Where Did My Margin Go? What Every CPG Founder Learned in This Webinar

Sales are climbing. New retailers are saying yes. Customers keep coming back.

So why is there never enough cash in the bank?

Rachel Phillips, SVP of Financial Solutions and Enterprise Operations at BELAY, helped CPG founders answer that question in our latest webinar. Here's a recap of what she covered:

Revenue, Margin, and Cash Flow Are Not the Same Thing

Rachel's central point: Founders need to stop asking, "How do we grow revenue?" and start asking, "Does this decision expand or compress our margins?"

She broke the business foundation into three distinct pillars:

• Revenue creates opportunity, but it's also the easiest number to grow and, on its own, tells you nothing about whether the business is healthy.
• Margin creates sustainability. It's what's actually left over after everything it costs to make and sell the product.
• Cash flow creates survival. It's what keeps the doors open, regardless of what the profit and loss statement says.

As Rachel put it, revenue gets you in the room, margin keeps the lights on, and cash flow is what keeps the doors open. A company can post $10 million in revenue and have nothing left over. It happens more often than founders expect.

Why Inventory Timing Creates the Cash Gap

For inventory-based brands, the core problem is timing. You buy and pay for inventory well before you ever sell it, so revenue always lags behind expenses. When founders need cash quickly, the fastest lever is often a discount, which inflates sales velocity in the short term while quietly eroding margin.

Rachel encouraged founders to separate real demand from promotion-driven demand and to watch inventory velocity, not just total sales. A slow-moving product ties up cash even if it eventually sells.

Stop Averaging Your Margin Across Channels

One of the webinar's most practical takeaways: track margin by channel, not as one blended number.

• DTC (Shopify and similar) typically offers the highest margin, but founders absorb more of the operational cost themselves, including customer service and shipping.
• Amazon is largely hands-off, but the fees are significant, so margins run thinner.
• Wholesale and retail often sell at the lowest price point, with multiple parties taking a share of the revenue before it reaches the founder.

Blending these into a single average margin can hide real problems. One channel might be losing money while another performs well above average, and a blended number won't tell you which is which.

Where Margin Quietly Disappears

Margin most commonly leaks out through:

• Freight costs, especially when smaller or rushed orders replace bulk purchasing
• Promotions and discounts, which move inventory quickly but erode margin fast, particularly on already thin channels like Amazon
• Labor that never gets tied back to the true cost of the product, such as a shipping team packing and labeling orders that gets buried in a general payroll line instead of counted as a cost of goods

Healthy Margin Benchmarks by Stage

Rachel offered rough benchmarks founders can use to check their own numbers:

• Early stage CPG brands: 40 to 55 percent gross profit margin, and 5 to 10 percent net profit margin is a strong result
• Growing brands: 50 to 65 percent gross profit margin, and 15 to 20 percent net profit margin
• Established, stable brands: 55 percent or higher gross profit margin, and 20 percent or higher net profit margin

To tell a temporary dip from a real business model problem, look at the trend. A short-term drop tied to a specific launch or promotion is usually isolated. A gross margin that has been sliding for 90 to 180 days while revenue climbs is a structural issue worth addressing.

Why Profitable on Paper Does Not Mean Cash in the Bank

A recurring theme: profit and cash flow are not the same thing. A business can show fifty thousand dollars in profit for the month and still not have that cash sitting in the account, because of reinvestment timing, retailer payment terms, and unexpected deductions.

We recommend running both a profit and loss statement and a rolling 13-week cash flow forecast, so founders can see exactly when cash will be available and plan reinvestment and retailer terms around it.

When cash gets tight, resist cutting marketing or headcount first, since those are the activities that generate revenue. Instead, look at renegotiating retailer and vendor terms, or find 2–5% reductions in costs not tied to producing or selling the product. A swing that small can meaningfully change the cash position without touching the team or the pipeline.

Five Questions to Ask Every Month

Rachel closed with five questions she recommends every founder bring to their monthly finance review:

1. 1. What is our actual margin by channel?

   2. Which customers are we actually profitable on?

   3. What is our fully loaded landed cost?

   4. How much growth can our cash flow support?

   5. Which costs increase as we scale?

She recommends reviewing these at least monthly, right after month-end close, with a finance team that flags unusual swings rather than one that only reports the numbers.

When to Bring in Outside Financial Help

Rachel's rule of thumb: under half a million dollars in revenue, most founders can reasonably keep their own books current. Past that mark, especially for inventory-based brands managing significant product and timing complexity, an outsourced accounting solution tends to cost a fraction of a full-time hire and starts to pay for itself.

Profitable growth is never an accident. It is a decision to invest in understanding your numbers. As Rachel put it, if you don't know where your margin is going, your growth strategy is incomplete. The brands that scale successfully are not the ones that sell the most. They are the ones that know exactly where every dollar goes.

And none of this happens by accident. The founders who protect their margin and forecast their cash flow aren't smarter than the ones who don't. They just look at the numbers on a schedule, not just when something feels off. Rachel's five questions are a place to start on your own. The faster fix is putting them in front of someone who already knows CPG margin, inventory timing, and cash flow cold, so you're not building the answers from scratch every month-end.

If you're done guessing where the margin goes, let's find it together. Talk to a BELAY Financial Expert who knows CPG.