Insights

The number first. Then the mechanism.

Answer-first guides on getting ranged and staying ranged.

Deciding whether retail is right? Start with the readiness check.

01 · The lead · Last reviewed 2026-08-29

What a retail brand is actually worth when you sell it

Buyers do not value your revenue, they value maintainable earnings, the profit a new owner could reasonably expect to keep earning after you leave. Retail ranging cuts both ways here.

Read the working

Australian Glow Self Tan Drops, poolside campaign shot

Australian Glow, the founder's brand. Campaign imagery.

02
How to get your product into Coles
What it takes to get a product ranged in Coles: range review timing, trade spend, EDI and GS1 compliance, and the numbers to model before you pitch.
Last reviewed 2026-07-17
03
How to Approach a Retail Buyer in Australia
How to approach an Australian retail buyer: what to model first, when to pitch in the range review cycle, what a submission needs, and what follows a yes.
Last reviewed 2026-07-17
04
What Belongs in a Retail Range Review Presentation
The five things a retail buyer looks for in a range review presentation: pricing waterfall, trade spend, rate of sale evidence, delivery proof and the ask.
Last reviewed 2026-07-17
05
Retail margin explained for consumer brands
Retailer margins run 25 to 45 percent, trade spend another 10 to 25. How to model the full pricing waterfall before a range review, not after you sign.
Last reviewed 2026-07-17
06
How Much Stock Do You Need for a Retail Launch?
How much stock a retail launch actually needs: shelf fill, rate of sale, promo buffers and the cash curve, with the arithmetic most founders skip.
Last reviewed 2026-07-17
07
Why brands get ranged but fail to get reordered
Ranging is won in a meeting. Reordering is won in the data: rate of sale, DIFOT and promo performance. The numbers to model before your first PO lands.
Last reviewed 2026-07-17
08
Getting an Ecommerce Brand Ready for Physical Retail
What a DTC brand must model before pitching Australian retail: trade spend, review calendars, EDI compliance and cash flow, with real numbers first.
Last reviewed 2026-07-17
09
Coles versus Woolworths: preparing your retail strategy
How Coles and Woolworths compare for founder-led brands: range review timing, trade spend, payment terms, and the numbers to model before you pitch either.
Last reviewed 2026-07-17
10
How to Get a Product into Chemist Warehouse
How Chemist Warehouse ranging works: one central buying decision, the margin and trade spend maths to model first, and the compliance that follows a yes.
Last reviewed 2026-07-17
11
What Retail Buyers Expect From Founder-Led Brands
What Australian retail buyers actually assess in founder-led brands: margin, trade spend, DIFOT, EDI readiness and a range-review case that holds.
Last reviewed 2026-07-17
12
How to launch a US or UK brand into Australian retail
The landing sequence for international brands entering Australian retail: FSANZ label localisation, GS1, channel choice, review calendars, EDI and in-country stock.
Last reviewed 2026-07-19
13
FSANZ labelling for imported products: what US and UK packs get wrong in Australia
The six things US and UK packs most often get wrong under the Food Standards Code: origin marking, the NIP, allergen declarations, date format, metric quantity and address.
Last reviewed 2026-07-19
14
Chemist Warehouse for international brands
Whether Chemist Warehouse is the right first door for an imported brand: one central decision, catalogue promo cycles, trade spend, and what the buyer checks on an import.
Last reviewed 2026-07-19
15
Entering Australian retail: the complete guide
A complete guide to entering Australian retail: market structure, channel choice, trade spend, range reviews, compliance, and the cash gap to model first.
Last reviewed 2026-07-19
16
The Australian grocery market, by the numbers
Australia's grocery market in numbers: the ACCC's $135 billion estimate, who holds the shelf, private label growth, online share and what it means for suppliers.
Last reviewed 2026-07-19
17
Australian pharmacy retail, by the numbers
Australian pharmacy retail by the numbers: Chemist Warehouse, Priceline and TerryWhite Chemmart sales, stores, growth, and the supplier maths underneath.
Last reviewed 2026-07-19
18
What it costs to enter Australian retail
What it really costs to enter Australian retail: GS1 barcode and EDI fees, insurance, trade spend of 10 to 25 percent, and the working capital gap.
Last reviewed 2026-07-19
19
How to become a Woolworths supplier
How to become a Woolworths supplier: the branded and Own Brand routes, range reviews, GS1 and audit requirements, and the numbers to model first.
Last reviewed 2026-07-19
20
How to become a Coles supplier
The Coles supplier process end to end: the RangeMe entry path, range reviews, GS1 and EDI compliance, ethical sourcing rules, and the numbers to model first.
Last reviewed 2026-07-19
21
Selling to ALDI Australia: how their model changes your pitch
How ALDI Australia's model changes a supplier pitch: about 1,800 products, roughly 90 percent exclusive brands, one all-inclusive rate, three ways in.
Last reviewed 2026-07-19
22
The IGA and independent grocery route
How the independent grocery route works: what Metcash controls, what IGA store owners decide, the three supply paths, and the numbers to model first.
Last reviewed 2026-07-19
23
Woolworths, Coles or ALDI: where should a challenger brand start?
