What if the thing you care about most ... might be what?s holding your business back?

Daniel Lubetzky didn?t leave his law job to build a straightforward business. He left it to build a company he believed would support peace in the Middle East. Daniel named it, aptly, PeaceWorks. It partnered with Israeli and Arab businesses across the region to make and sell gourmet foods?together.

But Daniel ran into a big problem: he discovered that lots of people don?t shop for a ?cause?. Most people buy things they like?especially when it comes to food.

Soon, Daniel was scrambling to find new revenue streams to support PeaceWorks. When he got the chance to sell an Australian snack bar in the U.S., he jumped on it?and did really well! But when Daniel's ONE big retailer dropped it, profits tanked.

Daniel faced a brutal choice: Walk away? or start over.

What came next was a leap of faith. He decided to create his OWN bar. It was almost completely unlike the competition at the time: It was made of whole nuts, fruits, sea salt, and a little chocolate?all easy to see in a novel, transparent wrapping. 

Daniel named his company KIND, and when he sold it to Mars in 2020, it was valued at $5 billion!

This is a story about why mission alone doesn't sell, how failure forces clarity, and the moment every founder faces when they must decide: Do I keep going ... or do I quit?

What you?ll learn:

Why customers don?t buy your mission?they buy your product

The hidden danger of being ?too purpose-driven?

How to pivot without abandoning what matters to you

Why control over manufacturing can make or break your business

The surprising power of retail placement (and why checkout counters changed everything)

How scarcity thinking can limit growth?even when you?re winning

Why saying ?yes? to the wrong opportunity (like Walmart too early) can hurt you

Timestamps:

00:06:18 ? ?It really did shape almost all of my decisions?: How Daniel's father survived the Holocaust and built a new life in Mexico

00:17:40 ? A landmark meeting of world leaders?and a dramatic career change

00:19:30 ? From a bankrupt sun-dried tomato spread to PeaceWorks

00:24:29 ? ?They think you're adorable?: Why a mission isn?t enough to grow a business

00:30:59 ? Overnight collapse: Finding a big, new revenue stream?then losing it

00:36:47 ? The creation of the KIND bar

00:47:36 ? ?You couldn't say no to Walmart?: Entering big box too early

00:49:28 ? The investment that pulled Daniel away from PeaceWorks

00:55:43 ? Starbucks and sampling: How KIND became a household name

01:03:05 ? An acquisition worth billions

01:06:25 ? Daniel's new mission: Builders vs. destroyers

This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce with research help from Noor Gill. Our engineers were Maggie Luthar and Robert Rodriguez.

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Today?s callers: Alec from California wonders if it?s time to bring production for his beef tallow skincare brand out of his kitchen to a co-manufacturer. Then, Jessica from California has a hit horse care product on her hands: is a major pet distributor a dream partnership or a brand-killer? And Eli in Minnesota is curious if he should tweak his signature anti-inflammatory coffee blend for bulk brewing or protect the original taste?

Plus, Chieh reflects on his exit from Boxed and how his latest venture, Pelgo, helps people through similarly significant career transitions.

Thank you to the founders of Surfing Cow, Tail Cinch, and Makor Coffee for being a part of our show.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

And be sure to listen to the founding story of Boxed as told by Chieh on the show in 2021. 

This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Robert Rodriguez.  

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

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Colin Angle didn?t start out trying to clean people?s floors.

He started out trying to shape the future?with robots. 

In the early days of iRobot, there was no business model. No steady funding. No clear customer.

Just a belief that robotic technology would one day make the world a better place. 

In the early days, the company built babbling toy dolls for Hasbro, and roving bomb-detectors for the military.

But for more than a decade? nothing truly took off. 

Until one idea?a robot vacuum?finally did. 

With the Roomba, iRobot created a category from scratch, and a product that felt almost like a member of the family. Tens of millions of units sold, and the Roomba became part of popular culture. 

But to avoid stagnation, iRobot had to sell to a bigger company. When a lucrative deal with Amazon fell through, the company hit a wall?and never recovered.   

This is a story about building a business in survival mode, creating a household icon, and eventually getting bested by forces beyond your control. 

What You?ll Learn 

How to launch a company when you?re not sure who your customers areWhy iRobot engineers underestimated marketing (and paid for it later)How piles of Cheerios helped sell the RoombaHow iRobot shored up customer loyalty when the Roomba faltered Why even a hero product is not enough to sustain a companyHow competition?and regulation?can unravel a business

Timestamps 

7:25 - ?What have you built??: The robotics lab job application.

12:25 - iRobot?s early business model: contracts, not consumers.

25:05 - Breaking into the toy market: The doll with a mind of its own.

36:10 - A key cleaning insight: people will pay hundreds?but only if it vacuums.

39:10 - The office Cheerios demo that won a retailer.

44:20 - A soaring launch, then stagnation: 250,000 vacuums stuck in inventory.

46:10 - The ad (for Pepsi!) that turbocharged Roomba.  

55:55 - The need to diversify: robotic scrubbers, mops, pool cleaners? 

58:00 - The $1.7 billion offer from Amazon?and how it unraveled.

1:03:40 - Life after Roomba. 

This episode was produced by Katherine Sypher with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Noor Gill. Our engineers were Patrick Murray and Kwesi Lee. 

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Today?s callers: Rebecca from Australia wants to make her small-batch spirits stand out in a crowded market. Then, Sri from England wonders how to balance commercial and humanitarian interests for her heated mats. And John from Pennsylvania hopes to reach younger customers with his Italian wines despite declining alcohol consumption.  

Plus, Steve talks about the evolving role of robots in food service?and how he hopes to find his next rocketship in a fresh take on the sandwich shop.

Thank you to the founders of Streaky Bay Distillers, Mat Zero, and Cantina Di Rosina for being a part of our show.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

And be sure to listen to Chipotle?s founding story as told by Steve on the show in 2017.  

This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Robert Rodriguez.

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A lot of founders spend their lives chasing one big idea.

Antonio Swad had two.

The first? Migrating chicken wings from the Happy Hour buffet to the center of the plate.

The second? Building a pizza business that catered to a very specific demographic: Latinos.

That first idea became Wingstop, a deep-fried wing concept that grew to 3,000 stores.

The second became Pizza Patron, a franchise that rewarded customers for ordering in Spanish, and let them pay in pesos.

This is the story of how Antonio got there.

He was a kid from Columbus, Ohio, working at a steakhouse straight out of high school?who eventually saw two big opportunities where no one else did.

Wingstop was the breakout idea, but just as it was exploding, Antonio made a surprising decision. He sold the company.

A $22 million deal.

Only?the money did not materialize.

What follows is one of the most surprising?and cautionary?tales we?ve told on this show: a single word buried in a contract that cost millions?and the moment Antonio realized he might never see the money he?d been promised.

This episode is about instinct, risk, conviction?and why sometimes?your biggest success can lead to your biggest mistake.

What you?ll learn:

Why simplicity can beat variety in building scalable restaurantsThe power?and peril?of franchising as a growth engineHow identifying an underserved customer segment can unlock explosive growthWhy your hero product isn?t always what you think it is (hint: it?s not the chicken)How one word in a contract can cost millions

Timestamps:

00:09:11 ? Fired from bartending for being ?too intense?00:14:26 ? Starting a pizza shop in Dallas with $11,00000:18:41 ? Discovering an underserved customer base, and the power of word-of-mouth00:23:07 ? Why franchising can be the ultimate scaling strategy00:24:09 ? How Antonio realized wings could be a massive business00:36:37 ? A bend in the road: Why the first Wingstop struggled00:50:29 ? A bizarre vision at a football game: What if this stadium were full of chickens?01:07:09 ? The $22M purchase? the missing $12M, and suing to get his money01:20:09 ? Living in the moment post Pizza Patron and Wingstop

This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Neva Grant with research help from Olivia Rockman. Our engineers were Patrick Murray and Jimmy Keeley.

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Today?s callers: Michelle from California assesses the trade offs of accepting outside investment to scale her organic granola brand. Then, Gloria from Connecticut wonders how to overcome stigma and get more people talking about her pelvic floor therapy device. And Eric from Australia evaluates new markets for his maple-based sports nutrition products. 

Plus, Dan and Angie?s take on why even the busiest entrepreneur should find time to turn off their phone at the dinner table... 

Thank you to the founders of Nana Joes Granola, Elidah, and mapleROO for being a part of our show.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to BOOMCHICKAPOP?S founding story as told by Angie and Dan on the show in 2019.  

This episode was produced by Noor Gill with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.

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Back in the early days of ecommerce, Marc Lore took a classic retail loss leader?diapers? and turned it into a DTC giant? Diapers.com. It did so well that it attracted the attention of Amazon, which slashed prices on its own diapers until Marc was forced to sell them his business.  

