# Stonyfield Yogurt: Gary Hirshberg (2017)

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2019-08-19
- Length: 58m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017

## Summary

Gary Hirshberg, co-founder of Stonyfield Yogurt, recounts how he and partner Samuel Cayman turned a small organic farm side-hustle into a major US brand despite repeated near-death experiences. They faced severe cash flow crises, outsourced production failures, and a hostile takeover attempt by a co-packer, forcing them to design and build their own factory in Vermont. The company eventually achieved profitability, expanded into organic milk sourcing, and was sold to Danone, and later Lactalis, while maintaining its mission-driven culture.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=0) Introduction: Gary Hirshberg and the Stonyfield Origin Story
- [3:39](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=219) Gary's Background: Family Business Collapse and Environmental Science
- [10:14](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=614) Starting Stonyfield: The First Cow, Nuns' Grant, and Local Sales
- [15:04](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=904) Early Growth: Cash Flow Crises, Borrowing from Family, and Retail Breakthrough
- [24:28](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=1468) Scaling Pains: Outsourcing Failure, Receivership, and the 1987 Crash
- [38:02](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=2282) The Dark Hour: Debt, Hostile Takeover Attempt, and Designing a New Factory
- [48:25](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=2905) Recovery: SBA Loan, New Factory, and Path to Profitability
- [50:34](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=3034) Exit Strategy: Selling to Danone and Maintaining Control
- [56:28](https://hardwarepodcasts.com/podcast/how-i-built-this/2019-08-19-stonyfield-yogurt-gary-hirshberg-2017#t=3388) Postscript: Carin Luna-Ostaseski and SIA Scotch

## Topics

- [Starting a product company](https://hardwarepodcasts.com/topic/starting-a-company)
- [Fundraising & investors](https://hardwarepodcasts.com/topic/fundraising)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Manufacturing partners & offshoring](https://hardwarepodcasts.com/topic/manufacturing-partners)
- [Growth, exits & acquisitions](https://hardwarepodcasts.com/topic/growth-exits-and-acquisitions)

## Most relevant to

founders before launch, early-stage companies, companies scaling up

## Mentioned

- Stonyfield Yogurt (product)
- Danone (company)
- Lactalis (company)
- SIA Scotch (product)
- Oban 14 (product)
- Safeway (company)
- Target (company)

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- [Founder Feature:  Elan Halpern & Kiki Couchman of Sourmilk](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2025-11-07-founder-feature-elan-halpern-kiki-couchman-of-sourmilk) (The Startup CPG Podcast)
- [Founder Feature: Charlie Gentry of TruJoy](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-10-25-founder-feature-charlie-gentry-of-trujoy) (The Startup CPG Podcast)
- [Looking on the Starryside with co-founders Liz Seelye & Erin Fasano](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-04-12-looking-on-the-starryside-with-co-founders-liz-seelye-erin-fasano) (The Startup CPG Podcast)
- [Founder Feature: Ehime Eigbe-Akindele of Sweet Kiwi](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2025-02-07-founder-feature-ehime-eigbe-akindele-of-sweet-kiwi) (The Startup CPG Podcast)
- [Founder Feature: Hannah Pollack of Nightingale Ice Cream](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2026-04-10-founder-feature-hannah-pollack-of-nightingale-ice-cream) (The Startup CPG Podcast)

## Citing this page

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