The Startup CPG Podcast

In case you missed it, long-time Startup CPG community member wildwonder just aired on Shark Tank, and today, Founder Rosa Li joins us to share all the details! You don’t need to pre-watch the episode to enjoy the conversation, but I definitely recommend giving Season 14, Episode 11 a watch to see Rosa make a $500,000 deal with Tony Xu, guest Shark and Founder of Door Dash.Listen in as Rosa shares about:The process of applying for Shark TankHow recording day worksThe timing from recording to airing and how she and her team preppedThe details of the deal made on air and the post-show diligence processHow wildwonder sales grew post-airingWhy she was hoping for a deal with Tony Xu and how wildwonder hopes to leverage the DoorDash relationshipAnd more!We recorded this conversation less than 1 week after the episode aired on ABC and Hulu, so this is hot of the press!Episode Links:wildwonder website & IG/Tiktok handle @drinkwildwonderRosa’s LinkedInWatch Season 14, Episode 11 on AmazonShow Links:Join the Startup CPG Slack community (10K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

I figured it was worth putting my soul on the line to bring you some behind the scenes content from one of the hottest brands in CPG. Just a few months ago in October 2022, Liquid Death Mountain Water closed a $70 million Series D round that valued the company at $700 million, their products are in over 60,000 retailers nationwide, they have over 160 employees, and they were only founded in 2018, so things are just getting started. Hamid Saify, Liquid Death’s SVP of Digital Retail, one of the company’s first hires and a long-time Slack community member, joins us today to dig into how he and the team at Liquid Death creates such incredible marketing and branding.Listen in as Hamid shares about:Liquid Death’s early days testing paid social ads, video content, copywriting, community-building, and choosing to focus on niches like action sports and heavy metalWhy their marketing is entertainment-led rather than product/feature-led - including some of Hamid’s favorite campaigns like one that included drawing Tony Hawk’s blood!?How starting with a focus on ecommerce helped their eventual retail expansionHow they’ve used Amazon DSP and why they’ve 10xed their investment in Amazon in the last year and a halfThe importance of bridging the physical and digital worlds and their work on Instacart, a new rewards program, and frequent merch dropsThe details behind joining their Country Club and how some people want their souls backHow Hamid and team noticed something magical happening in their reviews and used it as a community-building momentAnd so much more!Episode Links:Liquid Death’s website & IG & TikTok @liquiddeathHamid’s LinkedInThe Liquid Death Country ClubThe Time-Waster 5000Fastest-Growing Emerging Brands on Instacart 2022Companies mentioned: Pear Commerce, Tinuiti, OkendoShow Links:Join the Startup CPG Slack community (10K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

A few weeks back, we talked about Angel Investing 101 on the show, and equity crowdfunding got a brief shoutout. I was super curious on the topic and thought who better to talk about equity crowdfunding than someone in the process right now! Today we’re joined by Elena Guberman, co-CEO of tbh, a brand focused on reimagining nostalgic snacks. Their first product is a better for you, better for the planet, plant-based version of Nutella - with no palm oil, 50% less sugar, and 3x the protein! tbh was co-founded by someone you may know - Stranger Things actor and entrepreneur, Noah Schnapp.Listen in as Elena shares about:The details on their current equity crowdfunding raise on Republic (that as of our recording date has blown past it’s $25,000 goal with over $450,000 raised from over 550 investors)Why they chose equity crowdfundingWhat it’s like getting set up on an equity crowdfunding platform as far as the due diligence process and Elena’s launch prep tipsHow they are using the campaign to educate Gen Z consumers about investing and why keeping the minimum investment at $50 was important (as a side note, Elena will mention that over 70% of campaign investors invested less than $250 - so cool!)The story behind their Nosh award-winning collaboration with Chubby Snacks and why collaborations are part of the thh strategyWhat’s it like to have a celebrity co-founderAnd more!And, stay tuned at the end for a bonus segment - today featuring Startup CPG Shelfie Award winner, Popadelics - Elena and I will share our reviews mid-episode and then at the end of the episode (41:55), you can catch a mini-interview (25:53) with Popadelics’ founder, Marilyn, to learn more!Episode Links:tbh website & @snacktbh on IG & TikTokElena’s LinkedIntbh Republic campaign pageElena's article "tbh raised over $700k on Republic: Here's What I Learned"Article mentioned by Elena: “How to Rock a Republic Campaign” by Courtney at AKUABrands & companies mentioned: Chubby Snacks, Rhythm Superfoods, TERRA, Rodeo CPGPopadelics Links: Popadelics website & IG @popadelicsMarilyn’s LinkedInShow Links:Join the Startup CPG Slack community (10K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Happy New Year! We’re coming at you this week from the archives again - host Jessi got COVID and temporarily lost her voice! I’m sharing another of our greatest hits from last year, 2022, in case you missed it. It’s one of my personal favorites, and I hope you enjoy! We've got a really fun episode today that I think will bring you a lot of joy and inspiration. It's probably no surprise but your Startup CPG team members are big Shark Tank fans. Our Startup CPG founder Daniel was watching Shark Tank a few months ago and he just knew today's guest was someone we all needed to know. From the Season 13 finale, where he landed a $600,000 deal from Mark Cuban and Kevin Hart, today's guest is Alexiou Gibson. You don't need to have seen the Shark Tank episode to enjoy our conversation but I definitely recommend watching it as soon as you can. So a little about Alexiou - he's founder and CEO of The Transformation Factory and creator of their Sea Moss Gel product and he scaled the company to $3.5 million in revenue in just 11 months (watch the Sharks faces when they hear that!). He's an incredible story teller and I hope you'll be smiling and laughing along with us (or even crying a little like me), plus you might need a notebook for all the wisdom he shares. Listen in as Alexiou shares about his career path from NASA to entrepreneurship, his personal health journey and transformation, launching a sea moss product during a pandemic, the best story I've ever heard for finding an online advertising expert, the process of getting on Shark Tank and what it was like to being on the show, making a deal, and the post-show diligence process, what's next at The Transformation Factory, and more.Episode Links:The Transformation Factory / Sea Moss Gel website and IG @seamosstransformationAlexiou's LinkedIn & IG @alexiou2.0More info on Season 13, Episode 24 of Shark TankWatch the episode on Amazon (should be available again on Hulu or ABC soon)Show Links:Join the Startup CPG Slack community (10K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today is our fifth episode in the "First Hire" series where we’ve so far covered making first hires in marketing, finance, operations, and retail sales. Now we get to cover foodservice sales! Here to help us learn more about first hires in foodservice sales is Jenna Cameron. Jenna is currently the sales lead at SIMULATE and has years of experience in foodservice sales for growing brands.Listen in as Jenna answers:When to hire help in foodservice sales and how full-time employees, consultants, and brokers can all fit into the pictureHow foodservice sales differs from retail salesKey attributes of a successful foodservice sales employeeWhy it’s important to focus within the food service channelHow to set up a first hire in food service sales for successGreat shows and resources for your foodservice sales hireAnd more!And, stay tuned at the end for a bonus segment - today featuring Startup CPG Shelfie Award winner, For Good Granola - Jenna and I will share our reviews mid-episode and then at the end of the episode (51:00), you can catch a mini-interview with For Good Granola’s founder, Kiley, to learn more!Episode Links:Jenna’s LinkedInSIMULATE websiteConsultants/Brokers: Elohi Strategic Advisors (general foodservice strategy), Green Nature Marketing (strategic nationwide coverage), Advanced Natural Group (micromarket/c-store/corporate cafeterias)Trade Shows: Dot Foods (if stocked), NACUFS (C&U)For Good Granola Links: For Good Granola website & IG @forgoodfoodsKiley’s LinkedInShow Links:Join the Startup CPG Slack community (10K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

