#244 - Live Pitch Practice & Feedback

In this special episode of the Startup CPG Podcast, host Daniel Scharff and Managing Editor Caitlin Bricker — a former retail buyer — run a live pitch practice session recorded on YouTube Live, where founders jumped up to deliver their 30-second pitch and got direct, actionable feedback in real time. The result is one of the most broadly useful episodes we've ever put out: whether you pitched or just watched, the feedback applies to you.

Eleven brands across food, beverage, supplements, and pet stepped up: an Ayurvedic wellness tea, a kava seltzer, a low-carb donut and cookie brand, an umami seasoning, a women's hormonal health supplement powder, a pet training treat in a portable tube, a dessert butter, and a salon-quality cuticle oil line. Every pitch got something different — and every piece of feedback is worth hearing.

Together, Daniel and Caitlin break down the mechanics of a strong pitch: why your energy matters more than your talking points, how to proactively answer the buyer's unspoken questions, why uptalk will quietly kill your credibility, and what it means to actually lead with your product.

Listen in as they cover:

• Why energy and confidence beat a perfectly memorized script every time
• The single question every buyer is thinking but won't always ask: will this actually sell?
• Camera setup, lighting, and the small technical details that make a big impression on Zoom pitches
• Why "first ever" is a phrase to avoid — and what to say instead
• How to use proof points, velocity data, and repeat purchase rates to earn trust fast
• What adaptogenic actually means — and why you need to know before you say it
• When your founding story helps you and when it costs you valuable pitch time
• Why D2C traction and social following should come up earlier than most founders think
  
  

Brands featured: 

Ayursome Wellness, Kaviva, Good Journey, Zenbroth, Bagelverse, Ramen Bae, Cali Nutrition, Doggo Sessions, Oh My! Dessert Butter, Theniya, Tiara Natural Deodorant

Don't forget to leave a five-star review on Apple Podcasts or Spotify if you enjoyed this episode. For potential sponsorship opportunities or to join the Startup CPG community, visit http://www.startupcpg.com.

Show Links:

• Transcripts of each episode are available on the Transistor platform that hosts our podcast here (click on the episode and toggle to “Transcript” at the top)
• Join the Startup CPG Slack community (35K+ members and growing!)
• Follow @startupcpg
• Visit host Daniel's Linkedin 
• Visit host Caitlin's Linkedin 
• Questions or comments about the episode? Email Daniel at [e-mail]
• Episode music by Super Fantastics

If you’re interested in learning more about the science behind Cognizin,
Head to www.cognizin.com to learn more.

Creators and Guests

Host

Caitlin Bricker

Managing Editor @ Startup CPG

Host

Daniel Scharff

Founder/CEO, Startup CPG

What is The Startup CPG Podcast?

The top CPG podcast in the world, highlighting stories from founders, buyer spotlights, highly practical industry insights - all to give you a better chance at success.

Daniel Scharff
Welcome to the Startup CPG podcast. Today's episode is very special because some brands in the community are giving you the chance to hear their pitch as they're developing it. Along with our team's feedback. We recently ran this pitch practice on YouTube live and any brand could jump up and give their 32nd pitch and then get feedback from me and our managing editor, Caitlin, who is a former buyer. I think this is really valuable for anybody to hear because the feedback is broadly applicable. The things we suggest for these specific brands would apply to many of you.

00:38
Daniel Sharff
Out there, so I really hope you get a lot out of it.

00:40
Daniel Scharff
Keep in mind that this was a video pitch, so there's some technical feedback on things like lighting and camera position, but that stuff is really important because these days, in person meetings are very rare. And outside of a trade show, almost.

00:51
Daniel Sharff
All your pitches are going to happen on Zoom.

00:54
Daniel Scharff
Again, I really want to thank these brands for being brave enough to come up and practice their pitches with us and also being open to feedback. Please join me in celebrating their willingness to seek that out. Our goal is for all of you to perform your best and it's really a special opportunity for all of us to get to learn together like this.

01:10
Daniel Sharff
Okay, here we go. Hello, everybody. Welcome, welcome. How we doing? Good to see everyone. So we are just going to rip right into it today, but wanted to give a few of you guys the chance to practice some pitches because we have a very big event coming up which is Expo west and you will be pitching there. And so Caitlin, who is our managing editor and I would love to give a few people the chance to practice their pitch. Let's hear what you guys got and we will give you our gentle, loving, but direct feedback so you get extra points also if you go first. And also it's just a good chance for us to learn about your products. And what I'm looking for on the pitches would be about 30 seconds of your pitch.

01:58
Daniel Sharff
So if it goes longer than that, we may clap you off, just so you know, in a friendly, loving way. And yeah, let's get into it. So, Caitlin, we have our first pitcher. This is Divya. Divya, come join us.

02:11
Divya Kumar
Hello. How are you guys?

02:13
Daniel Sharff
Hey, how's it going?

02:14
Divya Kumar
Very well. Thank you so much for organizing this. Let me know when I should start.

02:18
Caitlin Bricker
Let's go.

02:18
Divya Kumar
Okay. My name is Divya and I'm the founder of AyurSome Wellness. We are an organic functionality brand. We are based right here in New Jersey. What we do is we make organic, functional Teas which are based on the holistic science of Ayurveda. And Ayurveda, as you know, is a sister science of yoga. We make various types of teas which address everyday wellness aspects like digestion, blood sugar, sleep, relaxation. And these teas we make in compostable tea bags because often enough our teas, which are good for you, are really hurting your gut. So we made sure the microplastics are out of your tea and the packaging is vibrant for retail shelves, it's sustainable. And we are distributed through white store natural foods on the west coast in Southern California and we share throughout the country. We ensure margins of 40% for retail stores.

03:15
Divya Kumar
We do have our own marketing promotional plan which is quarterly, but we are happy to look at your specific plan if you have one in place for the store.

03:25
Daniel Sharff
Okay, cool. Thank you, Divya. Caitlin, you want to kick us off with feedback?

03:28
Divya Kumar
Yes.

03:29
Caitlin Bricker
Yeah. Nice job going first. That's definitely not easy. So good job on that. It was great to hear about your products. I think I was hoping to hear a little bit more about what we'd find inside of those teabags. I do like hearing the background, but I think for a quick pitch I want to hear more about the ingredients and why you're focusing on those ingredients.

03:49
Divya Kumar
Absolutely. And I do usually carry a tea bag as well just to make sure they understand how exactly sustainable and compostable it is.

03:58
Caitlin Bricker
Nice. And I know that you also make date sweetened cookies too.

