The PricePlow Podcast #172: Eric Morato & Jack Sehgal - Selling Supplements in Latin America with SND Distributors
On Episode #172 of the PricePlow Podcast, recorded at the 2025 GNC Global Conference, Mike and Ben sit down with Eric Morato of Sports Nutrition Distributors (SND) and Jack Sehgal of Nutralabz to explore the complex world of Latin American supplement distribution. This conversation provides an insider’s look at one of the most promising yet challenging international markets for supplement brands.
Eric, with over 15 years of experience in Latin American distribution, shares the realities of expanding into a region comprising 32 different countries, each with unique regulatory requirements, cultural preferences, and market dynamics. From his Miami-based operation, SND has become the bridge between American supplement brands and Latin American consumers, representing major names like Glanbia, Iovate, Dymatize, and Premier Protein. The discussion reveals how Basic Supplements has successfully entered 17 Latin American countries through SND’s expertise, demonstrating the power of strategic international partnerships.
This episode builds on our previous conversations with Jack, including Episode #156 with Marc Curcio on Basic Supplements’ founding and Episode #160 with Chuck Zhang on Chinese markets, providing a comprehensive view of international supplement distribution strategies.
https://blog.priceplow.com/podcast/latin-america-supplements-snd-172
Video: Latin American Distribution Strategies with SND and Nutralabz
https://www.youtube.com/watch?v=zS1mpW7qeCU
Detailed Show Notes: Breaking Into Latin American Markets
- (0:00) – Introductions: Meeting the Latin America Expert
- (2:15) – The Registration Challenge: Why Ingredients Matter First
- (4:15) – The SND Advantage: Established Relationships and Legal Compliance
- (6:15) – Manufacturing and Quality: The American Advantage
- (8:00) – Price Sensitivity and Market Dynamics
- (10:00) – Brand Prestige and Consumer Psychology
- (12:00) – The Loyalty Factor and Long-Term Partnerships
- (14:15) – WhatsApp Commerce and Digital Distribution
- (16:00) – Educational Investment and Market Development
- (17:30) – Flavor Adaptation and Cultural Preferences
- (19:00) – Partnership Execution and Market Support
- (21:00) – Labeling and Brand Presentation
- (23:00) – International Market Visits and Relationship Building
- (24:00) – Digital Commerce and Technology Adoption
- (25:00) – Wellness Trends and Market Evolution
- (27:00) – Regulatory Challenges and Caffeine Restrictions
- (29:00) – Market Development Patience and Long-Term Strategy
- (30:45) – Innovation and Product Development Cycles
- (32:00) – Growth Trajectory and Market Expansion
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