We’re coming at you this week from the archives. Many of you found this pod just this year, so I’m sharing one of our greatest hits from last year, 2021, in case you missed it. It’s one of my personal favorites, and I hope you enjoy! Kirk Visola is an active member of our Startup CPG community with a heart for sharing his design expertise and helping people navigate the complex world of packaging and branding. He has a no-nonsense approach to life and client work. With over 20 years of design expertise working with some of the largest brands in the world, he now operates his own agency, Mind the Font, making his caliber of work available to brands of all sizes. Listen in as Kirk shares about why he started his own agency, tips for approaching a packaging project, and how to build a great relationship with a designer for long term success. Episode Links: Mind the Font website & IG @mindthefontKirk's LinkedIn & IG @kirkvisolaThe packaging Clubhouse sessions Kirk mentions eventually became a great podcast: Kirk & Kurtts - be sure to listen in! Kirk mentions Brandon Hernandez as a resource for operations, co-packing, and more at Whole Brain ConsultingKirk mentions Unsplash as a free photo resourceGet a blast from the past and look up Iomega Zip DrivesShow Links:Join the Startup CPG Slack community (10K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Let’s talk demos! In-store demonstrations are an important tool in a CPG company toolbox, so we brought our favorite team of demo experts to help us navigate this topic: Bridget Aragon & David Heiser - Co-founders of Grassroots Demos. Grassroots Demos help brands boost sales and reach more customers by sampling their items in-stores. Shoppers get to taste items in a safe environment and give feedback, and brands get super valuable insights and support sell-through. Listen in as David and Bridget share about:- The critical components to a successful demo- How to hire and train the right brand ambassadors- Tips for navigating demo logistics like sample sourcing and supply chain- What demo performance data to track- The pros and cons of managing your own brand ambassador team versus using a vendor- How to hire a demo company vendor- Best practices for retailer communication about demos- How to incentivize brand ambassador performance- How merchandising fits into the picture- And more!And stay tuned at the end of the episode (56:12) for a mini interview with Delisa from Startup CPG Shelfie Award winner Funky Mello - my new favorite marshmallow creme with a wonderful story. Episode Links:Grassroots Demos website & IG @grassrootsdemos & LinkedInBridget’s LinkedInDavid’s LinkedInCo-Branded Demo Opportunity mentioned - information here & form here.Funky Mello Links: Funky Mello website & IG @funky_melloDelisa’s LinkedInShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

I once received a check from a distributor for $500, but it listed a ton of invoices. I dug in and that check was for $40,000 worth of product - it was a combination of unauthorized free fills that led to a broker conversation and double charges for a big distributor promotion plan that was expensive before doubling it. But the amount of time it took to track down all the info, dispute, follow up, and receive a check back was astronomical, and that was just one of the many instances to investigate. So how can you protect your margins from invalid deductions and understand what’s going on in your business even with valid deductions? It’s not easy, so today we have Bill Poore, a Senior Client Success Manager at Inmar Intelligence with over a decade in deductions experience. Inmar has a DeductionsLink software platform that helps reduce invalid deductions and simplify workflows - reducing deductions administrative work by up to 80%.Listen in as Bill covers:Types of deductionsCommon deduction pain pointsHow technology can be leveraged to sort out all the portals, PDFs, and even stacks of paper and understand what’s going on in your businessHow to evaluate when to use a vendor for deduction managementWhat insights to look for from a deductions management process and how to use that information in your businessWhat it looks like to dispute deductions - with and without outside helpHow to prepare your brand for working with a deductions management vendorQuestions to ask a potential vendorExpectations for the deductions management process and when to expect returnsAnd more!Thank you to our partner Inmar for sponsoring this episode.Episode Links:Inmar websiteBill’s LinkedInShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Content creation. We all know it’s more important than ever. But how do you actually create great content as a brand and measure success? To help us answer these questions, we have David Greenfeld of Dream Pops joining us today. Dream Pops is re-imagining cult classic desserts with plant based ingredients - my current favorite is the frozen cookie dough bites. At the time of recording, Dream Pops has created thousands of TikTok videos with nearly 200,000 followers and over 5 million likes, an Instagram with nearly 100,000 followers, David has 45,000 Linkedin followers on his own page and a podcast with 70 episodes, and he and his team just started getting into YouTube Shorts, by uploading about 500 videos in the last few months.Listen in as David shares about:How he got started at Dream Pops and why the branding and name are so intentionalDavid’s early days of using Instagram, then TikTok, LinkedIn, and other platformsWhy content creation is like building a workout routineHow David grew his LinkedIn presence and the content that he finds resonates the mostThe importance of regularly testing and evaluating different platforms and how David thinks about driving store velocityWhat it was like to start the Stick with Your Dreams podcastWhy Dream Pops entered the Canadian marketHow Dream Pops stays true to their values during tough decisionsAnd more!And stay tuned at the end of the episode (at minute 45:19) for a mini interview with Saphira from Startup CPG Shelfie Award winner Nowhere Bakery. You won’t want to miss her story about getting a text from Gwyneth Paltrow!Episode Links:Dream Pops website, IG @dreampops, TikTok, YouTubeBuy Dream Pops candy on AmazonDavid’s LinkedInDavid’s Stick with Your Dreams PodcastOther great interviews with David: “The Story of a Brand: Dream Pops - The Willy Wonka of Plant-based Desserts” & “Founder to Mentor: David Greenfeld”Vendors mentioned: aisle, Paperwhite Studio, hatch, SWIMSOCIALNowhere Bakery Links: Nowhere Bakery website & IG @nowherebakerySaphira’s LinkedIn & IG @peanut.headShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

You’ve all let me know that fundraising content is some of your favorite, so I thought I would bring my favorite angel investing expert on the show, Marcia Dawood, for a 101 level episode on angel investing. Marcia currently serves as the Chair of the Board of the Angel Capital Association, the professional society for angel investors in the US and globally. She is an investor in several early stage private companies, and in addition to her own investing, she is a Venture Partner with Mindshift Capital and a part of the investment committee for Next Wave Impact Fund. Marcia and I actually met at an Angel Capital Association event back when I worked in that industry and I’m so grateful we’ve been able to stay in touch and that I get to introduce you all to her today. I asked Marcia to help us understand angel investors and their motivations and I think she really delivered.Listen in as Marcia shares about:Definitions of an angel investor and angel groupsThe prerequisites to being an angel investor and how angel investors make returns and impactThe difference between crowdfunding and fundraising from angel investorsTips for deciding whether to seek outside investment from angel investorsInside the angel investor mindset and how to build your outreach and pitches to get the best responseThe function of a board of directors and the role of board membersResources for learning about angel investing and why you need a good startup attorneyHow to find and connect with angel investors and keep them up to date, whether they’ve invested already or notAnd more!And, stay tuned at the end for the first ever bonus segment - today featuring Startup CPG Shelfie Award winner, Uproot Teas (at minute 52:53). Marcia and I will share our reviews of Uproot mid-episode and then at the end of the episode, you can catch a mini-interview with Uproot Tea’s founder, Cindy, to learn more!Episode Links:Marcia’s website & LinkedInAngel Capital Association websiteMarcia’s Podcast: The Angel Next Door PodcastMarcia's TEDx Talk: Do Good While Doing WellResources mentioned by Marcia: Angel Funders ReportAngel Investor vs Venture Capitalist Rap Battle video by Marcia (a must watch!)Video tool: LoomBook: Build Your Board, Build Your Business by Barbara ClarkeNational Venture Capital Association Document LibraryStartEngine PlatformDemystifying Angel Investing: An Introduction to the World of Startups Webinar LinkNext Wave Impact FundCoralus (formerly SheEO)Uproot Teas:Cindy's LinkedinUproot Teas website & IG @uproot.teasUse code STARTUPCPG for 10% off!Show Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

