Natural Value Keeps Overhead Down and Sales Up

Controlling costs in a category where price is a leading barrier to purchase is of real value to retailers.

Like a broker with a brand” is how Gary Cohen described Natural Value, the Sacramento-based natural and organic food company he operates with partner Jody Stephens. But it’s a little more complicated than that. By treating contract manufacturers like quasi-partners and squeezing supply-chain logistical costs to the bare minimum, Natural Value has been able to grow in 10 years from a startup offering a handful of items to an established multi-category brand with 1,200 SKUs.

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