Twrl Milk Tea Co-Founder & CMO Olivia Chen Shares Essential Lessons On Setting Foot In Famed Retailer Costco - AHN Media Group

Uncategorized

September 23, 2022

SHARE:

Two mom-friends and milk tea lovers Olivia Chen and Pauline Ang have capitalized on the early success of their milk tea company by sending samples to the head office in Costco which lead to launching their product with the retail giant in just three and a half months.

“We are still pinching ourselves that our Twrl’s Taiwan-Style Black Milk Tea is now in Southern California Costco!” Olivia says, “We’re starting with 3 locations: Irvine, Monterey Park, and Tustin (2700 Park Avenue).” 

Pauline (left) and Olivia (right)

They overcame it without calling in a broker to help them. It wasn’t easy at all, however, this exemplifies the importance of hard work and perseverance of the duo to learn every step of the way for their small business to set foot in one of the world’s largest retail stores.

Olivia enthusiastically shares with Asian Hustle Network the timeline of how their plant-based Twrl Milk Tea made it into Costco to help entrepreneurs navigate the highly competitive food and beverage space. 

Roadshow Or Small Rotation

We met our buyer at Expo West (Think Super Bowl for the Food & Beverage industry where retailers and manufacturers meet up. Super worth doing if you are in CPG. We even landed our 1st TV interview).

After Expo West, we sent more samples to the office and began negotiations for placement. We were offered two ways of being at Costco:

Roadshow

  • 4 days of selling on consignment. We could control costs by using our own people and decide the volume of product we wanted to bring in.
  • Typically, this is how small brands enter Costco. If it does well, you are offered a rotation. If you don’t do well, then it’s really hard to get into the regular set.

Small Rotation

  • We started with a number of stores and the item is part of the regular set.
  • This is harder to secure because Costco is paying for the inventory and the buyer has to believe in your product.

In both situations, it is critical that Twrl Milk Tea sells well and ideally sells out. Why is this important?

It proves to the Costco Buyer that there is a market for our better-for-you plant-based milk teas. More importantly, companies owned by Asian American small business owners like ours are proven to be great partners worth investing time in and onboarding.

Reasons For Opting for Small Rotation

After a few weeks of due diligence on our end, we decided to go with a small rotation. Our reasons were simple:

  • Our manufacturer could produce the volumes needed and in the time we needed. Not always the case in this crazy supply chain. We are made in the USA so it makes a huge difference in our speed for delivery.
  • We could handle the financial obligations to fund the inventory. It’s a lot of money upfront so it’s not a light decision for a smaller company like ours. And, there is still a chance you can be sitting on inventory if it does not sell through.
  • We are committed to Costco and wanted to be part of the regular set and did not want to take the chance that with Roadshow which is only 4 days could be a bust due to so many variables that we may not be able to control.
  • We love Costco ourselves and shop there regularly so we saw our consumers there! Did you know the typical Costco shopper is 35-44 years old, an Asian female making $125,000 and the average trip is $114?!

Roadshow which is only 4 days could be a bust due to so many variables that we may not be able to control.

-Olivia Chen

Decisions, Decisions, Decisions

What flavor to sell?

Out of our 3 flavors, we selected Taiwan-Style Black Milk Tea to launch because it’s one of our best sellers and our Taiwan-Style Black Milk Tea flavor is really unique. Our single-origin loose-leaf black tea is a one-of-a-kind varietal, sourced from a small multi-generational family farm on a misty slope, fed by sweet mountain spring water.

Our tea flavor, aroma, and health benefits are un-parallel to anything on the market. We use pea milk and lightly sweetened our teas with organic agave so our tea flavors really come through. Only 45 calories & 6g of sugar per can.

What would the packaging look like?

Packaging design and sourcing begin for Costco. Luckily for us, Pauline Ang is a seasoned graphic design guru (with 15+ years in the food and beverage packaging for Fortune 500 companies) and designs all our packaging in-house so we could save costs and time here!

How to onboard?

Mountains of paperwork for our two-person team begin. We didn’t use a broker and did everything ourselves. Yes, a broker would have been so incredibly helpful to answer all the questions that we didn’t know the answers to and definitely would have saved us some headaches.

Big Takeaways

  • Don’t be afraid to chase the account you want to be in. Don’t be shy about sharing your vision of where you see the company. Special thanks to Ryan Sung of Honolulu Cookie Company and Vincent Kitirattragarn of Dang Foods for talking to us about their journey with Costco and encouraging us to go for it.
  • It can be done without a broker but not without headaches and some huge learning curves and we did make some mistakes along the way.
  • Have an advocate. We have been super lucky that our buyer has been so incredible to work with and it’s important to have such an advocate in the company. Cannot over-emphasize this enough!
  • Your team matters. Grateful to share this journey with Pauline Ang who is such an amazing friend and business partner. We are two moms that love Milk Tea and simply wanted to make milk tea —a quintessential Asian drink that we love—even better.