It was not a happy moment, but it was a galvanizing one: Marc went on to launch another ecommerce company, jet.com. Within a year, it was bought by Walmart in a deal valued at $3.3 billion.  

This is a story about a devastating corporate surrender, a multi-million dollar comeback, and a founder with a relentless ability to re-invent himself.  

Timestamps: 

10:04 ? Marc?s ?boost-your-grades? bet with his college coach   

14:21 ? A job on Wall Street and a Master Plan: 8 figures by age 48

16:28 ? How a lunchtime lark turned into a spot on the U.S. Bobsled Team

27:44 ? How random Google searches led Marc to diapers

35:29 ? Guerilla tactic: Buying all of P&G?s diapers to get their attention

40:07 ? The simple packaging hack that boosted sales  

45:53 ? Building a retail empire (and getting on Amazon?s radar)

47:52 ? Amazon?s scorched earth strategy forces Marc to sell 

1:00:11 ? Raising $750M to take on Jeff Bezos

1:03:02 ? A brand new business and a $3.3 billion exit: Walmart?s record-breaking deal

This episode was produced by Casey Herman with music composed by Ramtin Arablouei. It was edited by Neva Grant. 

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Serial entrepreneur Marcia Kilgore ? founder of brands like Beauty Pie and Soap & Glory ? joins Guy on the Advice Line, where they answer questions from three early-stage founders managing uncertainty and risk. 

Today, we meet Victor in Fort Worth, the co-founder of a Mexican-style sweets and treats venture who wonders if he should focus on expanding brick-and-mortar operations, retail presence, or both. Then Lydia in Seattle, a former disease researcher who is ready to grow her small batch botanical skincare line, but needs help overcoming her fear of failure to get to the next step. And Jack in San Francisco, the founder of a custom bike bag and accessories brand who?s trying to figure out how to maintain customer excitement throughout the entire purchasing process so as not to lose momentum. 

Thank you to the founders of Sol Dias, Cl?rstory, and Wompy Bikes for being part of our show. And stick around to hear a brief update on all three callers!

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Marcia Kilgore?s original How I Built This episode as told by Marcia on the show in 2018. 

This episode was produced by Carla Esteves with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo.

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For decades, a dozen eggs was just? a dozen eggs.

No story. No real branding. No reason to care who produced them.

Then Matt O?Hayer came along and asked a question almost nobody in America was asking: what if store-bought eggs could be different? What if they tasted better, looked better, and came from hens raised in a much more humane way? 

The business he launched? with 20 hens and some used trailers? is now the number-one pasture-raised egg producer in the US, with a network of 600 farms, and a projected revenue of nearly $1B this year.  

When he started Vital Farms, Matt was in his 50s, living in an RV on the farm, and trying to convince people to pay premium prices for eggs. 

Before that, his passion for business drove him to pursue an astonishing range of ideas: carpet-cleaning, a barter-exchange franchise, a stint as a charter-boat captain and broker. One of his businesses left him nearly broke after 9-11, and there were many other hard lessons along the way. 

This is a story about metabolizing failure into success, and turning one of the most overlooked shelves in the grocery store? into a billion dollar opportunity.  

What you?ll learn: 

The hard lessons Matt learned from 3 (+) decades of founding businessesHow 9/11 changed his lifeWhat 4 years as a boat captain taught him about leading?and servingHow ?conscious capitalism? became the blueprint for Vital FarmsWhy pasture-raised eggs were a branding opportunity hiding in plain sightHow Whole Foods became an early and critical partnerWhy great products grow faster when customers do your work for you

Timestamps: 

07:48 ? ?I didn?t have 300 dollars.? Matt starts a carpet-cleaning company with no real plan11:31 ? The barter business that taught Matt how to scale complex ideas17:58 ? Building a travel company, taking it public, and growing it to roughly $50 million in sales22:57 ? The morning of 9/11: Matt watches his business collapse in real time25:59 ? Starting over, Matt becomes a charter boat captain ?plus chef, teacher, and toilet-fixer31:16 ? The blog essay that transformed how Matt thought about business34:19 ? The lightbulb conversation: pasture-raised eggs could become a real company41:03 ? Starting the farm in Austin: ?I bought a thousand baby chicks.? 43:58 ? The first eggs taste great, but nobody wants to pay for them49:53 ? Finally: The first Whole Foods pallet 50:52 ? A label mistake gets Vital Farms pulled from shelves1:03:09 ? How the egg carton became one of Vital Farms? most powerful branding tools1:08:24 ? Why humane eggs cost more?and why Matt believes they should

This episode was produced by Kerry Thompson, with music by Ramtin Arablouei.

Edited by Neva Grant, with research help from Casey Herman.

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In today?s special episode, Guy and four former show guests talk with callers about how they can prove the value of their products?and themselves.

First, Meagan from Vermont questions whether an experiential pop-up concept for her reusable gift wrap and bags is worth the effort. Then, Amanda from Wisconsin seeks new ways to explain her deck of dog enrichment activities to potential customers. And finally, Mark from New York looks for a complement to help grow his artisanal pesto business.

Thank you to the founders of Shiki Wrap, Woofsie, and In Mark?s Kitchen for coming on the show. Also thanks to WeWork co-founder Miguel McKelvey, Paperless Post co-founder Alexa Hirschfeld, and Chomps co-founders Pete Maldonado and Rashid Ali.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Robert Rodriguez.

You can follow HIBT on X & Instagram and sign up for Guy?s free newsletter at guyraz.com or on Substack.

To hear our returning guests? previous episodes:

Miguel's original episode: https://wondery.com/shows/how-i-built-this/episode/10386-wework-miguel-mckelvey/

Miguel's HIBT Lab episode: https://wondery.com/shows/how-i-built-this/episode/10386-hibt-lab-wework-miguel-mckelvey/

Miguel's Advice Line episode: https://wondery.com/shows/how-i-built-this/episode/10386-advice-line-with-miguel-mckelvey-of-wework/

Alexa's original episode: https://wondery.com/shows/how-i-built-this/episode/10386-paperless-post-james-and-alexa-hirschfeld/

Alexa's Advice Line episode: https://wondery.com/shows/how-i-built-this/episode/10386-advice-line-with-alexa-hirschfeld-of-paperless-post/

Pete and Rashid's original episode: https://wondery.com/shows/how-i-built-this/episode/10386-chomps-pete-maldonado-and-rashid-ali/

Pete and Rashid's Advice Line episode: https://wondery.com/shows/how-i-built-this/episode/10386-advice-line-with-pete-maldonado-and-rashid-ali-of-chomps/

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Aaron Krause did not set out to reinvent the kitchen sponge. He was a car detailer, building buffing pads and the machines that made them. To clean his greasy hands, he made a makeshift hand scrubber out of extra-rough foam, and it worked so well he decided to sell it. 

But nobody wanted it.

He shelved the product for years. Then one day while cleaning up around the house, he accidentally discovered the foam?s ?magic? properties and realized it would make the perfect kitchen sponge. Scrub Daddy was born.  

 

As a friend advised him, nobody goes to the supermarket to discover new innovations in sponges. So Aaron did a furious round of in-store demos and eventually wound up on QVC (where he nearly got kicked off) and finally Shark Tank, where he made $1M the night it aired.

In this episode, Aaron breaks down the unglamorous mechanics of building a consumer brand?negotiation, patents, and the obsession needed to keep going when no one believes in your vision.

You?ll learn:

How Aaron?s many patents helped drive his car-detailing business The hidden downside of ?great? deals: exclusivity traps and corporate bureaucracyHow Aaron forced 3M to rethink value during acquisition negotiations How to sell a product no one is shopping for How Scrub Daddy built a brand block (Scrub Mommy & more) to become a category leaderHow to defend against copycats?patents, trade dress and aggressive enforcement

Timestamps:

07:24 ? ?You get to buy your own sneakers??the childhood lesson that shapes Aaron?s hustle09:03 ? The brutal factory internship that sends him back to washing cars17:50 ? The mirror snaps off a Mercedes? leading to a buffing pad breakthrough19:58 ? The parable of the DIY patent: ?If you had a toothache, would you drill your own tooth??27:36 ? Dirty factory hands inspire Aaron to invent a special hand scrubber? which no one wants41:35 ? Aaron hangs up on a corporate powerhouse: refusing to sell to 3M based on EBITDA51:16 ? The shelved scrubbers come out of storage and Aaron discovers their ?magical? properties  1:02:31 ? Retail won?t bite?so he demos in ShopRite and sells 100 sponges a day1:13:43 ? Shark Tank ? $1M in one night? and retailers suddenly call back

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Today?s callers: Heather from Ontario talks through a DTC strategy for her retail pain relief tape and patches. Then Nawal in Michigan considers a rebrand for her uniforms designed for Muslim students. Finally, Casey in Idaho seeks new revenue streams for her farmer and worker-owned seed cooperative. 

