Hannah and Xavier share the story behind their fast-growing Richmond, Virginia-based company.

The company started when Hannah made 20 ice cream sandwiches at their home. Today, the company makes 50,000 daily.

In this conversation, moderated by Richard Coughlan, Hannah and Xavier share stories about their partnerships with Westbury Pharmacy, Performance Food Group, Fresh Market, Nicky Hilton, Costco, and others.

Since its founding, Nightingale has grown from $15,000 in sales in its first year to $10 million in annual revenue today.

If you haven't tried their ice cream sandwiches...what are you waiting for? They're delicious!!

Thank you, Xavier and Hannah, for sharing your amazing story.

Chapters:

0:00 Intro

0:15 Hannah joins the Marines

0:57 Nursing, then Culinary school

1:42 Hannah and Xavier meet

2:14 Xavier's culinary career begins at 14

2:30 Xavier moves to Richmond

3:27 The first ice cream sandwich

4:30 Xavier's life changes...

5:23 The first batch

6:21 Using creativity as a chef

7:19 State of Nightingale today

7:51 Partnering with Westbury Pharmacy

9:29 Figuring out delivery and distribution with Performance Food Group

11:54 Fear was not an option

13:15 Growing the team

14:56 Setting up at Hatch food incubator

18:00 Reaching $10 million in sales

19:10 Growing the team

19:38 Fresh Market partnership

21:53 Making hand-made products every day

24:19 Xavier's father

26:00 Partnering with Nicky Hilton

30:54 Developing new flavors

33:58 Focusing on what we do best

34:55 The evolution of "Chomps"

35:32 The joy of working with Costco (Nightingale available in Costco from Maine to Virginia)

40:11 Audience Q&A

Learn more: https://www.nightingaleicecream.com/o...

The "Style at Work" Conversation series is part of the Markel Group Reunion.

These conversations feature people whose lives and work embody elements of the Markel Style.

Markel Style: https://www.mklgroup.com/who-we-are/m...

Markel Group Reunion: https://mklreunion.com/