DTC Podcast Ep 501: How Mid-Day Squares Scaled to $36M with Careful Costco, Costly Cocao, and a Bitcoin Supply Chain Makeover with Nick Saltarelli
Apr 21, 2025
In this insightful discussion, Nick Saltarelli, co-founder of Mid-Day Squares, reveals strategic moves that helped his brand surpass sales records at Costco. He shares how they innovatively tackled a cocoa crisis by leveraging Bitcoin for sourcing, slashing costs by 35%. Nick also highlights the transformative role of AI, especially ChatGPT, in enhancing operations. With a focus on community engagement, he details how viral roadshows created a new refrigerated snack category. This is a must-listen for operators eager to disrupt traditional growth patterns.
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Do Costco Launch Right
- Take your time and do your Costco launch properly; don’t rush it.
- Partner authentically with Costco to drive real value for their members.
Roadshows Broke Costco Sales Record
- Nick Saltarelli and his team executed 13-day roadshows inside Costco stores for two years to build brand momentum.
- This direct customer engagement broke a 10-year sales record and propelled their national expansion.
Historic Cocoa Price Spike
- The cocoa market experienced an unprecedented surge to $11,000 per metric ton, triple historical highs.
- Such extreme price spikes severely destroyed Mid-Day Squares’ product margins as cocoa is 35% of their product.
