditing over 100 contract manufacturers at…

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KeHE Uncovered: Real Case Study of a Food Brand's First Payout 40:44

15d ago40:44

40:44

In this eye-opening episode, Sarah breaks down the harsh food distributor chargeback reality that many founders don't discover until it's too late. Using a real-world example of a brand that invoiced KeHE for $68,267 but received only $13,345 (just 19.5%), she dissects exactly where that money went. From the surprising "initial PO" payment policy t…

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Episode 142 - Planning Your ACV Build 8:16

19d ago8:16

8:16

I finally spent some time to prove to all you door-counting crazies that doors do not equal value to your business. In the process, I developed a tool to plan your ACV build in a restrained manner, a tool you can reproduce (legally) on your end with your SPINS or NIelsen IQ retainer. Your Host: Dr. James F. Richardson of Premium Growth Solutions, L…

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40 Successful Years in Food: Financial Lessons from D'Artagnan's Founder 47:07

22d ago47:07

47:07

Ever wonder how a food business thrives for four decades without compromising on quality? Sarah sits down with culinary visionary Ariane Daguin, who transformed America's specialty meat landscape with just $15,000 and an unwavering commitment to sustainability. Ariane shares the unvarnished truth about building D'Artagnan from the ground up. She wa…

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Cash First, P&L Later: How Successful Food Brands Actually Track Their Finances 53:22

29d ago53:22

53:22

In this episode of The Good Food CFO Podcast, Sarah reveals the counterintuitive financial tracking system that successful food brands actually use to drive profitability. Responding to a listener's question about which financial reports matter most, Sarah challenges conventional wisdom by presenting a strategic hierarchy that puts cash flow manage…

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Episode 141 - Founder Archetypes - The Missionary Founder 7:27

1M ago7:27

7:27

How do mission-driven founders get in their own way? It’s not that hard, depending on how ideological your company’s foundations. The most fundamental issue with missionary zeal, when you do not channel it professionally into scaling a disciplined brand is this - you become overly anchored in the end goal and don’t take the journey seriously. Your …

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BABOYOT with Harvest Chocolate: Using Data to Drive Smart Growth in a Bean-to-Bar Chocolate Business 52:56

1M ago52:56

52:56

In this Building a Business on Your Own Terms episode, Sarah sits down with Matt Cross, co-founder of Harvest Chocolate, a bean-to-bar chocolate company in Tecumseh, Michigan. Matt shares how he and his wife Elizabeth transformed their culinary expertise into a thriving chocolate business that started in their kitchen during the pandemic and now op…

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The Resilient Food Brand: Financial Strategies to Weather Economic Storms 35:20

1M ago35:20

35:20

Despite rising costs and economic uncertainty, Sarah brings her characteristic straight talk to food business finances in this timely episode: "All is not lost." Drawing from both historical patterns and current market insights, she explains why specialty food brands can still thrive during economic downturns as consumers continue treating themselv…

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Episode 140 - Rapid Growth Is Not For Everyone w/Sarah Delevan 21:27

2M ago21:27

21:27

It’s time for a contrarian view. Most founders in CPG should not be focused on rapid growth. It is far easier to create a stable, satisfying seven-figure CPG business if you let go of a need to scale (and grow fast to get there). In this episode, Sarah and I explore the key financial math that forces your hand as a founder. Do you really want to pu…

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BABOYOT with Benny Blanco Tortillas: Premium Pricing, Patient Expansion, and the Secret Code of Giving 1:02:18

2M ago1:02:18

1:02:18

In this episode Sarah sits down with Christopher Hudson, the Arizona native behind Benny Blanco Tortillas. After years in food service, Christopher purchased the company in what he calls "a match made in heaven." Christopher's approach to building a business on his own terms combines premium quality ingredients with transparent sourcing, a premium …

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Beyond 51%: Determining Your TRUE Product Margins for Food Business Success 44:40

