In 2004, Joey Shamah and his partner launched a cosmetics company built on an idea that made almost no sense:

Sell high-quality makeup for just $1.

At the time, high quality beauty products were supposed to be expensive. The biggest brands spent fortunes on celebrity endorsements, glossy ads, and premium shelf space.

And every major retailer told Joey the same thing:

Your idea will never work.

But Joey believed he'd found a wormhole in the beauty business: spend money on the product, not fancy packaging, marketing, or celebrity endorsements. Then, pass those savings on to your customers. 

The brand grew slowly, but Joey knew he was onto something when a bizarre rumor spread that Bloomingdale's was buying e.l.f. and raising prices. Within days, the tiny company went from a few hundred orders a week to 18,000 orders a day.

What followed was a journey from a scrappy warehouse operation in New Jersey to one of the most disruptive brands in the beauty business.

You'll learn:

The surprising economics behind $1 lipstickWhy retailers initially rejected e.l.f.How a single magazine mention launched e.l.f.'s online businessThe retail insight that unlocked national expansionHow a false rumor generated 18,000 orders a dayThe emotional toll of a $225 million acquisition that collapsed at the eleventh hour 

Timestamps:

00:10:28 ? How to make (decent) makeup for just $100:18:35 ? The dollar stores say no00:24:32 ? Glamour comes calling, and e.l.f has 30 days to build a website00:38:27 ? The question from a Target buyer that leaves Joey speechless 00:39:56 ? The H-E-B test that proves everyone wrong00:46:36 ? ?That?s news to me!? The viral rumor that sends Joey back to China 00:59:42 ? Scaling to tens of millions in revenue01:07:15 ? ?It was crushing.? The L?oreal sale that never happened 01:12:02 ? After e.l.f: Joey stops watching House of Cards and gets back to business

This episode was produced by Carla Esteves with music composed by Ramtin Arablouei.

It was edited by Neva Grant with research by Olivia Rockman. Our audio engineer was Patrick Murray. 

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Today?s callers: Ruchi from Chicago looks for advice on which channels to focus distribution for her probiotic skincare line. Then Peter in San Francisco considers strategies to champion his line of organic South African wines. And Dominic from Barbados asks about expanding his specialty coffee brand into international markets like the United States.

Plus, Susan discusses how people and relationships can make or break your business.

Thank you to the founders of Yobee, Culture Wine, and Wyndhams Bajan Coffee Roasters 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 EO Products founding story as told by Susan Griffin-Black and Brad Black in 2019.

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

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Stephen Starr didn?t plan to get into the restaurant business.

He set out to be a radio DJ. Then a nightclub owner. Then a music promoter.

Along the way, he booked a young Jerry Seinfeld for $75, promoted shows for U2 and Madonna, and spent years pretending to be more successful than he really was.

Then, in his late 30s, Stephen walked into a glitzy martini bar in New York.

He was so taken with it, he decided to start his own version in Philadelphia.

Today, Starr Restaurant Group generates nearly half a billion dollars in annual revenue and includes some of the most successful independent restaurants in America: Pastis, Buddakan, Le Diplomate, Parc, Makoto, and dozens more.

The surprising part?

Stephen did not start out as a foodie.

Instead, he became obsessed with the theatre of dining: design, upholstery, lighting, music. A ?wow!? feeling when you walk in the door.

In this conversation with Guy, Stephen talks about the hard lessons he learned in the comedy and music business, and the unexpected path he took to redefining dining.

What You'll Learn:

The unglamorous economics of rock concerts and restaurantsHow rejection, romantic heartbreak, and failure can become powerful motivatorsWhy he believes he's spent his career "throwing the party" without attending itHow building the right team of designers can make a restaurant feel magicalWhy Stephen says today's entrepreneurs have a much harder path than his generation didThe model Stephen says new restaurateurs should follow today

Timestamps:

00:06:03 ? A lonely childhood: Making up skits in his room00:09:49 ? Losing his mother at age 1900:11:17 ? Starting a comedy club: Deli by day. Stand up at night00:20:49 ? Going broke and reneging on a bank loan00:28:26 ? Music promotion: Feeling like a fraud while promoting U2, Madonna00:36:52 ? A New York martini bar inspires Stephen to start his own00:42:20 ? The bold design behind a line-out-the-door restaurant01:03:31 ? Opening Buddakan in New York: ?I can?t do anything better. This is Sgt. Pepper?01:09:08 ? Starting a restaurant today: ?I would say don?t do it ? but if you do, keep it smaller?

