The Merchant's Grandson Transistor (https://transistor.fm) https://feeds.transistor.fm/the-merchants-grandson The Merchant’s Grandson explores the stories behind brands and businesses: the small details, market shifts, and cultural conditions that can change how a story is understood. Hosted by Chris Maffeo, the grandson of Italian merchants, the podcast looks beyond the polished version of events to ask what else might have made a difference. Each episode draws on conversations with people across the drinks industry, tracing the connections between what happened on the ground and what leaders can learn from it. There may be no single definitive version. The aim is to follow the clues, consider different perspectives and leave you with a sharper way to see how businesses grow. 2026 Chris Maffeo 9e36fa11-4127-5bfc-85f6-57dbc23623de yes en Fri, 16 Oct 2026 10:27:39 +0200 Fri, 16 Oct 2026 10:28:17 +0200 https://img.transistorcdn.com/ftd8wZec6PK-itD-t83x_vhyT1PwrqUdCR4qWH6Hpq0/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9kMjQ1/MmY5ZjJiNWE5M2Uw/YjI2ZTc0YTY2Njcz/N2IxOC5wbmc.jpg The Merchant's Grandson episodic Chris Maffeo The Merchant’s Grandson explores the stories behind brands and businesses: the small details, market shifts, and cultural conditions that can change how a story is understood. Hosted by Chris Maffeo, the grandson of Italian merchants, the podcast looks beyond the polished version of events to ask what else might have made a difference. Each episode draws on conversations with people across the drinks industry, tracing the connections between what happened on the ground and what leaders can learn from it. There may be no single definitive version. The aim is to follow the clues, consider different perspectives and leave you with a sharper way to see how businesses grow. The Merchant’s Grandson explores the stories behind brands and businesses: the small details, market shifts, and cultural conditions that can change how a story is understood. Chris Maffeo chris@maffeodrinks.com No No 002 | The Harder Sell Is Internal: Why New Channels Stall Inside Your Own Company 1 1 2 2 002 | The Harder Sell Is Internal: Why New Channels Stall Inside Your Own Company full d12c3989-a430-448c-a7c7-24cad8e0c096 https://share.transistor.fm/s/23cb81aa The glossy shelf everyone notices, whether it's in an airport or anywhere else, is the last visible step of a much longer process. The real negotiation almost never happens with the new channel partner first. It starts with winning permission to operate differently inside your own company.


A new sales channel asks supply chain, logistics and customer service to do things they've never been asked to do before. Convincing an outside partner to say yes can be the easier half of that negotiation. Getting your own organization to say yes is the half most companies underestimate, and the work usually starts at the smallest, closest version of the channel before anyone chases somewhere bigger.


This conversation was originally recorded for the Maffeo Drinks podcast with André de Almeida. Find more at themaffeodrinkspodcast.com.

]]> The glossy shelf everyone notices, whether it's in an airport or anywhere else, is the last visible step of a much longer process. The real negotiation almost never happens with the new channel partner first. It starts with winning permission to operate differently inside your own company.


A new sales channel asks supply chain, logistics and customer service to do things they've never been asked to do before. Convincing an outside partner to say yes can be the easier half of that negotiation. Getting your own organization to say yes is the half most companies underestimate, and the work usually starts at the smallest, closest version of the channel before anyone chases somewhere bigger.


This conversation was originally recorded for the Maffeo Drinks podcast with André de Almeida. Find more at themaffeodrinkspodcast.com.

]]> Thu, 15 Oct 2026 20:53:30 +0200 Chris Maffeo Chris Maffeo 1009 The glossy shelf everyone notices, whether it's in an airport or anywhere else, is the last visible step of a much longer process. The real negotiation almost never happens with the new channel partner first. It starts with winning permission to operate differently inside your own company.


A new sales channel asks supply chain, logistics and customer service to do things they've never been asked to do before. Convincing an outside partner to say yes can be the easier half of that negotiation. Getting your own organization to say yes is the half most companies underestimate, and the work usually starts at the smallest, closest version of the channel before anyone chases somewhere bigger.


This conversation was originally recorded for the Maffeo Drinks podcast with André de Almeida. Find more at themaffeodrinkspodcast.com.

]]> internal change management, channel strategy, organizational buy-in, sales operations No Chris Maffeo 001 | Knowledge Gets Lost: Someone Always Invents A Story To Replace It. 1 1 1 1 001 | Knowledge Gets Lost: Someone Always Invents A Story To Replace It. full 2076c868-e501-430a-ac2b-fffd571fee1a https://share.transistor.fm/s/ec4d19a1 A piece of market research can say a product won't work and still be wrong, because people often behave very differently from how they answer a survey question. The real signal didn't come from a lab or a questionnaire. It came from watching two ordinary strangers do something nobody had told them to do.


That's the gap between what a focus group says and what people actually do when nobody's measuring them. The product went on to sell in enormous volume, but it grew up in a completely different setting than the one everyone had planned for, and a competitor who tried to copy the formula still couldn't reproduce the trick. Old school instinct beat modern market research at its own game.


This conversation was originally recorded for the Maffeo Drinks podcast with David Gluckman. Find more at themaffeodrinkspodcast.com.

]]> A piece of market research can say a product won't work and still be wrong, because people often behave very differently from how they answer a survey question. The real signal didn't come from a lab or a questionnaire. It came from watching two ordinary strangers do something nobody had told them to do.


That's the gap between what a focus group says and what people actually do when nobody's measuring them. The product went on to sell in enormous volume, but it grew up in a completely different setting than the one everyone had planned for, and a competitor who tried to copy the formula still couldn't reproduce the trick. Old school instinct beat modern market research at its own game.


This conversation was originally recorded for the Maffeo Drinks podcast with David Gluckman. Find more at themaffeodrinkspodcast.com.

]]> Thu, 08 Oct 2026 20:04:48 +0200 Chris Maffeo Chris Maffeo 950 A piece of market research can say a product won't work and still be wrong, because people often behave very differently from how they answer a survey question. The real signal didn't come from a lab or a questionnaire. It came from watching two ordinary strangers do something nobody had told them to do.


That's the gap between what a focus group says and what people actually do when nobody's measuring them. The product went on to sell in enormous volume, but it grew up in a completely different setting than the one everyone had planned for, and a competitor who tried to copy the formula still couldn't reproduce the trick. Old school instinct beat modern market research at its own game.


This conversation was originally recorded for the Maffeo Drinks podcast with David Gluckman. Find more at themaffeodrinkspodcast.com.

]]> market research, consumer insight, product launch, channel strategy No Chris Maffeo