04:02
Divya Kumar
You do. So our pitch for the bigger chain stores is on the tea side, not on the cookies side. We are still working on upping the capacity for the cookies to kitch at a big store. So we are going with what the product where we've already built the capacity to serve like a Whole Foods or something.

04:20
Daniel Sharff
Caitlin, did you ever buy for tea?

04:22
Caitlin Bricker
I did not. Well, I wasn't specifically a tea buyer. I did a whole bunch of things but my focus was primarily personal care, bodies care.

04:30
Daniel Sharff
So my feedback, having not been a buyer, Caitlyn was a buyer. I'm just hear a lot of pitches, I guess a couple things. One, which is actually just a technical thing, but if you're coming on here, you know you're going to pitch like have your lighting and setup be really good always for any brand out there. So like you're very side lit right now and your laptop is on your lap and so it's shaking around a lot and the light is like hitting you one side and it actually I'm using a laptop right now and if you could see me set up with his laptop. You're like, what is he doing? Because my laptop is sitting on, like, one of these safes, you know, like a fireproof safe.

05:03
Daniel Sharff
Because I want to make sure it's up at my eye level and, like, looking down at me. This is the typically the best camera format that you're going to find for when you're pitching stuff. So I'd recommend for everybody out there, put it on a book, like a stack of books, whatever. Have it facing you or facing down. That's where you want to be and not moving. Very important. It'll just give, like, a nice, high quality look for people. I'd say the other piece of feedback that I have, and we'll bring up the next person after this, is there is a lot of tea out there in the world. And, like, what really makes all of the tea different? A t buyer will know that much better than I will.

05:39
Daniel Sharff
I am immediately look, because I think the barrier for entry and create in launching tea is so low. I think there's so many out there. I immediately do want to know, is this going to sell, though? Like, what's the proof point that you have? I liked when you said, like, hey, we have margin for you. That's cool. Like, okay, you're thinking about me. I like that. But what I really want to know is, like, but do people want this? Like, I don't know. Those are cool stuff. But, like, no. And I'm selling in these accounts, and it's outselling. You know, we're in the top 25% of velocity, and it's going to be for you, too. So as quickly as you can get.

06:07
Caitlin Bricker
Some of that, I got to add something to piggybacking on what Daniel's saying. For me, a tea brand is standout. You have the compostable aspect going for you. But a tea brand is standout when they're not using natural flavors and they're just focusing on those whole herb ingredients, because I find that base is very crowded. But if you're not using the natural flavors, call that out.

06:29
Divya Kumar
Thank you so much for pointing out. It did skip my mind in the pitch, but we actually just use the whole herbs. That's it.

06:36
Daniel Sharff
All right, thank you, Divya. All right, welcome, Spencer.

06:39
Spencer McManus
Hi, Caitlin. Good to see y'. All. Thank you so much. So, yeah, my name is Spencer McManus, founder of Kaviva. So, as you know, most social outings require you to decide between having fun that evening and being productive the next morning at Caviva, where you decided to create a third option. The Cava route allows for relaxation without the downsides of alcohol. So you won't feel hungover, you won't feel inebriated. Well, you won't do anything that you don't want to do. We've seen across the country in various stores that people are looking for something in between the soda water, the Red Bull and alcohol. They're not necessarily looking for less alcohol. They're looking for something that's different and something that's better. Compared to other kava seltzers on the market, we have the most kava with a thousand milligrams.

07:25
Spencer McManus
So you actually feel it in the first can. And that was a very deliberate decision. And then we also use real fruit juice, which comes out in the flavor. It actually tastes natural because it is all natural and it doesn't taste like chemicals. And so that's the feedback we generally get. Have you seen that your customers are choosing non alcoholic options?

07:44
Daniel Sharff
All right, Caitlin, non elk expert, you're up first.

07:49
Caitlin Bricker
I do know what kava feels like and the experience that you get on your tongue and your lips when you drink it. I think that would be a cool thing to incorporate when you're pitching is when you're talking about what you are going to feel. Focus on your experience personally or what your customers have told you about their experience with kava and drinking your beverage versus what they're not going to feel. Okay.

08:13
Spencer McManus
Awesome. Yeah, I usually do remember to say the mouth tingle makes it feel like you're doing a vice and like you're engaged in the social outing, even though it doesn't have all the downsides.

08:23
Caitlin Bricker
And great job with the milligram call out too, because it's not. It's clear that it's not just like a willy nilly ingredient thrown in your product and that you've actually done the work to get that in there.

08:34
Spencer McManus
Yes.

08:34
Daniel Sharff
Caitlin, what are some example of willy nilly ingredients thrown in there? What brands are guilty? Just kidding.

08:40
Caitlin Bricker
Adaptogens. Like, it is mind boggling to me. How many brands say that their product is adaptogenic and they don't know what an adaptogen actually is? That is something you need to in consume consistently to feel the effects. It's not a one and done. It's not a one and done thing.

08:59
Daniel Sharff
Well, I don't really appreciate you saying that because I would have been one of those and then you would have called me right out and I would have been like, it's Adaptogenic, you know, adapts genetics. I don't know. Yeah, right.

09:11
Caitlin Bricker
If you consume it properly and consistently. Sure, I could do that for you. Not one time. Deal, though.

09:18
Daniel Sharff
Nope. You can't get anything by Caitlin. That's what we, like, can't pull the wool over. Okay, so generally, I'm giving you the straight feedback as always, Spencer. So a couple things. One, I would say to me, you seem like a confident guy who's going to be pretty comfortable pitching to people. There was something in your pitch that made it feel like you were trying to remember things to say.

09:41
Spencer McManus
No, you're right. I'm bad. When I have to memorize something, I'm much better extemporaneously.

09:45
Daniel Sharff
Yes. So don't. So don't do it. My advice to you is, like, don't try to remember the things you're supposed to say. Just be your natural, good energy self and just say what you feel about the product. And if you ever are stuck, just. I would just remember what's on the can. And you can. You should be able to use the can as a guide for pitching of, like, I'm drinking a poppy right now. I could just be like, yeah, we make poppy. And, you know, it's got good flavors and it's got pre Bot. Whatever it has on it, you know, just. Because those should be the main things that you're trying to. And it will remind you why you did it in the first place.

10:17
Daniel Sharff
And every time you pitch, you're trying to channel that energy of, like, the very first time that you got so excited and told somebody about why you're doing this and give them that energy. Because the thing that buyers will respond to more than absolutely anything out there is your energy about this product. Like, your energy and your confidence. And they're like, I'm in good hands with this product. Okay.

10:38
Spencer McManus
Yeah, that's expert feedback. You're right.