Don’t be shy about sharing your vision of where you see the company.

-Olivia chen

Connect with Olivia and Pauline

Your support would mean the world to our small business and the small family farms that use sustainable practices for a tea that’s better for you, and better for the planet. Follow our journey: Instagram, Facebook, TikTok, Twitter

Twrl Warehouse

Related Articles

99-jpg

Stories

From a Childhood Dream to the Red Carpet: How Elenor Mak’s Two-Year Mission to Give Michelle Yeoh a Personalized Doll Finally Happened

What started as a small tribute from a mother turned into a two year journey filled with patience, rejection, and hope.

Elenor Mak simply wanted to honor Michelle Yeoh and show her daughter that Asian girls can be the hero of the story too.

No one expected that the journey would end on the red carpet at the Hollywood Walk of Fame.

Image source: Elenor Mak

The Childhood Inspiration

Elenor Mak grew up watching Michelle Yeoh on Cantonese VHS tapes at home. Seeing an Asian woman lead films and command the screen made a deep impression on her as a child. It showed her that someone who looked like her could be strong, fearless, and at the center of the story. That belief stayed with her for years.

When Michelle Yeoh won the Academy Award for Best Actress, Elenor listened closely to the speech. Michelle spoke about being a beacon of hope for children who were waiting to see themselves represented. The moment felt personal to Elenor. That was when she decided to create a doll that captured that historic win.

Image source: Elenor Mak

A Two Year Mission

Creating the doll was a careful process that took five months. A professional stylist in Los Angeles helped shape the look, while a supporter in Hong Kong hand sewed the detailed feathery gown. Each part was made slowly and thoughtfully. Everyone involved wanted the doll to reflect Michelle Yeoh’s iconic Oscar moment.

At the center of it all was Elenor’s mother. She sat at the kitchen table attaching the final accessories with crazy glue and steady hands. When the doll was finished, the real challenge began. For two years, Elenor tried to find a way to get the doll into Michelle Yeoh’s hands.

Image source: @jonmchu (Instagram)

The Hollywood Moment

When Michelle Yeoh’s Hollywood Walk of Fame ceremony was announced, Elenor knew she had to try again. She flew to Los Angeles with her friend Dion Lim, an Emmy Award winning journalist, hoping for one last chance. They waited behind barricades for hours as the crowd gathered. After hearing no from security several times, they almost gave up.

Then something unexpected happened. Janet Yang, a producer and former head of the Academy, stepped in and helped make the moment possible. Soon after, Michelle Yeoh lifted the doll on the red carpet while Sandra Oh and Awkwafina cheered nearby. For Elenor, the moment meant more than giving a gift. It was for the little girl who once watched Michelle Yeoh on old VHS tapes and believed she could belong too.

IMG_9529-jpeg

Stories

Jonathan Quach Was Told He Was Too Young and Too Asian to Lead—Now He’s Built Team Quachro Into One of California’s Largest Youth Basketball Platforms

At 19 years old, most people are still trying to figure out who they want to become. Jonathan Quach, who also goes by Johny, was already thinking about how he could create space for others to grow.

He did not have investors backing him or access to elite facilities. What he had was a deep love for basketball and a growing frustration with how many talented kids were being left out of high-level programs simply because they lacked money, connections, or visibility. 

The name Team Quachro (TQ) was originally created just to enter his first eight kids into a local youth league. What started as a play on words from his last name, ended up becoming a staple in the Orange County Basketball community, competing with the other heavy hitters in the industry.

Starting at 19 with Nothing but Belief

Starting a program at 19 meant stepping into rooms where almost everyone was older. Johny had to lead coaches and speak with parents who had decades more life experience than he did. When he had only 50 kids in the program, a handful of larger, established programs recognized the early growth and tried to buy him out from the start.

As Team Quachro began gaining attention and players began leaving other programs to join his team, some competing coaches sent negative emails to others behind his back. Instead of responding with arguments, Johny chose to respond with action. He focused on developing his athletes and strengthening the culture of the program.

Now 26 years old, Johny has built one of the largest basketball programs and tournament operations in California. By remaining consistent and treating every family with respect, he gradually turned early skepticism into long-term trust. Team Quachro now serves more than 300 athletes, with thousands of families having come through the program over the years.

Carving a New Lane for Asian Leadership

Building one of California’s largest platforms by age 26 is a feat in itself, but doing so as an Asian founder carries even more weight. In the youth basketball world, Asian founders are rarely seen in leadership roles. Johny understood that reality and wanted younger players to see someone who looked like them leading from the front.

