Episode
This packaging switch tripled sales velocity, with Saint James Co-Founder
- Podcast
- Ad Age Marketer's Brief
- Published
- Aug 19, 2026
- Duration seconds
- 1382
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Summary
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. Dig deeper ~ 5 food and beverage marketing trends to watch in 2026 ~ Why the drinks people carry matter more to marketers now ~ How this protein soda is marketing to everyday consumers in the GLP-1 era ~ How Coca-Cola interns started Sprite + Tea, a new TikTok-friendly variety ~ Honest Tea founder on what its shutdown means for purpose-based brands