Gross To Net

George Milton
  • 5.0 (6)
  • ENTREPRENEURSHIP

 Gross to Net is a podcast about what people actually optimize for in business and life and what they're left with after all the costs are tallied. Most business podcasts ask "How did you succeed?" We ask "What did it cost?" Not just money. Time, health, relationships, meaning.  We talk to founders, investors, and operators about the real math: what went in, what came out, and whether they'd make the same tradeoffs again. No highlight reels. No sanitized success stories. Just honest conversations about what you're actually building and why.  Also, we are on a quest to eventually learn the meaning of life.

Episodes

  1. 4D AGO

    Ep. 11 - Leaning Into Discomfort with Greg Esslinger | Gross To Net

    Greg Esslinger used to be a Supplier Manager at UNFI. In fact, he was MY Supplier Manager at UNFI when Yellowbird was a fledgling brand. We were both learning the industry at the same time from completely different angles.  Greg opted out of big distribution years ago to prioritize time with his family and meaningful work over climbing a corporate ladder that ultimately wasn't filling his cup more than draining it. Tune in for a candid talk about what your distributor partners are optimizing for and some of the things you should look out for. Follow Greg on LinkedIn for regular deduction tips.

    1h 14m

  2. JAN 26

    Ep. 10 - Live A Little with David Delcourt | Gross To Net

    David is the founder of Seed Ranch Flavor Co. and Grown As* Foods. Previously in the renewable energy sector, he never seems to stop moving.  That penchant for moving takes him all over the world. And he's using his business spend to travel there, in style, for almost free. Check out David's story here and then head over to the Gross To Net Substack to see the points travel plan that David built JUST FOR ME. If you're a business owner looking to make the most of your travel rewards, hit him up at cpgpoints@gmail.com.

    1h 17m

  3. JAN 19

    Ep. 9 - Build Something You're Proud Of with Tim Otto | Gross To Net

    Tim Otto started his first business when he was 12, incorporated at 16, and sold it at 25. He had attained material wealth in his mid-20's but was burnt out. When Tim met Alex (now his wife) he was finishing his MBA while she was in her first year of dental residency. Alex Otto had the seed of an idea that ultimately turned into Alcan Dental Cooperative: their answer to PE consolidation of dental practices. Private equity has eaten dentistry. 34% of practices are now owned by DSO's, up from 2% in the 1990's. Alcan is an ownership model that keeps actual dentists in the ownership seat while providing the services and financial support of traditional PE-owned DSO's. The dental industry is about 20 years behind the medical industry in the US as far as PE consolidation goes. If we're not happy with how the medical industry works today, we won't be happy with how the dental industry works in a few decades if we don't change the incentives. Tim and Alex are doing just that. Tim and Alex also started Kids Tooth Team Outreach which is a mobile dental clinic providing free dental care to kids all across Central Texas. The dynamic duo realized that one of the major hurdles to care was geographic access to dental practices, not just financial access. To date, they've delivered almost $800k worth of free dental care to kids. Join me for a great conversation that will have you rethinking what it means to make a positive impact.

    1h 13m

  4. JAN 12

    Ep. 8 - Building Meaning From The Ground Up with Mason Arnold | Gross To Net

    Mason was a chemical engineer at UT who started an environmentally-friendly lawncare service and discovered his lifelong addiction to entrepreneurship. Among other amazing accomplishments, Mason founded Greenling as a very early grocery delivery service and hit #3 on the Inc 5000 list when he was running Cece's Veggie Co.  Now Mason and his wife Jess run Small Potatoes which an anti-PE incubator for amazing early to mid stage CPG food brands. He also writes The Puzzle which is Mason's exploration of, as he says, building meaning from the ground up. Follow Mason and also give us a 5-star rating on your podcast app! It helps a whole lot. Check out the Gross To Net Substack for more groundbreaking content.

    1h 15m

  5. JAN 5

    Ep. 7 - Just Breathe with Lauren Vogel | Gross To Net

    Lauren Vogel is an Alabama-based yogi, marketer, and writer who, with her partner and co-founder, is building and running a community yoga app called Zentric. She's building small and following positive energy at every turn. Tune in for a great conversation and follow Zentric on Instagram for flows and meditations.