Plus, Hernan?s take on the future of podcasting and the sweet relief of vindication... 

Thank you to the founders of Heali Medical, Studyous Monday, and Snake River Seed Cooperative for joining us on the show.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

And be sure to listen to Wondery?s founding story as told by Hernan on the show in 2023.  

This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Kwesi Lee.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

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Bobo?s: Beryl Stafford.  A Single Mom Turns a Baking Project into a $100M Business

At 40, Beryl Stafford?s life cracked open. Her marriage ended, she hadn?t worked in years, and she had two daughters to raise. She needed income?fast. 

So she did the only thing that felt real: she baked.

What started as 4-ingredient oat bars? hastily placed in a  Boulder coffee shop?became Bobo?s, a national brand built in the Silicon Valley of natural foods.  

In this episode, Beryl walks us through the scrappy early days: buying ingredients at full retail, a risky $25K packaging machine, the Whole Foods breakthrough, the burnout, and the pressure shift that comes with outside capital?and Costco.

It?s a story powered by community support, relentless demos, and a founder who kept saying ?yes? before she knew how.

What you?ll learn: 

Why ?survival? can be a powerful founder advantageHow to sell your product before you feel ready (and why that?s often the point)The unglamorous truth of early CPG: shelf life, shared kitchens, endless demosIn a trend-driven category, the value of sticking to a recipe ?your grandmother could have made.? The two faces of Costco: growth rocket and operational trap

Timestamps:

08:35?Divorced at 40? ?I was trying to survive.? 12:02?The baking project with her daughter? and the unexpected product-market signal17:21?The first sale: snack bars in cellophane; making up a price28:38?Sharing a kitchen with Justin?s Nut Butters: scrappy collaboration + conflict31:49?The first-time founder playbook: sell first, learn the rest later33:54?Whole Foods says yes? before she knows what ?freezer safe packaging? even means39:10?Getting into national distribution: ?What just happened?? 46:34?Burnout, hiring a CEO, raising outside money?and what changes when investors arrive54:31?The Costco conundrum: huge upside, real downside 

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This episode was produced by Noor Gill, with music by Ramtin Arablouei.

Edited by Neva Grant, with research help from Alex Cheng.

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Today?s callers: Jane in Minnesota wants to scale her artful pants brand while staying true to her locally-made mission. Then Melissa in New Mexico wonders how to respond to diminishing returns on digital advertising for her grief care packages. And Lee in Massachusetts hopes to decrease customer acquisition costs for his history merch brand ahead of America?s 250th anniversary.

Plus, Miguel reflects on his WeWork experience and the similarities he sees in today?s AI-dominated tech industry. Miguel?s latest venture, Unbound, seeks to disrupt healthcare in the United Kingdom.

Thank you to the founders of Copa Threads, Good Grief, and The History List Store for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to WeWork?s founding story as told by Miguel in 2017, as well as his second appearance on the show in 2022.

This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Kwesi Lee.

You can follow HIBT on X & Instagram and sign up for Guy?s free newsletter at guyraz.com or on Substack.

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Kettle Chips: Cameron Healy. The Wild Bet That Made a Brand

Most founders expand the ?right? way: local ? regional ? national ? international.

Cameron Healy totally skipped the ?national? part. 

When Kettle Chips was still an upstart regional brand, Cameron made a move that seems almost reckless: he launched his thick-cut, kettle-cooked chips to the United Kingdom ? one of the most competitive ?crisps? markets on earth ? before conquering the U.S.

And that wasn?t his first risky move. 

Before Kettle, Cameron was a turban-wearing Sikh entrepreneur in 1970s Salem, Oregon, building a natural foods business?until he was abruptly fired. He started again from scratch with a $10,000 bank loan.  Inspired by the extra thick, crunchy potato chips that he sampled on a trip to Hawaii, he taught himself how to fry sliced potatoes through trial-and-error.  

Then, just as Kettle started taking off overseas, another trip to Hawaii sparked a second act: Kona Brewing ? a craft beer brand that initially lost $20K a month ? for years ? before Cameron was able to make it work.

Meanwhile, buoyed by its UK success, Kettle chips eventually spread across the US, becoming the top-selling natural chip in the country. 

What you?ll learn

The hidden details (like cooking-oil quality control) that can make or break a chipHow curiosity about British ?crisp? culture fueled a risky UK rolloutThe decision that turned Kona Brewing from a money pit into a scalable brand

Timestamps

07:21 ? ?You had to get up at 3 a.m.?: building a life in a Sikh community in Salem10:11 ? Fired with four kids and no severance: the moment Cameron is forced to rebuild12:04 ? The $10K loan (helped along by the offer of ski passes)14:06 ? The 1980 peanut crop gamble that suddenly capitalized Cameron?s business23:14 ? ?Pot Chips? was the original name?until friends told him how bad it was24:48 ? Hand-feeding potatoes into vats of oil: inventing a process with zero playbook29:10 ? The Safeway disaster: rancid oil, a rejected order, and demand evaporating overnight31:52 ? The car crash that jolted Cameron out of despair46:35 ? UK word-of-mouth ?switches on?--with an extra boost from Lady Di56:03 ? Kona Brewing bleeds money?until one decision turns things around

***

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call. We can?t wait to hear what you?re working on.

***

This episode was produced by Casey Herman with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Rommel Wood. Our engineers were Robert Rodriguez and Kwesi Lee.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today?s callers: Jess from Washington seeks counsel on structuring a collaboration between her sympathy cards company and a pet products brand. Then, Caroline from Colorado wonders if she should build an in-house production team or outsource manufacturing for her decorative garland company. And Sayuri from California is looking to drive sales of her Japanese tatami mats through a unique approach to yoga practice.

Plus, Alexa shares how Paperless Post is responding to advancements in AI and the prevalence of post-pandemic loneliness.

Thank you to the founders of Five Dot Post, The Creative Garland Company, and Sumo Yoga  for being a part of our show.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

And be sure to listen to Paperless Post as told by Alexa and her brother James on the show in 2024.  

This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineers were Debbie Daughtry and Cena Loffredo. 

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Most entrepreneurs think the hardest part of building a company is the product.

For Jim McKelvey ? co-founder of Square ? the hardest part was the system around the product.

Because Square wasn?t just competing with other startups ?

It was competing with regulations, middlemen, entrenched networks, and monopolies designed to keep outsiders out.

In this episode, Jim shares the mindset and tactics that helped Square go from a tiny card reader that processed credit card payments ? to a company?now known as Block? that generates over $10 billion in gross profit.

What You?ll Learn:

Why the market is often ?locked? on purposeHow a simple hack can solve a seemingly complex problemHow candor can sway investors more than confidenceHow Square survived by building something Amazon couldn?t copy

Timestamps:

00:12:26 ? Engineering and art: Balancing an IBM job with glassblowing00:15:46 ? The family trauma that rewired Jim00:36:26 ? Losing a $2,000 sale ? the moment Square was born00:43:06 ? Breaking into the credit card club: ?We were violating 17 rules?00:48:31 ? The headphone jack hack that sidestepped Apple?s control00:58:03 ? The ?140 reasons we might fail? pitch that won over investors01:06:26 ? The taxi ride that convinced Jim he had product-market fit01:09:28 ? Amazon attacks, and why copying doesn?t always work01:13:18 ? The founder?s job after success: choosing hard problems

***

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call. We can?t wait to hear what you?re working on.

***

This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Katherine Sypher. Our engineers were Patrick Murray and Robert Rodriguez.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today?s callers: Yadi from New York thinks through an expansion strategy for her college campus-based empanada business. Then, Zachary from New York looks for ways to break into big retailers with his fresh-made frozen pies. And Josh from Indiana wonders how to go all-in on his small mouth bass lifestyle brand without overhauling his family?s lifestyle.

Plus, Pete and Rashid reflect on the ?protein-ification? of our food, and how a scare last year reaffirmed the importance of doing right by the customer ? no matter the cost. 

Thank you to the founders of Yadi?s Artisanal Empanadas, Noble Pies, and Achigan for being a part of our show.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

And be sure to listen to Chomps founding story as told by Pete and Rashid on the show in 2023.  

This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Jimmy Keeley.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Before Spinbrush became the top selling toothbrush in the U.S?and before Procter & Gamble paid $475M for it?John Osher was a teenager selling earrings for $4.99. 

