Jason Wright - Scaling WILDE Into a $100M+ and 20,000+ Door Brand

Jason Wright - Scaling WILDE Into a $100M+ and 20,000+ Door Brand

On this episode, we're joined by Jason Wright, Founder and CEO of WILDE Protein Snacks - the brand that figured out how to turn chicken breast into a thin, crispy chip (and now crackers!) and has since grown into a $100M+ business across 20,000+ retail doors.  Jason walks through the full journey - from a failed meat-based protein bar to the eureka moment at the bottom of a potato chip bag, through R&D at Colorado State's meat science lab, a disastrous test run at a pork rind facility, and the moment that inspired WILDE's now-patented production equipment. We get into why WILDE had no choice but to vertically integrate and what it took to build a 55,000 sq ft facility in Kentucky during COVID - WILDE is now opening a 130,000 sq ft plant.  Jason also breaks down pricing strategy, why demos remain the top velocity driver, and how TikTok creators are scaling a "disbelief" marketing message. We also dig into WILDE's innovation pipeline - the hard lesson from discontinuing a pork chip, and why the brand is now focused on formats. Crackers just hit the shelf, a tortilla chip is coming later this year, and a pita chip is on the horizon. --------------- Episode Highlights: 🥣 From granola founder in NYC to chicken chip inventor 🧪 R&D at Colorado State's JBS-built meat science lab 🏭 The pork rind facility disaster and what came next 🔧 A bulldozer-inspired idea that led to patented equipment ⚠️ IP leakage at a co-man (Conagra, Tyson, Hershey) 🏗️ Building a 55K sq ft facility during COVID - and now a 130K sq ft plant 🎨 Naming the brand after Oscar Wilde (and the trademark fight) 🛒 How Whole Foods pioneered the protein snack set 🚀 Demos as the #1 velocity driver (and scaling TikTok creators) 💡 The "I Can't Believe It's Not Butter" marketing philosophy 🧀 Launching the WILDE cracker (chicken breast + four cheeses) 🎯 Why WILDE is now focused on formats, not proteins 👀 Innovation roadmap: tortilla chips, pita chips, flat pretzels --------------- Table of Contents: 00:00 – Intro 01:00 – Origin story: Feed Granola and health food in NYC 03:17 – The failed meat-based protein bar 06:57 – R&D at Colorado State's meat science lab 08:03 – The pork rind facility disaster 09:30 – The bulldozer moment and patented equipment 11:00 – Why WILDE had to vertically integrate 12:01 – Co-man in Virginia and IP leakage risks 14:00 – Why Kentucky and how they financed the build 18:11 – Brand identity and "protein chips" framing 20:07 – Naming the brand after Oscar Wilde 22:17 – Pricing strategy and retail expansion 24:05 – Landing at Whole Foods and the protein snack set 26:27 – Driving velocity: demos, TikTok, and disbelief marketing 29:25 – Distribution: UNFI, KeHE, going direct 31:03 – Pork chip lessons and the pivot to formats 35:51 – New product launch challenges 39:12 – Fundraising tips: seed vs. growth stage --------------- Links: WILDE Protein Snacks – https://www.wildebrands.com Follow Jason on LinkedIn – https://www.linkedin.com/in/jason-wright-ceo/ WILDE on LinkedIn – https://www.linkedin.com/company/wilde-protein-snacks/ Follow me on LinkedIn – https://www.linkedin.com/in/adam-martin-steinberg/ For help with CPG production design - packaging and label design, product renders, POS assets, retail media assets, quick-turn sales and marketing assets and all the other work that bogs down creative teams - check out https://www.kitprint.co/. Shout out to my friends over at Glimpse [https://www.tryglimpse.com/?utm_source=podcast%20&utm_medium=podcast%20&utm_campaign=shelf_help], the go-to partner for automating retail-related back-office operations and unlocking margin trapped in invalid fees and manual processes.

