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TERM
Land and Expand Strategy
Start small with one retailer, then grow to more doors and SKUs.
Definition
Land and expand is a phased distribution strategy that builds proof before scaling.
How to Calculate
Launch in a pilot market, prove velocity, then add stores and items.
Why it Matters
Reduces risk and builds a strong story.
Key Advantages
Creates momentum with limited spend.
Example
Start in 50 stores, then expand to 500 after strong results.
Use it to
Assess a strategy that begins with a small foothold and grows through targeted expansion. Evaluate stepwise gains to confirm each phase produces sustained growth.
