How I Built This with Guy Raz

Guayakí Yerba Mate: David Karr and Chris Mann

Nov 28, 2022

David Karr and Chris Mann, co-founders of Guayakí Yerba Mate, share their journey of introducing yerba mate to the American market. They recount living in a van and driving nationwide to offer samples, reflecting on the pivotal moments that helped them overcome early challenges. The duo emphasizes their commitment to sustainability and community support while navigating packaging changes and growth strategies. They also discuss the blend of luck and hard work that fueled their impressive rise to an annual revenue exceeding $100 million.

01:11:33

Episode guests

Chris Mann

David Karr

Highlights

AI Chapters

Episode notes

Is This the Only Way to Grow?

03:00

The Moment Alex Passed Around the Traditional Matte Gourd

01:12

Organically Grown Matay

01:26

Intro

5min

Cultural Connections and Business Beginnings

22min

The Early Challenges of Spreading Yerba Mate

4min

Building Bonds and Brands: The Yerba Mate Journey

20min

Navigating Packaging and Distribution Challenges

4min

Overcoming Challenges and New Ventures in the Beverage Industry

3min

Navigating Growth and Independence

16min

The Role of Luck and Connections in Success

4min

In the mid-1990’s most Americans had probably never even heard of yerba mate, but when David Karr and Chris Mann were first introduced to the South American drink, they were hooked. Together with three other friends, they decided to launch a company that would bring mate to the American market. Based in San Luis Obispo, California, the co-founders of Guayakí Yerba Mate spent years living in a van and driving all over the country, brewing up free samples for consumers, and convincing natural food stores to sell their product. It would take almost 15 years of grinding away before the company turned a significant profit, but the founders were powered by a mission to do business in a way that supports communities and the environment. Today, Guayakí has annual revenue of over $100 million, and their canned and bottled beverages are available all across the U.S.

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