10:41
Daniel Sharff
Cool. And then just on, you know, on the specific content of the pitch, the only thing I would say is you kind of start out the pitch talking about kava almost as if you guys were the first kava on the market. Like, you know, were looking for different, which is like, okay. But kava has. I mean, you know, it's been. People have been pitching kava products as long as I've been in the beverage game anyways. So, you know, let's say I was kind of hearing about it, let's say, six years ago. So I don't think you're explaining to anyone for the first time what cava is and if so, they're probably not going to be that interest.

11:13
Daniel Sharff
They're like, well, you know, like some like super conventional retailer might not know about it yet, but I would actually go harder on just first what's out there and immediately trying to hit proof points of this will sell on your set. And why? Like, you know, because I think it's. Although it's been around for a while, I think it's still very fringe. And I think the thing that you're going to be combating in their mind is just being extreme here. Like this is something that people don't care about or it's like some like party trick thing that like is not actually mass consumption. It's not habit forming. Like there aren't consumers out there buying this on a weekly basis. So whatever data points I think you can proactively throw at that right up front. Like, here's what you're doing. This has the.

11:51
Daniel Sharff
I love when you said it has the most kava amount and that is actually what people are looking for. Like people who buy kava actually look at the label and see how much is on there. We have the most blah, blah. And we have these repeat buyers and here are the kind of, here's who they are and here's where they shop. So that's the kind of stuff I would try to pull in. Cool. Perfect. All right, I'm going to bring up the next person. Thank you guys again for going first. You guys are legends.

12:15
Caitlin Bricker
All right. I know you.

12:17
Daniel Sharff
Hey, Hi.

12:19
Caitlin Bricker
Hello.

12:20
Kristoffer Quiaoit
Hello. All right. I'm Kristoffer. I'm the co founder of Good Journey. You make delicious low carb donuts and cookies. We started this because I was going through a mental health crisis. I had filed bankruptcy after going on shark tick and making a bunch of mistakes in my last business. Had to cut out sugar and carbs. But unfortunately I love donuts and everything out there didn't taste like a donut or a cookie. So we really focused on taste and texture to get that feel, donut feel and nostalgia back. And our donuts are zero added sugar. They are low net carbs and high fiber. And so you're gonna get half your daily value of fiber without the weird gut feeling you get with a lot of fiber. Cuz we use soluble tapioca fiber. We're in Rock island, in norcal and in High Touch in Southern California.

13:09
Kristoffer Quiaoit
We're doing extremely well in the refrigerator grab and go snacks. And people who are looking for low sugar and low carbs for both themselves and also their kids, like we do really well with moms looking for stuff for their kids that are picky eaters.

13:21
Daniel Sharff
All right, Caitlin, our low sugar, no sugar added expert, you're up first.

13:28
Caitlin Bricker
You know the first thing that comes to mind for me when people say it's a no added sugar product or 0 grams of sugar, I want to know what you're sweetening with. Are you sweetening with a whole food ingredient? Are you sweetening with allulose, erythritol, sugar, alcohols? What is it? Because consumers do want to know, and retailers are looking at that. Great point.

13:49
Kristoffer Quiaoit
Yeah. We sweeten it with allulose and a tiny bit of stevin. Not enough to give you that weird aftertaste.

13:54
Caitlin Bricker
Cool.

13:55
Daniel Sharff
Okay.

13:55
Caitlin Bricker
Yeah, I would be. Personally, I would be more clear about that. Specifically, depending on the retailer that you're talking to, I would be more clear about your ingredients. Fiber, obviously, is so hot right now and probably will be forever. So it's great that you're hitting on that. For me, personally, I think your anecdote about Shark Tank was kind of a turnoff. I think it's. You were on Shark Tank, but the anecdote about filing for bankruptcy, for me, I was like, thinking in my mind, well, how did you get there? Are you. You know, is this gonna be the same deal with your brand now? So.

14:35
Daniel Sharff
Right.

14:35
Caitlin Bricker
For me, personally, that's something I kind of got stuck on.

14:39
Daniel Sharff
I think that's an interesting point also. Like, that's valuable time that you have for a pitch. But I don't know if the point there is, like, hey, I was on Shark Tank, but, like, I sort of agree. Like, yeah, I had this. Yeah, maybe not the best way to kick off a pitch. I have a couple things to mention. My first, which, there's this thing called uptalk, and this will kill a pitch and any long form presentation. And I heard you doing it on most of your sentences, where uptalk is when you end each of your sentences on a high note, which makes it sound like it's a question. Like, we have donuts and they have a lot of fiber. Right. Whereas, like, no, we have donuts, they have fiber. Because most of your sentences you were ending.

15:22
Daniel Sharff
It's sort of a insecurity thing a lot of people do when they're saying. They're just like, it will take all of the wind out of whatever you're saying when you talk that way. So, like, you know, we can post the recording of this. I encourage you to go back and listen to it, and you'll hear. You're like, no, that, yeah, that's not how I want to sound. I want to sound like driving hard on the points, enunciating. I think some people do it because they want, like, they feel like it sounds more affable, or they're trying to have more vocal variety and different tones in what they're saying. But that is the biggest thing to avoid. And people, they don't know that you're doing it. Like, I know this because I was trained on this in consulting.

15:55
Daniel Sharff
And they're like, don't ever do this in front of a client. Because the most important thing is for.

15:59
Daniel Scharff
Them to think that you know what.

16:00
Daniel Sharff
You're talking about and you're young and you don't know. Like, not you. I'm talking about me when I was a consultant. Like, I didn't know what I was talking about. They're like, so at least sound like you know what you're talking about. So I would definitely try to fix that one up. And maybe you don't do it in person, but you just do it in this, like, kind of weird online format. So I'd try to fix that up. Also, if you are pitching virtually in the future, I'd encourage you to have the product out, not just in the wrapper. Cause I was like, okay, it's a donut. Like, I want to see donuts. Donuts are cool looking. So, like, to actually have it out so we can see it. And then the last point was around, you kind of got to performance almost.

16:32
Daniel Sharff
But okay, in my head, my immediate biases around donuts that are low sugar. Number one, it's not gonna taste good. Number two, do people really buy it? And I would like for you to be more proactively addressing those like, and by the way, you know, x percent of people say that this tastes better than donuts that have more sugar or, like, you know, head to head. At this one store, we're performing 3x the conventional donuts. You know, whatever data point you can throw about that. You kind of mentioned it around. Performing well with high touch in the refrigerator set. Like, okay, you got a little specific there. But I would like to see that hit a little bit harder just on the taste and performance and purchase. Cool. Awesome. All right, all right. Thanks, my friend.

