Joel K. Goldstein
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Articles by Joel K. Goldstein
Retail Distribution Is Returning To What Always Worked
Joel Goldstein is the President of Mr. Checkout Distributors. Retail distribution has been on a long road, and for most of it, the destination was speed, scale and efficiency. The industry built systems that could push enormous volume across enormous distances, and for a while, that pursuit paid off.
Why Smart Brands Start With Independent Retail
Joel Goldstein is the President of Mr. Checkout Distributors. Every brand I meet dreams about the same thing: Rows of stores. National presence. Recognition on day one. And that dream keeps pushing brands to chase size before they have built any substance underneath it. In my experience, that order almost never ends well. The smart ones start smaller. They start where the truth is, which is independent retail.
This Signal Separates Real Retail Demand From Onetime Curiosity
Joel Goldstein is the President of Mr. Checkout Distributors. When a brand comes to me convinced they have a hit, I do not argue with them. I just wait for the reorders. In my business, the honest signal is not the first sale. It is the second one from the same store. I place products into independent retailers, and over the years, I have built our whole evaluation around a simple threshold. Once a product has been sitting on shelves for a stretch, I want to see it turn about twice.
Forbes JAPAN 公式サイト（フォーブス ジャパン）
大手食品企業が値下げを通じて軟調な消費者需要を乗り切ろうとしている。ペプシコはスナック菓子を最大15%値下げすると発表し、ゼネラル・ミルズは全商品の3分の2近くで価格を引き下げた。モンデリーズのダーク・ヴァン・デ・プットCEOは投資家に対し、可処分所得が増えるかコストが下がるまで圧力が和らぐとは見ていないと述べ、この状況が最長3年続く可能性を示唆した。 こうした企業は、規模、確保された棚の位置、そして長年積み上げたブランド価値があるため、その差分を吸収できる。私が独立系店舗に導入している新興ブランドには、そのいずれもない。それでも毎年、その手法をまねるブランドをいくつか目にする。たいていの場合、それは彼らが下す最も高くつく判断である。 その電話はたいてい6週目にかかってくる...
Why Small Brands Should Hold Their Price When Sales Flatten
Joel Goldstein is the President of Mr. Checkout Distributors. In the U.S., the biggest food companies have been discounting their way through a soft consumer. PepsiCo announced snack cuts of up to 15%, and General Mills cut prices on nearly two-thirds of its products. Mondelēz CEO Dirk Van de Put told investors he doesn't see the pressure easing until disposable income rises or costs fall, suggesting it could persist for as long as three years..
Forbes JAPAN 公式サイト（フォーブス ジャパン）
私が出会う多くのブランドは、流通を運賃請求書のように扱っている。マージンを交渉し、配送料をわずかでも削ろうとし、そのすべてをコストとして処理する。その本能は理解できるし、私が彼らの立場であってもおそらく同じことをしただろう。しかし、キャリアの大半を独立系小売店への商品導入に捧げてきた今、私は異なる見方をするようになった。流通とは、需要を生み出した後に発生するものではない。多くの場合、流通こそがそもそも需要を生み出すものなのだ。 商品をどう動かすかについて下すあらゆる選択は、小売業者にシグナルを送る。どれくらいの頻度で出荷するのか。棚が空になる前に再注文分が届くのか。ケースが正しい入数で届くのか。店舗オーナーは、どのブランドが認識しているよりも早くそうしたシグナルを読み取り、あなたと取引するかどうかの判断は、しばしばその瞬間に下される。 顧客に見つけてもらうには、商品が棚に並んでいる必要がある...
Distribution Is A Growth Strategy, Not A Line Item
Joel Goldstein is the President of Mr. Checkout Distributors. Most brands I meet treat distribution like a freight bill. They negotiate margins, shave pennies off shipping and file the whole thing under cost. I understand the instinct; I probably would have done the same in their shoes. But after putting products into independent stores for most of my career, I have come to see it differently. Distribution is not what happens after you build demand.
