Brand Growth Heroes

In this episode, we're talking to Tom Szaky, the 38 year old founder of Terra Cycle, the world’s leading company in the collection and reuse of the non-recyclable stuff we all throw away every day. Think turning Colgate toothpaste tubes into school playgrounds, or enabling P&G to offer money off coupons to consumers in return for their dirty pampers, which are then recycled into new materials.

You may have read that Terra Cycle has just launched a new company called LOOP, which aims to tackle packaging waste at its root cause and could potentially see us buying all of our favourite consumer packaged goods in branded durable and reusable containers, rather than the staple single-use packaging they are mostly in now.  

For those of us who work with Consumer Packaged Goods,  Loop is so far reaching that if it works, it will change everything from how you design, package and sell your products, all the way through to what your Manufacturing, Supply Chain, Operations and P&L will look like.

In this episode of Brand Growth Heroes, Tom goes into depth on how Loop offers CPG brands the opportunity to shift from single use disposable packaging forms to durable reusable forms, and what the benefits are for you as a brand, over and above the obvious and most important benefit of the reduction of your brand’s impact on the environment.

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If you’ve listened to the first few episodes of Series 2 of Brand Growth Heroes, you probably know that one of the themes we are exploring is the BRAVE decisions that food & Bev founders sometimes have to make.
 
 
 
Creating Tansformational Growth depends on getting a lot of things right. And in the food industry, there are a hell of a lot of things that can trip you up. But the thing is, they are mostly things that don’t need to trip you up if you know about them in advance, if someone explains to you how something works, or points something out to you that has often gone wrong for them in the past. 
 
 
 
  Something I’ve done throughout my career is to have collected a bunch of seasoned food entrepreneurs who I have built lovely relationships with, and whom I can call out of the blue to ask them who the best distributor in Germany is for Chilled, what margin I should expect to give to Spar in Switzerland, or whether sampling in Carrefour is worth the investment.
 
 
 
One such person is Barney Mauleverer. Barney cut his teeth in the food and drink industry during the first 5 years of early stage Innocent Drinks. In his last role as European Manager he headed up a new international strategy at Innocent to scope out new opportunities in Europe. In 2006, Barney left innocent to seek a more entrepreneurial route of his own and set up Fresh Marketing with his school and uni mate Alex Matheson. 
 
 
 
Fresh Marketing is an international business development consultancy and distributor. It was founded on spotting new innovations in food and drink that often emerge in the US and then head ‘East’. Product types include smoothies, premium crisps, cereal bars, flavoured popcorn and breakfast granola. Fresh Marketing has been involved in the overseas development and distribution of some of the UK’s fastest growing consumer food and drink brands including Innocent Drinks, Eat Natural, Burt’s Chips and more recently Candy Kittens, Deliciously Ella and a number of other high potential start-up brands. Fresh Marketing currently supplies over 40 international markets!
 
 
 
in 2013, Barney and Alex launched their own protein boosted breakfast brand FUEL10K.  FUEL10K is now stocked across all the major UK retailers and many convenience and food service customers. Self-funded from the start and with a brilliant team of 19 FUEL10K turns over £12m at retail sales value.
 
 
 
 
 
 
 
Listen to Barney share his 20+ years experience on how to approach international business development, how he felt saying No to 2200 stores in the USA, how long his upcoming deal in Australia took to close and much, much more…
 
 
 
 
 
 
 
 

Pippa Murray founded Pip & Nut in 2015, out of a passion for running and a love of nut-butter, but not finding exactly what she wanted on the market. 
 The range is now sold in more than 5000 stores and is the fastest growing nut butter in the UK. Last year, the company was named Fasttrack 100s "one to watch" and The Evening Standard has named Pippa as one of London's most influential people! Here's our interview from the end of December, where we discuss BCorp certification, innovation as a growth-driver and managing people when you've never done it before.
 https://www.pipandnut.com/

Giles Brook, renowned CEO, Entrepreneur and Investor has built up probably the most superb CV in the food and beverage industry, not to mention a supurbe portfolio of investments.
 Giles has been behind the growth of numerous insurgent brands – Innocent, Bear, Vita Coco, Pip and nut to name but a few. He is currently CEO of Vita Coco (for Europe Middle East and Africa) - which he launched over 10 years ago - and which is now turning over £40m in sales.
 Although he is the highest-ranked individual in The Grocer’s ‘Food & Drink Power List outside of global and multi-national CEOs, he is also nice, as he takes time out of the office to mentor and guide entrepreneurs. Here’s our interview earlier this month where we talk about what Giles looks for when investing in a company, whether looking for investment upfront or driving organic growth should be the thing, and how it can be really hard for founders working in the food industry
 