17:11
Kristoffer Quiaoit
Thanks for the feedback. That was really helpful. Appreciate it.

17:13
Daniel Sharff
Absolutely. All right, I'm bringing up Jessica. We got a couple more people in the queue here. Thank you guys again. All right, Jessica, what you got?

17:22
Jessica
Hello, Daniel. So nice to see you again since last Tuesday. And thank you so much for having me. Here. My name is Jessica. I'm a second year Penn student and founder of Zenbrowse. We produce umami seasoning that designed to be the third essential on your kitchen tables besides salt and pepper. We use whole foods ingredients just like kelp, bone broth, shiitake mushrooms, limes mein and others. And with little control sodium. So we really help you to turn everyday dishes into something really satisfying and delicious and better for you. Comfort food. Imagine sprinkle Zenbros on your next dishes such as when you marinate meats, tossing when you cook. When you cook veggies or tofu, or finishing as a leftover at your table, you will get the deep, savory umami flavor we all crave for. Just like 99% of our customers says.

18:15
Jessica
And without really changing your recipes or menus, this is it. Thank you so much.

18:20
Caitlin Bricker
Thank you.

18:21
Daniel Sharff
All right, Caitlin, which who is the expert? Yeah, I don't have a good angle for this one.

18:29
Caitlin Bricker
For me, it was clear that you were reading off of something, so I was following your eyes as you were reading rather than listening to what you were saying. If I'm being completely honest with you, yes, you are going to know your product better than anybody else. And if this is my first time hearing about your product, you're selling it to me. So don't feel like you are trying to convince other people of something you already know. Like you are the expert on your product. You have. You will have that confidence more if you're not reading off the paper. Because I don't know anything about your product. So this is just an introduction that my advice to you is to just get more comfortable with knowing your product, which you, I'm sure, already do. Instead of reading.

19:16
Daniel Sharff
Good. I hear you taking notes. That's good. Okay. I 100 agree with your feedback. It was very hard for me to listen to what you were saying because it was like you were reading it or it was too memorized. Like it's. Every time you pitch, it must come from the heart. Like lock in with the person. Here's why I created this. You're going to love it. You're so privileged to get to hear about this from me right now. You don't even know. Like, that's the kind of energy I would like for you to have around the products. And yeah, just mine. Our technical point, if you're pitching on zoom, which a lot of us do very frequently to buyers, just get your computer up because I can see it's, you know, sort of at this level right now.

19:51
Daniel Sharff
You Want it up, facing down, nice and framed. And then you can actually hold your product up like it wasn't even in the frame when you were showing it before. The other thing I would try to do a little bit better is like just establish what the market is for that kind of a product because it's very different and new and like, you know, you showed it to me in person at our billpuff event last week. I would just be trying to explain like, here's who is using this and where and when and why, or it's new in that set and here's why people are going to use it. So I'd try to hit that with kind of nice and tight summary on it. All right, cool, thank you. All right, I'm bringing up Jacob.

20:23
Jacob Cooper
So for those of us who grew up in America in the 90s and later, pizza bagels were pretty ubiquitous, but they haven't changed on the shelves in 30 years. They still sell like a billion dollars a year, these things. And honestly, they're not that tasty. They're not healthy at all. And we decided to bring back America's favorite childhood snack. I'm a native New Yorker. I grew up on pizza and bagels and I figured, why not do this? Like, this speaks to me. This is everything that I could possibly want in an idea. And I don't have to introduce the concept to anybody. People know what pizza bagels are. People have fond memories of them. It's an excellent fit. I started in 2025 as a food pop up and did tons of events all over the city.

21:01
Jacob Cooper
We started, we even just finished our residency like an NBA stadium, did food network stuff. Big tech companies and kind of like the lowest cost way to get started. Even had a CNBC video come out on us like their CNBC make it program on YouTube, which is awesome. And now we're launching into grocery stores with these. So big cheese, spicy vodka and low roni. And this is because the business I think has likes. We've gotten a lot of good feedback. We've sold, you know, 40, 50,000 of these things in the last year. They're all in person and it's time to kind of grow and scale. I'm a second time founder. I love the challenges of scale. My previous company in AI and it is able to fund this with that exit. So I don't even think these things. Are really better for you.

21:42
Jacob Cooper
They're just better. And that's why I'm really excited about it.

21:44
Caitlin Bricker
You had me at 90s in pizza bagels and then when you showed the packaging, I was like, I want that. I wish you showed the packaging sooner.

21:54
Jacob Cooper
I agree with that.

21:55
Caitlin Bricker
I'm into it. I am all about the nostalgic products. I need to relive my childhood asap, so. So thank you.

22:03
Daniel Sharff
Yeah, I. I totally agree with Caitlin on that, because I actually was, like, surprised at how cool it looked by the time you pulled it up, and here's why. The way you were pitching to me, it sort of felt like somebody dragged you into doing this. You're like, I didn't really want to build this business, but I felt compelled to. I got summoned because pizza bagels are just so whack and out of. Out of, you know, have not been innovated. So, okay, I'll do this. And, you know, we've sold a bunch of. And also, I could see you, like, maybe reading some of the notes also. I feel like you don't need that. Like, you are good enough to do this. You definitely are. You've got the box. Looks like a banger. Looks great.

22:38
Daniel Sharff
Most people do not have a product that looks that delicious. I almost feel like your pitch is a little defensive. Like, you feel like you have to qualify everything that you've done and who you are, that, like, people should trust that you can do this. I don't think you need that stuff. I think maybe a little quicker on the nostalgia part, because that. Yeah. Reminds people why they love pizza bagels. And then I would just really try to stick to, like, do you love doing this?

23:03
Jacob Cooper
I do.

23:04
Daniel Sharff
If you do, I would try to channel that more of, like, I'm so excited to do this, and I. This is your big shot. But that's also more of, like, my energy. So I can't say it's going to be the right fit for everybody. Like, you know, you may have a style that also you just really like to lean into when you're pitching to people. But that would be my kind of feedback is I'm just like, all right, I don't know if you really love this and want to do this forever or not, because, like, yeah, we've sold a bunch of them. Like, it's going well. Like, I feel like if you reframed all of those things with different energy, that would have been the best pitch of the day.

23:32
Jacob Cooper
I appreciate it, guys.

23:33
Daniel Sharff
Thanks. All right. Some people might call me harsh. I'm totally okay being called a Simon. All right. Hey, Pooja.

23:43
Pooja Bag
Hey.