2M ago44:40

44:40

Did you hear the episode where Sarah told her client they needed 70% product margins? Were you curious why it was so much higher than the usually recommended 51%? In this episode, Sarah pulls back the curtain on how she determines the right product margins for different food businesses, and guides you to finding yours. She reveals where your P&L is…

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Episode 139- The Problems With Early-Stage Marketing: Doubt and a Design Bias 5:57

2M ago5:57

5:57

It’s not uncommon for brands to scale mostly as B2B enterprises with minimal emphasis on sophisticated consumer marketing. When product design carries you that far, it can be easy to overlook the marketing department. Then, when you turn to ask them for acceleration, you realize you do not have the right team at all. Or, even worse, you don’t even …

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BABOYOT with People's Choice Beef Jerky: Crafting Legacy on Their Own Terms 52:00

2M ago52:00

52:00

In a world where food startups chase rapid growth and quick exits, People's Choice Beef Jerky stands as a refreshing counterexample. This Los Angeles-based company has been crafting premium meat products since 1929, and is now thriving under fourth-generation leadership. Their story offers valuable lessons for food founders looking to build sustain…

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Community, not FOMO: Sarah Returns to Expo West After 10 Years Away 44:48

2M ago44:48

44:48

After more than 10 years away, Sarah decided to return to natural foods' biggest industry event - but why now? In this candid Season 14 opener, Sarah takes you behind the scenes of her Expo West experience, revealing what's changed, what hasn't, and whether the industry hype actually lives up to reality. The conversation also explores the striking …

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Episode 138 - Knowing When To Shut Down 13:07

3M ago13:07

13:07

I never urge anyone to become an entrepreneur. Ever. That’s because I am one. Sometimes, continuing the business could endanger more than your finances. In this episode, I give you five clear signals that, when combined, make it clear you should wind down. Remember, you can always try again later in your life. Always. Your Host: Dr. James F. Richar…

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Breaking the Monopoly: How Founders Can Navigate a Consolidated Market 47:58

3M ago47:58

47:58

In this eye-opening episode of the Good Food CFO podcast, Sarah Delevan talks with Stacy Mitchell, co-executive director of the Institute for Local Self-Reliance, about the myths of market consolidation and how food founders can fight back against corporate monopolies. Stacy Mitchell is a writer, strategist, and policy advocate whose work focuses o…

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Ask The Good Food CFO: Is Rent a COGS, How to Establish Channel Margins, and the Hidden Costs of Co-Packers 38:45

3M ago38:45

38:45

In this special episode of The Good Food CFO podcast, we’re sharing highlights from our live Q&A session with BABOYOT members. These quarterly events are an awesome opportunity to connect with Founders and answer their most pressing financial questions. Some of the topics we tackled: Food Service vs. Wholesale Pricing: Discover why conventional wis…

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Episode 137 - How I Built This 10:34

3M ago10:34

10:34

Believe it or not, I used the same fieldwork techniques to build my own B2B brand that I urge you to deploy in my book. In this episode, I explain how I used a flywheel of goodwill connecting tradeshows to LinkedIn to build my business. Fans are critical oxygen for any entrepreneur. Your Host: Dr. James F. Richardson of Premium Growth Solutions, LL…

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Building a Profitable Business: Advice from a $400 Million Brand Founder 51:09

3M ago51:09

51:09

In this episode of The Good Food CFO Podcast, Sarah Delevan shares candid insights from a recent meeting with the founder of a brand generating over $400 million in annual revenue, and doing it profitably. Through a series of powerful "sound bites" captured during their conversation, Sarah reveals how this founder's approach challenges traditional …

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BABOYOT with Hope Lawrence of Hudson Henry Baking Co.: Building and Selling a Million Dollar Brand 1:03:32

4M ago1:03:32

1:03:32

In this episode of the Good Food CFO Podcast, Sarah Delavan sits down with Hope Lawrence, founder of Hudson Henry Baking Co., who shares her remarkable journey of building a profitable granola business on her own terms. From starting with just $4,000 in her farmhouse kitchen to reaching $1.25M in annual revenue, Hope's story proves that sustainable…