Where a challenger brand should start in Australian grocery: how Woolworths, Coles and ALDI differ on shelf model, range reviews, margins and volume.
Last reviewed 2026-07-19
24
Routes to market in Australia: distributor, broker, agent or direct
Distributor, broker, agent or direct supply: what each route into Australian retail costs, who holds title and price, and how to choose before you pitch.
Last reviewed 2026-07-19
25
GS1 Australia barcodes, explained for new suppliers
What GS1 barcodes cost in 2026-27, which levels Woolworths and Coles make mandatory, how Barcode Check works, and where barcodes sit in your timeline.
Last reviewed 2026-07-19
26
The Australia market-entry checklist for consumer brands
The market-entry checklist for consumer brands entering Australian retail: ABN and GST, labelling, biosecurity, the AUD pricing waterfall and range reviews.
Last reviewed 2026-07-19
27
How to get a beauty product into Australian pharmacy
How beauty and skincare brands get ranged in Australian pharmacy and Priceline: category reviews, cosmetic labelling, testers, margin and trade spend.
Last reviewed 2026-08-07
28
How to get a beverage into Australian retail
How beverages get ranged in Australian retail: category dynamics, container deposit schemes, chilled versus ambient, pack formats, trade spend and the ranging path.
Last reviewed 2026-08-07
29
Broker, distributor or agent: which do you need in Australia?
The real difference between a retail broker, distributor, sales agent and 3PL in Australia: who owns the stock, who owns the buyer, and how each is paid.
Last reviewed 2026-08-07
30
DIFOT and chargebacks, explained
How DIFOT, delivered in full and on time, and retailer chargebacks of 1 to 5 percent of invoice value work, and how they quietly erode already thin margins.
Last reviewed 2026-08-07
31
EDI for Australian retail suppliers, explained
EDI lets Australian retailers exchange purchase orders, invoices and ASNs with suppliers. What it carries, why builds take months, and where accreditation starts.
Last reviewed 2026-08-07
32
How to get a food product into Australian supermarkets
How to get a food product onto Australian supermarket shelves: FSANZ labelling, allergen and country-of-origin rules, HACCP, shelf life and the range-review path.
Last reviewed 2026-08-07
33
How to get your product into Big W
How Big W ranges suppliers as a discount department store: how buyers weigh price and volume, range review timing, private label pressure, and DC rules.
Last reviewed 2026-08-07
34
How to get your product into Bunnings
How consumer brands get ranged into Bunnings: the supplier process, range reviews, price and service-level expectations, and why grocery lines often do not fit.
Last reviewed 2026-08-07
35
How to get your product into Costco Australia
A practical guide to ranging your product in Costco Australia: the limited-SKU treasure-hunt model, bulk pack economics, membership fit, and the road-show route in.
Last reviewed 2026-08-07
36
How to get your product into Kmart
How Kmart ranges products under its everyday-low-price, heavy private-label model, what its ethical sourcing audits demand, and how to model the numbers first.
Last reviewed 2026-08-07
37
How to get your product into Priceline
How beauty and health brands range into Priceline: the category review cycle, Sister Club promotions, testers, margin, trade spend and a new-line submission.
Last reviewed 2026-08-07
38
The new line form, explained
What a retailer's new line form asks for, why an incomplete submission stalls, and how to complete one a buyer can take to a range review and champion.
Last reviewed 2026-08-07
39
How to get a pet product into Australian retail
How to get a pet product into Australian retail: grocery pet aisle versus Petbarn and Petstock, AS 5812 labelling, pack formats, trade spend and the ranging path.
Last reviewed 2026-08-07
40
How to build a retail pricing waterfall
Build a retail pricing waterfall line by line, from shelf price down through retailer margin, trade spend, freight and landed cost to your net per unit.
Last reviewed 2026-08-07
41
Rate of sale, explained: how retailers judge your product
Rate of sale is units sold per store per week. Learn how buyers use it to range, re-order and delist, how to calculate and forecast it, and how to build a case.
Last reviewed 2026-08-07
42
How much does a retail distribution agency cost in Australia?
What a retail distribution agency or broker costs in Australia: retainer, project, and commission fee models, what is fair, and the percentage-of-revenue red flag.
Last reviewed 2026-08-07
43
Shelf-ready packaging for Australian retail, explained
What shelf-ready packaging is, why Australian retailers require it, the five design rules, and how it changes your unit cost and compliance.
Last reviewed 2026-08-07
44
Do Australian retailers charge slotting or listing fees?
How slotting and listing fees really work in Australia, why they differ from the US, and how trade spend and range-review costs shape your budget.
Last reviewed 2026-08-07
45
How to get a supplement into Australian retail
How to get a supplement into Australian retail: TGA listed medicine versus food-type product, therapeutic claims, and the pharmacy versus grocery routes.
Last reviewed 2026-08-07
46
Trade spend in Australian retail, explained
What trade spend really is in Australian FMCG: rebates, co-op, scan deals and slotting, the 10 to 25 percent range, and how to model your real number.
Last reviewed 2026-08-07

