You have introduced an iced tea that you claim is different to what else is available in the market – how so?
Marna Iced Tea hopes to appeal to a younger consumer looking for healthy drink options
Marna Iced Tea is all about crafting an iced tea, that actually focuses on the tea. Most iced teas on the market are loaded with sugar or artificial flavours, and many don’t even contain a significant amount of tea. We’re addressing that gap by crafting a premium iced tea that focuses on real tea, brewed from the highest grade loose-leaf black tea, and naturally flavoured. Our drinks contain no sugar, and our cans are plastic-free and 100% recyclable, making it healthier for the consumer and better for the planet.
What was the idea behind it and how did you start out?
It all started with a road trip across the West Coast of the US where I noticed how popular iced tea was, but also how much sugar was in it. When I returned to London, I couldn’t find an iced tea that wasn’t loaded with sugar or artificial ingredients, so I started making my own at home.
The response from friends and family was overwhelmingly positive, and my co-founder, Mauro (Auzinger), encouraged me to take it seriously. That’s when we realised there was an opportunity to bring real, naturally brewed iced tea to the UK market, where tea is a staple but iced tea hasn’t had its moment yet - in our eyes at least.
What were the key steps you needed to get right before launching the brand?
Getting the product right was crucial for us. We spent over two years perfecting our recipes to make sure the tea was brewed to perfection and the flavour was just right. Sourcing high-quality tea leaves, ensuring sustainable packaging, and building relationships with our suppliers were other key steps before launch. We wanted every aspect of Marna to reflect our commitment to quality, from the ingredients to the design of the cans.
You say you designed the drinks using PowerPoint – how do you mean?
We designed the look of our cans and branding all on PowerPoint. In the early days, we didn’t have the budget for expensive design software or hiring a graphic designer, so we just did it ourselves. Mauro and I are very hands-on in every part of the business, and that includes designing our product’s packaging. It’s all part of staying true to our authentic approach and maintaining full control over the brand’s identity.
Where and how do you make Marna iced tea?
Marna has been brought to life by its founders and the backing of friends, family and a growing customer base
Marna iced tea is brewed using the highest-grade loose-leaf black tea, sourced from suppliers we trust and have built strong relationships with. Our tea is brewed for 24 hours to extract the full flavour before we gently sweeten with natural ingredients. Every component is sourced within the UK, aside from our tea leaves, which come from the tea estates in India.
You are using cans - why did you want to use cans vs other options?
We wanted Marna to be as sustainable as possible, so using 100% recyclable materials was a key part of that decision. Cans are lightweight, easy to recycle, and have a smaller environmental footprint compared to plastic bottles. Plus, they help keep the iced tea cool and fresh for longer, making them the perfect packaging for our product.
Why do you think the iced tea market is open to growth and opportunities?
There’s a growing demand for healthier, more natural beverage options, and the iced tea market has plenty of room for innovation. Most of the iced teas currently available are either loaded with sugar or artificial ingredients, which turns off a lot of health-conscious consumers. At the same time, the UK is a nation of tea drinkers, but the iced tea market here is still relatively untapped compared to places like the U.S. That’s where we see the opportunity to share our recipe with more people.
What about the name – where does that come from?
We called the brand Marna, after an encounter with a manatee, who we affectionately named Martha. The more we thought about Martha, the more it struck us that manatees embodied the very essence of what we wanted our brand to champion: warmth, sociability, and pure happiness. And so with the ‘mar’ of Martha, and the ‘na’ of manatee, Marna was born.
How do you start out trying to sell and introduce the brand to the trade?
We took a very personal approach at the beginning—lots of cold call emails and messages to potential partners. We knew we had to get our product in front of the right people. We were fortunate to connect with some fantastic partners, including Fortnum & Mason, Soho House, and Ottolenghi, who loved the product and believed in our vision, and more importantly, were willing to take a chance on us because they loved the product.
How have you funded the business so far?
In the early stages, the business was funded entirely by my personal savings. I worked in investment banking for four years, which allowed me to save and put that into Marna’s development. Then, in March 2024, we completed our first funding round, bringing in 45 investors, including friends, family, and ex-colleagues who believed in what we were doing.