Representation, for him, was not about making statements. It was about building something real and lasting that could create opportunity for others. Every partnership and every opportunity had to be earned through persistence and relationship building.

Over time, that work transformed a small training group into one of the most respected sports organizations in California. Johny proved that leadership is not determined by age, background, or stereotype. It is shaped by commitment, integrity, and care for the people you serve.

Leaving a Legacy Bigger Than Trophies

What began as a handful of local training sessions has grown into a thriving ecosystem of teams, tournaments, and mentorship. The results of that dedication are visible at the next level, with TQ athletes playing at the Division I college level, as well as at JUCO and NAIA programs.

Despite that growth, Johny has worked intentionally to keep the heart of the program intact. He continues to cover costs for athletes who cannot afford to participate and organizes free clinics to make the game more accessible. He believes that financial limitations should never be the reason a child cannot pursue their potential.

Johny did not inherit a platform, and he did not receive a head start. Today, the program stands as more than a basketball organization. It stands as a family built on loyalty, mentorship, and shared belief. For him, that culture is the greatest achievement of all, far greater than any trophy or tournament win.

Discover more from Johny Quach here:

📍Instagram

Learn more about Team Quachro Basketball here:

📍Website

image (1)-png

Stories

Taiwan Heir Andre Koo Jr. Steps Beyond a $6.3B Dynasty to Build the Future of AI in New York City

Andre Koo Jr. was born into one of Taiwan’s most influential business families, where legacy and leadership have shaped industries for more than a century.

As a fifth-generation heir to a $6.3 billion empire, he had every reason to remain within the comfort and stability of an established dynasty.

Yet instead of staying home, he chose to build something new in New York, placing a focused bet on the future of artificial intelligence.

Image Source: NYU Stern

Honoring a 130-Year Legacy While Charting His Own Path

For generations, the Koo family has played a defining role in Taiwan’s business landscape, building institutions that span finance, infrastructure, and beyond. Growing up within that environment meant understanding both the privilege and the responsibility tied to the family name. Legacy, in this case, was not just inherited wealth but a long-standing commitment to growth and impact.

Still, Andre Koo Jr. believed that honoring tradition did not require standing still. While remaining actively involved in the Koo Family Office, he set his sights on expanding the family’s global footprint. His move to Manhattan marked a deliberate step toward independence, signaling a desire to test his vision in one of the world’s most competitive markets.

Image Source: Private Wealth Institute

Building K8 Capital for the AI Era

That vision took shape through K8 Capital, a firm designed to invest in artificial intelligence and enterprise software. Rather than following typical venture capital models, Andre structured a hybrid strategy that blends private credit with venture investments. This approach allows him to pursue innovation while maintaining disciplined risk management.

The strategy is already delivering results, with gains of over 50 percent achieved through carefully structured short-term loans. K8 Capital has secured five major investors and is actively deploying capital into promising technology companies. By combining the prudence of established wealth with the speed of modern tech investing, Andre Koo Jr. is building a bridge between a historic dynasty and the next generation of innovation.

image-png

Stories

Asia’s First Person to Reach Space Was Vietnamese Fighter Pilot Pham Tuan, Who Continues to Inspire a New Generation

In 1980, a Vietnamese fighter pilot from a small rural province made history by becoming the first person from Asia to travel into space.

Long before rockets and research labs, Pham Tuan grew up in the rice fields of Thái Bình, far from the world of astronauts and orbiting stations.

Today, his journey beyond Earth remains a powerful story of courage, discipline, and possibility for young people across Asia.

Image Source: Saigoneer

From Rural Fields to the Edge of Space

Before he ever saw space, Pham Tuan built his career as a fighter pilot in the Vietnamese Air Force. His skill and discipline eventually led to his selection for an international space program, a rare opportunity at the height of global political tension. It was a dramatic shift from flying combat missions to preparing for a journey beyond Earth.

The transition demanded years of intense physical and technical training. He had to master new systems, adapt to life in zero gravity, and prepare for risks no one from his continent had faced before. Each step brought him closer to a milestone that would place his name in history.

Image Source: Saigoneer

Seven Days That Changed Asia’s Story

On July 23, 1980, Pham Tuan launched aboard a Soyuz spacecraft and became the first Asian to reach space. He spent seven days aboard the Salyut 6 space station, conducting scientific research and observing Earth from orbit. During that time, he captured images of Vietnam from above, offering a view of his homeland few had ever seen.

After returning to Earth, he resumed life in Hanoi with his family, carrying memories of a journey that reshaped regional history. He continues to reconnect with former crew mates and remains one of only three people of Vietnamese descent to have traveled beyond Earth’s atmosphere. Decades later, his achievement still stands as a symbol of how far determination can take someone, even from the most humble beginnings.