It’s November and we’re entering the biggest online shopping season of the year in the US. How is your ecommerce site functioning? Or are you thinking about launching a new website? Black Friday is in a few weeks, so hopefully you can take away some actionable tips for the upcoming holiday months or this can help you start thinking through your 2023 website planning. Here to help us navigate the topic of building a high-converting ecommerce site today is Kelly Ferris, Director of Sales for Small Business at BigCommerce. BigCommerce is a leading ecommerce software platform that enables companies of all sizes to sell physical and digital goods online.Listen in as Kelly shares about:The definition of a “high converting” websiteHow to build trust with consumersConsiderations for collecting reviewsBest practices for structuring your websiteKey elements of a great homepage design & product pagesConsiderations for choosing an ecommerce platform and the different types of platformsAdvice to when and how to engage agenciesAnd more!This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open now! Go to applycolab.comEpisode Links:BigCommerce website & IG @bigcommerceKelly’s LinkedInBrands mentioned: Sheets Laundry Club, Gourmet Fuel, Spiceology, Green RoadsServices mentioned: Yotpo, smile.io, stamped.io, Bazaar Voice, ShipBobMondelēz International‘s SnackFutures CoLab program:Apply for the 2023 cohort here (open as of 9/20/22)Podcast episode #67 sharing the CoLab experience of Bunny James BoxesPodcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode with the Mondelēz International team about CoLabSnackFutures websiteMondelēz International websiteShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today’s hot topic is fundraising. And what could be better than talking fundraising with our favorite weird sparkling water brand, Aura Bora. Aura Bora just raised a Series A round, led by Siddhi capital, bringing their lifetime funding as a brand to $10 million, and co-founder Paul Voge is here to share the details with us. Paul and his wife Maddie founded Aura Bora in 2019, and they make sparkling water from herbs, fruits, and flowers for earthly tastes and heavenly feelings. They use unique ingredients like basil, cactus, and lavender for a better-tasting experience, all while donating 1% of annual revenue to environmental causes via 1% For The Planet. Aura Bora is one of the fastest-growing beverage brands in the country with their 0 calorie, 0 sugar, non-GMO, plant-based, and craft flavors.Listen in as Paul shares about:Aura Bora’s different funding stages from friends and family, to seed rounds, to the recent Series A with institutional investorsHow he learned about the world of fundraising and his recommendations for getting startedThe logistics behind tackling fundraising from staying organized, to working as a team, to a favorite question to ask someone who says “No”How he says motivated and how they’ve built long term relationships with potential investing partners along the wayThe newly formed Aura Bora board of directors and what that meansHow Aura Bora will use the funds and exciting future growth plansAnd more!This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open now! Go to applycolab.comEpisode Links:Aura Bora website & IG @drinkauraboraPaul’s LinkedInResources mentioned by Paul: Book “Venture Deals” by Brad Feld, Book “High-Hanging Fruit” by Mark Rampolla, Book “Mission in a Bottle” by Seth Goldman & Barry Nalebuff, The Angel Group, SKU Accelerator, Y Combinator Safe documents, Law Firm Giannuzzi Lewendon, Law Firm Foster Garvey, DocSend as a data roomNews coverage of the recent Aura Bora fundraise: Food Business, Food NavigatorOther Startup CPG episodes mentioned: Venture Capital 101, Ask Seth Goldman AnythingOther podcast interviews mentioned: Paul’s interview on In the SauceWatch Aura Bora on Shark Tank Season 12, Episode 11 (clip here)Forbes article "The Seltzer Industry Is Notoriously Tough, But Here’s How Aura Bora Convinced Siddhi Capital Of Its Business Viability"Brand mentioned: Super CoffeeMondelēz International‘s SnackFutures CoLab program:Apply for the 2023 cohort here (open as of 9/20/22)Podcast episode #67 sharing the CoLab experience of Bunny James BoxesPodcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode with the Mondelēz International team about CoLabSnackFutures websiteMondelēz International websiteShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

What could you learn from one of the largest snack companies in the world? Lonny James Ruben from Bunny James Boxes got to learn just that this year as a member of the 2022 CoLab cohort. Bunny James Boxes make gift boxes for people with specialty diets, allergies, and eating styles. And they provide this niche gifting solution for individuals, businesses, and retailers. They were already on a fast path to growth when Lonny decided to apply for Mondelēz International’s CoLab program. With iconic brands like Oreo, Cadbury, belVita, and Wheat Thins, Mondelēz International holds the #1 global position in biscuits (cookies and crackers) and #2 in chocolate. They’ve also acquired a few fast growing brands you probably recognize like Hu, Perfect Bar, and Tate’s Bake Shop in the last few years. Brands selected for their CoLab cohort get access to a 12 week program, a $20,000 grant, 1:1 mentoring, and so much more, which you’ll hear about in this episode. It’s one things for me to tell you about the program, but it’s another to really dig into an alumnus experience, so that’s what we’re going to do today.Listen in to learn:Why Lonny founded Bunny James Boxes and pivoted from vending machinesWhy he applied to the CoLab program and why it exceeded all his expectationsWhat it was like to be in the program and how he leveraged Mondelēz International’s resources to help grow Bunny James BoxesTips for applying to the next cohort of CoLabAnd more!This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open now! Go to applycolab.comEpisode Links:Bunny James Boxes websiteLonny’s LinkedInApply for the 2023 CoLab cohort here (open as of 9/20/22)Mondelēz International websiteSnackFutures websitePodcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode with the Mondelēz International team about CoLabShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

What's it like to build out a new section at the grocery store? We saw Perfect Bar create a refrigerated bar section, so why not a refrigerated, delicious, easy-squeezy sauce section? That's what Haven's Kitchen is bringing to a store near you - fresh sauces that help home cooks feel like a champion in their kitchen. I became a Haven's Kitchen fan through our Startup CPG partner Social Nature and can attest that it's leveled up my home cooking significantly and even inspired me to cook more and feel more confident prepping food at home that isn't bland (thank you Chimichurri sauce). I'm so excited that today we're joined by the delightful Founder & CEO of Haven's Kitchen Alison Cayne, who you may also know from her podcast, In the Sauce.Listen in to hear from Ali: How Haven's Kitchen got started and where they are right now (which includes being in Whole Foods, Sprouts, and Target) Important lessons from their early days of just a few employees (when they now have over 10 employees)What it's been like to launch at Target and the difference between a Target and natural channel store launchHow they used Social Nature to drive trial during the pandemic and why they aren't going back to traditional demosAli's framework for tough decisions as a founderAnd more!This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open now! Go to applycolab.comEpisode Links:Haven’s Kitchen website & IG @havenskitchenAli’s LinkedInAli’s podcast In The Sauce1-800-DTC article mentioned: “Under The Hood: Alison from Haven's Kitchen”Brands mentioned: Oat Haus, Sweet Nothings, Aura Bora, Social NatureMondelēz International‘s SnackFutures CoLab program:Apply for the 2023 cohort here (open as of 9/20/22)Podcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode #59 with CoLab alum Ali Bonar at Oat HausPodcast episode with the Mondelēz International team about CoLabSnackFutures websiteMondelēz International websiteShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

What does it take to build the next household chocolate brand name like Hershey or Cadbury? The team at Mid-Day Squares is on the road to find out, and today we’re joined by Jake Karls, Co-Founder and Rainmaker. If you aren’t familiar with Mid-Day Squares, head to your nearest Target produce section, grab a square of incredible functional chocolate, and give their product a little quick merchandising love in Startup CPG community fashion. My favorite flavor on the market is Peanut Butta, but as you may have heard in our Expo East recap, I got to try the new Cookie Dough flavor and it was my favorite bite of the show, maybe my new favorite in general and, P. S., this new flavor that we talk about in the episode drops December 22nd this year. Mid-Day Squares is on the road to $100 million in revenue and entertains die-hard fans (like myself) with their innovative use of social media as reality television. There are so many incredible interviews with the Mid-Day Squares team, including their own podcast and I’ll link a few favorites in the show notes, so I asked Jake if he’d go in deep for our Startup CPG community about mental health, navigating challenges, and how to celebrate wins and build momentum. And of course, he delivered.Listen in to hear from Jake about:Their recent national US Target launchHow the Mid-Day Squares team is structured, including working with two other co-founders and co-CEOsWhy Mid-Day Squares is on the “road to $100 million” and to be “world-class” and what those meanHow and why they intentionally work with a business therapist regularly and why founder conflict kills so many brands if left unresolvedHow they navigated really tough decisions and situations recently with changing pack sizes and pausing US e-commerce shipmentsWhat it looks like to regularly celebrate wins as a team and keep the momentum rollingJake’s daily dance habit and how he now brings it to people around the worldAnd more!This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open now! Go to applycolab.comEpisode Links:Mid-Day Squares website & IG @middaysqaresJake’s LinkedInMid-Day Squares UNCENSORED Podcast linkFavorite other interviews with Jake: Kirk & Kurtts #31: Jake, not from State Farm and The 7 Hats Podcast: Jake and the Chocolate FactoryMondelēz International‘s SnackFutures CoLab program:Apply for the 2023 cohort here (open as of 9/20/22)Podcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode with the Mondelēz International team about CoLabSnackFutures websiteMondelēz International websiteShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

