How I Built Talenti with Josh Hochschuler

Episode: Talenti: Josh Hochschuler
Release Date: June 30, 2025

In this compelling episode of How I Built This with Guy Raz, Josh Hochschuler, the visionary founder of Talenti Gelato, shares his entrepreneurial journey—from humble beginnings to building a globally recognized brand acquired by Unilever. Josh's story is a masterclass in resilience, innovation, and strategic pivoting.

1. From Finance to Gelato: The Early Struggles

After graduating from Boston University in 1995, Josh Hochschuler embarked on an adventurous path by moving to Buenos Aires, Argentina, with little money, no job, and no connections. His initial intent was to pursue a career in finance, leading him to secure a position at the Bank of Boston. However, the language barrier and cultural differences posed significant challenges.

[02:46] Josh Hochschuler: "The biggest problem I always had was language. And it was always frustrating for them because I didn't speak Spanish."

Despite these hurdles, Josh's perseverance paid off as he became bilingual and established himself within the Argentine financial sector. Yet, personal challenges, including the loss of his grandmother and missing his family, kept pulling him towards the United States.

2. Falling in Love with Gelato: Inspiring a New Venture

During his time in Argentina, Josh developed a deep appreciation for the local gelato culture, which inspired him to introduce authentic gelato to the U.S.—a market then dominated by traditional American ice cream.

[11:59] Josh Hochschuler: "Argentinian gelato is the way Italian gelato used to be a very long time ago, 100 years ago."

Returning to Dallas in the early 2000s, Josh envisioned opening a chain of gelato shops under the name Talenti Gelato, paying homage to Bernardo Bontalenti, a 16th-century Florentine credited with inventing gelato.

3. Launching Talenti: Initial Success and Overhead Challenges

In 2003, Josh opened the first Talenti store in Dallas, receiving positive media attention and customer acclaim. The Dallas Morning News ranked Talenti as the "number one" ice cream in the city.

[24:41] Josh Hochschuler: "People loved the product and we had long lines of people coming to buy it."

However, the business model faced sustainability issues. The high overhead costs coupled with low average transaction sizes—most customers purchasing only small quantities—led to financial strain.

[25:15] Josh Hochschuler: "It was shockingly disappointing how few people would buy anything of any considerable size."

4. Pivoting to Wholesale: A Strategic Shift

Recognizing the unsustainable nature of the retail model, Josh made the difficult decision to close the retail store in 2005 and pivot Talenti towards wholesale distribution to restaurants and specialty stores. This shift allowed him to focus on production and sales without the burdensome overhead of running a storefront.

[32:07] Josh Hochschuler: "I thought maybe this is a sign that this is the right time for me to start thinking about doing something."

Despite accumulating approximately $300,000 in debt, Josh secured additional funding in a dire moment when his largest client defaulted on a significant order. His dedicated team chose to stand by him, trusting his leadership.

[42:07] Josh Hochschuler: "We trust you, we're going to stay. Go find the money."

5. Entering New Partnerships: Guidance from Industry Veterans

In 2007, Josh partnered with Steve Gill and Eddie Phillips, seasoned entrepreneurs known for founding Belvedere Vodka and Chopin Vodka. Their expertise in branding and operations proved invaluable in scaling Talenti.

[54:31] Josh Hochschuler: "Steve is an incredible operator. He really knows how to build and run businesses."

6. Navigating the Financial Crisis: Resilience Amidst Downturn

The 2008 financial crisis posed significant challenges, testing Talenti's resilience. With dwindling financial resources and increasing debt, the company faced the brink of collapse. Steve and Eddie stepped in to provide crucial funding, enabling Talenti to survive the turbulent economic period.

[55:17] Josh Hochschuler: "It was horrible for us... by the end of '08, it was right up. There was nothing left."

7. Explosive Growth and Market Penetration

By 2010, Talenti experienced exponential growth, reaching $6.8 million in sales. Strategic partnerships with major retailers like Publix in Florida, leveraging targeted marketing campaigns, fueled this expansion.

[63:05] Josh Hochschuler: "We took that success and went around to all different chains. Kroger's the biggest, and we started gaining distribution just across the country."

Sales soared to $95 million by 2013, solidifying Talenti's position in the market and attracting the attention of global consumer goods giant Unilever.

8. The Acquisition by Unilever: A Culmination of Success

After years of growth and solidifying Talenti’s presence in the gelato market, Unilever approached the company with an acquisition offer in December 2014. Following a year and a half of negotiations, Talenti was successfully acquired by Unilever, marking the end of an era and the beginning of a new chapter.

[68:24] Josh Hochschuler: "It was a lot of money... and they bought out all of my original storefront investors."

9. Balancing Success with Personal Life

Throughout his entrepreneurial journey, Josh prioritized family and personal well-being. Implementing practices like observing Shabbos (the Jewish Sabbath) helped him maintain a healthy work-life balance.

[73:17] Josh Hochschuler: "It's hard for me now to imagine any other way. Completely look forward to it... it resets everything, perspective and on life."

Josh and his wife have built a strong family foundation, raising five children while navigating the demands of growing a business.

10. Reflections on the Journey: Hard Work Over Luck

Reflecting on his journey, Josh credits Talenti’s success to relentless hard work, strategic partnerships, and the unwavering support of his team, rather than mere luck.

[76:35] Josh Hochschuler: "The hard work was a roller coaster ride and it was scary. I think that's how a lot of these entrepreneurial businesses go."

Conclusion

Josh Hochschuler's journey with Talenti Gelato exemplifies the quintessential entrepreneurial spirit—marked by vision, adaptability, and perseverance. From overcoming early challenges in Argentina to navigating financial crises and achieving monumental growth, Josh's story offers invaluable insights into building a successful brand. His ability to pivot, form strategic partnerships, and maintain a balance between personal and professional life underscores the multifaceted nature of entrepreneurship.

Notable Quotes:

• [02:46] Josh Hochschuler: "The biggest problem I always had was language. And it was always frustrating for them because I didn't speak Spanish."

• [11:59] Josh Hochschuler: "Argentinian gelato is the way Italian gelato used to be a very long time ago, 100 years ago."

• [32:07] Josh Hochschuler: "I thought maybe this is a sign that this is the right time for me to start thinking about doing something."

• [54:31] Josh Hochschuler: "Steve is an incredible operator. He really knows how to build and run businesses."

• [42:07] Josh Hochschuler: "We trust you, we're going to stay. Go find the money."

• [73:17] Josh Hochschuler: "It's hard for me now to imagine any other way. Completely look forward to it... it resets everything, perspective and on life."

Josh Hochschuler’s Talenti story is a testament to the impact of dedication, strategic thinking, and the courage to pivot when faced with adversity. It serves as an inspiration for aspiring entrepreneurs aiming to build iconic brands that resonate on a global scale.