Direct-to-consumer unit economics — the three-line P&L that decides whether to scale
A direct-to-consumer brand lives or dies on three lines: contribution margin, payback period, and repeat purchase rate. What good looks like.
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FMCG portfolio management — when to add SKUs, when to consolidate, when to walk away
FMCG portfolios live or die on three decisions: SKU expansion discipline, category consolidation timing, and the willingness to walk away from a category that no longer fits.
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Repeat purchase rate vs acquisition cost — the metric that decides the brand’s economics
For consumer brands earning their economics through repeat purchase, CAC is the secondary metric. RPR is the leading indicator. Why that order matters.
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How to build owned consumer brands — the bench question before the brand question
The hardest part of building an owned consumer brand is not the brand. It is the operating bench that has to be in place before the brand can earn a slot.
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Consumer brand portfolio strategy — when to add, when to hold, when to retire
How an owned-brand portfolio earns its place: add discipline, holding discipline, and retirement discipline. The three calls that compound or destroy returns.
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Owning the shelf: an operator’s view of fifteen brands
Operating notes from running fifteen-plus consumer brands. Brand discipline, ninety-day unit economics, and why distribution beats category passion.