“'Tis the week post-Expo and all through the land… CPGers have full tummies, full hearts, and half-closed eyes.” I stole that line from Jenna on the Startup CPG team’s recap of Expo East that I’ll link in the show notes, but it captures post-Expo feelings really well. Coming at you a day earlier than normal, so you get the tea faster, this was the first Expo where Startup CPG had a booth, and we had so much fun seeing so many of you in person. I asked our resident Startup CPG friend and press expert Monica Watrous, Managing Editor of Food Business News & Editor of Food Entrepreneur to join us today, along with Patricia Menegoto, Startup CPG’s Head of Community (I bet you know her from Slack) & Jenna Movsowitz, our Startup CPG Spotlight Magazine Editor. Whether you weren’t able to attend Expo and are hoping to learn what is was like or if you attended but want to hear the trends and takeaways, this episode has something for you. Listen in as we discuss our favorite bites, trends, best swag and booths, the Backpack Brands from the epic Startup CPG Mic Drop Party, and more.This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open now! Go to applycolab.comEpisode Links:Monica Watrous Linkedin, Food Business News, Food EntrepreneurJenna Movsowitz LinkedInPatricia Menegoto LinkedInStartup CPG Expo East 2022 Trends articleStartup CPG Mic Drop Party Recap VideoBrands mentioned: Three Spirit, De Soi, Actual Veggies, Wicked Kitchen, New Breed, Atlantic Sea Farms, Neptune Snacks, Chia Smash, Smootch, Bored Cow, Coolhaus, Perfect Day / The Urgent Company, Culina, Spero, GoNanas, Pricklee, Machu Picchu, 8 Myles, AWSM Sauce, Growee Foods, Reprise Health, The Farmer Foodie, Baozza, Mid-Day Squares, Kokada, No Bull, Oat Haus, Pocket Latte, Eat the Change / Just Ice Tea, delOrigen, Katie’s Pizza & Pasta, Sweet Nothings, Chubby Snacks, Dream Pops, Core Foods, Lesser Evil, Aura Bora, SoomStartup CPG Expo East Sponsors: NielsenIQ, SettleMondelēz International‘s SnackFutures CoLab program:Apply for the 2023 cohort here (open as of 9/20/22)Podcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode with the Mondelēz International team about CoLabSnackFutures websiteMondelēz International websiteShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

A couple weeks ago, Startup CPG hosted the 2nd Annual Shelfie Awards, where we recognized 14 brands across 13 categories. We’ll be talking with more of the finalists and winners in the coming months on the show, but I wanted to give you all a chance to briefly meet each of our lovely winners. Today’s episode is a special format with clips submitted by each winning brand. I’ll still be here listening along with you and adding my 2cents. If you haven’t listened to episode #61 yet, Jenna from the Startup CPG team and I discuss how the Shelfie Awards work and trends across submissions, so be sure to give that a listen as well if you like hearing about these up and coming rockstar products. I’m about to hop on a plane to Philadelphia to cover Expo East for you, so I’ll have a roundup for you on that soon. If you are listening to this on the way to Expo East yourself, make sure to stop by Startup CPG’s booth and say hi. I look forward to hearing about you trying our Shelfie winner’s products - tag @startupcpg on Instagram, and there’s links in the show notes to all the winners’ websites. This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open now! Go to applycolab.comEpisode Links:Winners featured in this episode: Nowhere Bakery (3:48);Uproot Teas (4:46);G’s Ginger Beer (6:31);Hone (8:01);Mojo Microdose (8:41);Popadelics (9:22);Funky Mello (11:09);Reveal (11:58);Tiny Sprouts (13:21);For Good (14:11);AWSM Sauce (15:25). Podcast episode #61 It's Shelfies Time! Finalists, Winners, and Trends from Startup CPG's 2022 AwardsStartup CPG Spotlight Magazine - Velocity edition with all the finalistsStartup CPG Special Shelfie Winners Spotlight Magazine linkLink to Shelfie Awards sponsor Trax RetailFood Business News article about the ShelfiesMondelēz International‘s SnackFutures CoLab program:Apply for the 2023 cohort here (open as of 9/20/22)Podcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode with the Mondelēz International team about CoLabSnackFutures websiteMondelēz International websiteShow Links:Join the Startup CPG Slack community (9K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Influencer and affiliate marketing. Topics with a lot of opinions, a lot of success stories, and unfortunately a lot of wasted time and energy when executed poorly. Thankfully, we've got resident expert Kim Biddle, founder of Clutch Affiliate to walk us through what we need to know. At Clutch Affiliate, Kim focuses on consulting with emerging brands on how to build and scale profitable affiliate programs for their DTC business. I got to meet Kim in real life at Expo West this year and she is an absolute delight and a long-time member and supporter of Startup CPG, so it so exciting to have Kim on the show today. Listen in as Kim shares about how to define influencer and affiliate marketing and key differences between the terms, considerations for launching affiliate and influencers programs, common compensation structures and tool ideas, how to measure success of a program, how to find affiliates and influencers, best practices and common mistakes, and more.This episode was sponsored by Mondelēz International - applications for the 2023 SnackFutures CoLab program are open! Go to applycolab.comEpisode Links:Clutch Affiliate websiteKim's LinkedInKim's email: [email protected] mentions Dovetale which is now part of Shopify CollabsOther affiliate tools mentioned: UpPromote, ShareASale, RefersionBrands with strong affiliate programs mentioned: Our Place, Seed Probiotics, Athletic Greens, Wise CBD, Redmond Electrolyte & Dr. JamesTool mentioned for autosaving creator content: Archive Podcast episode #59 with Oat Haus mentioned their influencer program (link to Oat Haus affiliate program)Mondelēz International‘s SnackFutures CoLab program:Apply for the 2023 cohort here (open as of 9/20/22)Podcast episode #54 sharing the CoLab experience of alumni Pan's Mushroom Jerky and GoNanasPodcast episode with the Mondelēz International team about CoLabSnackFutures websiteMondelēz International websiteShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