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Episode 136 - Updated Edition of Ramping Your Brand! 8:54

4M ago8:54

8:54

In ten days, the updated and expanded edition of Ramping Your Brand goes live in all formats. In this episode, I go over what has changed and why you should grab a copy even if you have the 1st edition. Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.com Please send feedback on this or other episodes t…

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Pivot Tables: A Secret Weapon for Food Business Profitability 53:31

4M ago53:31

53:31

In this episode, Sarah is sharing her favorite tool for quickly and easily transforming your basic data into actionable business intelligence - Pivot Tables. From helping you recognize sales patterns and trends, to identifying issues and opportunities, and seeing your customer and sales channel profitability, pivot tables are truly a secret weapon …

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Values over Volume: Why Big Spoon Roasters is Breaking up with Big Grocery 28:51

4M ago28:51

28:51

After a decade of national growth, Big Spoon Roasters made a decision that has the CPG industry talking: they're walking away from Whole Foods, UNFI, and other national grocery chains. But this isn't a story about failure – it's about what happens when a good food brand chooses values over volume. In this episode of The Good Food CFO podcast, we di…

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Episode 135 - What is YOUR Founder Superpower? 9:02

4M ago9:02

9:02

American media loves to reinforce the ideal of the visionary entrepreneur who ‘bootstraps’ to glory with no initial resources. The reality is that those who do pull this off usually have one or more superpowers as they started. My growing case study research suggests that having one of the following superpowers is key to beating the odds of making …

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Revolutionizing Local Food: The Story of Argus Farm Stop 54:57

4M ago54:57

54:57

When Bill Brinkerhoff and his wife stumbled upon a unique store model during a college drop-off trip, they had no idea it would lead them to transform an abandoned gas station into a revolutionary market that's paid out over $22 million to local farms. In this episode, discover how Argus Farm Stop flipped the traditional retail model on its head, g…

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6 Strategic Questions to Drive Personal & Business Growth 50:11

4M ago50:11

50:11

Ready to dig into some questions that could transform the way you think about your business? In this episode, Sarah and Chelsea share six questions that every founder should ask themselves. They tackle everything from "If we close 100 more deals like this, will we be happy?" to "What's one thing I'm afraid to ask my team, but probably should?" Thro…

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Episode 134 - Why Artisan Pricing Doesn’t Scale in CPG 13:04

5M ago13:04

13:04

One of the more common problems lurking at the Fancy Foods show, if you’ve ever been, is sitting at every booth in plain sight. It’s on the sell sheets of various specialty food brands that exhibit there. It is their SRPs. They’re not just premium. They’re artisanal. And these prices just don’t scale. Pricing 100% above the market share leader in a…

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The $20,000 Mistake: What CPG Founders Need to Know About Branding & Trademarks 55:08

5M ago55:08

55:08

What’s worse? A $20,000+ legal battle, or having to completely rebrand your CPG company in 30 days? In this eye-opening episode, trademark attorney Nicole Swartz shares how losing her own brand to trademark issues led her to protect over 1,200 brands with a 99.8% success rate. Together with CPG brand strategist Kelly Bennett, they reveal their uniq…

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BABOYOT with Sarah Nathan of Nooish: How an Industry Veteran Created a Buzz-Worthy and Profitable Product 52:50

5M ago52:50

52:50

Meet Sarah Nathan, founder of Nooish, who transformed traditional Jewish matzo ball soup into an instant comfort food sensation. On this episode of The Good Food CFO podcast, Nathan shares how her decade of experience in CPG and deep roots in Jewish culinary culture led her to invent freeze-dried matzo balls - a culinary breakthrough that turns an …

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Episode 133 - Food Innovation for GLP-1 Users? 10:59

