In this special episode of the Startup CPG Podcast, host Daniel Scharff and Managing Editor Caitlin Bricker — a former retail buyer — run a live pitch practice session recorded on YouTube Live, where founders jumped up to deliver their 30-second pitch and got direct, actionable feedback in real time. The result is one of the most broadly useful episodes we've ever put out: whether you pitched or just watched, the feedback applies to you.

Eleven brands across food, beverage, supplements, and pet stepped up: an Ayurvedic wellness tea, a kava seltzer, a low-carb donut and cookie brand, an umami seasoning, a women's hormonal health supplement powder, a pet training treat in a portable tube, a dessert butter, and a salon-quality cuticle oil line. Every pitch got something different — and every piece of feedback is worth hearing.

Together, Daniel and Caitlin break down the mechanics of a strong pitch: why your energy matters more than your talking points, how to proactively answer the buyer's unspoken questions, why uptalk will quietly kill your credibility, and what it means to actually lead with your product.

Listen in as they cover:

Why energy and confidence beat a perfectly memorized script every time
The single question every buyer is thinking but won't always ask: will this actually sell?
Camera setup, lighting, and the small technical details that make a big impression on Zoom pitches
Why "first ever" is a phrase to avoid — and what to say instead
How to use proof points, velocity data, and repeat purchase rates to earn trust fast
What adaptogenic actually means — and why you need to know before you say it
When your founding story helps you and when it costs you valuable pitch time
Why D2C traction and social following should come up earlier than most founders think

Brands featured:

Ayursome Wellness, Kaviva, Good Journey, Zenbroth, Bagelverse, Ramen Bae, Cali Nutrition, Doggo Sessions, Oh My! Dessert Butter, Theniya, Tiara Natural Deodorant

Don't forget to leave a five-star review on Apple Podcasts or Spotify if you enjoyed this episode. For potential sponsorship opportunities or to join the Startup CPG community, visit http://www.startupcpg.com.

Show Links:

Transcripts of each episode are available on the Transistor platform that hosts our podcast here (click on the episode and toggle to “Transcript” at the top)
Join the Startup CPG Slack community (35K+ members and growing!)
Follow @startupcpg
Visit host Daniel's Linkedin
Visit host Caitlin's Linkedin
Questions or comments about the episode? Email Daniel at podcast@startupcpg.com
Episode music by Super Fantastics

If you’re interested in learning more about the science behind Cognizin,
Head to www.cognizin.com to learn more.

#244 - Live Pitch Practice & Feedback