How Independent Retail Keeps Brands Honest
Joel Goldstein is the President of Mr. Checkout Distributors. I have spent my career putting products onto the shelves of independent retailers. After many years, I stopped thinking of those shelves as sales channels and started thinking of them as a lie detector. They do not flatter a brand and they do not insulate it. The product works or it does not, and you find out fast. Brands hate this at first.
From Warehouse To Shelf: Why Local Distribution Matters More Than Ever
Joel Goldstein is the President of Mr. Checkout Distributors. Every product begins its retail life in a box. That box sits on a pallet. The pallet waits in a warehouse. At some point, a door opens, a truck hums to life and the product starts moving. What happens between that warehouse and the shelf determines whether the product sells or stalls.
Forbes JAPAN 公式サイト（フォーブス ジャパン）
ジョエル・ゴールドスタイン氏はミスター・チェックアウト・ディストリビューターズの社長である。 新興ブランドは、小売業へのアプローチを同じように考える傾向がある。製品の準備が整った瞬間、注目は即座に規模拡大へと移る。創業者たちは全国チェーン、大量発注、そして大規模な店舗展開に伴う認知度について考え始める。それは論理的な次のステップのように感じられる。結局のところ、目標が成長であるならば、より大きな取引先こそが最速の道に違いないと思えるからだ。しかし、見落とされがちなのは、小売業はアクセスの問題だけではないということだ。それはパフォーマンスの問題なのである。 棚に置かれるだけでは十分ではない。製品は、その棚から一貫して、予測可能に、そして絶え間ない介入なしに売れていかなければならない。真の小売業での成功は、リピート購入、安定した販売速度、そして週ごとに製品の棚スペースを正当化する能力によって測られる。店舗への配置はドアを開く。パフォーマンスがそのドアを開いたままにするのだ。 ここに、独立系小売店が新興ブランドにとって常にユニークな優位性を持ってきた理由がある。...
For Many Emerging Brands, Independent Retail Is The Most Reliable Path To Market
Joel Goldstein is the President of Mr. Checkout Distributors. New brands tend to approach retail the same way. The moment a product is ready, attention shifts almost immediately to scale. Founders begin thinking about national chains, large purchase orders and the kind of visibility that comes with mass placement. It feels like the logical next step. After all, if the goal is growth, then larger accounts must be the fastest way to get there.
Forbes JAPAN 公式サイト（フォーブス ジャパン）
ジョエル・ゴールドスタイン氏はミスター・チェックアウト・ディストリビューターズの社長である。 小売業の成長はかつて、シンプルな方程式に従っていた。店舗を増やし、より多くの人々にリーチし、意思決定を中央集権化し、販売量を押し上げる。一時期、このモデルは機能した。その後、複雑性が生じた。ブランドと店頭の間の距離が広がり、意思決定は承認プロセスの速度に合わせて遅くなり、顧客が実際に求めているものと店頭に並ぶものとのつながりが弱まった。かつて拡大を可能にしたモデルは、自らの重みで軋み始めた。 次世代の小売成長は、異なる方向へ進んでいる。分散型成長は、意思決定を店頭により近い場所に配置し、店舗オーナー、流通業者、地域パートナーが目にするものに基づいて行動する権限を与え、画一性よりも応答性を重視する。階層構造よりもネットワークを優先する。小売店に製品を販売するブランドにとって、この変化は機会を再構築するものであり、それを理解する企業には、大きな競争優位性をもたらす。 信頼が基盤...
Why The Next Generation Of Retail Growth Will Be Decentralized
Joel Goldstein is the President of Mr. Checkout Distributors. Retail growth once followed a simple map: Open more stores, reach more people, centralize decisions, push volume. For a time, that model worked. Then complexity set in. Distance grew between brand and shelf, decisions slowed to match the pace of approval chains and the connection between what customers actually wanted and what ended up on the shelf weakened. The model that once scaled began to strain under its own weight.
