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We’re continuing our Founders Flashback series by revisiting my conversation with Katie Lefkowitz, founder of Harken Sweets, a better-for-you candy brand that is changing the way consumers think about indulgence.
When I originally interviewed Katie, Harken was already on shelves at Walmart and expanding into retailers across the country. Katie shared the behind-the-scenes story of taking her healthier candy concept from her kitchen to thousands of retail doors, including how she prepared for Walmart, scaled manufacturing, managed inventory and built relationships with retail buyers.
In this episode, Katie and I talk about:
• How a personal health journey inspired the creation of Harken Sweets
• Turning a homemade recipe into a scalable product
• Finding the right manufacturing partner
• How Harken landed Walmart and went from “yes” to shelf in about five months
• What founders need to know about supply chain and replenishment
• Building strong relationships with buyers and retail partners
• Why sampling and word of mouth have been so powerful for the brand
• How to think about merchandising and where your product belongs on shelf
• Why getting onto the shelf is only the beginning of your retail journey
And because this is a Founders Flashback, I’m also sharing an update on Katie and Harken Sweets since our original conversation, including the brand’s continued retail expansion, new investment from Taste Tomorrow Ventures, Selva Ventures and GRTSHT Ventures, and its expansion into Costco.
This conversation is a great reminder that getting the retail yes is just the beginning. The real work is building the systems, relationships and consumer demand that allow your brand to grow once you’re on shelf.
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