Founding client intake: four places

Ready to find out whether your brand is built for retail?

Start with a focused conversation about your category, commercial model and target retailers. We will tell you what is ready, what is missing and whether we are the right partner.

No generic sales pitch. A practical first conversation about your retail opportunity, and a reply within two business days.

The number first. Then the mechanism.

What a retail brand is actually worth when you sell it

How to get your product into Coles

How to Approach a Retail Buyer in Australia

What Belongs in a Retail Range Review Presentation

Retail margin explained for consumer brands

How Much Stock Do You Need for a Retail Launch?

Why brands get ranged but fail to get reordered

Getting an Ecommerce Brand Ready for Physical Retail

Coles versus Woolworths: preparing your retail strategy

How to Get a Product into Chemist Warehouse

What Retail Buyers Expect From Founder-Led Brands

How to launch a US or UK brand into Australian retail

FSANZ labelling for imported products: what US and UK packs get wrong in Australia

Chemist Warehouse for international brands

Entering Australian retail: the complete guide

The Australian grocery market, by the numbers

Australian pharmacy retail, by the numbers

What it costs to enter Australian retail

How to become a Woolworths supplier

How to become a Coles supplier

Selling to ALDI Australia: how their model changes your pitch

The IGA and independent grocery route

Woolworths, Coles or ALDI: where should a challenger brand start?

Routes to market in Australia: distributor, broker, agent or direct

GS1 Australia barcodes, explained for new suppliers

The Australia market-entry checklist for consumer brands

How to get a beauty product into Australian pharmacy

How to get a beverage into Australian retail

Broker, distributor or agent: which do you need in Australia?

DIFOT and chargebacks, explained

EDI for Australian retail suppliers, explained

How to get a food product into Australian supermarkets

How to get your product into Big W

How to get your product into Bunnings

How to get your product into Costco Australia

How to get your product into Kmart

How to get your product into Priceline

The new line form, explained

How to get a pet product into Australian retail

How to build a retail pricing waterfall

Rate of sale, explained: how retailers judge your product

How much does a retail distribution agency cost in Australia?

Shelf-ready packaging for Australian retail, explained

Do Australian retailers charge slotting or listing fees?

How to get a supplement into Australian retail

Trade spend in Australian retail, explained

Ready to find out whether your brand is built for retail?