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

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Today?s callers: Daisy in the United Kingdom looks to grow her barefoot shoe brand across the pond in the United States. Then Rachel in Pennsylvania considers private labeling for her protein-packed sprinkles. And Andrew in California wonders whether he should seek investment for his pleasantly-scented soil additive.

Plus, Shazi discusses why entrepreneurship is one of the most creative outlets a person can have.

Thank you to the founders of Freet Barefoot, SprinkleBites, and PlantAmika 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 Happy Family Organics? founding story as told by Shazi in 2020.

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

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When Maxine Clark left a top job in retail to start a make-your-own stuffed animal store, people thought she?d lost her mind. 

Investors doubted it. Friends questioned it. Retail experts couldn't understand how it would scale.

But drawing on more than 20 years as a retail executive, Maxine built a massively  successful shopping ?experience,?  where kids could stuff, dress and personalize their own stuffed animals. 

Today, Build-A-Bear has generated billions in sales, survived the decline of malls, weathered the financial crisis, and become a global brand.

WHAT YOU'LL LEARN 

How a failed errand?and an offhand comment by a kid?inspired a business plan 

How Maxine leveraged two decades of retail experience to launch Build-a-Bear 

How Willy Wonka and Walt Disney were early inspirations 

How she built a wedge against competitors 

How she got through the financial crisis

How she knew when to step down as CEO? and how to collaborate with her successor  

TIMESTAMPS:

05:52 - A mom Who Worked for Eleanor Roosevelt 09:18 - The Impromptu Interview That Changed Maxine?s Career16:00 - Becoming One of the Few Female Fortune 500 Executives18:43 - Why She Walked Away From Payless21:27 - The Beanie Baby Disappointment That Sparked Build-A-Bear26:14 - Designing the First Store: ?Make it Like Willy Wonka.?37:53 - Opening Day ? and a Line Out the Door39:53 - Defending the Brand Against Copycats and Lawsuits45:53 - Scaling to Hundreds of Stores and Going Public58:25 - Letting Go: Stepping Down as CEO and Building a Legacy

This episode was researched by Rommel Wood and produced by Kerry Thompson, with music by Ramtin Arablouei, and edited by Neva Grant. 

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Today?s callers: Whitney in Utah  wonders how to bridge the gap between pre-seed and institutional investment for her fitness/retail combo space. Then Chloe in the U.K. considers which markets to target for her at-home crafting kits. And Christy in Washington wants to convert gifters into repeat customers for her coffee flavoring brand.

Plus, Christina?s take on why Milk Bar is better served with her as Chief Experimenter rather than Chief Executive.  

Thank you to the founders of The Beau Collective, Cotton Clara, and Vashon Island Coffee Dust. 

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 story of how Christina founded Milk Bar from our episode back in 2019.

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

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In 2004, German programmer Tobias Lütke was living in Ottawa with his girlfriend.

An avid snowboarder, he wanted to launch an online snowboard shop, but found the e-commerce software available at the time to be clunky and expensive.

So he decided to write his own e-commerce software.

After he launched his online snowboard business, called Snowdevil, other online merchants were so impressed with what he built that they started asking to license Tobi's software to run their own stores.

Tobi and his co-founder realized that software had more potential than snowboards, so they launched the e-commerce platform Shopify in 2006.

Since then, it has grown into a publicly-traded company with over 7,000 employees and $11 billion in revenue.

Timestamps: 

07:20 - Tobi discovers snowboarding?and meets his future wife?on vacation in Canada11:25 - Building a new kind of snowboarding company29:35 - Pivot point: skateboards or software?34:25 - The night before Tobi?s wedding, Shopify switches business models45:25 - The 2008 financial crisis hits? revealing a huge opportunity 58:55 - After a decade, Shopify goes public

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

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Entrepreneur, author, and podcaster Tim Ferriss joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Tim shares the inspiration behind his latest venture, Coyote?a 10-minute card game that encourages time spent with friends and family.