5M ago10:59

10:59

Despite one or two “diet” food brands like Atkins that are still kicking around, diet food innovation is generally a graveyard of CPG innovation. But GLP-1 drugs raise the profile of a different outcome, indirectly supporting weight management - satiety. But are GLP-1 users an innovation segment or a marketing audience? The difference matters, if y…

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Grateful & Growing: Saying Goodbye to Where This All Began 13:30

6M ago13:30

13:30

In this special bonus episode of the Good Food CFO podcast, Sarah Delavan shares a deeply personal moment as she prepares to leave the home office where her consulting business was born seven years ago. From an unexpected job loss that led to her first consulting gig, to launching a podcast that's grown into a thriving community, Sarah reflects on …

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Episode 132 - Why Most Startups ‘Market’ Instead of Entertain 9:23

6M ago9:23

9:23

A lot of us are sick of hearing about Liquid Death, the entertainment brand that happens to sell water. In this episode, I explain why it’s so hard for the average CPG startup to build an entertainment-based brand. It’s not the category. That’s not the barrier. Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsol…

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A Fresh Take on Planning for the New Year: Why Looking Back is the Secret to Moving Forward 47:43

6M ago47:43

47:43

In this must-listen season finale, Sarah Delevan flips the script on typical year-end planning by exploring why looking back is crucial before looking ahead. Inspired by an Office Hours member's approach to evaluating progress, Sarah reveals how understanding your past performance in context can transform your decision-making. She challenges the "b…

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BABOYOT with Sydney Karmes-Wainer of French Squirrel: Lessons in Pricing, Negotiations and Sustainable Growth 1:07:22

6M ago1:07:22

1:07:22

From accidental entrepreneur to confident business owner: Sydney, founder of French Squirrel, reveals how she transformed her healthy snack company by confronting hard truths about pricing and profitability. After years of underpricing her premium date-based treats and struggling with razor-thin margins, Sydney shares the pivotal mindset shifts tha…

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Episode 131 - A Startup’s Recession Playbook 6:28

6M ago6:28

6:28

In 2025, the Trump administration’s stated policy moves may easily trigger a recession in the U.S. by late in the year or in 2026. This is a great time of year to create a Plan B for your marketing playbook to adjust how recessions impact premium-priced early-stage CPG brands. Have a listen and spend a day getting ready in advance. Your Host: Dr. J…

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Answering Listener Questions: Customer Profitability Analysis, Cash Flow Management, and Bubble Goods 49:56

7M ago49:56

49:56

In this value-packed episode of The Good Food CFO podcast, we tackle three critical business questions asked by our BABOYOT Members. First, we reveal why your cash flow tools might not be delivering results (hint: it's probably not the tool's fault!). Then, we dive into a step-by-step guide for analyzing customer profitability – essential knowledge…

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Episode 130 - Your Year-Round Horror Show - The Death Funnel 11:54

7M ago11:54

11:54

The perils of the first $500,000 in recurring sales are many. Most are related to cash flow and getting paid by distributors or retailers. Without the proper seed monies, many companies evaporate despite the power of their innovation. In this episode, I’m updating the episode that launched this tough love podcast. There is less space on shelves tha…

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Breaking Free from the Food Industry Playbook: How to Stop Comparing and Start Customizing 42:17

7M ago42:17

42:17

This week on The Good Food CFO podcast, we explore financial benchmarks for CPG brands, emphasizing that many common questions about business finances often lead to the answer 'it depends.' Sarah discusses the importance of understanding individual business contexts rather than relying solely on industry standards, challenges prevalent beliefs in t…

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BABOYOT with Keesha of Live Loud Foods: Building a Bold and Authentic Brand 1:09:47

7M ago1:09:47

1:09:47

In this BABOYOT episode of The Good Food CFO podcast Sarah chats with Keesha, the vibrant founder of Live Loud Foods, a brand that’s redefining the nut market with bold, unique flavors. Keesha shares her fascinating journey from information systems engineer to culinary entrepreneur, highlighting the challenges of launching a food business, includin…

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Episode 129 - The Six Elements of a Good Strategic Plan 9:06