Forbes JAPAN 公式サイト（フォーブス ジャパン）
ジョエル・ゴールドスタイン氏はMr. Checkout Distributorsの社長である。 小売店に商品を卸すことは、外から見れば単純に見える。商品を出荷し、棚に並べてもらい、注文を待つだけだ。しかし実際には、流通こそが商品の生死を分ける。生き残るか、ひっそりと消えていくかを決めるのは流通なのだ。 流通はシステムではない。日々積み重なる、人間の意思決定の連続である。誰かがあなたの商品を扱うと決める。誰かが追加発注すると決める。誰かが次の店に推薦するか、あるいは何も言わずにフェードアウトさせるかを選ぶ。 流通は人間関係を軸に据えるべき さまざまなクライアントの流通支援に携わってきた経験から言えるのは、関係性を最優先にすると流通は機能するということだ。そうでなければ、紙の上でどれほど立派に見えても、商品は苦戦しがちである。...
Distribution Still Wins When Relationships Come First
Joel Goldstein is the President of Mr. Checkout Distributors. Selling a product into retail stores looks simple from the outside: ship product, get placement, wait for orders. In reality, distribution decides whether a product survives or disappears quietly. Distribution is not a system. It's a series of human decisions made every day. Someone chooses to carry your product. Someone chooses to reorder it. Someone chooses to recommend it to the next store or let it fade without comment.
Forbes JAPAN 公式サイト（フォーブス ジャパン）
ジョエル・ゴールドスタイン氏は、ミスター・チェックアウト・ディストリビューターズの社長である。 すべての商品はアイデアから始まるが、アイデアは請求書を支払わない。棚が支払うのだ。小売店に商品を売り込むとき、棚があなたの審判となる。棚はあなたのピッチデッキを読まない。ブランディングにいくら投資したかなど気にしない。あなたの説明を待つこともない。棚は商品を前進させるか、時間が真実を暴くまでじっと置いておくかのどちらかだ。 小売の棚は天候のように振る舞う。予告なく変化する。ある週は商品が速く売れ、次の週は遅くなる。顧客は気分、習慣、言葉にならないニーズを抱えて店に入ってくる。彼らは一瞥し、立ち止まり、手を伸ばすか、立ち去る。棚は静かにすべての決断を記録する。 成功する小売ブランドは、その沈黙に早くから耳を傾けることを学ぶ。小売店への売り込みは、バイヤーを説得することではない。目線の高さで信頼を獲得することだ。独立系小売業者は誰よりもこれを理解している。彼らは在庫するすべての商品の結果とともに生きている。売れなければ、売れたはずの何かからスペースを奪うことになる。...
Selling Your Product Starts With The Shelf, Not The Pitch
Joel Goldstein is the President of Mr. Checkout Distributors. Every product begins with an idea, but ideas do not pay invoices. Shelves do. When you sell your product into retail stores, the shelf becomes your judge. It does not read your pitch deck. It does not care how much you invested in branding. It does not wait for your explanation. It either moves your product forward or lets it sit still until time exposes the truth. Retail shelves behave like weather. They shift without warning.
Forbes JAPAN 公式サイト（フォーブス ジャパン）
ジョエル・ゴールドスタイン氏はMr. Checkout Distributorsの社長である。 取締役会で静かにささやかれ、ピッチデッキで大声で叫ばれる神話がある。それは、規模こそが成功の証であり、何千もの店舗に商品が並べば仕事は完了したも同然だというものだ。しかし、長続きするブランドを構築した人に尋ねれば、誰もが言うだろう。違いを生み出すのは何千もの店舗ではなく、最初の50店舗なのだと。 最初の出店場所は単なる棚スペースではない。それは土壌であり、あなたのブランドの根が張る場所だ。小売業においても自然界と同様に、根が弱ければ、花は長く咲かない。 最初の50店舗は、あなたが学び、テストする場所だ。そこであなたの商品は、スプレッドシート以上のもので評価される。実際のお金を使って実際の決断をする実際の人々によって判断されるのだ。ラベルの亀裂、回転の遅さ、好奇心旺盛な顧客からの質問。これらの瞬間は鏡のようなもので、あなたが作ったと思っているものではなく、実際に作ったものを映し出す。 そして、これらの店舗は真実を教えてくれる。...