    1h 5m

  6. 12/29/2025

    Ep. 6 - Pick One Thing with Alison Cayne | Gross To Net

    Today I talked with Alison Cayne. Alison is the founder of Haven's Kitchen which was originally a cooking school and turned into a CPG brand. She also runs In The Sauce podcast (like and follow) and writes This Is Not An Advice Column on Substack.  Alison is an entrepreneur's entrepreneur. We discuss everything including building and shutting down her brand, all the things she learned along the way, how she's giving back now, and what she got out of all of it.

    1h 15m

  7. 12/08/2025

    Ep. 5 - Repair The World with Errol Schweizer | Gross To Net

    Errol Schweizer scaled Whole Foods' grocery division from $1B to $5B as VP, launching brands like Beyond Meat and Vital Farms while setting national standards for organic and regenerative agriculture. Now he documents grocery consolidation and corporate profiteering as a Forbes contributor and newsletter writer. In this episode, Errol breaks down how Whole Foods industrialized better-for-you food at scale, the economics behind grocery pricing power, and why Walmart's dominance shapes what gets grown and sold in America. He explains the math that drives food systems—from profit compulsion in publicly traded companies to the challenges of scaling regenerative agriculture—and makes the case for public grocery stores as a backstop to corporate food monopolies. We dig into the uncomfortable truths about grocery margins, the difference between HEB and Kroger, why local food systems struggle to gain traction, and what it actually takes to operationalize the right to good food. Errol brings receipts on price gouging during COVID and explains why the middle of the food system—not farm-to-table movements or food tech—is where real change needs to happen. If you want to understand how grocery actually works and what needs to change, this is essential listening. Follow Errol's writing at The Checkout: https://grocerynerd.substack.com/

    1h 12m

  8. 11/24/2025

    Ep. 4 - Work Hard And Be Nice To People with Jimmy DeCicco | Gross To Net

    I talked to Jimmy DeCicco who co-founded Super Coffee with his brothers in a dorm room. Jimmy has raised over $100mm to grow his company to the third largest bottled coffee in America and we talk about growing pains and how they had to change what they optimized for. Jimmy and I also talk about life and fitness and what it's like to hire your replacement at the company you started. Jimmy is now an investor at Anthos Capital and you can learn more about him, Anthos, and Super Coffee by following him on LinkedIn: https://www.linkedin.com/in/jimmy-decicco/ Jimmy helps me on my quest to learn the meaning of life.

    59 min

  9. 11/20/2025

    Ep. 3 - Tracking Entrepreneurship with Daniel Giacopelli | Gross To Net

    Today I talked with Daniel Giacopelli who has spent a lot of his career interviewing and writing about entrepreneurs. Originally the host of "The Entrepreneurs", one of the industry's first podcasts about entrepreneurship, Daniel is now running a newsletter called For Starters (https://forstarters.co/) where he shares stories and ideas on how to be an entrepreneur living a life you love.  Daniel specifies that this is specifically not for founders who want to raise $100mm and go public.

    58 min

  10. 11/17/2025

    Ep. 2 - Building Authority with Ellen Donnelly | Gross To Net

    I talked to Ellen Donnelly (Ellen from The Ask) about making the transition from recruiting into coaching entrepreneurs. We talk about why people even start businesses and I get some free, on-air consulting.  Ellen turns the tables back on me but then I turn them back again. My, my, how the turntables have...turned? I recommend subscribing to Ellen's newsletter, The Ask, at https://the-ask.uk/newsletter

    1h 6m

  11. 11/13/2025

    Ep. 1 - Chasing Arbitrage with Eric Martindale | Gross To Net

    Today I talk with Eric Martindale about the digital shelf and how he's spent his life chasing arbitrages. Follow Eric on LinkedIn for nearly daily posts about where food and bev retail media is going:  https://www.linkedin.com/in/eric-martindale-amazonagency/

    54 min
  • 11 Episodes

Ratings & Reviews

5
out of 5
6 Ratings

About

 Gross to Net is a podcast about what people actually optimize for in business and life and what they're left with after all the costs are tallied. Most business podcasts ask "How did you succeed?" We ask "What did it cost?" Not just money. Time, health, relationships, meaning.  We talk to founders, investors, and operators about the real math: what went in, what came out, and whether they'd make the same tradeoffs again. No highlight reels. No sanitized success stories. Just honest conversations about what you're actually building and why.  Also, we are on a quest to eventually learn the meaning of life.

Information

  • Creator
    George Milton
  • Years Active
    2025 - 2026
  • Episodes
    11
  • Rating
    Explicit
  • Copyright
    © 2026 Gross To Net
  • Show Website
    Gross To Net