Bar Bruhis - Building a High-Protein Couscous Brand In the Mountains

On this episode, we're joined by Bar Bruhis, Founder and CEO of Boostcous, the gluten-free, high-protein couscous brand that packs 18 grams of protein and 11 grams of fiber into a five-minute meal.  Before going all in on Boostcous, Bar spent a decade in SaaS and DTC, running day to day at KnoCommerce and helping start Sumo.com. Bar walks through the two-year formulation grind: roughly a hundred failed kitchen batches, a promising overseas manufacturer that collapsed the moment tariffs hit, and the decision to rebuild the supply chain and vertically integrate production in the US. We dig into how Bar funded the first run for under $50K, the signal that made him leave KnoCommerce to go all in, the five customer segments, and why he personally texts and calls one-star reviewers. We also talk about cracking paid ads with a founder video he spent 70 hours making, going viral through Snaxshot and the New York Times, finagling his way into ExpoWest for free, and the aisle-placement that puts Boostcous next to rice and quinoa instead of pasta. --------------- Episode Highlights: 🥣 Why regular couscous is just a carb bomb 🧪 Two years and 100 failed kitchen batches ⚠️ How tariffs killed the overseas manufacturing plan 🏭 Vertically integrating production in the US 💸 Launching for well under $50K 🚀 The signal that made him leave KnoCommerce 👥 The five customers he never expected 📞 Why he texts and calls one-star reviewers 🛒 The first 500 orders sold from his garage 📈 Going viral via Snaxshot and the New York Times 🎬 The 70-hour founder ad that cracked paid 🛍️ Finagling his way into Expo West for free 🤖 Building the company AI-first --------------- Table of Contents: 00:00 – Intro 00:50 – Origin story 02:55 – The product: 18g protein, 11g fiber, three ingredients 03:25 – The two-year formulation journey 05:22 – Tariffs blow up the plan, rebuilding in the US 07:12 – Moroccan vs Israeli couscous 10:18 – Funding the first run (write it to zero) 12:28 – The signal to go all-in and leave KnoCommerce 14:17 – Who the core customer actually is 17:08 – Finding your real customer fast 19:05 – The first 500 orders from Bar's garage 20:04 – Brand identity and naming Boostcous 22:58 – Cracking paid and going viral 25:01 – The 70-hour founder ad 26:44 – Expo West strategy 28:48 – First retail doors and velocity learnings 33:05 – Building the company AI-first 35:42 – Product roadmap and flavors 37:14 – Where to follow along --------------- Links: Boostcous – https://boostcous.com/ Follow Bar on LinkedIn – https://www.linkedin.com/in/barbruhis/ Boostcous on LinkedIn – https://www.linkedin.com/company/boostcous/ Follow Bar on X – https://x.com/Bbruhis Follow me on LinkedIn – https://www.linkedin.com/in/adam-martin-steinberg/ For help with CPG production design - packaging and label design, product renders, POS assets, retail media assets, quick-turn sales and marketing assets and all the other work that bogs down creative teams - check out https://www.kitprint.co/. Shout out to my friends over at Glimpse [https://www.tryglimpse.com/?utm_source=podcast%20&utm_medium=podcast%20&utm_campaign=shelf_help], the go-to partner for automating retail-related back-office operations and unlocking margin trapped in invalid fees and manual processes.