In this episode, John walks through the strange, scrappy, but disciplined path that led to one of the fastest consumer-product breakouts ever: from a six-year stint in a commune (where he learned plumbing and carpentry), to selling baby products and battery-powered spinning lollipops. Finally, the big bet: a $5 electric toothbrush that was cheap enough to compete with manual brushes, and good enough to become a best-seller.

You?ll hear the make-or-break moment that many founders can?t survive: the decision to scrap 400,000 defective brushes before they hit the shelves. And then, the stealth move that turned a ?licensing pitch? into a buyout ?with one perfectly timed bluff.

What you?ll learn:

Why pricing is about what the market will pay, not what your product costsThe hidden power of packaging (How ?Try Me? changed everything)How to recover from ?entrepreneurial terror? Why scrapping inventory can be the most important decision you?ll ever makeThe acquisition formula: you get a lot more money when they want to buy? than when you want to sell

Timestamps: 

07:01 - A pricing lesson that John used forever: The 19-cent earrings that sold for $4.99.

12:04 - Six years in a commune and the unexpected skill stack: plumbing and construction.

22:09 - ?Entrepreneurial terror? and a lifeline from Toys R Us 

29:11 - Spinning lollipops lead to a $166 million Hasbro exit.

35:54 - What?s the real competition: $80 electric toothbrushes, or cheap manual ones?

38:42 - The design breakthrough: fixed + oscillating bristles.

55:43 - P&G admits: ?We?ve bought three companies like yours? and ruined them all.?

58:07 - The earnout problem: What happens when Spinbrush performs much better than expected?  

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call. We can?t wait to hear what you?re working on.

This episode was produced by Katherine Sypher, with music composed by Ramtin Arablouei.

It was edited by Neva Grant, with research by Rommel Wood. 

Our engineers were Patrick Murray and Kwesi Lee. 

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today?s callers: Mia from Germany wants to know how to balance her pottery business between an online shop and a YouTube channel. Then, Jen from Connecticut is looking for ways to reach more families with her print magazine for tweens and teens. And Anagha from California wonders how to convince people to embrace the time required for  her globally-inspired baking kits.

Plus, Julia reflects on Eventbrite?s recent acquisition announcement, and how in-person events can help brands and creators build community in today?s digital world.  

Thank you to the founders of Pottery to the People, Anyway Magazine, and Aunty Misri for being a part of our show.

If you?d like to be featured on a future Advice Line episode?where Guy and former show guests take questions from early-stage founders?leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

And be sure to listen to Eventbrite?s founding story as told by Julia on the show in 2020.  

This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Netflix shouldn?t have survived.

In 1997, Blockbuster owned home entertainment?9,000 stores, a business fueled by late fees, and a brand that felt untouchable. Netflix was a scrappy DVD-by-mail experiment that almost sold itself off to stay alive.

So how did Netflix win?

In this conversation, Reed Hastings breaks down the behind-the-scenes decisions that helped the business thrive: the uncomfortable leadership choices, the culture blueprint that surprised corporate America, and a near-catastrophic misstep that could have blown the whole thing up.

Reed also talks about what shaped him long before Netflix: being a late-bloomer, teaching in the Peace Corps, learning humility from a former boss, and the painful management mistakes he made while building his first company.

This is a masterclass in: challenging the status quo, choosing a culture on purpose, and making big bets without pretending you?re always right.

What you?ll learn: 

Why Netflix?s early ?obvious? advantages weren?t enough?and how close it came to dyingThe leadership lesson Reed learned from a CEO who was admirable? but strategically wrongWhy Reed says the best companies are like championship sports teams: if you can?t perform at peak, leaveThe ?keeper test? and how it changed corporate cultureThe Qwikster fiasco: what went wrong, and how Netflix moved to prevent future misstepsBuilding a House of Cards: How Netflix made the leap to original contentReed on the media landscape: The remote-control moment of truth, rival streamers, and the rise of AI

Timestamps:

00:08:06 ? ?I was a late bloomer.? Reed on why no one saw greatness coming00:09:30 ? Peace Corps in Swaziland, and the moment he nearly quit00:11:23 ? An unforgettable lesson learned from the CEO who washed Reed?s coffee cups00:14:39 ? Building his first company in a cold cabin?no internet, just obsession and proof of concept00:16:48 ? Reed?s early struggles as a manager: ?Too busy chopping wood to sharpen the axe.?00:24:11 ? Blockbuster?s late-fee pain and an early bet on DVDs00:44:47 ? The dot-com crash? and the $50M LVMH round that saved Netflix (barely)00:47:12 ? A possible Blockbuster buyout: ?We probably would?ve taken any offer.?00:56:18 ? The Netflix culture deck: ?We?re not a family,? and why that shook people up01:05:07 ? The Qwikster crisis, and the backlash that humbled Reed01:19:33 ? The competition: Netflix is just <10% of TV viewing?and the real threat is YouTube

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call. We can?t wait to hear what you?re working on.

This episode was produced and researched by Sam Paulson with music by Ramtin Arablouei. It was edited by Neva Grant. Our engineers were Patrick Murray and Robert Rodriguez.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, Jon?s take on why now is a good time to start a business ? in spite of market uncertainty.   

Today?s callers: Dan from Washington considers new offerings beyond his core loose leaf yerba mate product. Then, Mike from New Hampshire wants to expand his woodworking business beyond his basement, without taking on debt. And Maggie from Georgia wonders how to respond to rising customer acquisition costs for her soccer-themed dog brand.

Thank you to the founders of Heretic Yerba, MTS Woodworking, and Floofball for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Betterment?s founding story as told by Jon on the show in 2018.  

This episode was produced by Noor Gill with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Kwesi Lee.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In the late 2000s, two French mountain athletes set out to build a running shoe that captured the feeling of flying. 

Jean-Luc Diard and Nicolas ?Nico? Mermoud had spent decades inside the innovation engine at Salomon?where product was obsession. In 2007, as Nico recovered from a brutal ultramarathon around Mont Blanc, the founders fixed on a problem that Big Footwear didn?t care about: downhill running was destroying bodies. Their solution: make the shoe bigger, softer, and shaped like a rocker.

At first, their prototypes looked like clown shoes. Runners who preferred minimalist footwear laughed at them. Retailers said no. But the founders kept doing the one thing that they knew could reverse things: they made people try them.

HOKA went from under $3M in sales in 2012 to more than $2B a year?and in this episode, you?ll hear how it happened: the risky design, the early cash crunch, and the strategic partnership that helped them win the U.S. market.

What you?ll learn:

How to think of a shoe as a machine, not just a piece of apparelThe go-to-market weapon that worked: relentless demo-ing Why outside money can?t always solve a cash flow bottleneck (and what does)How HOKA used performance proof to avoid being dismissed as a gimmickWhy HOKA partnered with Deckers?and why it wasn?t just about capitalHow to keep a ?rebel? mindset as competitors start copying you

Timestamps:

(Timecodes are approximate and may shift depending on platform.)

[07:12] George Salomon?s leadership lesson: the CEO who sought advice from an intern[11:11] Nico?s first day at Salomon: testing ski prototypes on a glacier[18:42] The ultramarathon race where Nico?s legs crumbled (and why)[21:29] A breakthrough insight: performance changes with surface (leaves, lava, snow)[31:25] Designing a sneaker as if it were a car: engine, tires, seat[40:00] The ?clown shoe? prototype?and the first successful run [47:22] Elite runners kickstart the brand [49:02] The hard part nobody glamorizes: factory minimums, bank demands, anemic cash flow[53:31] Deckers enters: the minority investment that unlocks the U.S. (without killing the brand)

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call. We can?t wait to hear what you?re working on.

***

This episode was produced and researched by Rommel Wood with music composed by Ramtin Arablouei.

It was edited by Neva Grant. 

Our engineers were Patrick Murray and Kwesi Lee. 

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. 

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, Mark on his most challenging venture yet: revolutionizing the prescription drug market in America.

First we meet Lucy from Washington DC, considering an opportunity to bring her upside-down peanut butter brand into a big box retailer. Then Macy from Utah, wondering if her youth-safe skincare products are better marketed to kids or their parents. Then Dan from North Carolina, looking to reboot his pre-pandemic business selling hand-crafted wooden razors. And finally Kristen from Michigan, questioning if she should expand her children?s winter wear brand with gear for other seasons.

Thank you to the founders of One Trick Pony, Girlyish Skincare, Imperium Shaving, and Northern Classics for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Mark Cuban?s original episode on the show from back in 2016.

This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineers were Robert Rodriguez and Jimmy Keeley.

You can follow HIBT on X & Instagram and sign up for Guy?s free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A bright blue guitar covered in orange koi fish vanished from a museum display ? and Swifties immediately knew what it meant.