If you are listening to this episode on release day, you may notice it's not Tuesday! That's because I wanted to bring you the Startup CPG news hot off the press: a recap of the 2022 Shelfie Awards! If you aren't aware, we have our very own annual industry award competition at Startup CPG, and yesterday was the Second Annual Shelfies Awards Ceremony, proudly sponsored by Trax Retail, where we recognized the most promising emerging food & beverage brands. Startup CPG wanted to create opportunities for industry recognition with no entry fee, no essays, and only for emerging brands. We had over 300 brands submit over 600 products! Finalists were chosen in 13 categories, and then last night, we had a live awards show with 200 people across the country, virtual and in-person, where 14 winners were announced (there was one tie!). I thought it'd be fun to get an event debrief and learn more about the awards from Jenna Movsowitz, head of marketing and editor of “The Spotlight” at Startup CPG. We didn't have time to discuss every winner and finalist, even though we love them all so much, so I've linked in the show notes the magazine editions that have links to all the brands you'll be wanting to try and celebrate. Jenna shares trends from all the award submissions and also, how to apply for upcoming other opportunities to be recognized and featured by Startup CPG. So pop the champagne, or maybe kombucha if you are driving, and celebrate with us!Episode Links:Startup CPG Spotlight Magazine - Velocity edition with the finalistsStartup CPG Special Shelfie Winners Spotlight Magazine linkLink to sponsor Trax RetailFood Business News article about the ShelfiesJenna's LinkedInStartup CPG Brand Intake FormStartup CPG's Instagram @startupcpg for more Shelfie ContentWinners and finalists mentioned: Baozza, Balkan Bites, For Good, Popadelics, AWSM Sauce, New York Shuk, Mojo Microdose, Niramaya, Sung's Korean Hot Sauce, Tiny Sprouts, Craftmix, Lil Bucks, Renewal Mill, RevealOther brands mentioned: gr8nola, Lunar Seltzer, Must Love, Halmi, Aura Bora, Tache, PKN, Lechia, Living Prana, Tsubi, Wholly Veggie, Snow Days, Shameless Pets, Chia SmashShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Venture capital - a term we've all heard but maybe don't fully understand (this is a safe space to admit what we don't know and I'll be the first to say that fundraising and private equity are pretty confusing). What we do know is that many of the consumer brands we love that have had successful exits have received funding from VMG Partners - like Perfect Bar, KIND Bar, Pirates Booty, and Justin's to name a few. So we're lucky to have joining us today Wayne Wu, Managing Director at VMG Partners. If you aren't familiar with VMG, they are a private equity firm specializing in building iconic consumer brands. I'm a big fan of Wayne's podcast Unfinished Biz and reached out to ask him if he'd be willing to walk it way back for our Startup CPG community and take us through venture capital and private equity 101, and thankfully, he agreed. I learned a ton from this conversation and I hope you do as well.Listen in as Wayne shares:Definitions for private equity and venture capitalHow a venture capital fund works (you've all maybe figured out at this point that I'm a nerd but I LOVED this part! You may need to listen to it twice though; it's just packed with info and such an interesting peek behind the curtain that helps us understand investor behavior and motivations)VMG's framework for evaluating brands, including total addressable market, gross margin, supply chain, founder fit, and velocities and key metrics and definitions for those areasHow VMG sources deals and why you should reach out to VMG or talk to their team at the next trade show no matter your brand's "stage"What VMG's involvement with a brand looks like post-investmentAnd more!Episode Links:VMG Partners websiteWayne's LinkedInThe Unfinished Biz PodcastShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today's guest you may recognize for a number of reasons but specifically from the cover of the Startup CPG Spotlight magazine! Ali Bonar, Co-Founder, CEO, and Chief Vibes Officer of Oat Haus and other members of the Oat Haus team were featured in last winter's magazine edition, so today we get to hear the latest news podcast style! Oat Haus makes the world's first oat-based spread: Granola Butter. Born out of Ali's eating disorder recovery, the mission behind the brand is to bring fun & play to food! Ali and her two other co-founders were on Shark Tank Season 13 in October of 2021, so make sure to check out that episode of the show (and if you love Shark Tank, make sure to listen to our recent interview with Alexiou Gibson (#57) where we do a deep dive on Shark Tank and that experience). It's going to come through in this conversation how much I love the Oat Haus granola butter products, but since we recorded, I did also get my brownie batter pre-release order and it. is. decadent. Somehow it's like eating brownie batter out of the bowl but without the stomachache or the top allergens. It's not going to last long in our "haus."Listen in to hear from Ali:- More about Oat Haus' founding story- The behind the scenes of their recent flavor hype drop and how they started collaborating with Jameela Jamil- Oat Haus' first marketing and sales hires- How they secured a national Sprouts launch and how they've supported that launch with influencer marketing- The realities of mental health as a founder- Riding the up and downs of publicity like Shark Tank- And more!Content warning: episode mentions eating disorders and sexual assault.Episode Links:Oat Haus website & IG @oat.hausAli's LinkedIn & IG @alibonarAli's podcast "Alicast"Startup CPG magazine issue featuring Oat HausJoin the #founder_health_and_wellness channel in the Startup CPG SlackInterviews with Ali on The Shine Online podcast and the Dare to Self Care podcastLauren Leavell Fitness mentioned by JessiShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today we get to chat about one of my favorite topics - ingredients. While the consumer sees a nice tidy ingredient list on the back of the package, the other side of finding the right ingredients with the right taste at the right price from the right supplier at the right time is no easy task. And we've got just the right expert to talk us through it - Lillian Cartwright the co-founder and CEO of ShelfLife, a B2B marketplace for wholesale ingredients built with emerging brands in mind. Listen in as Lillian shares about how to make the switch from sourcing from Amazon or Sysco to a wholesale supplier, what to prepare before reaching out to a supplier for a quote, logistics to think through when onboarding with a new supplier, how to use contracts to stabilize an ingredient's supply and pricing, tips for negotiating pricing and payment terms, how to streamline your supplier outreach efforts, and more. ShelfLife is a proud sponsor of Startup CPG.Episode Links:ShelfLife websiteLillian's LinkedInShelfLife article on the Startup CPG blog - "6 Key Things to Ready Before Approaching Ingredient Suppliers"Sign up for the Smirk's commodity report hereUSDA Market News resource mentionedShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

We've got a really fun episode today that I think will bring you a lot of joy and inspiration. It's probably no surprise but your Startup CPG team members are big Shark Tank fans. Our Startup CPG founder Daniel was watching Shark Tank a few months ago and he just knew today's guest was someone we all needed to know. From the Season 13 finale, where he landed a $600,000 deal from Mark Cuban and Kevin Hart, today's guest is Alexiou Gibson. You don't need to have seen the Shark Tank episode to enjoy our conversation but I definitely recommend watching it as soon as you can. So a little about Alexiou - he's founder and CEO of The Transformation Factory and creator of their Sea Moss Gel product and he scaled the company to $3.5 million in revenue in just 11 months (watch the Sharks faces when they hear that!). He's an incredible story teller and I hope you'll be smiling and laughing along with us (or even crying a little like me), plus you might need a notebook for all the wisdom he shares. Listen in as Alexiou shares about his career path from NASA to entrepreneurship, his personal health journey and transformation, launching a sea moss product during a pandemic, the best story I've ever heard for finding an online advertising expert, the process of getting on Shark Tank and what it was like to being on the show, making a deal, and the post-show diligence process, what's next at The Transformation Factory, and more.Episode Links:The Transformation Factory / Sea Moss Gel website and IG @seamosstransformationAlexiou's LinkedIn & IG @alexiou2.0More info on Season 13, Episode 24 of Shark TankWatch the episode on Amazon (should be available again on Hulu or ABC soon)Show Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today is our fourth episode in the "First Hire" series where we talk about making first hires in marketing, finance, sales, and operations. So far we've covered sales, marketing, and operations, so be sure to check out those episodes, and today's subject is hiring for finance. When is it time to hire a full time finance person? How early do you need a bookkeeper? What functions within finance do you need to think about hiring for? Here to help us answer these questions is William Finkelstein, the Senior Vice President of Finance at Yamamotoyama, a three centuries old tea company that also owns Stash Tea. Listen in as William covers the day to day of a first finance hire, considerations for whether to hire a freelancer, full or part-time employee, or accounting firm, how to evaluate potential vendors and employees within finance, key metrics to track, how to prepare for your first finance hire and common pitfalls, and more.Episode Links:William's LinkedInYamamotoyama websiteStash Tea websiteShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Did you know that for the FDA to consider a product a jam, it needs to be 55% sugar content? When Anna Peck found this out, she thought it was wild and started experimenting in her kitchen. In 2019, Anna teamed up with co-founder Steve Ford to bring Chia Smash to market; a jam with 75% FRUIT content (and that's Upcycled Certified)! Full disclosure, Anna sent me some samples to try and my spouse is obsessed. And me? I've just been eating it the raspberry jam out of the jar with a spoon. Listen in as Anna shares the story behind Chia Smash, her time at Blue Apron, finding a co-founder and commercializing the recipe, launches with Thrive Market, Imperfect Foods, Misfit Markets, Whole Foods, and Sprouts, the rebrand process, beautiful recipe content, and more.Episode Links:Chia Smash website & IG @chiasmashAnna's LinkedInSteve's LinkedInStartup CPG Pitch Competition Trailer from Nov 2020 featuring Chia SmashShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