Morgan Zanotti - Act Two After A $200 Million Exit to Kraft

On this episode, we're joined by Morgan Zanotti, Founder and CEO of Waay - the sparkling protein water brand with 10 grams of protein, zero sugar, and 45 calories a can. Morgan co-founded Primal Kitchen, which she helped grow from a kitchen to roughly $50 million in revenue before a $200 million exit to Kraft Heinz. We get into the origin of Waay, starting with the clear whey protein isolate that made Morgan wonder why no one had put it in a sparkling water. Morgan walks through the rapid launch timeline, the rollout across Whole Foods, Sprouts, and a Target protein end cap, where a sparkling protein belongs on shelf, and why the brand took off on Amazon and TikTok Shop faster than she expected. We also talk about the importance of reaching profitability ASAP in order to maintain ownership, what five years inside Kraft Heinz taught her, and what strategics and PE really look for in a brand. --------------- Episode Highlights: 💡 The clear whey protein "aha" moment behind Waay 💪 Why the protein message finally tells women to eat more 🥤 10 grams of protein, zero sugar, 45 calories 🔁 Why a second-time founder gets back in the ring 📊 Chasing a $40 billion TAM instead of a niche 🛒 Landing a Whole Foods national yes with blank silver cans ⏱️ Three months to build a brand from scratch 🏁 Riding Target's protein end cap, and the risk 📦 Why beverage blew up on Amazon and TikTok Shop 💰 Staying profitable to keep ownership 🏢 Five years inside Kraft Heinz after the exit 🔭 The brands and trends she's watching now --------------- Table of Contents: 00:00 – Intro 00:49 – The origin story: a millennial mom and clear whey protein 01:40 – How the message to women shifted to protein 03:06 – Why a second-time founder jumps back in 04:55 – True innovation and a $40 billion TAM 06:40 – How GLP-1 reshaped the category 08:13 – Selling Whole Foods national with silver cans and a trademark 10:43 – Three months to build a brand, find a co-packer, and nail the taste 14:09 – The protein arms race and a "support, not solution" position 14:55 – Sprouts, Target, and the end cap bet 16:31 – Where a sparkling protein sits on shelf 17:57 – Why beverage took off on Amazon and TikTok Shop 19:11 – Staying profitable to keep ownership 21:28 – Her cap table approach vs Primal Kitchen 22:30 – Five years inside Kraft Heinz and "keep being you" 24:40 – What acquirers actually look for 27:21 – Reading an exit, and why she loves Good Culture 29:56 – Brands and trends she's watching --------------- Links: Waay – https://drinkwaay.com/ Follow Morgan on LinkedIn – https://www.linkedin.com/in/morgan-buehler-zanotti-31989620/ Waay on LinkedIn – https://www.linkedin.com/company/drinkwaay/posts/?feedView=all Follow me on LinkedIn – https://www.linkedin.com/in/adam-martin-steinberg/ For help with CPG production design - packaging and label design, product renders, POS assets, retail media assets, quick-turn sales and marketing assets and all the other work that bogs down creative teams - check out https://www.kitprint.co/. Shout out to my friends over at Glimpse [https://www.tryglimpse.com/?utm_source=podcast%20&utm_medium=podcast%20&utm_campaign=shelf_help], the go-to partner for automating retail-related back-office operations and unlocking margin trapped in invalid fees and manual processes.

Rogers Healy - The Baby Boom This Investor Is Quietly Betting On

On this episode, we're joined by Rogers Healy, Founder and CEO of Morrison Seger Venture Capital Partners, the Dallas-based venture firm backing consumer and CPG brands like Waterloo, MOSH, WHOOP, and G.O.A.T. Fuel.  Before going all in on venture, Rogers spent two decades building one of Texas' largest independently owned real estate brokerages. We dive into how Rogers built Morrison Seger as a deal-by-deal SPV firm, and how he only writes checks for simple, non-controversial consumer products he can authentically pitch himself. He breaks down his thesis across beverage, food, snacks, pet, and family, and what it actually takes to get conviction in a crowded category. Rogers shares the founder traits he bets on, the talent he says can't be taught, and the single habit that separates founders who survive from the ones who stall out: relentless over-communication. We also talk about why he's so focused on women-led brands when less than 3% of venture funding goes to them, the parent and family space he's watching, and the baby boom he's betting on next. --------------- Episode Highlights: 🎸 Naming a VC firm after Van Morrison and Bob Seger 🥤 Why he only backs simple, non-controversial consumer brands 💵 Running a self-funded firm on deal-by-deal raises 🔎 The founder talent that can't be taught 📣 Over-communication as the No. 1 survival trait ⚠️ The one thing that makes him walk away from a deal ⭐ What gives celebrity-backed brands real staying power 📉 Why deals actually fall apart 🚺 Backing women-led brands when under 3% of VC goes to them 🍪 Miracle Mama and spotting under-the-radar founders 👶 The baby boom he's betting on next 📧 What a strong investor update actually includes 🔮 The unconventional path into CPG venture capital --------------- Table of Contents: 00:00 – Intro 00:49 – Origin story and naming the firm 03:55 – The investment thesis 06:48 – What non-controversial really means 09:45 – The self-funded, deal-by-deal model 10:44 – Writing checks in crowded categories like beverage 12:37 – Spotting talent that can't be taught 15:53 – The trait that separates founders who survive 17:26 – The dealbreaker that makes him walk away 18:00 – Celebrity-backed brands and real staying power 20:08 – Why deals fall apart 21:58 – Backing women-led brands 23:39 – The parent and family space and Miracle Mama 25:10 – The baby boom call 26:23 – What makes a great elevator pitch 29:24 – What a great investor update looks like 30:51 – Breaking into VC from an unconventional path 32:42 – Where to find Morrison Seger --------------- Links: Morrison Seger – https://www.morrisonseger.com/ Follow Rogers on LinkedIn – https://www.linkedin.com/in/rogershealy/ Morrison Seger on LinkedIn – https://www.linkedin.com/company/morrison-seger/posts/?feedView=all Follow me on LinkedIn – https://www.linkedin.com/in/adam-martin-steinberg/ For help with CPG production design - packaging and label design, product renders, POS assets, retail media assets, quick-turn sales and marketing assets and all the other work that bogs down creative teams - check out https://www.kitprint.co/. Shout out to my friends over at Glimpse [https://www.tryglimpse.com/?utm_source=podcast%20&utm_medium=podcast%20&utm_campaign=shelf_help], the go-to partner for automating retail-related back-office operations and unlocking margin trapped in invalid fees and manual processes.

