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Milo’s Tea Company: From Hamburgers to Billion-Dollar Sweet Tea and Lemonade Brand
Milo’s Tea Company, once known for its hamburgers, has transformed into a fast-growing sweet tea and lemonade brand with a projected sales target of over $1 billion by 2027. Over the last decade, the family-owned business has experienced a remarkable surge in sales, jumping from $6.5 million in 2014 to $730 million just a year ago.
With its products available in more than 55,000 retail locations, Milo’s Famous Sweet Tea has become the top-selling liquid tea in the U.S. according to Nielsen data. The company has also seen success with its rapidly growing lemonade line.
Tricia Wallwork, CEO of Milo’s, describes the company as a “great American growth story.” Founded in 1946 as Milo’s Hamburgers by Milo Carlton and his wife, Bea, after his return from serving in World War II, the business evolved as customers began flocking to the restaurant for its sweet tea.
In the late 1980s, Milo’s started packaging its sweet tea in gallon jugs to emphasize its freshness and popularity among consumers. The sale of the restaurant in 2002 separated it from the tea business, allowing Milo’s to focus solely on expanding its tea and lemonade offerings.
With a simple recipe of tea, water, and sugar that has remained unchanged for nearly 80 years, Milo’s has maintained its commitment to quality. Tricia Wallwork, the granddaughter of the founders, took over as CEO in 2012 and has spearheaded the brand’s expansion into new markets.
Expanding Product Line and Growth
In 2014, Milo’s introduced lemonade to its product lineup, a move that proved to be a hit among its loyal customer base. The company has since expanded its lemonade offerings to include Strawberry Lemonade, Raspberry Lemonade, and Lemon Sweet Tea. A zero-sugar lemonade is set to launch in early 2026.
Despite initial uncertainty, the success of the lemonade line has propelled Milo’s growth trajectory, with plans to further innovate within existing product categories and explore new refrigerated beverage segments.
Building Trust and a Strong Work Culture
Tricia Wallwork’s hands-on experience at Milo’s, from her high school days to her return to the family business in 2004, has shaped the company’s employee-centric culture. With 1,000 employees enjoying perks like free tea, Milo’s has become a sought-after workplace, receiving 70,000 applications for just 100 positions in the previous year.
Milo’s commitment to growth extends to its manufacturing and distribution capabilities, with a new $200 million facility in South Carolina accommodating the increasing demand for its products. Despite interest from beverage companies and private equity firms, Wallwork intends to keep Milo’s in the family for generations to come.