What does it take to turn a tiny Ecuadorian snack company into a global brand sold in more than 30 countries? In this episode of Shopify Happy Hour, Dan sits down with Martin Acosta, founder and CEO of Kiwa, to break down how a $24,000 acquisition evolved into an internationally distributed CPG business built on sustainability, direct farmer relationships, and relentless product innovation.

From sourcing nutrient-dense vegetables across South America to manufacturing chips nearly 9,000 feet above sea level in the Andes Mountains, Martin shares the behind-the-scenes realities of scaling a food company in one of the world’s most competitive retail categories.

You’ll hear how Martin:

• Bought a struggling plantain chip business and transformed it into a global snack brand.
• Built direct trade relationships with farmers across Ecuador, Peru, and Colombia.
• Used trade shows as the foundation for landing major retail and private label partnerships.
• Expanded beyond plantain chips into vegetable chips, native Andean potatoes, cassava products, and pet snacks.
• Navigated the shift from branded products into private label manufacturing for large retailers.
• Leveraged high-altitude manufacturing to create a unique chip texture and quality.
• Balanced sustainability, product quality, and scalability while growing internationally.

We also get into the bigger picture:

• Why differentiation matters more than ever in crowded CPG markets.
• The evolution of private label and how it changed the food industry after COVID.
• Lessons learned from scaling too aggressively during the venture capital boom.
• Why trade shows and real human relationships still outperform cold outreach in retail.
• How product innovation trends emerge — and why chasing trends too late can hurt brands.
• The realities of manufacturing, distribution, and scaling globally from South America.
• Why passion and long-term mission alignment are critical when building a consumer brand.

🥔 Whether you’re building a food brand, launching a CPG product, or fascinated by the operational side of global retail, Martin’s story is packed with practical insights on manufacturing, innovation, and standing out in competitive markets.

Brands & Mentions:

• Kiwa
• Walmart
• Costco
• Aldi
• Latam Airlines
• Avianca
• Runa
• Mikuna

Chapters:

00:00 Introduction to Kiwa & Martin Acosta
02:24 High-altitude manufacturing & sourcing in Ecuador
05:05 Buying a $24K snack business
10:13 Trade shows, distribution & retail growth
15:19 Private label vs. building a brand
20:34 Product innovation & entering the pet category
23:19 Why most CPG brands fail
28:32 Speed round & final thoughts