Frozen One - From a Ninja Creami in Austin to 1,464 Target Doors

On this episode, we're joined by Alan Chen and Conner Mennig, Co-founders of Frozen One, the high-protein ice cream brand packing 40 grams of protein, under 400 calories, 75% less fat and 62% less sugar than traditional ice cream into every pint. Alan and Conner walk through the formulation journey from flavored protein powders and Oreos to milk protein concentrate, and how they tested 50 grams of protein per pint but landed at 40 as the functional ceiling. We also get into finding their first co-packer outside Austin, the in-house packaging design, and expanding from six Royal Blue Grocery doors (averaging 25.9 units per store per week) to Central Market, Bristol Farms, Wegmans, Raley's, Heinen's, Busch's, Schnucks, Fresh Thyme, a Kroger First Pitch win at Expo West, and an upocoming 1,464-door Target launch. We break down how Target deal came together, the scramble to fund the first big order, the oversubscribed $2M round led by Supernatural Ventures and The Angel Group, and the important thing on Alan and Conner's mind right now.....hiring. --------------- Episode Highlights: 🍦 The Ninja Creamy origin story (still memorialized in the office) 🧪 Real ice cream science, freezing point depression and the refreeze problem 💪 Why 40 grams is the functional protein ceiling (50 grams blew gaskets) 🏭 Finding a small local co-packer willing to run 100-pint test batches 🎨 Building the brand and packaging in-house with a friend ✏️ How the name "Frozen One" came from "The Chosen One" 🛒 First retail: Royal Blue Grocery, portable freezer, sell sheet, repeat visits 💰 Pricing evolution from $9.99 super-premium to $6.99–$8.99 conventional mass 📊 25.9 units per store per week as the early velocity proof point 🚀 The Target inbound, the broker, and 1,464 doors in 15 months 💸 The fundraising scramble when no lender would touch them 🤝 The three hires that unlock the next stage (sales, frozen ops, digital marketing) 🔮 Why the ice cream category still has massive white space --------------- Table of Contents: 00:00 – Intro 00:51 – Origin story and how Frozen One started 02:55 – Late-night R&D in the Ninja Creamy 05:20 – The protein source and the 40-gram ceiling 07:49 – Choosing the three core flavors 09:05 – Finding the right co-packer 11:48 – Co-packer advice for founders 13:04 – Brand identity and packaging design 14:25 – The naming process 15:16 – First retail accounts at Royal Blue Grocery 17:00 – Pricing strategy and moving from premium to mass 18:20 – Early velocity and the role of demos 19:47 – Landing Target through a cold website inbound 21:00 – The fundraising scramble and the $2M round 23:30 – What makes Target different (Roundel, granular data) 24:30 – Managing multiple retailer launches at once 25:59 – One tip for first-time CPG founders 26:57 – Building the team and the three key hires 29:04 – How to reach Alan and Conner 29:30 – Staying ahead of the protein ice cream pack 30:39 – Biggest risks and opportunities ahead 31:48 – Brand crushes (Fruit Riot, Graza) --------------- Links: Frozen One – https://www.frozen-one.com/ Follow Alan on LinkedIn – https://www.linkedin.com/in/alanychen7/ Follow Conner on LinkedIn – https://www.linkedin.com/in/conner-mennig-84a469170/ Frozen One on LinkedIn – https://www.linkedin.com/company/frozen-one/ Follow me on LinkedIn – https://www.linkedin.com/in/adam-martin-steinberg/ For help with CPG production design - packaging and label design, product renders, POS assets, retail media assets, quick-turn sales and marketing assets and all the other work that bogs down creative teams - check out KitPrint. Shout out to my friends over at Glimpse [https://www.tryglimpse.com/?utm_source=podcast%20&utm_medium=podcast%20&utm_campaign=shelf_help], the go-to partner for automating retail-related back-office operations and unlocking margin trapped in invalid fees and manual processes.