The Data Behind the Deal: B2B Distribution Through an FP&A Lens with Ryan Cosby

Episode notes

Ryan Cosby, FP&A Manager at Salon Service Group, joins Aaron Sheehan for a ground-level look at B2B beauty distribution. Ryan shares how SSG manages cost-to-serve across multiple channels, wrestles with pricing complexity and margin leakage, and navigates the messy realities of month-end close. He also breaks down what vendors need to bring to the table to earn a yes from finance. Episode Highlights: 00:35 – Introduction: Meet Ryan Cosby & Salon Service Group 01:50 – How SSG's Distribution Model Works: Salons, Licenses & the Back Bar 03:25 – Cost-to-Serve: Is the Digital Channel Cheaper?