This packet wrote itself.

🏢 Company Overview

Background

• Founded 2017 as a regionally focused manufacturing and distribution operation by leaders with backgrounds in applied science, health, and business
• Research-first branding: "Science – Standards – Community" — positions as producing trusted, compliant products, not just commodities
• COO Dr. Hart has 20+ years in regulated production, commercial operations, and process engineering; previously founded a compliance-focused consulting firm in the Pacific Northwest
• CEO Daniel Mercer has a background in commercial real estate and development; strong in partnerships and pipeline building
• Received a $3.5M state redevelopment grant (Dec 2022) to convert a derelict industrial site into a modern production facility — planned 120+ new jobs

Retail Footprint (Juniper Stores)

• Sandusky, OH — 1840 Monroe St
• Kent, OH — 1125 S. Water St
• Mentor, OH — 6001 Lakeshore Blvd (drive-thru pickup available)
• Previously listed two additional Cleveland-area locations — may have closed or rebranded

📋 Salesforce History

Key Takeaway

Northbridge was a paying Insights customer for ~1 year (2021–2022) at ~$100K/yr across three segments in their home region. They churned at renewal. The demo needs to address: what's changed in the product since 2022, what new value we can deliver, and why now. The looming regulatory shift could be the catalyst.

👥 Key Contacts

🎯 Use Case & Pain Points

Likely Use Cases

• Regional market intelligence — segment trends, share, pricing, and channel mix
• Competitive positioning against larger, well-funded national players
• Juniper retail locations need sell-through, assortment, and pricing data

Underlying Pain Points

• Smaller operator competing against enterprises with internal analytics teams
• Regulatory uncertainty — need data to plan for potential market transition
• 3 retail locations = need to optimize product mix, pricing, and promotions
• Expanding production capacity means more inventory to move — need market intelligence to guide SKU strategy

🔧 Product Fit

Primary: Insights — regional market data (they had this before)

Secondary: Bridge/Nexus — if store-level retail analytics are relevant for Juniper locations

What's New Since They Churned (2022)

• Highlight improvements: better coverage, cleaner segmentation, faster refresh, new filters/views, stronger competitive benchmarking
• Show them what they've been missing — 3+ years of market evolution without data
• Emphasize category/segment expansion and any "new-to-them" capabilities since 2022

📊 Regional Market Context

• Highly regulated category with evolving rules and new compliance requirements
• Regulatory change under discussion could broaden access / expand consumer base (timing uncertain but momentum building)
• Neighboring states/regions have already adopted more permissive frameworks — competitive pressure rising
• Market growth and channel expansion continuing despite uncertainty

🏪 Competitive Landscape

Northbridge's Position

• Smaller, independent operator with research/quality differentiation
• Vertical integration (make + distribute + retail) is an advantage
• Non-core-metro footprint (Sandusky/Kent/Mentor) — sometimes less direct enterprise competition than downtown hubs
• Vulnerability: limited analytics resources vs. enterprise internal data teams

🎬 Demo Script

🛡️ Objection Handling

💬 Conversation Starters

• The facility expansion — "How's the new facility coming along? That's a major investment."
• Juniper brand — "How are the three locations performing relative to each other?"
• Regulatory momentum — "How are you planning around the possible policy changes?"
• Research positioning — "How does your research-first approach show up in product decisions?"

✅ Pre-Demo Checklist