From Kitchen to $1.9B: How Poppi Went from Broke to Walmart Shelves
From Kitchen Experiment to Business Idea
Allison Ellsworth had chronic digestive issues. After discovering apple cider vinegar's gut health benefits, she started mixing it with fruit juices and sparkling water in her kitchen to make it taste better.
Her friends loved it. That's when she thought: "Maybe this could be a business."
The Farmers Market Struggle
In 2015, Allison quit her oil and gas job to launch "Mother Beverage" - her apple cider vinegar soda.
The harsh reality:
- Waking up at 4 AM for farmers markets
- Barely covering costs
- Watching her savings disappear
- Almost going completely broke
But customers kept coming back for the gut health benefits. She knew she had something - she just needed to scale it.
Shark Tank: Nine Months Pregnant
In 2018, Allison pitched on Shark Tank while nine months pregnant. She asked for $400,000 for 10% equity.
Rohan Oza saw potential but was brutally honest: "You have a great product—but your branding is crap."
He offered $400,000 for 25% equity with one condition: complete rebrand.
Allison accepted. It changed everything.
The Game-Changing Rebrand
Rohan was right. "Mother Beverage" was confusing and not memorable. They created Poppi:
- Short, fun, memorable name
- Bright, colorful, Instagram-ready packaging
- Clear messaging: "Be Gut Happy"
- Modern aesthetic that stood out on shelves
The rebrand was risky - they had to redesign everything and re-educate customers. But it worked. Poppi looked like a modern, fun brand, not a health food store product.
Retail Wins
With Rohan's connections and new branding, Poppi landed major retailers:
Whole Foods: Validated product-market fit. Customers understood gut health and paid premium prices.
Target: Proved Poppi could compete beyond health food stores with mainstream America.
Walmart: The breakthrough. In 2022, they launched in limited stores and quickly became a top-performing beverage brand.
The 2024 Walmart Expansion
Walmart went all-in:
- Expanded from ~2,400 to 4,300 stores (79% increase)
- Increased from 5 to 17 flavors
- Created "Modern Soda" shelf space
Allison credits Walmart as Poppi's most successful retailer, reaching families and customers who'd never shop at Whole Foods.
What Made Poppi Win
1. Shelf-Stopping Branding
Bright, colorful cans stood out against beige LaCroix and red Coke.
2. Perfect Timing
The gut health trend was exploding. Poppi rode that wave with a delicious solution.
3. Amazing Taste
Most functional beverages taste like medicine. Poppi tasted like a treat, driving repeat purchases.
4. Celebrity Endorsements
JLo became an investor and brand ambassador. Kylie Jenner posted about it. Organic social proof at massive scale.
The Numbers
2015-2018: Under $1M revenue, local Texas stores 2019-2020: ~$5M, Whole Foods, Sprouts, Target 2021-2022: $50M+, 10,000+ stores 2023: $200M+, 20,000+ stores 2024: $500M+, 30,000+ stores
From farmers markets to a $1.9B exit in 9 years.
The $1.9 Billion PepsiCo Acquisition
In late 2024, PepsiCo acquired Poppi for $1.9 billion.
Why Pepsi paid billions:
- Functional beverages are growing while traditional soda declines
- Poppi captures Gen Z and Millennials
- Proven retail traction in 30,000+ stores
- $500M+ revenue with strong unit economics
- First mover in the "Modern Soda" category
After the deal, Allison stayed on as Chief Brand Officer with access to PepsiCo's distribution and resources.
Key Lessons
1. Branding Can Make or Break You
"Mother Beverage" would've failed at Walmart. The rebrand saved the company.
2. Taste Beats Health Claims
Consumers won't repurchase if it doesn't taste good. Nail the product first.
3. Start Where You Can Win
Farmers markets → Whole Foods → Target → Walmart. Each step prepared for the next.
4. Work With Retailers, Not Just Through Them
Poppi partnered closely on demos, promotions, and placement.
5. The Right Partner Matters
Giving up 25% to Rohan seemed steep - but it led to billions.
The Bottom Line
Allison's story proves you don't need millions in funding or industry experience. You need:
- A product people genuinely want
- Willingness to rebrand and evolve
- Persistence through tough early days
- Strategic retail partnerships
- A brand that stands out
Poppi went from a farmers market side hustle to a $1.9 billion acquisition in less than a decade. If you solve a real problem and execute well, retail isn't a barrier - it's the unlock.
Poppi continues as a PepsiCo brand with Allison Ellsworth as Chief Brand Officer, available in 30,000+ stores including Walmart, Target, Kroger, Whole Foods, and Costco.