23:44
Pooja Bag
Thanks for having us. My name is Pooja. I'm here talking about Ramen Bae today. Ramen Bae, we are leveling up the ramen experience with protein ramen and dried ramen toppings. We started off as a desire to make ramen more of a healthy and complete meal rather than just a snack or a guilty pleasure. Our protein ramen was developed with the help of Japanese ramen chefs. It delivers up to 28 grams of protein but still has that like bouncy noodle texture so it doesn't feel like you're eating something healthy there. Our noodles are also air dried so you're not getting a ton of trans fat. Overall really balanced gluten clean macros.

24:20
Pooja Bag
And then our dried ramen toppings are made with real vegetables and meat and they're a super easy way to add nutrition and flavor not only to ramen but also to other meals like soups and stir fries. We've built the brand over the last three years. We've had 300,000 customers and have built an eight figure brand via D2C. And after years of customers asking where can you find us in stores? We're finally ready to make the jump to retail because we can support that financially and operationally. Now we've got a great social media following, over 180 followers across various socials and we're really excited to bring that audience and excitement into your retail stores.

24:57
Caitlin Bricker
Very cool. This is not your first go at cpg. Your name is very familiar.

25:03
Pooja Bag
I was at Diaspora Spice Co until late last year and then just made.

25:07
Daniel Sharff
The jump to Ramen Bay like a month ago.

25:09
Caitlin Bricker
Very cool. Well, your video was a little fuzzy for me when you're holding the products up so it's like a cliffhanger for me. I was getting like little glimpses here and there but I do think that this is a space that needs some more like fluffing up and we need better for you products because my mind always goes to what is the classic ramen like Maruchan, Is that the brand? We need better options. I wish I could see your packaging but I'll look it up after this. But I like what you were saying and it definitely, I'm sure it's nerve wracking getting up here, but I could personally tell that you were saying this just off the top of your head rather than reading off of a script. So that came through to me.

25:47
Daniel Sharff
All right, so it's a strong story. Pooja, your brand is much is starting from a much stronger place than most. I think. On your. If I can give a feedback just on your pitch mechanics, I would say I felt a lot of nervous energy when you were pitching. I felt like you were maybe running out of breath on it. And I know it's kind of a like this weird fake pressure situation that we create when it's only 30 seconds and you have two different SKUs. You need like product lines you need to talk about. And so, like a lot of that is artificial that we've created. And you know you'll have more time with people in person.

26:21
Daniel Sharff
But I really encourage people, if you feel nervous, if you feel yourself running out of breath when you're presenting, just try to see if you can pause and take a deep breath and then look at the people and talk to them like people and just remember, like, who are you? Like, who am I? No big deal. Just like, tell me about the product like a normal human. And that's kind of a nice way to just remember, like, what? Why am I nervous about this? This is like just some random pitch practice thing. Like I can talk to these people about a product. So if you don't have a lot of time, I would actually try to get the point in about the size of your D2C business and social following much earlier on. For people who aren't familiar with you.

27:01
Daniel Sharff
If they are familiar with you and they already know, then yeah, just have that as something you mention later on. Like, by the way, you know this about me, but we are a big deal because if there is one thing that makes retailers listen these days more than anything, it is that we can bring incremental customers into your store or into your set. And you can do that credibly because you have a big business, very few people out there running in with the guns that you have. When you can say, we have an eight figure DTC business. And I think you said 180,000 people across your social platforms. Is that what you said? So that's huge. I think you could start. You don't have to like, hello, I'm Daniel. I have a big following. Like, that's not cool.

27:38
Daniel Sharff
But to be like, hello, yeah, were this brand, we're really making these very cool things and we are here to launch into retail. We've killed it in D2C. I think that's a way where then immediately they're like, I need to see everything about this product. Is this the one? Is this the dream? I feel like you could hook people's attention a little bit better if you start a little bit earlier on that. Okay, I am going to bring up our next person. Great job. Okay, Renee, is coming up.

28:07
Renee DeBrincat
All right, so my name is Renee DeBrincat, and I'm the co founder of Cali Nutrition. What we are is a women's hormonal balance supplement. SPINS has estimated that this category is going to grow to 8.5 billion by 2032. But what we've seen in the wellness space is that it's gaining a lot of traction. I think that figure is going to be even greater. So what we are as a powder, I've found that this is much more easily incorporated into people's daily habits. It's a lot easier to remember to put this into your coffee instead of taking pills. So it's a unique format, and we have great ingredients. We have Inositol, but we also have chaste berry. So Inositol, where it takes a couple of months to maybe start working. Chaste berry will help you feel those results immediately. So that's it. That's us.

28:57
Caitlin Bricker
Show me your product.

28:59
Renee DeBrincat
I don't have a product. So we're launching in late spring, and our manufacturing is going to be like 10 to 12 weeks, so I'll have it in a couple months.

29:08
Daniel Sharff
Cool. It'd be good for you to have a visual, though, if you're ever talking to buyers, like to just print it if you can, you know?

29:13
Jacob
Okay.

29:14
Daniel Sharff
Because people are like, okay, I have no idea what you're talking about. Like, unless I just need to see something. Give me something to see.

29:20
Caitlin Bricker
The SPINS data is really cool. I also agree with the SPINS data. I think women's hormonal health is gonna be a huge category. We're seeing brands come into the market right now. Supplements, beverages, bars that are focused on women's hormonal health. It would be cool to know if you are focused on a specific stage of life for women with your products, or is this just a general woman's hormonal health product? Okay, sure.

29:48
Renee DeBrincat
Yeah. So this one, this is our first product. It's our hero skew. It is just for your regular menstruation cycle. So any woman that experience menstruation. Second product, we're gonna go into a fertility booster, which will have more like folate and stuff like that. And then I'm very passionate about perimenopause too, so I'd love to dabble in that later on, but, yeah.

30:10
Caitlin Bricker
Cool. Yeah, I think that those would be good things to hit on in your pitch. Just communicating which stage of life your products are gonna support.

30:18
Renee DeBrincat
Cool.

30:19
Renee DeBrincat
Thanks.

30:19
Daniel Sharff
Okay. I don't know a ton about this category, honestly, so. But Caitlin's much more of an expert. I'll give one kind of just like from a setup perspective. Just in general, it's great not to be backlit because it still uses this, like, big shining light that's a little distracting. The light in the room is pretty good. But I would just in general, it's better to have light facing you versus the other way around. In terms of the pitch, it's good to have that data point in there. You didn't seem so comfortable with that data point, like, remembering what it was or what it meant. So I'm not sure that's how you want to start your pitch if that's, like, you know, whatever it is, because you just.

