What founders say
What founders wish they had known before they set a wholesale price, and the numbers they defend when a buyer pushes.
“in the beginning we were selling our a single can wholesale for six dollars, and now we're selling retail for four ninety nine. So you can just imagine the trial and error it took.”
Her opening wholesale price was above what the can now retails for. Nobody corrected it because early independent buyers simply said no and moved on — a rejection that reads as 'they didn't like the product' when it was really the maths.
“Our minimum order would be… 48 cans… Maybe you're making more of a profit online, but… in the beginning you want to get it into as many hands as possible.”
Per-unit margin is the wrong first metric for a perishable product. Osia chose B2B early because volume moves stock before shelf life does, and accepted worse margin to get it.
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“I would go into my local grocery stores or liquor stores and pretty much just pitch my product… we had so many places say yes, we had some places say no.”
Isabella Hoag
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Isabella Hoag
Read the answers →1 founder · 1 answer“In the beginning we were selling to a lot of liquor stores, and obviously liquor stores are trying to sell liquor. And so then it's kind of showcasing why they need to improve their NA set.”
Isabella Hoag
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