How we did it
On a mission to change the world, one product at a time, The Honest Company partnered with Acosta’s Impact Natural team to boost distribution and expand Total Distribution Points (TDPs) at Whole Foods Market.
The goal? Reclaim prime shelf space for products shoppers already love.
Despite its loyal fan base, distribution had slipped in Baby Essentials and Children’s Body Care, leaving gaps where Honest’s clean formulations belonged. The brand needed more than a reset — it needed a partner who could influence buyers and sustain momentum.
Our team activated a national strategy across 520+ Whole Foods Market stores with a clear growth plan:
- Introduced 12 new UPCs and expanded into new categories
- Increased SKU count by 1.5x
- Timed promotions to category-specific windows for stronger results
- Enhanced trade spend tracking and ROI projections
- Armed Honest with custom Nielsen data to support buyer conversations
Acosta’s Business Intelligence and Analytics team played a pivotal role, presenting insights at retailer meetings that directly influenced buyer decisions and built the case for expansion.
The Payoff
The results delivered both growth and renewed presence:
- Sales soared from $4M to $7M — up 73%
- TDPs rose by 4,588, a 76% increase
- SKU count reached 29, scanning nationally
- Retail sales hit $5.1M, with double-digit gains in both dollars and units
This wasn’t just about getting back on the shelf. It was a purpose-driven return — built on data, execution, and trusted buyer relationships that helped Honest reclaim its rightful space in the premium retail arena.
Ready to scale in natural retail? Acosta has the playbook.