30:52
Daniel Sharff
It's, like, hard to remember or, you know, just if you like feeling weird about it or whatever. I personally, before just trying to tell people that something is a big category, would be talking more about my product because it took you a while to say what your product was. So I personally like that style better. But, Caitlin, my. Feel free to disagree with me, but I would rather hear, like, here's what I'm doing. This is why it's a big opportunity. And, you know, big category size is one thing, but I do want to hear more specifics. Not just like, because if someone pitched me on a beverage and they're like, I'm launching a beverage. Beverage is a $10 billion industry. I'm like, I don't care. Like, the world is a huge place. Like, you're one person. What, like, population is growing too.

31:28
Daniel Sharff
Like, so I would want to hear a little bit more specific down to what you're doing. If you can get those data points and, you know, you can get free data reports from niq, one of our partners, they can give you a couple free ones on your specific category. So I think it'd be good if you could tie that to something more specific, because I think the data is probably there. Like, you know, Caitlin's saying there's a lot of growth and interest in this area, even just anecdotally, like, seeing it pop up more on sets. And I know. I think, you know, Sprouts has something pretty interesting coming in their innovation set around this also, so it'd be cool to pay attention to that stuff and be able to talk about it.

32:03
Caitlin Bricker
I think it is good to have the data for this specific category because women's health and wellness is typically ignored. So to say that it's. What did you say, an 8 billion industry. To me, that's promising, exciting, all the things.

32:19
Daniel Sharff
Yeah. And I'm not always right. Caitlin's right a lot of the time, but I would almost want to hear that. And by the way, of that x percent is related to what I'm talking about here. Okay, cool. Thank you very much.

32:30
Renee DeBrincat
Thank you.

32:31
Daniel Sharff
I'm going to bring up John from the audience. All right, John.

32:36
John Tolton
Okay, cool.

32:36
Daniel Sharff
John plus dog.

32:37
John Tolton
That's right. So I'm John, this is Lupin, and we are co founders of Doggo Sessions. So two years ago, I got my first dog, Lupin. This was decades in the making, and I knew that I wanted to train him well in basic behavior and socialization. He's turned out to be just a magnetic angel, even for non dog lovers. So on this training journey, I noticed three problems that kept coming up with training treats. Frequently I had poor ingredients. They were too big and high calorie. And then the fact that I just didn't frequently have them with me when I needed them in spontaneous moments. Forgot the pouch, lost it. They were crumbled up in a Ziploc bag.

33:13
John Tolton
So I got a freeze dryer, did some home R and D, and I created the doggo disc, which is a freeze dried, single ingredient disc shaped training treatment. Less than a calorie each. You see that stacked in a stashable, protective, portable and easy to use doggo treat tube. And so I've kind of developed the manufacturing process for this. It really stands out. People are used to buying these kinds of things, you know, bags. I also make a larger version, a barrel of doggo desks. And so the portability here kind of unlocking training wherever you are, instead of just these clumsy treats that are stashed away in your pantry. Comes in three flavors. Beef, sweet potato, my favorite, banana. Did I mention they're human grade? And I knew that these would be high value because of how I was making them.

33:58
John Tolton
But I've been amazed by how many people say that their dog doesn't typically like treats, but loves ours. I've never had a beef doggo disc rejected out of hundreds of tastings. And then we also just started a hydration mix. Same packaging, kind of same idea. You can incentivize drinking. Oh, my gosh. Yes, you are definitely getting some. Daniel. And so is his name not Oreo, is it? No, same results. You know, we're at a dog agility event with over 400 dogs and every dog at least tried this and most were cleaning the bowl. So we're starting to get into boutique pet retail and selling at events and online and looking to start paid ads.

34:36
Daniel Sharff
A Little bit. All right. Honestly, I thought that was very strong. Yeah, it wasn't exactly like a, you know, formulaic typical pitch. Like, if someone told you exactly how to pitch, it wasn't exactly like that, but I thought the way you did it was extremely effective. I really like the product concept. It resonates a lot with me personally. I couldn't really see the branding, but I'd be interested to understand what that looks like better, you know, because when you said training treats, I was like, yeah, nothing. I don't know of anything that's marketed as training treats.

35:06
John Tolton
Yeah, it's really.

35:07
Daniel Sharff
I would have bought that for sure. I had exactly the problem you're talking about where I would, like, want to bring treats for her, but, like, yeah, most of them are big and they're going to be. They're going to break up in your pocket. I don't want to, like, wear a fanny pack like a lot of people do, trading their dogs or how, you know, some weird pouch and yeah, you want something that's sessionable for them, so you can give them a lot, but not, you know. So I totally like the concept and I like. If it's marketed that way about training treats as well, I feel like there'd be. Yeah, if you get the right influencer on that, I feel like it's going to go really well. I think my one question is about the actual branding of it.

35:40
Daniel Sharff
Like, I don't know if the branding is as effective as your pitch just was, but I think that'll be something.

35:47
John Tolton
To watch over time, like deciding and choosing kind of this lane to really brand it in.

35:52
Daniel Sharff
Man, it sounds like you know what you're doing, but if you didn't, or I might say, like, just show this to some people you don't know or have them, like, just put it down in a pet store and have someone pick it up and be like, what do you think this is? Do you think it would be good and see what they say about it? And if you're really communicating effectively on the packaging, all of the things that you just told us, I think anyone you had a chance to explain that to would be all over it. The form factor is incredible. I do want some of those for my dog immediately, because I don't. Yeah, I don't otherwise put them in, like, the fifth pocket of my jeans or so. It's all gross in there.

36:25
Daniel Sharff
I'm not gonna carry with those big bags, so. I love that tube approach. That is awesome. You're tic tacing up the dog treat. Industry. It's great.

36:34
John Tolton
Yep. Thank you.

36:35
Daniel Sharff
That's amazing. Yeah. So those are my thoughts. Did I miss anything?

36:39
Caitlin Bricker
Caitlin, I was sold when Lupin came up to the camera and you introduced him as your co founder. Because I've never seen a pet brand do that before, which seems, like, so obvious, but it was a really nice touch.

36:51
Daniel Sharff
What's the equity split?

36:54
John Tolton
He gets 100% of the food and free treats for life.

36:56
Caitlin Bricker
And I think the fact that they're human grade is cool too, because it speaks to the fact that it's clean ingredients. And not that I would be like, salivating to eat a dog treat, but I think it's a good call out.

37:08
John Tolton
Thank you. Thank you for the feedback.

37:09
Daniel Sharff
That's it. Good job. I'm really excited to see where the brand goes. Yeah. Please find a way to get us some samples for my little Sophie. I will be.