What if you could leverage the resources and experience of one of the largest snack companies in the world to grow your brand? Today we get to hear from two brands who did just that as members the 2022 CoLab cohort by SnackFutures at Mondelēz International. In this episode you'll hear from Brigette Wolf and Jackie Haney from SnackFutures, who are returning guests, and from the co-founders of GoNanas (Annie Slabotsky & Morgan Lerner) & Pan's Mushroom Jerky (Michael Pan & Shannon Lehotsky). It's a lot of voices with a lot of great insights in an episode with the most guests we've ever had on the show at once! Listen in to hear about the experiences of Pan's and GoNanas participating in the program including what they learned, long-term connections they made, and how it's accelerating their growth (including new retail launches, consumer insights, operations mastery), and also hear about the timing of the next cohort, how to apply, and what makes a brand a great fit for the program. SnackFutures is a proud sponsor of Startup CPG.Episode Links:SnackFutures websiteBrigette's LinkedInJackie's LinkedInGoNana's website & IG @go_nanasMorgan's LinkedInAnnie's LinkedInPan's Mushroom Jerky website & IG @mushroomjerkyMichael's LinkedInShannon's LinkedInClip from Pan's Shark Tank episode Link to our other podcast episode with Brigette & Jackie about CoLabShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Have you seen those "how it started; how it's going" posts? Today we basically get to do that as we catch up with one of the brands from Startup CPG's second pitch competition in November of 2020: Tsubi Soup, which since then, has really utilized the Slack community to make many helpful connections. Started by Tsubasa Nishitani, whose nickname is Tsubi, Tsubi Soups are gourmet plant-based instant soups made with premium vegetables and state of the art freeze drying technology. Today we're joined by Tsubi and husband Alex Novak to hear how they bring Japanese miso soups to the US, including the decision to pivot from the Japan market to the US market. Listen in as Tsubi and Alex share about creating the Tsubi Soup product we see today, learning how to export to the US and setting up the myriad of logistics, their other entrepreneurial adventures including saké and property management, a recent rebrand, and more.Episode Links:Tsubi Soup website & IG @tsubisoupTsubi's LinkedIn & Alex's LinkedInStartup CPG Pitch Competition Trailer from Nov 2020 featuring Tsubi SoupFour Fox Saké websiteHakuba White Fox property management websiteShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today is our third episode in the "First Hire" series where we talk about making first hires in marketing, finance, sales, and operations. So far we've covered sales and operations, so be sure to check out those episodes, and today's subject is hiring for marketing. When is it time to hire a full-time marketing person? When and how do you hire a marketing agency? What functions should a first marketing hire cover? Here to help us answer these questions is Vanessa Ting, Owner of CPG Growth Partners, where she provides fractional CMO support and general management services. Listen is as Vanessa covers the different considerations and possible paths for a first marketing hire, how to think about hiring for/outsourcing social media and content creation, a framework for building a marketing team, the importance of agency/vendor management skills, how to prepare for your first marketing hire and common pitfalls, and more.Episode Links:Vanessa's LinkedInCPG Growth Partner's websiteShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today is Part 6 our podcast series with Seth Goldman, Startup CPG's Entrepreneur-in-Residence, who has been joining us once a month to talk hot topics in CPG. This episode's questions came from you because for the first time ever, we had listeners call and write in questions for Seth! Also, last time we talked to Seth, Coca-Cola had just announced their decision to discontinue Honest Tea, and since then, Seth and team at Eat the Change have decided to launch the Just Ice Tea line, so we get the early details straight from the source. In case this is your first episode with Seth, you may know him as the co-founder of Honest Tea and author of Mission in a Bottle, and Seth is now the Co-Founder and CEO of Eat the Change, Co-Founder of PLNT Burger, and Chair of the Board for Beyond Meat. Listen in as Seth answers all your tough questions around scaling without compromising values, his most challenging low points, influencer marketing, fundraising, recessions, and more.Episode Links:Just Ice Tea announcementEat the Change’s websiteSeth’s book - Mission in a BottleHow I Built This episode with Seth about Honest TeaSeth’s TEDx talk: How Entrepreneurs Can Change SocietyShow Links:Join the Startup CPG Slack community (8K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Do you really know your consumer? What if you had access to data about one million natural products consumers? Today we get a look at that data with Jessica Malach, VP of Marketing & Insights, at Social Nature, a product discovery and trial platform in the better-for-you space. With over one million users in their community, they've gleaned incredible insights about the "modern wellness consumer." Listen in to hear Jessica share all things about the modern wellness consumer including: how they define health, which certifications and labels resonate most, how they find new products, what drives repurchase, how not to market to them, if and how they use promo codes, and more. Social Nature is a proud sponsor of Startup CPG.Episode Links:Social Nature’s website Jessica's LinkedInJoin the Social Nature community as a consumer here As a CPG Brand, learn more about Social Nature’s programs here or contact their team at [email protected] to “The Complete Guide to Online-to-Offline (O2O) Marketing” mentioned by Jessica and JessiFollow the #trynatural movement @socialnature Show Links:Join the Startup CPG Slack community (7K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

I'm so excited to share a conversation with you about kombucha and operations - two of my favorite topics! I recently was the moderator for a session that was held at UCLA Anderson by The Food & Agriculture Business Association for a group of MBA candidates where I had a fireside chat with Justin Trout, co-founder and former COO of Health-Ade Kombucha. In this conversation, Justin dives into the nitty gritty, behind-the-scenes stories about growing a kombucha business from a single farmers market to almost 50,000 retail doors during his tenure as COO and you get some snippets from me about growing LivBar. Listen in to learn the stages of Health-Ade's growth, the decision to self-manufacture, the process of transitioning from doing operations work to managing a team of operations personnel, first operations hires, overcoming a year with over 2,000 employees turning over, implementing an ERP system, discerning which experts to listen to, where Justin draws inspiration and why he loves operations, and more.Episode Links:Health-Ade's website & IG @healthadeUCLA Anderson websiteAudience questions at the end facilitated by MBA Candidate Julia Sweitzer Show Links:Join the Startup CPG Slack community (7K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

If you saw Encanto (which even if you haven't, you've probably have heard the song "We don't talk about Bruno"), you may remember the arepitas that can cure anything. Lucky for us, TOAST-IT is bringing delicious arepas to a store near you, and after trying, I think they also might be magical. Behind the magic is the hard work, vision, and story of co-founders and sisters Mafe and Coco, who wanted to bring the arepas from their childhood to the US. Listen in as Coco & Mafe share about pivoting from big corporate careers to entrepreneurship, launching TOAST-IT online, building their brand, getting on shelves at big retailers like Publix, and what's next in bringing their delicious arepas to more consumers.Episode Links:TOAST-IT website & IG @justtoastitCoco's LinkedInShow Links:Join the Startup CPG Slack community (7K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today I'm thrilled to share a conversation with Miguel Leal, Co-Founder and CEO of SOMOS, a new brand bringing food from the heart of Mexico to your home. Miguel co-founded SOMOS alongside two former co-workers and KIND Snacks executives, Daniel Lubetzky and Rodrigo Zuloaga. With decades of food industry experience, Miguel most recently spent two years as the Chief Marketing Officer at Cholula following his three years as the CMO at KIND. As you'll hear in the episode, I may have developed a slight obsession for SOMOS products after trying, and once you try the Unusually Think and Crunchy Tortilla Chips, you'll understand. Listen in to this episode to hear Miguel share about the story behind SOMOS, building an authentic and clear brand identity, launching in thousands of retailers including HEB, Kroger, and Sprouts and supporting those launches with a digital strategy, the decision to launch with a large portfolio of SKUs in multiple categories, creating the SOMOS team, and more. Episode Links:Miguel's LinkedInSOMOS website & IG @eatsomosLearn more about Alebrijes artwork and the Sobremesa tradition Show Links:Join the Startup CPG Slack community (7K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Today is Part 5 our podcast series with Seth Goldman, Startup CPG's Entrepreneur-in-Residence, who has been joining us once a month to talk hot topics in CPG. At the time of recording, Coca-Cola had just announced their decision to discontinue Honest Tea, so we pivoted this episode to cover Seth's thoughts on the news. As the co-founder of Honest Tea and author of Mission in a Bottle, Seth shares his reaction, stories that he's been thinking of, and what's on his mind during a time like this. Seth is now the Co-Founder and CEO of Eat the Change, Co-Founder of PLNT Burger, and Chair of the Board for Beyond Meat, so he also shares about his continued commitment to his current work and the entrepreneurs' imperative to keep going.Episode Links:Announcement by Coca-ColaSeth's LinkedIn Post in reaction to the announcement Sourcing videos mentioned by SethRETHINK WHAT YOU DRINK videoEat the Change’s websiteSeth’s book - Mission in a BottleHow I Built This episode with Seth about Honest TeaSeth’s TEDx talk: How Entrepreneurs Can Change SocietyShow Links:Join the Startup CPG Slack community (7K+ members and growing!)Follow @startupcpgVisit host Jessi's Linkedin or websiteQuestions or comments about the episode? Email Jessi at [email protected]