What have you done to promote yourselves and raise awareness?
Marna has worked hard to build a community and following through social media particularly TikTok
Before our funding round, and even now, we relied entirely on organic growth. Our TikTok went viral earlier this year, which gave us an incredible amount of exposure. We’ve been really active on social media, especially TikTok and Instagram, creating content that tells the story of Marna and highlights our product. Word of mouth has also played a huge role in building our brand awareness.
What approach have you taken to your social media – what sort of content have you used to build up your brand?
We focus on authenticity in our social media. We share the story of how Marna started, the challenges we face as a small business, and behind-the-scenes content about our day-to-day operations. TikTok has been a huge platform for us, and we’ve had some fun experimenting with content that feels genuine and relatable – this is really cool for us, as neither one of us really even knows how to use TikTok!
What lessons have you taken from trying to use social media and TikTok – what works and what doesn’t?
Being authentic is what really works on TikTok. People don’t want overly polished content; they want to see the real people behind the brand. We’ve learned that showing the more personal side of the business - like me brewing tea at home or delivering orders in our milk float - resonates more with our audience. What doesn’t work is being too “salesy” or trying to force viral moments. It’s about finding that balance between sharing our story and offering value.
Who is the business – when you say "we"...who is we?
Tristan Flint and Mauro Auzinger - co-founders of Marna
“We” is myself and Mauro, my co-founder and close friend. We do everything together. We are so lucky to have the most supportive friends and family (in particular my mum), who get stuck into events, model for us, pack orders etc.
I would say Marna has only worked so far because of the power of the people around us to roll up their sleeves and give up their time and energy. We will always be grateful to everyone that has helped us along the way. ithout them there is no way we would be where we are today.
What are your backgrounds prior to Marna?
I worked in investment banking for four years before starting Marna, which gave me the financial discipline and the ability to save up for launching the brand. Mauro comes from a start up background, so together we bring a balance of everything to Marna.
Any businesses, or individuals that have inspired you to do this?
All of them. True entrepreneurship is really hard, and setting out to go and try something different is the biggest challenge that I can think of. I know first-hand that building resilience to being told no, and to keep going is a rare trait, but its something that all successful founders have instilled into them.
Tell us about your milk float?
A good way to get noticed - Marna's converted milk float...
We deliver some of our orders using a refurbished electric milk float, built originally in 1969, which has become a bit of a signature for Marna. It’s a fun, eco-friendly way to get our products out there and fits with our sustainability ethos. We can also blast the tunes and have fun whilst we are out and about delivering.
How do you go about finding a milk float and do you need a special licence to use and drive it?
We found the milk float through a network referral. Driving it doesn’t require a special licence, but it’s definitely not your average delivery vehicle. We love that it’s electric and it adds a nostalgic touch to our brand.
Where are you selling Marna and through which channels?
Right now, we’re primarily focused on London. We’re stocked in some incredible places like Fortnum & Mason, Soho House, Ottolenghi, and the Dorchester Collection, both in the on-trade and off-trade markets. We’re also exploring more distribution options to expand further.
Are you selling direct to consumers as well?
Yes, we do sell directly to consumers through our website. It’s been a great way for us to reach more people and share Marna with iced tea fans across the country.
Are you looking for drinks partners/suppliers to help you with distribution?
Absolutely. We’re actively looking for distribution partners who share our values and can help us bring Marna to more retailers and consumers across the UK.
How many bottles are you currently producing and how much do you want to grow in the next year to five years?
We’re still in the early stages, but the demand is growing rapidly. We’re currently producing enough to meet our current distribution, but our goal is to scale significantly over the next one to five years.
How many products are in the range and do you plan to grow those?
We have two flavours, peach and lemon, both brewed from loose-leaf black tea, but we’re already exploring new flavours and product extensions. We want to keep innovating while staying true to our core values of using real tea and natural ingredients. Stay tuned, as we have some exciting stuff in the pipeline.
Anything else to say?
It’s been a whirlwind year since we launched in January, but we’re incredibly excited about what’s ahead. We believe in what we’re doing and know there’s so much more potential for Marna to grow. We’re just getting started, and we can’t wait to see where this journey takes us.
* You can find out more about Marna at its website here.
