How Two Moms Built a $5M Candy Empire With Xylitol

Two mothers turned entrepreneurs created Ice Chips Candy after searching for a healthier sweet treat for their families. The brand, launched in 2009, uses Birchwood Xylitol—a natural sweetener known for its dental and dietary benefits. Their appearance on Shark Tank later helped propel the company to millions in annual sales.

Charlotte and Beverly, co-founders with large families between them, wanted a candy alternative free from sugar's downsides. Together, they developed Ice Chips Candy, sweetened with xylitol—a compound that reduces plaque, fights harmful bacteria, and supports weight management. The product also suits diabetics due to its low glycaemic impact.

The company started small, selling in just a few stores. By the time they appeared on *Shark Tank*, distribution had grown to over 1,000 retail accounts. On the show, the pair sought $250,000 for 15% equity. Mark and Barbara countered with a $250,000 offer for 40%, but no deal was finalised. Despite the failed negotiation, the exposure led to a sharp rise in sales and wholesale partnerships. By 2022, Ice Chips Candy was generating $5 million in annual revenue.

Ice Chips Candy continues to expand, driven by demand for sugar-free alternatives with added health perks. The brand's growth from a family-focused idea to a multimillion-dollar business highlights the market's appetite for better-for-you sweets. Xylitol's role in dental care and diabetes-friendly diets remains a key selling point.