Saint James Tea Co-Founder and CEO Brad Neumann says a single packaging switch—from cardboard cartons to resealable aluminum bottles—nearly tripled the three-year-old, better-for-you iced tea brand's sales velocity overnight. The bigger signal: Saint James sits in less than 17% of possible retail doors, yet has ranked as the country's fastest-growing iced tea brand in every four-week SPINS reporting period for almost two years.

Why the switch worked: it solved a consumer complaint (the old packaging didn't keep tea cold), and opened channels, including convenience stores, that the old packaging couldn't reach.

The bigger philosophy: build the brand first and let distribution follow. "Our strategy from day one has always been: focus on the brand. Distribution and sales will come," Neumann says. He also details how Saint James uses Costco to drive volume in-store while boosting sales in other retail channels, discusses high-profile brand collaborations including "The White Lotus" and Juicy Couture, and explains how the brand's growing in-house marketing team is helping it compete against much larger companies.

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This packaging switch tripled sales velocity, with Saint James Co-Founder

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This packaging switch tripled sales velocity, with Saint James Co-Founder