Allison Ellsworth (Picture source: Ellsworth's Instagram)
A homemade drink prepared in a Texas home's kitchen about a decade ago became a beverage business worth nearly $2 billion. Allison Ellsworth, was experimenting with fruit, apple cider vinegar and soda water to address her personal digestive concerns.
The recipe for her health went on to become Poppi, a business co-founded with her husband, Stephen. In 2025, PepsiCo acquired the company in a $1.95 billion deal.The business had modest beginnings. Before Poppi became a recognised soda brand, Ellsworth was selling her drink at farmers’ markets, trying to convince customers to taste something unfamiliar. But her appearance on the television programme Shark Tank while nine months pregnant secured an investment that helped the business move forward.The company subsequently built its audience through social media and expanded into major American retail chains. According to Fortune magazine, Poppi recorded annual revenue exceeding $500 million in 2024 and was available at more than 120 retailers. Its acquisition by PepsiCo followed years of expansion. The company has also faced questions over its health-related marketing claims.Speaking on Adam Mendler's Thirty Minute Mentors podcast, Ellsworth talked about the decisions that shaped Poppi, including her early attempts to attract customers, her experience with TikTok and the difficulties of managing a business growing faster than she had expected.
Why Allison Ellsworth started making her own drink
Ellsworth's interest in creating a beverage developed after she began experiencing digestive problems and persistent tiredness. She tried drinking apple cider vinegar but found its taste unpleasant. This prompted her to experiment with different ingredients until she developed something she preferred drinking.Her initial intention was not to establish a major beverage company. During the podcast interview, she explained that she wanted to share a product she had created for herself.However, turning that personal experiment into something customers would purchase proved challenging. At farmers’ markets, Ellsworth encountered people who struggled to understand what made her drink different from other beverages.Their responses were not always encouraging. Rather than receiving immediate enthusiasm, she often found herself explaining the product repeatedly. Those conversations became an early opportunity to understand how customers viewed the drink.The business gained wider attention in 2018 when Ellsworth appeared on Shark Tank. On the show, investor Rohan Oza agreed to invest $400,000. Ellsworth was nine months pregnant during her appearance and, according to her podcast account, she gave birth 10 days later.
How TikTok helped Poppi reach more customers
Poppi's official launch came in March 2020, just as the Covid-19 pandemic was beginning. The timing created a difficult environment for introducing a consumer brand, prompting Ellsworth to explore other ways of reaching people.She turned to TikTok, where she began posting videos without a dedicated production team or formal social media training. Some featured recipes and dancing, while others focused on her experiences as a founder.Ellsworth acknowledged that she initially felt uncomfortable appearing in these videos. Nevertheless, the response helped her identify which parts of her story interested viewers.A particularly successful post involved her explaining how the drink originated in her kitchen and eventually reached Shark Tank.
She told Mendler that the video attracted widespread attention and generated $100,000 in sales while she was asleep.Following that experience, Poppi continued investing in digital marketing and direct communication with consumers. Its promotional activities extended beyond conventional beverage advertising to include influencers, events and brand collaborations.
From supermarket shelves to
As Poppi's popularity increased, the company expanded its retail presence and introduced a range of flavours.
Poppi offered 16 flavours and had attracted celebrity investors, including Olivia Munn, Post Malone, Alix Earle and Nicole Scherzinger.According to Ellsworth, approximately 250 employees were hired over four years. Having initially handled several responsibilities herself, she eventually brought in experienced professionals to manage areas where she lacked expertise.Customer feedback also influenced product decisions. Ellsworth recalled that Poppi's root beer flavour had struggled commercially for two years.
After receiving complaints about its taste and packaging, the company revised both and openly discussed the criticism on social media. She said the updated product subsequently became one of its stronger sellers.By 2024, Poppi's annual revenue had crossed $500 million, according to figures reported by Fortune. The following year, PepsiCo completed its acquisition of the company for $1.95 billion, a figure that included an estimated $300 million in cash tax benefits.However, the company's expansion was not without controversy. Fortune reported that Poppi agreed to an $8.9 million settlement following a class action lawsuit challenging its marketing claims about digestive health. The company maintained that the settlement did not amount to an admission of wrongdoing.