That distinctive guitar?the one Taylor Swift used to record Speak Now?had been a gift. Hand crafted, by the founders of Taylor Guitars. When she brought it back on stage during her Eras tour, the fans went wild.

In this episode, Bob Taylor and Kurt Listug tell the unlikely story behind one of the world?s most respected acoustic guitar brands?how it grew from a tiny San Diego repair shop doing $30,000/year into a global business with nine-figure revenue. And how it survived every challenge that should?ve ended it: a distributor deal that didn?t add up, a brutal market crash in the disco era, and such slow growth that?five years into the business?the founders could barely pay themselves a salary ($15/week).

It?s a story about serendipity, obsession, and the quiet power of a partnership where each person knows their lane?Bob with relentless craftsmanship, Kurt with the discipline to turn it into a massive business.

Plus: the purple 12-string featured in Prince?s ?Raspberry Beret? ? the MTV Unplugged boom that boosted the business ? and why the founders eventually chose to convert the business to 100% employee ownership.

What you?ll learn:

The operating principle that changed Taylor?s production: one finished guitar beats 10 half-finished onesHow to make a slow-growth business survivable (and why Bob saw it as ?education?)How to recognize a bad distribution dealThe design innovations that drew musicians to Taylor guitarsWhy Bob got a call from Taylor Swift?s dad when she was 14?and the iconic guitar her fans grew to loveHow the business managed demand shocks during COVIDWhy an ESOP can be a founder?s best ?succession plan? decisionWhat a great partnership looks like in practice

Timestamps:

(Timecodes are approximate and may shift depending on platform.)

00:06:39 ? The high school moment: ?I didn?t have $175 ? so I thought, I?ll just make a guitar.?00:07:14 ? The American Dream shop: the hippie setup that became a launchpad00:10:20 ? The ?baseball bat neck? problem with guitars?and Bob?s happy-accident innovation00:11:59 ? Buying the shop for $3,700 ? then realizing it didn?t include the name (or phone number)00:22:31 ? The sentence that changed everything: ?Would you rather have 10 half-done guitars or one done guitar??00:26:28 ? The distributor deal that ended in layoffs: good sell job, bad math, and what they learned00:38:30 ? Buying out the third partner: why the business doubled when ?the brakes were off?00:59:52 ? Before Taylor Swift was Taylor Swift: a phone call from a proud dad, and a promotional concert that almost went unheard01:09:36 ? The inflation economics of guitar building

***

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call. We can?t wait to hear what you?re working on.

***

This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Rommel Wood. Our engineers were Patrick Murray and Maggie Luthar.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, how candor has been a more effective press strategy than talking points for (the literal) Mrs. Meyers.

First we meet Allison in California, seeking marketing ideas for her novel wig designs which aren?t done justice by photos alone. Next, Nick in Idaho wonders whether retail expansion or content development is best to grow his children?s toy and book franchise. And finally, Ben in Virginia considers options like acquiring a nearby company to grow his chandelier cleaning business. 

Thank you to the founders of Encelia Hair, Randimals and Chandelier Cleaning VA, for being a part of our show.

If you?d like to be featured on a future Advice Line episode ? where Guy and former show guests take questions from early-stage founders ? leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to the founding story of Mrs. Meyers Clean Day as told by Monica on the show in 2025.

This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Andrea Bruce and John Isabella. Our audio engineer was Cena Loffredo.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Before Gymboree became a cultural icon in the 80s and 90s, it was just one lonely new mom trying to find connection. Joan Barnes started hosting weekly playgroups for parents? and demand exploded. What began as a diversion became a business. Then a franchise. Then a brand everyone seemed to know, with its padded playrooms and parachute games. 

From the outside, it looked like a runaway success: hundreds of locations, glowing press coverage, celebrity buzz. But inside, the franchise model was failing. A potential Hasbro rescue vanished overnight. And Joan?while smiling for the world?was breaking under the pressure.

Then came a major pivot that helped turn Gymboree around. The company was going to survive, but Joan realized she might not. She stepped away for good, to fight for her health. 

In this episode, Joan talks frankly about building Gymboree, losing control of it, and learning some vital lessons about ambition, balance, and humility. 

What You?ll Learn

The hidden math of franchising: when scale makes you weaker, not strongerHow?years before social media?Joan used the media as her marketing engine The moment Gymboree nearly died?and the brilliant pivot that saved itWhat it feels like to be celebrated publicly while privately falling apartWhy ?more hustle? can be a trap

Timestamps: 

(Timecodes are approximate and may shift depending on platform.)

[08:20] ?Lonely and isolated??The new-mom need that sparked Joan?s first playgroup[13:43] The early days: parachute games, circle songs, and connecting with other parents[16:59] The first, $3,000 investment, and expanding to new venues.[23:08] Learning the hard way: ?I didn?t even know what franchise meant.? [38:40] Joan discovers her business model has a terrifying Catch-22[45:05] A humiliating gut punch: Hasbro calls off a life-saving deal [50:15] The pivot to profitability: play centers + clothing stores[1:03:00] Success on the outside, collapse on the inside: panic, addiction, treatment [1:14:17] After Gymboree: yoga studios, recovery, and redefining success

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call. We can?t wait to hear what you?re working on.

This episode was produced by Chris Maccini with music composed by Ramtin Arablouei.

It was edited by Neva Grant with research by Rommel Wood.

Our engineers were Jimmy Keeley and Patrick Murray.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Warby Parker co-founder Neil Blumenthal joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, how AI integrations with glasses are helping us see the world in a whole new way.

First we meet Kimber in Utah, who wants to take her chewable toothpaste gummies mainstream. Then Brian in California, who?s wondering how to vet franchisees for his light therapy studios. And Tanner in Tennessee, who needs help building a team he can trust to scale his country club-inspired lifestyle brand.

Thank you to the founders of Pearl Pop, Salt and Light Wellness, and Cowboy Country Club for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Warby Parker?s founding story as told by Neil and his co-founder Dave on the show in 2016.

This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.

You can follow HIBT on X & Instagram and sign up for Guy?s free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

When Todd Carmichael and J.P. Iberti met at a grunge concert in Seattle in the 1980s, they were an unlikely pair. But they shared a love for great coffee, and the two friends began to dream about opening a cafe and premium roastery that would produce coffee at a higher quality than anything in the U.S. at the time. A few years later, Todd and J.P. co-founded La Colombe in Philadelphia, and went on to play a leading role in the third wave of specialty coffee in the U.S. Today, their coffee drinks are sold in stores across the country, and in 2023, La Colombe was acquired by Chobani for $900M.  

TIMESTAMPS: 

0:11:22 - Learning barista basics: like being a DJ  0:25:25 - Todd squats at JP?s place, they set out to sell coffee0:29:48 - How La Colombe gets its name0:32:40 - Launching the business in a city they've never visited0:35:49 - The first roastery: no ventilation, visits from the fire department0:40:29 - Pitching the coffee?uninvited?at a top French restaurant 0:46:48 - The trick to making a perfect espresso0:53:30 - Todd takes a sabbatical: ?I was suffering from my brain.? 0:57:40 - Expanding to more cafes and a shift from roasting to hosting1:01:17 - An impasse with investors, and a bailout from Chobani?s founder 1:09:38 - Small Business Spotlight

Hey?want to be a guest on HIBT?  

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth ?

Every Thursday on the HIBT Advice Line, A previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free. 

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive. 

So?give us a call. We can?t wait to hear what you?re working on.

?------------------------------------------

This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Sarah Sarasohn. Our audio engineer was Jimmy Keeley.

You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Patreon co-founder and CEO Jack Conte joins Guy on the Advice Line, where they answer questions from three early-stage founders about marketing and building community.

First we meet Zac from Indiana, who?s looking to grow his coffee company with a subscription offering for newlyweds. Then Rowena from New York, who wants to expand her international cooking kits for kids to all ages. And Melissa from Florida, who?s hoping to break into schools with her handwriting program for preschoolers.

And stick around to the end to hear whether the callers took Guy and Jack's advice.

Thank you to the founders of Honey Moon Coffee Co., Eat2Explore, and Adventures in Handwriting for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Patreon?s founding story as told by Jack and his co-founder Sam Yam on the show in 2021.

This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Gilly Moon.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

It started with a massive pile of razors sitting in a Rancho Cucomonga warehouse, and Michael Dubin?s chance meeting of the man who wanted to get rid of them.

In 2010, Michael was working in marketing in Los Angeles, producing online video content. As a hobby, Michael took improv comedy classes.

At a holiday party, he met a man named Mark Levine. Mark was looking for ideas to sell razors he had imported, but didn?t know how to unload.

