Nick Saltarelli is the Co-founder of Mid-Day Squares, a healthy, functional chocolate bar. Nick, his wife Lezlie, and her brother Jake started the company in 2018 from their kitchen in Montreal, and have since built their own factory with $70 million in capacity, and grown the company to a $26 million revenue run rate. Brought to you by Secureframe, the automated compliance platform built by compliance experts: https://secureframe.com/request-demo-4?utm_source=partner&utm_medium=newsletter&utm_campaign=062023-thesplit Read the transcript: https://www.thespl.it/p/building-a-70-million-chocolate-factory In this episode, we discuss: The history of the $200 billion chocolate market Competing against 100+ year-old monopolies Finding a huge opportunity in healthier chocolate The dirty secrets of contract manufacturing Why no one knows how to make a Snickers bar, and Coca-Cola doesn't have a patent How to build a moat in CPG Why Mid-Day Squares had to build their own factory Making chocolate like Tesla makes cars Copying Facebook’s launch strategy Measuring product market fit in CPG Almost running out of money during COVID Why every founding team should go to therapy Surviving an 85% drop in revenue How to raise a bridge round Building an enduring brand Why marketers should study the music industry Timestamps [00:00:00] Intro [00:03:07] The insane politics of chocolate [00:04:53] The history of chocolate [00:07:11] The enormous market for chocolate [00:10:24] The nutrition of chocolate [00:15:00] The Mid-Day Squares origin story [00:20:05] Creating the first product [00:25:53] Why Coca-Cola never filed a patent on their formula [00:29:08] Why they built their own manufacturing plant [00:31:35] A crazy and creative fundraising strategy [00:39:26] Taking over an island and finding PMF [00:46:32] Raising $2m to prove 2 things [00:47:15] Automating production and navigating manufacturing chaos [00:51:11] Why he had to "plead with the government on public TV” [00:53:51] On "eating shit sandwiches” [00:57:30] The COVID mistake that dropped revenue by 85% [01:03:02] Advice for raising a bridge round [01:04:55] How to build fans not customers [01:07:12] How to build in public [01:12:23] Rapid fire questions Where to find Nick Twitter: https://twitter.com/nickywonka Where to find Turner LinkedIn: https://www.linkedin.com/in/turnernovak Newsletter: https://www.thespl.it/ Twitter: https://twitter.com/TurnerNovak Where to follow The Peel podcast YouTube: https://www.youtube.com/@ThePeelPod Instagram: https://www.instagram.com/ThePeelPod TikTok: https://www.tiktok.com/@ThePeelPodcast Read the transcript: https://www.thespl.it/p/building-a-70-million-chocolate-factory Production and distribution by: https://www.supermix.io For sponsorship inquiries: https://docs.google.com/forms/d/e/1FAIpQLSebvhBlDDfHJyQdQWs8RwpFxWg-UbG0H-VFey05QSHvLxkZPQ/viewform