Your First 50 Stores Matter More Than Your First 5,000
Joel Goldstein is the President of Mr. Checkout Distributors. There’s a quiet myth whispered in boardrooms and shouted on pitch decks that scale is the signal of success. That once you're in thousands of stores, the work is done. But ask anyone who’s built a brand that lasts, and they’ll tell you: It’s not the thousands that make the difference. It's the first 50. Those first placements aren’t just shelf space. They’re soil. They’re where your roots take hold.
Your Product Has To Work Where It’s Placed
Joel Goldstein is the President of Mr. Checkout Distributors. getty You’ve designed something remarkable. You’ve crafted the formula, printed the labels and chosen just the right shade of orange to make it pop. The prototype is flawless. Your website is live. The story is tight. And then it happens: You land your first store. The shelf is clean. The product is faced forward. It’s your moment. But then a week passes. Then two. And nothing moves. What went wrong?
The Shelf Doesn’t Sell The Product, The Story Does
Joel Goldstein is the President of Mr. Checkout Distributors. getty Walk down any retail aisle and you’ll feel it: that low hum of competition. Hundreds of products lined up like hopeful candidates at an audition. Colors shout. Fonts wave. Claims beg for eye contact. But beneath the noise, the truth holds steady: The shelf doesn’t sell the product, the story does. Packaging gets attention, but story keeps it.
The Best Retail Strategy Starts With Showing Up
Joel Goldstein is the President of Mr. Checkout Distributors. For many brands, retail strategy begins behind a screen: spreadsheets, decks, keyword tools, outreach lists, etc. And while these are part of the process, none of them replace the most important tactic of all: showing up. Not figuratively-literally. Walk into the store. See your product on the shelf. Feel the lighting. Hear the conversations. Watch what people pick up, what they skip, what makes them pause. Retail is physical. It's tangible.
Retail Success Isn't Found; It's Forged
Joel Goldstein is the President of Mr. Checkout Distributors. Success in retail doesn't fall from the sky. It doesn't arrive stamped in silver on your first purchase order or emerge fully formed in a viral TikTok video. It isn't something you stumble upon at the right trade show or manifest in a vision board. Success in retail is not found; it's forged-like steel under flame. With pressure. With heat. With repetition. Retail is a crucible.
Getting On The Shelf Is Only Half The Sale
Joel Goldstein is the President of Mr. Checkout Distributors. getty You finally did it. Your product made it to the shelf. It’s sitting upright, facing front, ready to meet its future. But here's the truth: Most brands learn too late that getting on the shelf is only half the sale. Retail isn’t a destination—it’s a dynamic living, breathing environment where products compete not just on price or packaging, but on presence. Once you’re stocked, the clock starts ticking. The product must move.
Retail Placement Is A Relationship, Not A Transaction
Joel Goldstein is the President of Mr. Checkout Distributors. getty Getting your product on a retail shelf can feel like arriving at the mountaintop. But that’s not the summit; it’s the trailhead. Placement isn’t the prize. It’s the pact. A handshake. A silent agreement that says: “I believe in this. Let’s sell it together.” Retail is alive. It breathes, it blinks, it listens. Especially in independent stores, where each shelf tells a story and every product is a character in the plot.
Early Wins In Independent Stores Trump Fast Placement In Mass Retail
Joel Goldstein is the President of Mr. Checkout Distributors. Launching a product is an exercise in both courage and calculation. It’s easy to be lured by the perceived prestige of mass retail—national distribution, broad exposure, shelves lined in high-traffic chains. But the reality is often more sobering. Fast placement in big box retail can stretch a brand too thin, too quickly, placing immense pressure on margins, operations and inventory with little room to refine or adapt.
Overview of Twenty-Fifth Amendment, Presidential Vacancy and Disability
Twenty-Fifth Amendment Section 1: In case of the removal of the President from office or of his death or resignation, the Vice President shall become President. Section 2: Whenever there is a vacancy in the office of the Vice President, the President shall nominate a Vice President who shall take office upon confirmation by a majority vote of both Houses of Congress.
