How Martin Acosta Built Kiwa Into a Worldwide Brand From the Andes Mountains

What does it take to turn a tiny Ecuadorian snack company into a global brand sold in more than 30 countries? In this episode of Shopify Happy Hour, Dan sits down with Martin Acosta, founder and CEO of Kiwa, to break down how a $24,000 acquisition evolved into an internationally distributed CPG business built on sustainability, direct farmer relationships, and relentless product innovation.From sourcing nutrient-dense vegetables across South America to manufacturing chips nearly 9,000 feet above sea level in the Andes Mountains, Martin shares the behind-the-scenes realities of scaling a food company in one of the world’s most competitive retail categories.You’ll hear how Martin:Bought a struggling plantain chip business and transformed it into a global snack brand.Built direct trade relationships with farmers across Ecuador, Peru, and Colombia.Used trade shows as the foundation for landing major retail and private label partnerships.Expanded beyond plantain chips into vegetable chips, native Andean potatoes, cassava products, and pet snacks.Navigated the shift from branded products into private label manufacturing for large retailers.Leveraged high-altitude manufacturing to create a unique chip texture and quality.Balanced sustainability, product quality, and scalability while growing internationally.We also get into the bigger picture:Why differentiation matters more than ever in crowded CPG markets.The evolution of private label and how it changed the food industry after COVID.Lessons learned from scaling too aggressively during the venture capital boom.Why trade shows and real human relationships still outperform cold outreach in retail.How product innovation trends emerge — and why chasing trends too late can hurt brands.The realities of manufacturing, distribution, and scaling globally from South America.Why passion and long-term mission alignment are critical when building a consumer brand.🥔 Whether you’re building a food brand, launching a CPG product, or fascinated by the operational side of global retail, Martin’s story is packed with practical insights on manufacturing, innovation, and standing out in competitive markets.Brands & Mentions:KiwaWalmartCostcoAldiLatam AirlinesAviancaRunaMikunaChapters:00:00 Introduction to Kiwa & Martin Acosta02:24 High-altitude manufacturing & sourcing in Ecuador05:05 Buying a $24K snack business10:13 Trade shows, distribution & retail growth15:19 Private label vs. building a brand20:34 Product innovation & entering the pet category23:19 Why most CPG brands fail28:32 Speed round & final thoughts