Episode #14 RangeMe/ECRM - Winning Pitches - Bones Coffee

Here's why the follow-up skills of Troy Potteiger, Director of Sales for Bones Coffee Company, lead to success on the shelf, according to Shawn Holmes at Hot Spot Convenience Stores, who added the brand's RTDs to its lineup earlier this year:  

“From our first meeting back in July 2023, he made it a point to stay connected without ever being pushy — striking that rare balance between professional persistence and genuine relationship-building. Every touchpoint felt thoughtful and timely, and you could tell he was always keeping our specific needs and timeline in mind. That kind of follow-up stands out in a sea of vendors who often go quiet or overwhelm you with emails. Troy made sure Bones Coffee stayed top-of-mind in a way that felt helpful, not salesy. 

“Even after the initial meetings, he kept the momentum going with updates, samples, and personalized follow-through — not just checking in for the sake of it, but truly trying to make sure the product was the right fit for our stores.” 

In this podcast interview, Troy unpacks some of the follow up tactics that have landed deals with Hot Spot, Walgreens, and Meijer, and shares why consistency over the long term is the key to success for brands looking to expand their distribution at retail.