# #151 - Field Sales Part 2: Namik Soltan, GNGR Labs

- Show: [The Startup CPG Podcast](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast)
- Published: 2024-07-10
- Length: 45m
- Episode: 56
- Page: https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-07-10-151-field-sales-part-2-namik-soltan-gngr-labs
- Listen: https://share.transistor.fm/s/5643b285

## Summary

Namik Soltan, CEO of GNGR Labs, details how he launched his spicy ginger shots in New York City during the COVID-19 pandemic by building an in-house field sales and distribution team. He explains the operational challenges of managing routes, collecting payments, and merchandising with just one truck, which allowed the brand to reach 400 stores and generate $400,000 in its first year. Soltan describes the strategic pivot to partnering with regional distributor Dora Naturals to scale to 1,200 stores, highlighting the unit economics and trade-offs between self-distribution and third-party logistics.

## Outline

1. Introduction: Namik Soltan and GNGR Labs Origin Story
2. Product Development and Market Entry During COVID-19
3. Building an In-House Field Sales and Distribution Team
4. Operational Challenges: Routes, Payments, and Merchandising
5. Transitioning to Third-Party Distributor Dora Naturals
6. Scaling Strategy, Unit Economics, and Future Advice

## Topics

- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Manufacturing partners & offshoring](https://hardwarepodcasts.com/topic/manufacturing-partners)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)

## Most relevant to

early-stage companies

## Mentioned

- GNGR Labs (company)
- Dora Naturals (company)
- SimplyDepo (tool)
- Calypso Lemonade (product)
- QuickBooks (tool)

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## Citing this page

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