Welcome to the Startup CPG Podcast! Startup CPG is a community of thousands of founders and emerging brands who make food, beverage, and beauty products, aka, consumer packaged goods. Listen in to our weekly podcast, join our free 7K+ Slack community, and head to startupcpg.com to subscribe to our free newsletter for all the details on upcoming networking events, webinars, magazine releases, blog posts, and more.

Today is our second episode in the "First Hire" series where we talk about making first hires in marketing, finance, sales, and operations A couple weeks ago we covered operations, so be sure to check out that episode, and today's subject is hiring for sales. When is it time to hire a full-time sales person? How do brokers fit into the picture? How do you recruit and hire the right sales person? Here to help us answer these questions is Jake Huber, US Sales Director of St Pierre, Americas #1 brioche brand. Fun fact: Jake was our very first guest on the Startup CPG podcast for our "What the F is a broker episode" (one of our most popular episodes), and we're grateful to have him back! Listen is as Jake covers why founders should do sales as long as possible, the five functions of a broker and why they are NOT a sales hire, setting expectations for your first sales hire, and more. Episode Links: Jake's LinkedIn St Pierre Groupe's website Show Links: Join the Startup CPG Slack community (7K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Part 4 our podcast series with Seth Goldman, Startup CPG's Entrepreneur-in-Residence, who has been joining us once a month to talk hot topics in CPG. Just in time for summer, this episode is all about field marketing - interns, in-store demos, events, guerrilla marketing, grassroots marketing, and more. You may know Seth as the co-founder of Honest Tea and author of Mission in a Bottle, and Seth is now the Co-Founder and CEO of Eat the Change, Co-Founder of PLNT Burger, and Chair of the Board for Beyond Meat. Listen in as Seth covers how you can build your own field marketing program including hiring, training, and managing team members, how to take field marketing and demos beyond just sampling with merchandising, displays, customer feedback, and market research, why sampling is so important to innovation adoption, and some really great stories from the road, field, and even airplane. Episode Links: Link to Eat the Change's Field Marketing Internship application Eat the Change’s website Seth’s book - Mission in a Bottle How I Built This episode with Seth about Honest Tea Seth’s TEDx talk: How Entrepreneurs Can Change Society Show Links: Join the Startup CPG Slack community (7K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

This is the first episode in our new "First Hire" series where we'll talk about making first hires in marketing, finance, sales, and operations, and today's subject is hiring for operations. When is it time to make the leap to a full-time operations person? When should you use a consulting firm? How do you find the right fit for your company? Here to help us answer these questions is Jamie Valenti-Jordan, CEO of Catapult Commercialization Services. Catapult is a team of experienced food industry professionals focused on helping emerging and growing brands with their technical & operational development and scaling needs. Listen in as Jamie covers the difference between setting up your operations and running your operations, how to find the right operations person, navigating when to implement software solutions, how to manage an operations person or agency as a founder, and more. Episode Links: Jamie's LinkedIn Catapult Commercialization Services website Jamie's email: [email protected] Show Links: Join the Startup CPG Slack community (7K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Most of us know the term SKU for stock keeping unit, but I'm excited to introduce you to a SKU that's actually a program with opportunities for our Startup CPG community members! Today we get the chance to talk with Emily Kealey and Michelle Breyer from SKU, a world-class accelerator driven by a community of the nation’s top CPG leaders, successful founders, and industry experts. SKU's intensive programs offer best-in-class education, hand-picked teams of mentors, and access to retailers and investors, all dedicated to building brands that change lives. Both long-time CPG industry experts, Emily is the Managing Director of SKU, and Michelle is Chief Marketing Officer at SKU. Listen in as Michelle & Emily cover SKUs many programs open to CPG companies nationwide, tips for a successful application, success stories of SKU alumni like Siete, Epic Provisions, and Aura Bora, and details on how to apply for future cohorts and take advantage of SKU's many resources. SKU is a proud sponsor of Startup CPG. Episode Links: SKU website & LinkedIn Apply for SKU Dallas here (applications open until May 30, 2022) SKU FAQ & contact application contact email: [email protected] Michelle's LinkedIn Emily's LinkedIn Show Links: Join the Startup CPG Slack community (7K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Today is Part 3 our podcast series with Seth Goldman, Startup CPG's Entrepreneur-in-Residence, who is joining us once a month to talk hot topics in CPG. This episode is all about sustainability, planet-based commitments, and Earth Month. You may know Seth as the co-founder of Honest Tea and author of Mission in a Bottle, and Seth is now the Co-Founder and CEO of Eat the Change, Co-Founder of PLNT Burger, and Chair of the Board for Beyond Meat. Listen in as Seth covers how to develop planet-based commitments as a brand, the challenges of recyclable and compostable packaging, how to balance marketing and education about sustainability with a food product, Eat the Change's Earth Month efforts, and more. Episode Links: Link to the incrEDIBLE Planet Challenge Link to Seth's blog post: Our Planet-Based Commitments Link to a video of Eat the Change's Sea Shanty on Instagram Eat the Change’s website Seth’s book - Mission in a Bottle How I Built This episode with Seth about Honest Tea Seth’s TEDx talk: How Entrepreneurs Can Change Society Show Links: Join the Startup CPG Slack community (6K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Based on latest Torrance test data, 85% of today's children are less creative than their 1980s counterparts. CPG industry veterans Erin Fasano and Liz Seelye realized that part of the problem is old thinking when it comes to what kids eat and drink. They started dreaming up drinks and snacks with their kids to bring imagination back to lunchboxes and beyond and together founded Starryside. Their first product is organic, immunity-boosting Star Water in an adventure-ready, kid-sized can. Their big launch is coming up this week during World Creativity & Innovation Week, which runs from April 15th to 21st. Listen in as Liz and Erin share the story behind Starryside, how their background with some of the largest CPG brands informs their work, the process of getting to a minimum viable product including flavor development and finding a manufacturing partner, how they maximized Expo West and the Startup CPG Alley Rally, how their kids inspire them and participate in the growth of Starryside, and more! Episode Links: Starryside website & IG @starryside.co Use discount code STARTUPCPG25 for 25% off your order! Erin's LinkedIn Liz's LinkedIn More info about World Creativity and Innovation Week BevNet feature of Starryside Startup CPG Spotlight feature of Starryside Sir Ken Robinson's "Do Schools Kill Creativity?" TED talk Show Links: Join the Startup CPG Slack community (6K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Rohit Sabnis joins us to give an introduction to Prop 65 regulation, which applies to consumer products sold into California via retailer, Amazon, eCommerce, etc. Ro is a Partner at Keller & Heckman, an internationally renowned law firm with a broad practice in the areas of regulatory law, public policy, and litigation. Listen in as Ro covers the background of Prop 65, hot topic chemicals and how they may appear in your products even if they aren't on the ingredient list, how to assess your own product's risk, steps you can take now to avoid future issues and be prepared for larger retailers, and more. Keller and Heckman is a proud sponsor of Startup CPG. Note: This presentation provides general information, not legal advice. You should consult an attorney for advice suitable for your specific needs. Unless you have entered into an engagement agreement with a specific law firm, you are not a client of that firm. Episode Links: Keller and Heckman’s website Rohit's LinkedIn Rohit's email is [email protected] Show Links: Join the Startup CPG Slack community (6K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Today we continue our podcast series with Seth Goldman, Startup CPG's Entrepreneur-in-Residence, who is joining us once a month to talk hot topics in CPG. This episode is all about innovation. You may know Seth as the co-founder of Honest Tea and author of Mission in a Bottle, and Seth is now the Co-Founder and CEO of Eat the Change, Co-Founder of PLNT Burger, and Chair of the Board for Beyond Meat. Listen in as Seth covers two approaches to innovation in food, how to balance taste & consumer feedback when innovating, tips for research and development on a small budget, and more. Episode Links: Link to Seth's blog posts: Innovator's Agenda & Taste Comes First Eat the Change's Cosmic Carrot Chews' launch at Expo West recap Eat the Change’s website Seth’s book - Mission in a Bottle How I Built This episode with Seth about Honest Tea Seth’s TEDx talk: How Entrepreneurs Can Change Society Show Links: Join the Startup CPG Slack community (6K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Expo West hadn’t been held since 2019, so there was a lot of anticipation leading up to the 2022 event. With 57,000 attendees, 2,700 exhibitors, and 800 people at the Startup CPG Alley Rally event, I thought we needed multiple perspectives and voices to try to sum up such a massive event. In this episode you’ll hear clips submitted by Startup CPG community member brands and then curated pieces from Food Entrepreneur's "Well-FEd" LinkedIn live Expo West recap session with Daniel Scharff, our Startup CPG Founder and the CEO of Machu Picchu Energy, Jenna Movsowitz, our Startup CPG Spotlight Magazine Editor (which if you haven’t read the latest magazine issue, here's the link), and CPG press expert, Monica Watrous, Managing Editor of Food Business News & Editor of Food Entrepreneur. Whether you weren’t able to attend Expo and are hoping to learn what is was like or if you attended and want to hear a community perspective, this episode has something for you. Episode Links: - Startup CPG article: "The Best of Expo West" by Jenna Movsowitz and Erin Fasano - Startup CPG community member brands who submitted audio clips: Renee Dunn - Founder & CEO at Amazi Foods Kim Biddle - Senior Manager, Digital Sales at Sow Good Inc. Emily Griffith - Founder & CEO - Lil Bucks Sprouted Buckwheat Peyton Spolansky - Manager of Marketing & Special Projects at Mezcla Raina Kumra - Founder of SpiceWell Veronica Fil - Co-founder of Grounded Foods Clara Lahlouh Paye - Founder and CEO at UNiTE Food Olivia Chen - Co-Founder & CMO at Twrl Milk Tea - Video recap of the Alley Rally Show Links: Join the Startup CPG Slack community (6K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Tortillas are often a mere vessel to transport their tasty contents. But what if they could be the star of the meal packed with fresh, bold flavors? Back in 2018, Henri Revel and his wife Belén had a “Eureka moment.” Inspired by Belén’s Latin roots, Henri's passion for better tortilla options, and both of their entrepreneurial spirits, they created Eureka Tortilla, a snackable craft tortilla company. Listen is as Henri shares about honing Eureka's recipes, finding the right co-packer, launching in Nugget and with Hungryroot, printing challenges, and Henri's strategic approach to networking to find great advisors and connections. And, since we recorded this episode, they have launched their online shop! Episode Links: Eureka Tortilla's website & IG @eurekatortillas Henri's LinkedIn Show Links: Join the Startup CPG Slack community (5K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Bonus Episode! At Startup CPG, we recently curated another new & free resource - the first list of freight carriers and brokers just for CPG companies. I (Host Jessi) had the pleasure of helping build this resource, and I thought it'd be fun to bring on one of the many brands who submitted their freight providers to be added to the list to chat about how some of the challenges and tips they've encountered related to freight. We'll start the episode with an interview with Alex Cree, co-founder of Baozza, followed by a few stories and insights from me. Listen in as Alex and I share about the process of finding freight partners, stories of freight gone wrong, and tips for getting your pallets from Point A to B safely and on time in a challenging environment. Episode Links: Read the Startup CPG article by Jessi about freight carriers and brokers and get access to the database here Alex's Linkedin Baozza’s website Show Links: Join the Startup CPG Slack community (5K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

