He Did $1M Running In-Store Demos. Here's What Works

Shelf to Scale · Aug 27, 2026 · 35m

Matthew Kubick has run tens of thousands of in-store CPG demos since 2015, and he says a profitable demo can still be a failed one.

Here is how he reads the numbers.In this episode:- Why he tells brands to take a loss on every unit sold at a demo- The metric that tells you whether the problem is your rep, your price, or your product- Costco roadshows: what six figures in four days actually costs you up front- Why the same product ships in different pack sizes to GNC and Walmart- Why 90 percent of CPG brands should sell direct to consumer before retail- The reason he turns down brands who…