UGLY DRINKS was founded by best friends Hugh Thomas and Joe Benn in 2017. Coming from Vita Coco, they were concerned at the lack of healthy or unsweetened- options in the soda category for the average family. UGLY is a range of sparkling water that is flavoured but unsweetened, in brightly coloured, potentially iconic CAN, and is setting out to challenge the Ugly Truth behind Big Soda. 
 
 Ugly’s website positions it as “just a drink, no unobtainable lifestyles, no ridiculous promises”…and somewhat bravely (given the enormous competitors in this space) asks us to “Can the Other Cans”.
 
 Listen to Hugh Thomas discuss the brave decisions he and his co-founder have made around brand and category positioning, naming & flavouring, setting up in the USA and funding/invesment and its role in driving growth!

L'entretien originale avec Nicolas Chabanne (episode 9) en francais. 
 C'est Qui Le Patron est une marque alimenaire multi-catégorielle qui était créée et est gérée par des consommateurs francais, afin de garantir des prix équitables aux agriculteurs et aux producteurs. Elle a été lancée il y a 3 ans sur l'un des marchés d'épiceries les plus traditionnels, les plus inflexibles, les plus difficiles à négocier et les plus coûteux d'Europe - d'après ma modeste expérience. Et pourtant, en seulement 2,5 ans, elle a révolutionné de nombreuses catégories d’épiceries en France, a généré un chiffre d’affaires de plus de 120 millions d’euros, dispose d’un portefeuille de plus de 30 produits et sont déjà achetés par 11 millions de ménages français. Et voici la chose: tout cela a été fait sans investissement dans la publicité traditionelle, sans force de vente et avec très peu de négociations traditionnelles avec les acheteurs de la Grande Distribution.
 Cet entretien souhaite explorer les facteurs à l'origine de cette croissance incroyable.
 L'interview est également disponible en anglais, voir episode 9 de Brand Growth Heroes

How do you grow a brand to €120M in sales in only 2.5 years, launching 30 products, and revolutionising more than a few grocery categories along the way? And how do you achieve household penetration of 11 million French households, with NO advertising, NO field sales, and very little traditional negotiation with grocery buyers? When you consider that this is happening in France - one of the most inflexible, difficult to negotiate and costly European retail grocery markets - and is coming to the UK, USA, Germany, Italy and more markets imminently, every company supplying a food & bev product into retail grocery better be ready with a response!

How do you grow a Chocolate brand to €70m in Sales without ever spending a penny on advertising? How do you get into EVERY SINGLE Sainsbury's store in the UK at launch...and account for over 35% of Chocolate sales at Wholefoods UK within 16 weeks?
 
 Listen to Ben Greensmith of Tony's Chocolonely tell us about THE most authentic and meaningful brand promise in Food and Bev - the serious attempt by Tony’s Chocolonely to change the Cocoa industry from the inside out, in order to eradicate childhood slavery and child labour in Cocoa producing countries.

Who manages to create and build not 1 but 2 insurgent food brands that transform categories and what shoppers expect from their supermarket aisle? That's right, James Averdieck of The Coconut Collaberative and GU Chocolate Puds! Listen to James describe the drivers of the transformational growth he has experienced with both his businesses, from the importance of having people with Food Industry experience on his teams to being obsessed with product quality and great, quirky brands that resonate with consumers.

Did you know that it's NOT a Coke or a Pepsi-owned brand that holds the title of the UKs best-selling functional drink, but an Irish brand called VITHIT! I really enjoyed talking to my old buddy and fellow-Irishman Gary Lavin, Founder of this super-charged, low calorie vitamin drinks range https://www.vithit.com. I’ve known Gary and followed VITHIT's progress for over 15 years, and
 what really intrigues me about this story is that most of this growth has been unlocked over the 5 past years. I’m also really inspired by Gary’s sheer honesty about mistakes he thinks he made and the doggedness that has been necessary to get the business to where it’s at today. Listen to Gary take us though the drivers of this recent transformational growth, how he recognised them, and what he’d do differently if he had to start over.