Michael?s background in video and comedy helped him create a viral launch video for his spontaneous idea: an internet razor subscription brand called Dollar Shave Club.

Five years after launching, Dollar Shave Club sold to consumer products behemoth Unilever for a reported $1 billion in cash.

This episode was recorded in front of a live audience in Los Angeles.

What you?ll learn:

How Michael?s early career at NBC in New York exposed him to a world of video production - and comedyThe fateful party where Michael had to decide whether to start a company to sell razors - or to sell cake slicersHow Michael?s gut feeling was that shaving was a sector that could use disruption - even though it meant facing down daunting incumbent players like GilletteMichael?s viral launch video was so good, it brought investors on boardHow to DIY fulfillment to keep an overnight success on trackHow expanding their offerings into other men?s grooming products caught the attention of Unilever and led to an acquisition offer

Listen now to hear the amazing backstory of one of the best-known early DTC brands.

------------

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call.

We can?t wait to hear what you?re working on.

?-----------

This episode was produced by Casey Herman with music composed by Ramtin Arablouei.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

This week, Guy is joined by TRX exercise straps founder Randy Hetrick, chicken restaurant giant Raising Cane?s Todd Graves, and Chesapeake Bay Candle Company founder Mei Xu in a special episode of the Advice Line. We talk about how to navigate today?s crowded social media landscape... And ways founders can start thinking about AI.  

First, Shireen from Pennsylvania wants to know how to do better getting customers to attend her cooking demos? Then, Valerie from Idaho wonders whether separate social media accounts amount to the best path for her brand... And finally, Avani from New Jersey needs help scaling her business. 

Thank you to the founders of Moji Masala , Large as Life puzzles, and Modi Toys for coming on the show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. 

You can follow HIBT on X & Instagram and sign up for my free newsletter at guyraz.com or on Substack.

To hear our returning guests? previous episodes:

TRX: Randy Hetrick | Advice Line with Randy Hetrick of TRXRaising Cane's: Todd Graves | Advice Line with Todd Graves of Raising Cane'sChesapeake Bay Candle: Mei Xu | Advice Line with Mei Xu of Chesapeake Bay Candle and Blueme

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

For decades, snack companies believed Americans wanted everything sweeter.

More sugar. More chocolate. More indulgence.

But what if that assumption was wrong?

In this episode, a mother-daughter team set out to make a sleeker version of a chocolate almond? and nearly lose everything in the process.

Val Griffith was a longtime TV producer in Seattle. Her daughter Breezy was bouncing between failing business ideas in Miami and New York. When a family tragedy brought Breezy back home, the two began talking about food, snacking, and why chocolate-covered almonds were always so? overdone.

Their insight was deceptively simple: what if you used less sugar, not fake sugar ? and a thin coating of chocolate instead of a fat one? 

Turning that idea into SkinnyDipped meant years of failed experiments, dipping almonds by hand, manufacturing out of a converted chicken coop, and demoing almonds one by one. 

When they finally got a breakthrough order from Target, they faced a near-disaster: 40,000 pounds of rancid almonds. 

What followed was a frantic race to save the deal ? and later, a far more dangerous question: is this business ever going to make it?

WHAT YOU?LL LEARN: 

How failing at micro-businesses quietly builds founder skillWhy manufacturing is often the biggest obstacle in food startupsThe nail-biting risk of saying yes to Target too earlyHow growth can mask deeply broken economicsWhat it takes to fix a business when funding disappears

TIMESTAMPS: 

00:07:25 - How Breezy?s early forays into the food business failed ? and why they mattered.00:11:00 - How a family loss brought Breezy and her mom together ? and changed the direction of their lives 00:21:07 - Reinventing a stale bulk-bin snack: The road-trip conversations that sparked a new recipe: 00:31:20 - The Home Depot paint sprayer experiment: A brilliant idea that failed spectacularly.00:38:56 - SkinnyDipped?s first ?facility:? one oven, no heat, no hot water             00:49:28 - How a chance meeting in a bar changed the company?s trajectory00:55:41 - Target takes the plunge and SkinnyDipped nearly drowns: how a chain-wide launch almost breaks the business01:7:47 - Growth without profit: How the founders recover after hitting rock bottom01:21:44 - The mother-daughter equation: wisdom + jet fuel01:26:13 - Small Business Spotlight 

?-----------------------

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call.

We can?t wait to hear what you?re working on.

?-----------

This episode was produced by Kerry Thompson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Chris Maccini. Our engineers were Robert Rodriguez and Kwesi Lee.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Raising Cane?s founder Todd Graves joins Guy on the Advice Line to answer questions from three early-stage founders who are each considering a big, next step to grow their businesses.

First, Evan in Texas wants to know if he should franchise drive-thrus for his coffee business. Then, David in St. Louis is trying to get around dents in his financial history to secure financing for his pasta company. And finally, Shane in Los Angeles is weighing the pros and cons of opening a brick-and-mortar restaurant for his focaccia sandwich retail and catering concept.

Thank you to the founders of Whiskey Morning Coffee, Midwest Pasta Company, and Vesti for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to the founding story of Raising Cane?s as told by Todd on the show in 2022.

This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Exploding Kittens began as a jerry-rigged version of Russian Roulette ? a deck of cards hastily modified with a Sharpie. But what happened next is one of the most improbable success stories in the creator economy: a $10,000 Kickstarter goal that ballooned into nearly $9 million, a community that rewrote the rules of crowdfunding, and a company that has now sold over 60 million card and board games.

Co-founder Elan Lee shares the story behind Exploding Kittens ? from dismantling his brother?s toys as a kid, to helping design Halo, to walking away from Microsoft?twice. He reveals how burnout, curiosity, and an obsession with interactive storytelling set the stage for one of the most successful game launches of all time.

This is a story about the genius behind good marketing, and how creative storytelling can build a cult-like audience ? without spending millions.

If you?ve ever wondered how a strange idea becomes a global phenomenon ? this is that story.

WHAT YOU?LL LEARN: 

How burnout can be a creative turning pointHow a Sharpie and a deck of cards can unlock breakthrough ideasThe storytelling strategy that powered one of Kickstarter?s biggest launchesHow to treat your fans like collaborators, not just customersWhy marketing should feel like playUnit economics to die for: make it for $2, sell it for $20How to power through the threat of a one-hit-wonder

TIMESTAMPS:

00:08:30 ? The physics teacher who changed Elan?s life00:10:35 ? How Elan touched up the floating door scene in Titanic00:13:03 ? ?You?re the worst program manager I?ve ever seen? ? and the pivot to game design00:15:33 ? Meeting Spielberg, riffing on the movie AI, and inventing a new kind of storytelling00:21:42 ? Promoting Halo 2 with payphones 00:31:35 ? The Hawaii getaway that sparked Exploding Kittens00:42:12 ? The Kickstarter launch: most backers on record00:48:42 ? Suddenly a real company ? 700,000 decks and a manufacturing crisis00:53:45 ? Marketing genius: a kitty-cat vending machine that dispensed burritos and more01:00:58 ? New games that bombed ? the one-hit-wonder dread01:07:04 ? Throw Throw Burrito, and the road to stability01:19:05 ? Elan?s 4-year-old daughter helps design new games01:30:31 ? Small Business Spotlight

Hey?want to be a guest on HIBT?

If you?re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they?re facing right now. Advice that?s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So?give us a call.

We can?t wait to hear what you?re working on.

This episode was produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Noor Gill. Our engineers were Maggie Luthar and Kwesi Lee.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Tempur-Pedic founder Bobby Trussell joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Bobby talks about his new book, The Logic That God Exists.

First, Lyf from Oregon asks about how to expand his fresh seafood business. Then, Colleen from Colorado has questions about where to focus her efforts in growing her whitewater paddleboarding company. And finally, Amanda from Illinois looks for advice on fundraising for her lifejacket brand. 

Thank you to the founders of Flying Fish Company, Hala Gear, and Line + Cleat for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Tempur-Pedic?s founding story as told by Bobby on the show in 2018. 

This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What happens when three outsiders try to reinvent access to money? during the worst financial crisis in decades?

Before Kickstarter.

Before GoFundMe.

Before crowdfunding became a thing, there was Indiegogo, an idea born from frustration, inequity, and more than 93 rejections from investors.

It was a funding platform built not for banks, studios or gatekeepers? but for everybody else.

In this episode, co-founders Danae Ringelmann and Slava Rubin reveal the unpolished and often painful story behind Indiegogo ? from digging into savings accounts, to fighting over strategy, to grinning and bearing it when their idea was dismissed as ?cute.? 

You?ll hear how their mission was shaped by loss of parents, financial instability, and a fundamental belief in fairness.

