How Ghost Tree Sales Uses the Principle of “Economy of Force” to Help New & Emerging CPG Brands Win Distribution
In the rapidly evolving world of consumer-packaged goods (CPG), few challenges are as daunting—or as critical—as breaking into retail distribution. For new and emerging brands, every dollar and every hour of effort counts.
That’s why Ghost Tree Sales applies the timeless military principle of “Economy of Force” to its brokerage model: using the minimum necessary resources to achieve the maximum sales power in pursuit of the primary mission—getting brands on the shelf efficiently and effectively.
What “Economy of Force” Means for CPG Brands
In military strategy, “Economy of Force” is about efficiency: focusing resources where they matter most and avoiding waste in areas that don’t directly advance the objective. For new CPG brands, that objective is clear—establishing distribution. Without distribution, there are no sales, no trial, and no path to brand growth.
Ghost Tree Sales translates this principle into a unique brokerage approach built for startups and challenger brands:
Lean, Agile Teams – We keep our portfolio tight and focused, so each brand receives high-touch attention without unnecessary layers or overhead. We don’t charge excessive retainers, and we will never miss a category review.
Targeted Retail Relationships – Instead of spreading efforts thin across every possible retailer, we zero in on the accounts most likely to drive early traction and credibility for your brand.
Data-Driven Storytelling – We use only the data that matters—category growth, shopper insights, and competitive positioning—to make your case compelling without overwhelming you with expensive, non-essential analysis.
Why This Matters for Emerging Brands
Most young brands don’t have the war chest to fund an internal national sales team or large expensive national brokers with huge overhead that delivers limited results. Feet on the street mean nothing to a new brand. By applying “Economy of Force”, Ghost Tree Sales ensures you get strategic, precise, and efficient brokerage support that maximizes your chance of landing on the right shelves for your brand while conserving resources.
Instead of overextending, we help you build momentum step-by-step:
Get distribution wins at the right retailers…where you will get purchased and noticed.
Build proof points with early sell-through…facts, not fairy tales and make believe.
Use those wins to expand into the next tier of accounts.
Maximizing Sales Power with Minimal Waste
Our role is to cut through the noise and give your brand the sales firepower it needs without draining your budget or distracting you from what you do best—building trial, awareness and repeat.
At Ghost Tree Sales, “Economy of Force” means putting the right effort, in the right place, at the right time so you can turn your limited resources into maximum retail impact.