Turning Social Media Demand Into a Retail Ready Business
TikTok Famous Chip Brand
This snack brand had already captured attention on TikTok. Consumers were talking about it, sharing it and ordering it online.
The founders initially wanted to use that momentum to move directly into major retail. Our assessment was different. The brand had strong consumer interest, but it was not yet prepared for the costs, systems and performance expectations that come with large scale retail distribution.
Instead of rushing the company onto shelves, we built a strategy to turn online popularity into measurable and sustainable sales.
The Strategy
We recommended delaying major retail outreach while strengthening the brand’s online retail, wholesale and operational foundation.
- Expanding distribution through iHerb, Thrive Market and Pop Up Grocer
- Creating and growing the brand’s Faire wholesale business
- Building relationships with independent retailers
- Developing sales history outside the company’s direct website
- Strengthening the brand’s retail pricing and margin structure
- Monitoring online sales, wholesale demand and repeat purchasing
- Preparing the company for distributor and retailer requirements
- Establishing a clear revenue milestone before approaching major accounts
The Result
After reaching the $1 million online retail sales milestone, we introduced the brand to Whole Foods Market, Erewhon, HEB, Publix and strong regional independent retailers throughout the Midwest.
The company continued to grow and eventually built the internal infrastructure needed to manage its expanding business. Today, the brand has an in house sales team, a full time social media department and a retail presence that extends far beyond its original TikTok audience.
There is a good chance it is already in your kitchen. We are proud of the business they built and proud that we helped them grow at the right pace.
Why It Worked
Consumer attention created the opportunity, but disciplined preparation made retail expansion possible. By proving demand online, developing wholesale relationships and strengthening the business before pursuing major accounts, the brand entered retail as a more credible, capable and sustainable partner.