How the 2008 crash nearly killed the company before it began.

And how in the end, Indiegogo helped spark a massive cultural shift?proving that anyone, anywhere, could bring an idea to life.

WHAT YOU?LL LEARN: 

How gatekeepers underestimate outsiders? ideasHow grief and personal history shape entrepreneurial courageHow to recover from 93 ?no?s? Why making money matters, but maintaining your values matters even more How co-founder conflict can sharpen (or break) a companyWhy Indiegogo didn?t become Kickstarter ? and what founders can learn from thatHow to know when it?s time to walk away from your own company

TIMESTAMPS: 

0:05:34 - Slava?s childhood, and the deep loss that shaped his worldview

0:09:00 - Danae?s first lesson in leadership? from her dad?s moving business

0:12:43 - ?Hollywood Meets Wall Street:? the emotional spark that led to Indiegogo

0:18:43 - The Golden Gate conversation where Slava asked, ?Why not put this on the internet?? 

0:32:56 - Building Indiegogo: mismatched personalities, big arguments, and the first 10 campaigns

0:40:22 - The 2008 crash hits: 93 investor rejections and many moments of truth

0:46:53 - Expanding beyond film: the inevitable pivot that ignited explosive growth

0:54:04 - Internal evolution: roles, titles, hires, and the first taste of real scale 

0:59:56 - Why the founders eventually stepped away ? and why some opportunities were squandered

1:05:19 - The legacy: how Indiegogo reshaped culture, creativity, and opportunity

1:09:44 - Bonus: Small Business Spotlight 

This episode was produced by Katherine Sypher, with music by Ramtin Arablouei. It was edited by Neva Grant, with research help from Chris Maccini. Our engineers were Patrick Murray and Jimmy Keeley.

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CEO and co-founder of Boll & Branch, Scott Tannen joins Ring founder Jamie Siminoff and Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Jamie and Guy talk about how creating repeat customers often comes from creating social good.  

First, we hear from Melita in Toronto who's wondering whether to continue bootstrapping her organic clothing business. Then Eric in the Sunshine State asks which direction to take to grow his sunscreen apparel lines. And Chris in Alpine Meadows, California, is trying to figure out how to get his sleek binoculars into the hands of more people.

Thank you to the founders of Q for Quinn, L Cubed Lifestyle, and Nocs Provisions. 

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to the story of how Jamie founded Ring from our episode back in 2020, as well as his appearance on the Advice Line in 2024.. And how Scott and his wife Missy started Boll & Branch, a story they told on the show in 2024.

This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley.

You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Khan Academy offers hundreds of free tutorials in fifty languages, and has 170 million monthly global users. 

It all began in 2009 when Sal Khan walked away from a high-paying job to start a business that had no way of making money. 

His idea to launch a non-profit teaching platform was sparked while helping his young cousins do math homework over the computer. 

When he started posting his tutorials on Youtube, the world took notice.  

You will learn: 

Not just cat videos: How Sal discovered the early power of YouTube. How a book by Isaac Asimov lay the foundation for Khan AcademyWhy Sal said no to a for-profit business modelHow Sal got discovered by Bill Gates?and other wealthy donors  How Sal defines ambition: Free world class education for anyone, anywhere 

Listen now to hear how Khan Academy has grown to become one of the most trusted teaching tools around the world. 

This episode was produced by Jed Anderson, with music composed by Ramtin Arablouei. It was edited by Neva Grant. 

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See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jane Wurwand, co-founder of the global skincare brand Dermalogica, joins Guy on the Advice Line, where they answer questions from three early stage founders. Plus, Jane shares her philosophy on the importance of customer education for building a trusted brand. 

First we meet Camille in Virginia, who?s wondering how to scale her vegan baby food company without compromising on quality. Then Molly in Maine, who?s trying to build a community of new parents for her baby-friendly workout classes. And Sarah in Connecticut, who?s considering whether to expand beyond her core performance underwear product.  

Thank you to the founders of Chunky Vegan, Baby Booty and Paradis Sport for being part of the show.

If you?d like to be featured on a future Advice Line episode, leave us a one minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Dermalogica?s founding story as told by Jane on the show in 2016. 

This episode was produced by Katherine Sypher. It was edited by John Isabella. Our audio engineer was Neal Rauch.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Meridith Baer grew up on the grounds of San Quentin prison, acted in TV and movies, wrote scripts in Hollywood ? and then, at 50, started over ? and built one of the best known home-staging companies in real estate.

Meridith?s life unfolds like a movie: As a teenager, she was forced to give up her baby for adoption. In her twenties, she was a writer for Penthouse. In her thirties and forties, she was a screenwriter in Hollywood, hobnobbing with Sally Field and dating Patrick Stewart.

But in her late forties, Meridith hit a wall. Her writing career stalled, so she poured her energy into fixing up the house she was renting. When the owner sold that house almost immediately, she stumbled onto a strange new idea: why not stage homes for a living?

From there, Meridith turned a few pieces of thrift-store furniture and potted plants into a full-blown business: trucks, warehouses, hundreds of employees, and high-end homes across Los Angeles, New York, Miami, and beyond. Along the way, she weathered the pressures of scaling a creative service into an operational machine?without ever raising outside capital.

What you?ll learn:

How to reshape a career at 50 (or any age) without a master plan

How Meridith priced her work based on value created, not hours worked

Why you don?t always need investors to grow a multi-million-dollar service business

The psychology of home staging: designing spaces that make buyers fall in love in the first 10 seconds

How Meridith thinks about legacy, stepping back, and seizing new opportunities

Timestamps: 

06:08 ? Growing up as a warden?s daughter inside San Quentin

11:01 ? Teen pregnancy, forced adoption, and reunion decades later

12:43 ? From Pepsi commercials to Penthouse magazine

19:58 ? Selling a major movie script, recoiling at the finished product

22:47 ? How a breakup with Patrick Stewart totally reshaped Meridith?s life

27:41 ? The accidental first staging job at age 50

35:17 ? Early days of the business: vans, day laborers from Home Depot, and naming her price

47:18 ? Unexpected struggles: tax trouble, a cancer diagnosis

51:07 ? The business expands to New York and beyond

1:00:22 ? Running a 320-person company at 78?and what comes next

1:05:56 ? Small Business Spotlight

This episode was produced by Alex Cheng, with music by Ramtin Arablouei. It was edited by Neva Grant, with research help from Noor Gill. Our engineers were Patrick Murray and Kwesi Lee.

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Bill Creelman, CEO and founder of Spindrift,  joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Bill and Guy talk about the importance of solving one problem at a time. 

First, we hear from Josh in West Hollywood, California - a pickle beer maker - who's wondering whether to drop his home-made brine to save money by using a manufactured flavor instead. Then Zac in Marshfield, Massachusetts, is trying to figure out how to get marketing help for his Hawaiian themed Flannel shirt company. And Jean Pierre in Portland is wondering about the best way to get his Kombucha business back on track. 

Thank you to the founders of Donna?s Pickle Beer, Kona Brand and Soma Kombucha. 

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Spindrift?s Founding Story as told by Bill on the show in 2020.

This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Kwesi Lee.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What if the idea that changes your life? starts with something as ordinary as being thirsty?

In 2007, Travis Rosbach walked into a sporting goods store looking for a water bottle?and stumbled onto a problem no one had solved. Plastic, BPA-lined bottles dominated the market. Metal alternatives leaked, dented, or couldn?t keep drinks cold enough. 

Travis?s solution? A double-walled, vacuum-insulated, stainless steel bottle. His expertise? Non-existent.  

This is the improbable story of how Hydro Flask was built?from scavenging metal parts in China, to selling bottles at outdoor markets, to getting into Whole Foods by sheer timing and luck, to a last-minute investor who walked in on the day Travis planned to shut the company down.

Hydro Flask would go on to become one of the most recognizable and popular bottles in the country. 

This is the story behind it.

What You'll Learn

How paying attention to trends can lead to new business ideasHow a novice learns the ropes by obsessively comparing existing products How the lessons from past ventures can fuel future success Why perseverance and timing can be just as important as know-how

Timestamps: 

05:46 - Building a fence, and a first business: ?I had no clue.? 09:33 - A one-way trip to Hawaii : The surprising detour that leads Travis to his biggest invention15:13 - How Travis gets inspired?then obsessed?after trying to buy a water bottle  22:08 - Searching for a manufacturer: a here-goes-nothing trip to China31:58 - The first prototype: two colors, sharp edges35:43 - Bootstrapping Hydro Flask: moving in with mom, storing bottles in grandpa?s garage  37:14 - Farmer?s markets, ice tests and the first buyers52:27 - The crisis that almost kills the company56:30 - An eleventh-hour visitor: ?I might want to invest?58:34 - Leaving the company he built: why Travis walked away1:06:07 - Small Business Spotlight

This episode was produced by Chris Maccini, with music by Ramtin Arablouei.