37:15
John Tolton
I'll be reaching out for Sophie.

37:17
Daniel Sharff
All right, cool. All right, Amanda.

37:19
Amanda Nelson
My name is Amanda. I'm with. OH MY!. We are the first ever dessert butter. So it's spoonable, spreadable, snackable dessert in a jar. We have cookie dough, we have brownie batter. Both taste exactly like the dessert that's on the jar, but it comes in the form of a spread. So the whole reason we started this, I consider myself a dessert diva. I used to have two ice cream shops and a bakery. And then 2018 had a near death experience, and I was like, sugar's out, seed oil's out, everything's out. And my son said, then what the heck are we supposed to eat for dessert? So I had to come up with clever ways to give him something that actually tastes good, but also had premium ingredients.

37:53
Amanda Nelson
Because you have brands that are very simple, lack flavor, brands that have tons of ingredients, but they're junk. And then they kind of leave an. Aftertaste in your mouth. So that's when we created dessert butter. Here's the jars right here. And to get it even more exciting, we launched squeeze pouches. So you could put these in your lunchbox, your kids lunchbox, take them on the go. I have them on me all the time. These go in the intersection of spreads and desserts, typically on the spread shelf. And we have about a 70% repurchase rate with retailers, distributors, retailers. The second they try it, they get it immediately. They understand it, even though it doesn't exist. So it's your way of just getting dessert in a clean, healthy way. Gluten free, dairy free, no refined sugar, no seed oil, but full flavor, absolutely delicious.

38:36
Amanda Nelson
And every Shelf and every person needs to have these in their store and in their homes or else.

38:44
Caitlin Bricker
All right, you know, I'm a fan. I've already placed an order and I need to re up soon. I think my one piece of feedback for you, first of all, your pitch is great. Like, it's very tight. You know exactly what you're saying, you're confident in your product, you know what you want to communicate. A turn off for me is when brands say first ever. Because I have other products in mind that could fit into a dessert butter category. That makes me think, are you not aware of Biscoff cookie spread or like the Trader Joe's cookie? No. So I would say something like your new favorite or like you're first to grab.

39:23
Amanda Nelson
Love it.

39:23
Caitlin Bricker
I think it is more important that a customer has a first time experience with your product than you communicating that you think you're the first ever to do something.

39:32
Amanda Nelson
Yeah, I love that. That's great.

39:34
Daniel Sharff
Yes, I agree with that. First one is, do people want that though? You know, like, okay, you're doing this, but like, do people buy that? Do they want it? So I would like to hear some kind. You're like, yeah, like it's flying off shelves. Or here's a data point about the store that it's in where already it's actually out selling this top three jam or something like this. You know, just to like try to relate it to them because they're like, okay, that's cool. Like, does anyone on earth want to buy that though? That's the question that's going to be in their mind. Like, is someone actually going out there trying to buy dessert butter right now? Even if it's good, which it is.

40:09
Amanda Nelson
Can Caitlin go with me? When I do the pitch, I'm like, she buys it.

40:12
Daniel Sharff
Yeah, if there, yeah, you can grab her at expo. She'll just be like, yeah, like anytime you say it, she'll back you up. Yes, Like a rapper in the background repurchased me. Okay. So I think that's an important one to get ahead of. If it's like, no, this is a real thing that people are. Even though it's new, people understand it. And here's how you, like survey your consumers. Like, when do you eat this thing? What do you do with it? How often do you buy it? Like, I would really try to have some of that proactive stuff.

40:38
Amanda Nelson
Yeah, love that.

40:39
Daniel Sharff
And then the other thing, I don't know if that, like, I have heard this trend lately of people in pitches citing a store repurchase number. It's a new thing. I never used to hear this. I don't really even know what it means. If this is like a, like if I know customer repurchase, like repeat purchase online. But when you say 70%, I think maybe that's good, but I don't really know. I'm like, is that good? Wait a minute. So like a third of the stores don't buy it again. Does that mean it doesn't sell? Or like, why aren't they buying it again? Right, yeah. So if you do say it, I would say with a lot more enthusiasm. So it sounds. Because you're like, we have a 70% of our purchase, right? I'm like, you're like 70%, you know, much better.

41:21
Daniel Sharff
That is in the category because usually only at 40%, we're at 70, we're killing it. Like, I would try to frame that for them because I don't think that they. Because they're like, no, when we bring a product on, we repurchase it. Like, who are you trying to sell to right now? You know that they are like, no, we like, we've reset stuff. So those are my only two points of feedback. But overall I feel like you have good energy, good confidence.

41:39
Amanda Nelson
I dig it. All right, notes taken, video recorded.

41:42
Caitlin Bricker
Need to go place another order soon.

41:45
Daniel Sharff
All right. Hi there. Welcome.

41:47
Caitlin Bricker
Hello.

41:48
Amritha
Hi, I'm Amrita. I'm from Thinia. I had been getting my nails done in salons for decades. But about three years ago I realized that I was done spending $150 a month on my monthly manicures and I wanted to bring my nail care routine at home. What I realized was that the reality of the products available in the market were extremely different than what I was expecting. What I had access to was low quality nail polish available in drugstores. But what salons had access to was high quality nail care products that would make manicures last for months. When I did get access to the products that were available to salons, they were very clearly meant for the throughput of a salon and not for someone like me trying to take care of my manicure routine at home.

42:29
Amritha
So I started the nia, a brand of high quality salon quality hand and nail care products for everyday hands that do it all. I have experience in zero to one product development. My co founder has experience in CPG marketing. And what we want to create is high quality products that you can use to really master your manicure routine. Right now we sell on our website and we sell on Amazon customers who try our products immediately buy it. Our return rate is significantly lower than industry average on Amazon, and we think we'd be a great addition to any storefront. Thanks so much.

43:05
Caitlin Bricker
All right, thank you. What is it, though?

43:08
Daniel Sharff
Yes. Big question. I don't know what it is.

43:10
Amritha
Yeah, I kind of panicked.

43:14
Caitlin Bricker
It's okay. I mean, your nails look very good.

43:16
Amritha
Thanks. Our flagship products is a line of infused cuticle oils because it's the easiest way to enter into starting a hand and nail care routine. But we're very quickly launching our. Growing our product line.

43:26
Caitlin Bricker
Very cool. Yeah, your nails look very good. So I was like, is it a nail polish? Are they press ons? What is it? Yeah, it's cool to. I think I would say, like, tell us right off the bat what the need is, because that's when you're going to get those retailers and consumers to say, okay, this is something I want to purchase from my store, or this is something I want to purchase for myself. So try to hook people in right away by telling them very clearly what your product is.

