B2B to Home Delivery

Hint Water adapted their B2B office delivery model during COVID-19 by transitioning to sending cases directly to employees' homes, maintaining corporate relationships while offices were closed.

Key Points:

• Original B2B Model:

  • Started with tech companies in Silicon Valley
  • Became a significant revenue stream through corporate food service
  • Created a flywheel effect where office workers would then request the product in local stores

• COVID-19 Adaptation:

  • Shifted from office delivery to home delivery when offices closed
  • Corporate executives arranged to send cases to employees' homes
  • Positioned as a health-focused employee gift/perk

• Corporate Partnership Strategy:

  • Built relationships starting with major tech companies (Google, Facebook)
  • Expanded through word-of-mouth and employee transitions between companies
  • Leveraged existing relationships to maintain business during workplace disruption

• Distribution Evolution:

  • Started with 6-month shelf life, now extended to 2 years
  • Maintains both B2B and retail presence
  • Uses multiple co-packers for production and distribution across the US