The Foundr Podcast with Nathan Chan 609: From $0 to $20M in 3 Years Selling Suppliments | Damien Fitzpatrick
Nov 27, 2025
Damien Fitzpatrick, a former professional rugby player turned entrepreneur, founded Pillar Performance, a multimillion-dollar supplement brand for athletes. He shares his journey from sports to business after a painful injury inspired him to tackle gaps in sports nutrition. Damien reveals how he built trust in a skeptical market by leveraging his athlete credibility, navigating manufacturing hurdles, and pivoting to direct-to-consumer sales during COVID. His insights on focusing on niche markets and the importance of robust product branding provide valuable lessons for aspiring founders.
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Injury Sparked The Business
- Damien left rugby after repeated knee injuries and surgeries including a tibial osteotomy.
- Those injuries drove him to research supplements and start Pillar Performance full time during COVID.
Unserved Micronutrition Market
- Damien saw a gap: athletes needed high-potency, practitioner-grade micronutrition, not just macronutrient sports supplements.
- He identified demand among dietitians and aging players who couldn't find potent, athlete-safe products.
Sell Your Vision To Manufacturers
- Persuade manufacturers by selling the vision and customer, then negotiate MOQs down from default levels.
- Use credibility and persistence to get TGA-certified manufacturers to take a chance on you.