43:54
Daniel Sharff
Yes, that's what I think. Also, I was like, time, like, man, we're like 30 seconds in. I still have no idea what this is. So I would skip some of the background part. Like, especially in 30 seconds. Like, you know, you just. It's a different format, right? It's not like Shark Tank, like, where you have a long time to explain it. I would really try to hit harder on that. And, like, no one cares if the. Like, this is a harsh way to say it. Like, no one. Like, a buyer doesn't care if your co founder knows about marketing. You know, they, like, care more about. What is this? Like, everyone should have a good marker in person on their team. Right? So it's not like, I wouldn't say that's like, your big point of differentiation. I think, like, you're a good presenter.

44:28
Daniel Sharff
I know that. I can tell that. I think if you can just try to be a little more product forward on it and like, you might have heard, like, oh, you should go much more on story. Like, for you, I would go more on product and, like, I think it'll hit pretty well if you do that. Just stick a little bit more to the product and what you're making and that kind of stuff, I think. I think it'll be very good. All right. Hey. All right, let's do it.

44:48
Zuly Matallana
How are you?

44:49
Daniel Sharff
Good.

44:49
Zuly Matallana
All right. Awesome. So I'm Zuly Matallana. I'm the founder and the CEO of TIARA. Here is my Product. I launched my line of natural deodorants because I lost my grand and my aunt to breast cancer. So one in eight women are facing breast cancer diagnosed today. And my mission is to switch that to 120 by 2050. So I have been winning awards. I won the skincare Anarchy Award since 2023. To this day, I also won the best in health and wellness by Intrapreneista. And like Katherine, I am running with purpose because the deodorants that are out there today are really toxic and we deserve better deodorants on shelves.

45:32
Daniel Sharff
All right, Caitlin?

45:33
Caitlin Bricker
Yeah, I think it's a good mission. I think something that you should focus on is how you differentiate from other natural products on the market because it is a very crowded category. So what are you doing differently at Tiara than other natural products?

45:50
Zuly Matallana
Mine is simply the best. I created the best natural deodorant. It works 100% and it's made with the best ingredients. So brands like Native Luni, Salt and Stone that are now the top brands in the states contain an ingredient that has potential cancer causing ingredient based on yuca. So people don't know this. And my mission is to educate the market and I have the passion and a mission that I believe now is being recognized.

46:17
Daniel Sharff
Yeah, I think it's more just like feedback for your pitch. Just so you know how it sounds. I would just think about like the way you heard it. This is how. This is the question that Caitlin had about it. So I think the thing that I would add on that is again, just like sales. I like that you mentioned those awards that you got. And that's. That's cool. But like. Yeah. Is it selling places though? I think that's the especially like a native deodorant or like organic. Sorry. Or natural deodorant is a small share of the market. And so I think the more that you could proactively talk about, like, we do well on shelf and we support it. Here's how we do so that it does well. And then it's great that you're really passionate about it. Everyone should be.

46:55
Daniel Sharff
When you're like talking about my mission is to change the percent of women who are like diagnosed with. I'm like, okay, but you're like selling a deodorant. You know, I'm kind of like, okay, that's a huge goal. And you're like, sell it. Like, I don't know if they necessarily tie together to me of like hard. Like, I don't know even if you're. I know. I'M just. I'm just giving you my feedback.

47:14
Zuly Matallana
We're causing breast cancer, and I'm a journalist. I did all the research, and I can certainly. At least I'm talking about prevention, so prevention will change.

47:24
Daniel Sharff
Yeah, yeah. I'm just explaining to you. I'm just kind of like, for me, when I hear it, I'm not sure I'm making the tie of, like, how okay. Because so then I'm like, okay, is that airtime? You could be using more to talk about the actual selling part of the story, but yes, to, like, being passionate and inspiring people about the brand and talking about the stuff that you win. I just would. I would try to be a little bit more, like, business pragmatic for them, like, answer some of the specific questions that a buyer is going to have about, like, how is this going to do if I bring this in on set fair?

47:54
Zuly Matallana
It's quite challenging, as, you know. You know, like, it's not food. So the Hava products are very, you know, like, the good thing is that, yes, it's selling. I'm getting repurchase orders, and the more people that use it, the, you know, Amazon choice, lots of awards. I mean, I hope that they understand the mission and they, you know, like.

48:13
Daniel Sharff
Yeah, but I. I know, but more than the mission, try to get some numbers if you can.

48:16
Daniel Scharff
Yeah, if you have big numbers on.

48:17
Daniel Sharff
Amazon, tell them those numbers, that kind of stuff. All right, I'm going to close us out here. I want to thank everybody what a good time that was. I know it's a little, like, it's not fun to get feedback in life. I don't like it. I don't want to go pitch and have someone tell me about what I need to fix. So I really appreciate that you guys came on. And what we want is to try to help you guys with whatever feedback that we could give that could be useful. So I hope it is helpful for people who pitch to hear direct feedback on their pitch and also to hear feedback about other people's pitches. Often you can learn a lot even if you didn't come up and pitch today. Hopefully it gives you a lot of experience.

48:51
Daniel Sharff
We want to do this again, so maybe we'll do it something like a quarterly basis. But thank you guys for giving us the chance to just try to be helpful here. We want you to go and crush it. Hit tight stories all day long. You get a lot of good experience doing it there. And just, like, watch and see what people are responding to. See when their head starts a nod and then lean in on that one and do that better and more the next time. Any words to end on Caitlin?

49:14
Caitlin Bricker
I would just like to say congrats to everybody that was able to come up here and do that. It's definitely not easy, even when it's behind a screen. But keep practicing. Keep honing in on your pitches. You will get there and it will get. You will have the perfect pitch one day.

49:30
Daniel Sharff
All right. Thank you for those inspirational words. Thank you everybody. We will see you next time.

49:34
Caitlin Bricker
Thank you.

49:38
Daniel Scharff
Well, my friends, we've now arrived together at the end of another episode of the Startup CPG podcast, the top globally ranked podcast in cpg. As you may know, we're not just a podcast. We're a community of brands and experts. And you should join. You can sign up @startupcpg.com you'll then get an invite to our online Slack community. You're going to hear about amazing events near you, all of our special opportunities to get you in front of buyers,

50:02
Daniel Sharff
Investors, brands and more.

50:04
Daniel Scharff
It's a free community.

50:05
Daniel Sharff
So what are you waiting for?

50:07
Daniel Scharff
I will see you there or on our next episode.

50:10
Daniel Sharff
Bye Bye.