Hardware Podcasts

Quality of Revenue Beats Growth: Why a Quick Costco Win Can Boom and Bust

The Startup CPG Podcast · 24 Oct 2026 · 38m · Episode 389

What this episode covers

Moira O’Connell, Vice President at Astō Consumer Partners, explains the firm’s late-stage growth strategy, focusing on profitable CPG brands with $40M+ in sales and checks of $25M–$75M. She highlights portfolio companies Clean Skin Club, Bloom Nutrition, and Starface, detailing how they expanded from DTC to retail or new categories like beverages. O’Connell emphasizes that quality of revenue, particularly avoiding boom-and-bust cycles like a quick Costco win, is more critical than raw growth, and discusses the importance of aligning on valuation and growth levers early in fundraising.

Most relevant to

companies scaling up

Topics

Mentioned

Companies
Astō Consumer Partners, L Catterton, Bank of America, Nestle, Heaven Hill Distillery, Amplify Snack Brands, Hershey, Target, Walmart, Amazon
Products
Clean Skin Club, Bloom Nutrition, Starface, Sweet Leaf Tea, Deep Eddy Vodka, SkinnyPop, Nutribullet, C4 Energy

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