This is the first episode of a very special new podcast series from Startup CPG. Seth Goldman, Startup CPG's Entrepreneur-in-Residence, will be joining us once a month for the next few months to talk about hot topics in CPG. Today we kick off by talking all things Expo West. With twenty-one Expo West events under his belt, who better to answer our community's Expo West questions! You may know Seth as the co-founder of Honest Tea and author of Mission in a Bottle, and Seth is now the Co-Founder and CEO of Eat the Change, Co-Founder of PLNT Burger, and Chair of the Board for Beyond Meat. Listen in as Seth covers how to stand out among thousands of brands, how to craft your ten second pitch, a simple yet game-changing follow up/lead tracking plan, how to maximize Expo West even without a booth, why you should treat everyone like the most important buyer, and more. Episode Links: Link to Seth's blog post: Going to Expo West? How to Make the Most of It Eat the Change’s website Seth’s book - Mission in a Bottle How I Built This episode with Seth about Honest Tea Seth’s TEDx talk: How Entrepreneurs Can Change Society Show Links: Join the Startup CPG Slack community (6K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Less than a year ago, I (Host Jessi) had an insurance emergency at LivBar. I searched "insurance" in the Startup CPG slack and found Danielle Holyoake's name. I sent her a quick email and we jumped on a call. In record time, she solved a problem that other brokers had told me wasn't possible (full story in the episode!). I was so excited when Amelia Risk became a proud partner of Startup CPG because it meant we could do a podcast episode packed with game-changing knowledge. Danielle, is the COO and co-founder of Amelia Risk, the better-for-you insurance broker. Listen in as Danielle shares the key roles of an insurance broker, the most common types of insurance applicable to CPG and when they become relevant (think product liability, workers comp, D&O, recall, general liability), navigating insurance requirements for retailers, how to find the best policies, how umbrella insurance might not be what you think it is, and more. Amelia Risk is a proud sponsor of Startup CPG. Episode Links: Amelia Risk's website Danielle's LinkedIn Danielle's email: [email protected] Show Links: Join the Startup CPG Slack community (5K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

Today we get to talk about one of the newest Startup CPG resources - a list of CPG accelerators and incubators with all the details to help you find the perfect program for your brand. Sarah Nathan, founder of Bloom CPG, a CPG consulting group, helped build this resource and joins us to talk all things accelerators and incubators. Listen is as Sarah shares how to find the right accelerator or incubator for your brand and best practices for completing your application, participating in a program, and building long-term relationships. This resource is proudly sponsored by Buttermilk Creative, a leading packaging and design studio. Episode Links: Read the Startup CPG article by Sarah about incubators & accelerators and get access to the database here Sarah's Linkedin Bloom CPG’s website Listen to our podcast episode with Mondelēz about their accelerator here Show Links: Join the Startup CPG Slack community (5K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]

43 percent of small businesses in the United States don’t track inventory, or do so using a manual system. In CPG, our inventory has the added complexity of lot/batch tracking, expiration dates, recalls, compliance, and certifications. Brands who win have a handle on their inventory, margins, and operations. That's why we had Ken Ojuka join us to talk all things inventory and physical product movement. Ken is the CEO of Fiddle, modern inventory operations software for CPG brands and manufacturers. Listen in as Ken walks through how to think about inventory in CPG, how and when to choose an inventory system, and other best practice tips to manage your inventory like a pro. Fiddle is a proud sponsor of Startup CPG. Episode Links: Fiddle’s website Ken's LinkedIn Listen to the The Physical Product Movement Podcast Request a 30-min Fiddle demo here Get free access to "The Ultimate Supplier & Co-Packer List" here "The Ultimate Inventory Management Guide For Growing CPG Brands" by Fiddle is available here Show Links: Join the Startup CPG Slack community (5K+ members and growing!) Follow @startupcpg Visit host Jessi's Linkedin or website Questions or comments about the episode? Email Jessi at [email protected]