7M ago9:06

9:06

It’s that time of year, folks. Preparing for 2025! The most underthought aspect of early-stage business plans is the strategic plan. It’s the front half of your business plan focused on growth. And all too often, it resembles an investor pitch. In this episode, I narrate material from my Blog for a broader audience so that you can focus on a measur…

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Why Doesn’t My Model Match Reality? How to Know and What to do When Your Model isn’t Working 1:02:03

7M ago1:02:03

1:02:03

Financial Modeling helps build financially successful businesses. But what if your model doesn’t match reality?! Sarah and Producer Chelsea are discussing the importance of regularly comparing your models to your actual business outcomes, how to identify if your model doesn’t match reality (because as you’ll hear it is not always obvious!) and, of …

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Sarah’s Take: What the Siete Acquisition Says About Our Food Industry 33:18

7M ago33:18

33:18

Stay Connected! Instagram: @TheGoodFoodCFOYouTube: @thegoodfoodcfo Join us in The Good Food CFO Community There were a lot of “hot takes” on the recent PepsiCo acquisition of Siete Foods, a popular brand known for its grain-free tortillas and snacks. In this episode, Sarah offers her nuanced perspective, explores the reactions from various groups, …

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Episode 128 - One Industry Pro Please 9:03

8M ago9:03

9:03

You may be an amateur with an idea. A great idea. And you may be smart, organized and well-funded. But you still should have at least one other person on your team with 10 years plus functional experience in the early stage world. Most likely, this should be an ops person. This is the skill most founders simply do not have. And it often shows. Your…

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Old School Meets New Tools: How to Use CPG Automation to Do More of What You Love with Jessi Freitag 1:17:24

8M ago1:17:24

1:17:24

What advice would you get from a CPG Operations Expert that believes in building a business on your own terms (BABOYOT), and enhancing productivity to do more of what you love, rather than simply doing more? Sarah invited CPG Operational Expert, Jessi Freitag to the show to find out. Jessi is an operations and project management consultant helping …

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How to reduce risk in your CPG business with 3 Financial Models 1:08:52

8M ago1:08:52

1:08:52

Is it possible to de-risk your CPG business? We’re exploring three financial models that every founder should use to make smarter decisions and mitigate business risks. Discover how a Pricing Model can align production costs with market expectations and reveal hidden margin opportunities, and dive into the practical application of the Good Food CFO…

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Episode 127 - Getting Real on Seed Financing 10:42

8M ago10:42

10:42

Let’s get real on seed financing. Judging by the sheer volume of founders complaining about all the hidden costs in third-party distributed retail, it’s clear to me that way too many middle-class people tried to jump on the bandwagon designed from top to bottom for the rich. Poor financial planning remains the number one reason that consumer startu…

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BABOYOT with The Fishtown Pickle Project 1:12:11

8M ago1:12:11

1:12:11

Sarah chats with the Founders of The Fishtown Pickle Project about how their pickles went from wedding favors to the shelves of major retailers. Niki and Mike share their entrepreneurial journey and the strategic decisions that propelled their business forward, as well as the important role that staying true to their values, and taking an innovativ…

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Episode 126 - Top Five Mistakes Courting Investors 11:50

9M ago11:50

11:50

During this funding lull, we should all step back and absorb the key mistakes that so many amateur founders made in the 2010s and the pandemic. In this episode, I start with the big one: You started looking way too late. Want the rest. Then, listen in! Your Host: Dr. James F. Richardson of Premium Growth Solutions, LLC www.premiumgrowthsolutions.co…

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BABOYOT with Kait of Savorista: How Shipping and Subscriptions Can Make or Break Profitability 1:12:43

9M ago1:12:43

1:12:43

The Holiday shopping season is getting closer, and with it comes some of the biggest opportunities to generate revenue! But higher sales don’t automatically equal higher profits in your business. In this episode, we kick things off with a Holiday primer to get you ready for the last quarter of 2024. Sarah shares what you should consider, analyze an…