When Ben Goodwin and David Lester launched OLIPOP in 2018, they knew they faced an uphill battle. The soda industry was dominated by corporate giants with a century of experience. But the plucky LA-based startup had a plan to change the way consumers thought about soda.
OLIPOP hit the market with a line of sodas that spoke directly to health-conscious Gen Zers. Their functional sodas contained gut-healthy prebiotics, just 2-5 grams of sugar, and a bold fruit-forward taste. The playful branding and inventive flavors like Strawberry Vanilla set them apart from the usual cola brands.
OLIPOP leveraged social media and influencer campaigns to spread awareness among their target Gen Z audience. Their Fizz for Good Fund also donated a portion of profits to good causes important to young consumers. These creative marketing strategies allowed OLIPOP to punch above their weight class despite limited resources.
The startup expanded methodically from online sales into regional and then national grocery chains. Major retail partnerships with Target, Whole Foods, and Kroger rapidly accelerated OLIPOP’s growth. From 2018 to 2022, their distribution footprint expanded from 200 to over 22,000 stores nationwide.
OLIPOP also embraced the food service industry to drive trial of their innovative sodas. Deals with fast food chains like Panera and college campuses like USC allowed new customers to sample OLIPOP on-premise.
The result? OLIPOP revenues skyrocketed from $1 million in 2018 over $200 million projected in 2022. Their line of feel-good sodas has expanded from 4 flavors at launch to over a dozen uniquely OLIPOP creations.
OLIPOP’s journey proves that startups can disrupt industry giants with the right product, positioning, and partnerships. As a Gen Z-led company, OLIPOP leveraged their appeal with young consumers to challenge corporate behemoths like Coke and Pepsi.
With health and sustainability driving drinking choices, OLIPOP is poised for even bubblier growth. Their savvy strategies and gutsy approach to the soda wars have allowed this startup to succeed against all odds. OLIPOP is showing no signs of slowing down as they continue to shake up the sparkling beverage industry.