Entering Into Retail Using Third-Party Logistics Partners
Joel Goldstein is the President of Mr. Checkout Distributors. Launching a product in retail is an adventure—a journey of strategy, persistence and the right partnerships. Your product is more than an item on a shelf; it’s a promise, a story waiting to be told in the hands of customers. But for that story to unfold widely and reliably, you need more than just movement—you need mastery. That’s where a third-party logistics (3PL) partner becomes essential: not merely moving boxes but enabling momentum.
Council Post: Moving Your Retail From Amazon To The Storefronts
Joel Goldstein is the President of Mr. Checkout Distributors. Taking a product from the digital aisles of Amazon to the bustling shelves of retail stores is a transformation akin to planting a seedling in fertile soil and watching it blossom into an oak tree. This journey is not merely about shifting platforms; it is about embracing a new ecosystem, one where the product whispers its story through packaging and placement rather than a digital description.
Council Post: Navigating The Retail Space: An Overview
Joel Goldstein is the President of Mr. Checkout Distributors. Selling your product in retail stores is like embarking on a grand adventure. The shelves stand tall, an endless horizon of opportunity waiting to be explored. To succeed, you must not only chart a course but also weather the storms that may arise. Here is your guide to navigating this journey. Your product isn’t just an item; it’s a story waiting to be told. Retail buyers, like guardians of the gate, seek something more than mere utility.
Council Post: The Art Of Selling Your Product In Retail Stores
Joel Goldstein is the President of Mr. Checkout Distributors. Selling your product in retail stores is akin to nurturing a seedling in a garden. It requires attention, strategy and a deep understanding of the environment in which your product will thrive. In this bustling marketplace, where countless items compete for attention, your product must stand out, catching the eyes and capturing the minds of consumers. Imagine the retail shelf as a canvas, and your product as a work of art.
In Passing on a Swing State VP, Harris Makes a Pick That Fits Recent History
— Although circumstances constricted Vice President Harris’s Veepstakes, she appears to have conducted a careful and thoughtful process that produced a good choice. — Harris’s process was unique in its focus on Democratic governors and the selection of Gov. Tim Walz will be the first sitting governor as the Democratic vice presidential candidate in 100 years.
Biden Dropping Out of the Upcoming Election: A Maj
Newswise — President Joe Biden has announced that he will not be running in the upcoming election. This decision has profound implications for the political landscape and the future of the Democratic Party, with many Democrats now rallying around Vice President Kamala Harris as a potential candidate. Biden's withdrawal opens the field for new contenders within the Democratic Party and reshapes the electoral strategies for both major parties.
Council Post: Selling Natural Products Into Independent Grocers
Joel Goldstein is the President of Mr. Checkout Distributors. Selling natural products to independent grocers is a unique and rewarding journey. Imagine your natural product as a seed, ready to grow and thrive in the nurturing environment of a local grocery store. The path to success is paved with strategic steps, dedication and a touch of creativity.
Presidential Debate 2024: Biden vs. Trump
Newswise — This Thursday, President Joe Biden and former President Donald Trump will debate. We are looking for experts to provide insights on the candidates' strategies, debate performances, and potential influence on voters.
Council Post: The Art Of Navigating Retail's Vast Seas
Joel Goldstein is the President of Mr. Checkout Distributors. In the grand theater of retail, where every shelf tells a story and every product seeks a spotlight, launching your creation into this world resembles embarking on an epic voyage.
Council Post: The Impact Of Chargeback, Stocking And Slotting Fees
Joel Goldstein is the President of Mr. Checkout Distributors. Chargeback fees, stocking fees and slotting fees represent significant considerations for suppliers and retailers alike, impacting everything from selection to profitability. Looking into each of these fees and their implications to learn how other businesses are navigating these costs is important for any retail business.
Council Post: The New Retail Landscape
Joel Goldstein is the President of Mr. Checkout Distributors. In a generation where behaviors and technological advancements are evolving at a remarkable pace, the retail channel stands at the crossroads of huge transformation. Traditional retail operations are being upended, giving way to a more dynamic, interconnected and customer-centric approach.