Edited by Neva Grant, with research help from Claire Murashima.

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Squarespace founder Anthony Casalena joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, Anthony shares how Squarespace is leveraging AI to help people bolster their sites and digital presence more effectively.

First we meet Bob in Connecticut, who?s wondering how to pump up awareness for his custom-made mattresses. Then Stacy in California asks how her new first aid products can stand out in a category dominated by legacy brands. And Mehek in New York strategizes about how to best launch a new digital companion she?s building: an app that supports people recovering from eating disorders.

Thank you to the founders of Custom Sleep Technology, All Better Co., and Kahani for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Squarespace?s founding story as told by Anthony on the show in 2019.

This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was James Willetts.

You can follow HIBT on X & Instagram and sign up for Guy?s free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

At 19, Ben Francis was lifting weights during the day and delivering pizza at night. He didn?t have money. He didn?t have fashion experience. He didn?t even know how to sew. What he did have was a front-row seat? to a new online trend. Before Instagram and influencers became a strategy, a handful of YouTubers were redefining gym culture ? building identity and community online. 

With his gymwear brand Gymshark, Ben didn?t try to compete with Nike. He didn?t try to buy ads. He did something much more powerful: He built relationships. He sent free T-shirts to the Youtubers he admired. He learned what gym-goers actually wanted to wear: tapered tracksuits, and shirts that emphasized their muscles.

Today, Gymshark is valued at more than a billion dollars, and Ben is the youngest billionaire in the UK. But his story is not just about business. It?s about identity, discipline, humility?and learning to grow as fast as you can learn. 

What You?ll Learn: 

How to build a brand by building community first How to hire smart people without losing control of your companyAvoiding imposter syndrome by creating your own apprenticeship program How to get stronger by staying in your lane 

Timestamps: 

06:15 - The IT education that changed Ben?s life

17:48 - Gymshark?s first sale: a £2 profit that had him dancing in his bedroom

20:06 - Early apparel?Screen-printing T shirts, a single sewing machine 

23:50 - How YouTube bodybuilders became their best marketers 

40:48 - How Ben hired his own boss?and what he learned from him

47:44 - Expanding to the US: a bone-chilling trip to Ohio  

50:35 - The bodybuilder?s aesthetic: big shoulders, narrow waist

53:58 - The painful breakup between Ben and his co-founder 

1:04:49 - Why he earned the nickname ?Hurricane Ben.? 

1:12:30 - A legacy company: Resisting the urge to grow beyond the gym 

1:19:19 - Small Business Spotlight 

This episode was produced by J.C. Howard, with music by Ramtin Arablouei.

Edited by Neva Grant, with research help from Alex Cheng.

 

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Chet Pipkin, former CEO and founder of the electronic goods company Belkin International, joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Chet and Guy drill into why solving problems for consumers is the key to success.

First, we hear from Daniel in Toronto, who?s wondering how to educate customers about his company?s plastic-free, dissolvable shampoo and conditioner tablets. Then Meredith in Long Island asks how to manage inventory for her booming backpack organizer business that keeps selling out to female athletes. And Ryan in San Diego asks for strategies to grow the B2B side of his therapeutic massage tool company.

Thank you to the founders of EarthSuds, Sideline Bags and Rolflex for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Belkin International?s founding story as told by Chet on the show in 2019.

This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In his 20?s, working an office job he hated, Tom woke up in the middle of the night with a wild idea: why not take people on bike trips? No playbook. No investors. Just a sense that he could make a living doing what he loved. His first trip? Four guests riding through Death Valley, pitching their own tents. From there, Backroads scaled to hotels, while weathering a bike burglary, a van rollover in the desert, 9/11, the Great Recession, and a pandemic that brought tourism to a halt. 

Today, Backroads runs 5,000+ trips a year in 60+ countries.

This is a masterclass in savvy cash flow, scrupulous quality control, and dogged iteration. If you care about travel, brand, or building a services business at scale?listen to this.

What you?ll learn:

How a 5,000 mile solo bike trip laid the groundwork for Backroads The first guided trip in Death Valley: four people, high winds, 50 miles/day How to get your stolen bikes back: confront the thief yourself The ?collect early, pay late? flywheel that powered growth without investorsHow Backroads survived 9/11, 2008, and COVID?and what changed after each shockAvoiding the Instagram trap and delivering peak, uncrowded experiences

TImestamps:

7:24 ? Tom?s epiphany and the eight pages of notes that started Backroads10:15 ? From cubicle to road bike: the solo trip that shaped the company?s DNA12:46 ? Trip #1: Making mistakes in Death Valley?and learning fast24:47 ? Tom?s DIY recovery operation after a warehouse burglary29:21 ? Cash without capital: spend your deposits, pay hotels later 30:55 ? The Nevada rollover: walking out of the ER?and running the next trips40:06 ? Recovering after 9/11 and the financial crisis?and rebuilding the company?s value prop45:46 ? Post-COVID surge, and avoiding the tyranny of the travel selfie 

This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Patrick Murray and Jimmy Keeley.

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Tariq Farid the founder of Edible Arrangements joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Tariq updates Guy on how he?s pivoting into a new industry while ushering in the next generation of leadership at the company. 

First, we hear from Jake in Virginia who?s wondering how he can make his Filipino-inspired banana ketchup mainstream in America. Then, Heather in Sweden wants to know if she should change the name of her luxury polar voyage company to distance themselves from cruises. And, Ryan in Texas wants to know how he can bump up his revenue without losing his company?s highly personalized customer service. 

Thank you to the founders of Fila Manila, Minimal Impact Cruises, and Kong Screen Printing for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Edible Arrangement?s founding story as told by Tariq on the show in 2017.

This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Robert Rodriguez. 

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In 2010, software engineer Natalie Gordon was pregnant? and fed up with the overwhelming baby aisles in big box stores.  So she quit her computer job to code the registry she wished existed. No pink-and-blue giraffes. No allegiance to a single store. Just a universal list that let friends give the real help that new parents need?from strollers to diaper services to dog-walking.

Natalie coded the first lines of Babylist during her son?s nap time. She managed customer support, pitched bloggers from coffee shops, and learned growth the hard way?first through affiliates, then with a pivotal Pinterest bet, and finally by taking on her own inventory (and all the headaches that come with it). Along the way she wrestled with hiring, firing, fundraising, and the identity shift from founder to CEO. Today, Babylist is one of the most trusted parenting platforms in the U.S., with a retail arm, editorial content, and a program for providing breast pumps. 

This is a masterclass in living a problem?and building a solution. 

You?ll learn:

How to spot a customer pain point and design an MVP around itThe power of slow viralityHow to use a small seed round without losing controlThe painful path from affiliate revenue to first-party e-commerceStumbles with hiring ? and firing? as a first-time CEOHow paid growth works on visual platforms like PinterestHow ?controlling your destiny? justifies a hard shift in business modelHow coaching and feedback helps you evolve from founder to leader

Timestamps:

05:32 - Learning to solve hard problems at Amazon -08:28 - Sabbatical in Latin America: Natalie?s first (failed) business and what it taught her17:50 - A meltdown in a superstore ? the Babylist ?aha? moment19:40 - Designing a universal registry, dog-walking included24:42 - Blitzing the mommy blogs, a  ?pregnant hacker? post on Hacker News30:01 - Why $140/month revenue felt like a victory39:18 - Going solo at an Accelerator, and the agony of early hiring and firing49:29 - From ?slowly viral? to real scale, and how Pinterest helped58:09 - Affiliate links to in-house inventory ? piles of bassinets in the office 1:01:57 - COVID?s unexpected windfall,  the health wedge (breast pumps & beyond)

This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Patrick Murray and Jimmy Keeley.

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Wayfair co-founder Niraj Shah joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs about how to bet on themselves ? and define themselves to consumers. Plus, Niraj explains why Wayfair is expanding into large-format brick-and-mortar stores.

First up, Valerie in Washington, D.C., is looking for a better way to educate consumers about her dehydrated chicken stock. Then, Bree in Utah wants to know when to seek investment in her improved mineral sunscreen brand. And finally, Tess in San Antonio is wondering if she should quit her day job and go all-in on her networking and accommodation app for solo women travelers.

Thank you to the founders of Cookstix, Daily Shade, and HerHouse for being a part of our show.

If you?d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you?d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to go back and listen to Niraj?s original episode from 2018, where he shares how he and his college roommate Steve Conine turned 250 single-product websites into one giant billion-dollar brand.

This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo.

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