Jul 1, 2026
Getting on shelf is not the win. Staying there is the business.
Rose
Hamilton, CEO of Compass Rose Ventures and
co-host of The Story of
a Brand Show, sits down with Michael
Marquis, CEO of Raw Sugar, for a
masterclass in what retail really reveals about a brand.
With more than 20,000 doors across Target, Walmart, CVS, Walgreens, Meijer,
Sally Beauty, Amazon, and DTC, Raw Sugar is one of
the most compelling case studies in mass retail execution in the
clean personal care space today.
* Clean personal care at mass retail prices is not a
tagline. It is an operating model. Raw Sugar launched as a
Target exclusive with a deceptively simple belief: clean personal
care should not cost more than conventional personal care. That
mission drove every formula, fragrance, packaging, and supply chain
decision the brand has ever made.
* Operational execution comes before brand
strategy. The first thing any retailer watches is whether
you can supply product on time, in full, at consistent quality.
Michael is direct: the worst thing a brand can do is win the shelf
and then fail to fill it.
* Retail compresses the truth. In DTC you can
retarget, rewrite the landing page, and buy yourself more time. In
retail the shelf does not care how hard you worked. The consumer
either gets it in seconds or they don't. And the weekly scorecards
come fast.
* A restage is a consumer trust event, not a design
project. When
Raw Sugar evolved its packaging, the team knew that loyal
consumers needed to recognize the brand, understand the change, and
feel reassured rather than disrupted. Getting that choreography
right is one of the most underestimated challenges in brand
building.
* Do not go too big too fast. Michael's sharpest
advice for any founder heading into retail: hold back on the
temptation to chase doors and scale before the brand is fully
baked. Place is part of brand positioning. Make sure the channel is
a logical extension of what the brand actually stands for.
Join us in listening to this episode for one of the most
practically useful retail conversations the show has ever produced.
Rose and Michael cover shelf clarity, velocity, brand restaging,
omnichannel discipline, and what it really takes to compete against
the giants without acting like a smaller version of one.
Whether you are already in retail or working hard to get there,
this conversation will change how you think about the
channel.
For more on Raw Sugar visit: https://rawsugarliving.com/
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