The Republican Veepstakes 2024, Part Two: What History Suggests About Trump’s Options
— If he sticks to history—and he very well may not—Donald Trump’s eventual vice presidential selection will be someone with high governmental experience. — While Democratic VP nominees have very often come from the Senate, the backgrounds of Republican running mates have been more diverse in terms of previous government experience.
The Republican Veepstakes, Part One: Picking an Apprentice, Donald Trump’s Way
If it's in the News, it's in our Polls. Public opinion polling since 2003. POLITICAL COMMENTARY A Commentary By Joel K. Goldstein — Vice presidential selection season is upon us, and the early apparent resolution of the Republican presidential nomination and the fact that former President Donald Trump will be orchestrating the 2024 Veepstakes promises to make the process a long and unique episode of that quadrennial event. — Trump is an anomalous selector, having chosen a running mate once before.
Council Post: Innovative In-Store Strategies For Launching Your New Product
Joel Goldstein is the President of Mr. Checkout Distributors. Introducing a new product can be as challenging as it is exciting. With an ever-increasing array of choices and distractions, grabbing and holding a customer's attention is paramount. The right in-store marketing strategies can make all the difference, transforming a mere shelf occupant into a best-seller.
10 Retail Trends for 2024
Why Using References Should Be the New Gold Standard in Recruitment
Council Post: How To Perfect Your Product For The Impulse Checkout Counter
Joel Goldstein is the President of Mr. Checkout Distributors. Have you ever found yourself at a store's checkout, adding a little something extra to your basket? That's the power of impulse buying at work. This clever strategy, employed by stores to boost their sales, taps into our spontaneous decision-making processes. But what exactly drives us to make these last-minute purchases?
Council Post: Data-Driven Decision Making In Retail
Joel Goldstein is the President of Mr. Checkout Distributors. Data stands out as a key resource for retailers in the increasingly digital world. Businesses are generating more data than ever before, from transaction records and customer profiles to social media interactions and website analytics. This abundance of data, when harnessed correctly, offers retailers an unprecedented opportunity to gain insights into their operations, customers and market trends.
10 Retail Trends for 2024
Why Using References Should Be the New Gold Standard in Recruitment
10 Retail Trends for 2024
Retailers continue to innovate and adapt their offerings and experiences. As we enter the final stretch before reaching 2024, the retail landscape is continuing to transform, listening to what consumers want and offering new experiences. This dynamic industry is relying on technology and consumer behavior to improve not only what they sell, but how they sell. Here are 10 trends to watch for in the coming year.
10 Retail Trends for 2024
By Joel Goldstein, President of Mr. Checkout Distributors@JoelGoldstein As we enter the final stretch before reaching 2024, the retail landscape is continuing to transform, listening to what consumers want and offering new experiences. This dynamic industry is relying on technology and consumer behavior to improve not only what they sell, but how they sell. Here are 10 trends to watch for in the coming year. 1.
Council Post: Customer Loyalty In Retail: Building A Successful Loyalty Program
Joel Goldstein is the President of Mr. Checkout Distributors. In the retail ecosystem, securing and cultivating customer loyalty is not just a strategy; it's a vital lifeblood for sustained growth. With the cost of acquiring new customers outstripping the expense of retaining existing ones by as much as fivefold, the significance of loyalty becomes ever more apparent.
2024 GOP Rivals Teaming Up on the Ticket? Don’t Bet on It
— History suggests that whoever wins the Republican presidential nomination is unlikely to choose one of their rivals for the nomination as his or her running mate. — This has happened on occasion in the recent past — including Joe Biden selecting Kamala Harris as his running mate in 2020 — but it is very uncommon, especially on the Republican side. — Running mates in recent times often, though not always, have not run for president before.
A Silent Salesman on Retail Shelves
How to think about packaging to do the sales work for you. Packaging can be a make-or-break factor in the retail market, playing a crucial role in a product's success. Often, it's your product's first impression on both retailers and consumers, making it an essential element of your overall brand strategy. When thoughtfully designed, it becomes more than just a container for your product--it becomes a silent salesman, selling your product even when you're not there to do so.
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