Overcoming £12,000 Loss to 400 Retailers Stocking Riviera Iced Tea: The Founders Story

Описание: “I do think as a founder of a small business, if you can get face to face with someone, you sell them on the story, not the product”.

On this episode of eCom@One, host Richard Hill sits down with Fran Gresswell, the dynamic founder of Riviera Iced Tea, a premium drinks brand she launched while still at university. Fran’s journey is nothing short of inspiring: from bootstrapping her business and overcoming a devastating £12,000 loss to a manufacturer, to landing her product in over 400 independent retailers and major venues, including the Co-op and prestigious spots like Chatsworth and Holcombe Hall.
This conversation dives into the realities of building a brand in the tough world of physical products without the cushion of huge funding or sugarcoating the setbacks. Fran shares her honest experiences hustling for retail listings; literally walking into cafes and stores, selling her story face-to-face, and building relationships with buyers through persistence and timing.
We hear how Riviera repositioned itself as a premium non-alcoholic alternative, leveraging TikTok and personal branding to drive growth and turn viral moments into wholesale success. Fran opens up about navigating tight margins in food and drink, the impact of rising costs, and the strategies she’s using to stay resilient as a founder including email campaigns, guerrilla marketing, and adapting to changing consumer habits.
If you’re a founder or marketer navigating retail, D2C, or just curious about what it takes to build a brand from scratch in today’s market, this episode brings grounded advice, practical insights, and a hefty dose of real talk from someone who’s living it every day.
00:00 Local Spotlight: Riviera Iced Tea
04:15 Lessons from a Costly Mistake
06:29 "Overcoming Doubt in Business"
11:45 "Flavors Drive Iced Tea Success"
13:24 "Securing Retail Listings Journey"
16:16 "Festival Sales Strategy Insights"
21:06 "Expanding into Ideal Venues"
23:57 TikTok Boosted My Business
28:26 "Rewarding Loyal Customers First"
29:46 "Subscription Plan Discussion Insights"
33:10 Small Business Challenges Persist
35:57 "What Keeps You Up?"
39:09 Learn from Business Failures