# #146 - Buyer Spotlight: Darren Viscount, Bristol Farms

- Show: [The Startup CPG Podcast](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast)
- Published: 2024-06-11
- Length: 50m
- Episode: 46
- Page: https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-06-11-146-buyer-spotlight-darren-viscount-bristol-farms
- Listen: https://share.transistor.fm/s/e80471ac

## Summary

Darren Viscount, Senior Natural Living Category Manager at Bristol Farms, discusses his approach to curating the health and wellness category, emphasizing a 70/30 natural-to-conventional store mix and the importance of empathy derived from his personal battle with leukemia. He details current consumer trends, noting that social media drives discovery of ingredients like cmos and mushrooms, while foundational products like protein and probiotics remain sales leaders. Viscount explains his strategy for brand selection, which relies on active social media monitoring, LinkedIn outreach, and fostering strong relationships with in-store teams through events like 'Natural Palooza' to ensure successful execution and sales velocity.

## Outline

1. Introduction: Darren Viscount and Bristol Farms Overview
2. Viscount's Personal Journey: Leukemia and Career Origins
3. Consumer Trends: Social Media, cmos, and Mushrooms
4. Bristol Farms Store Strategy and Banner Structure
5. Category Management: Supplements, Protein, and Gut Health
6. Brand Submission Process and Accessibility
7. In-Store Execution and Team Empowerment
8. Events, Community Building, and Future Podcast

## Topics

- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)
- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)

## Most relevant to

large enterprises

## Mentioned

- Bristol Farms (company)
- Lazy Acres (company)
- Good Food Holdings (company)
- Green Regime (product)
- Leisure Hydration (company)
- Shark Tank (other)
- GNC (company)

## Related episodes from other shows

- [Advice Line with Andy Dunn of Bonobos](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-04-17-advice-line-with-andy-dunn-of-bonobos) (How I Built This)
- [Ep. 37 - Keeping Sales Up](https://hardwarepodcasts.com/podcast/open-hardware-manufacturing-podcast/2025-02-07-ep-37-keeping-sales-up) (Open Hardware Manufacturing Podcast)
- [Advice Line with Ben Goodwin of Olipop](https://hardwarepodcasts.com/podcast/how-i-built-this/2026-09-03-advice-line-with-ben-goodwin-of-olipop) (How I Built This)
- [Live Episode! Glossier: Emily Weiss](https://hardwarepodcasts.com/podcast/how-i-built-this/2018-11-26-live-episode-glossier-emily-weiss) (How I Built This)
- [Advice Line with Daymond John of FUBU](https://hardwarepodcasts.com/podcast/how-i-built-this/2026-08-27-advice-line-with-daymond-john-of-fubu) (How I Built This)

## Citing this page

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