You probably won’t nail a demo the very first go-around. Or the second. Or even the eighth. But we guarantee you’ll learn something each time—who you’re reaching, whether shoppers are soaking up your message, how many units you can expect to sell, and much more. Todd Beckman, former vice president of business development and operations at WhiteWave Foods and cofounder of NextFoods, explains how to take your demoing successes and misfires and funnel them into a polished—and profitable—presentation.