First, Lauryn from San Francisco asks about the best way to scale her biodegradable ear plugs in two very different directions. Then Emily from Kansas City weighs whether DTC or wholesale is where to focus her accessory brand after Taylor Swift wore one of her rings and sales exploded. And finally, Kimberly in Woolwich, Maine wonders how to incentivize her customers to pre-order her high-quality, sustainable, clothing. 

Thank you to the founders of GOB, EB & Co, and K. Becker Designs 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 Tim Ferriss?s founding story as told by Tim on the show in 2020. 

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

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In 1978, Brian Smith quit his accounting job in Australia and headed to California with a surfboard, some savings, and ambition. He figured California was where he?d find an idea or a product to bring back home to Australia to build a business. A year in, he was still looking.

But then he saw an advertisement in a surfing magazine for Australian sheepskin boots. Uggs were so widespread in Australia at the time, the name was a generic term - like flip flops - not a brand. Brian was immediately stoked: these boots were virtually unknown in America. If he could get ugg boots for sale in the U.S., they would be a huge success! Almost nobody else agreed.

For years, Brian lived on the edge of collapse. He sold boots from the back of his van and worked construction and golf course maintenance jobs to survive. Retailers laughed him out of stores. He lost control of his company twice. At one point, he literally crawled across the floor from stress, ready to walk away forever.

And yet?he kept going.

What followed was one of the most unlikely brand-building stories in modern retail history ? involving surf culture, trademark wars, miraculous timing, brutal financing mistakes, and a product the fashion world initially dismissed.

Today, UGG generates more than $2.5 billion a year in sales.

You?ll hear how Brian:

Turned rejection into problems to solveDiscovered marketing insights that changed UGG foreverSurvived years of cash-flow disastersLost control of the company and regained it a couple of times.Used surf culture to build an emotional connection with customersNearly quit? over and over again?And how he eventually sold UGG to footwear giant, Decker

Timestamps:

09:51 Brian's eureka moment that led to the birth of UGG12:41 The first sales trip results in ZERO sales21:10 The mantra that kept Brian going while doing odd summer jobs to survive28:32 Brian gets a critical lesson in marketing?from some 12-year-old kids51:59 Brian?s most effective strategy for retail: the ?Six-Pair Stocking Plan?56:42 On track to regain his ownership - Brian hits a huge snag01:01:57 A midnight phone call from Australia saves the business01:11:28 Brian gets the last laugh in the trademark dispute - and acquires a boot factory01:14:54 Pamela Anderson wears UGGs on the set of Baywatch01:23:39 A chance meeting in the Atlanta airport leads to a deal to sell UGG

This episode was researched and produced by Casey Herman, with music by Ramtin Arablouei, and edited by Andrea Bruce.

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Today?s callers: Kristina in Ohio looks for avenues beyond organic social media to market her furniture designed for toddlers and parents alike. Then Phil in Michigan considers the best messaging to brew interest in his farm-made cherry vinegar. And Caroline in California scouts new ways to cultivate curiosity around her plant-based dog food.

Plus, Jeffrey discusses the quiet momentum of social businesses as they navigate ?greenhushing? and a polarized political climate.

Thank you to the founders of Twenty Five and Pine, Red Truck Orchards, and Petaluma 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 Seventh Generation?s founding story as told by Jeffrey and his co-founder Alan in 2021.

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

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At 25, Justin Gold was making experimental peanut butter in his home kitchen with a food processor and a stack of recipe journals. His singular obsession: bring new life to a tired lunchtime staple.

What started as late-night experiments with honey, cinnamon and banana eventually became Justin's ? one of the most influential natural food brands of the last two decades.

At first, Justin got rejected by most grocery stores he approached. He worked overnight in a shared industrial kitchen, hand-filling jars one at a time. He couldn?t get a distributor, so he stocked the shelves at the Boulder Whole Foods himself.

And when growth stalled? he had an idea during a mountain bike ride that would transform the company: What if peanut butter came in a squeeze pack?

In this episode, Justin explains how relentless experimentation and stubbornness helped him build a category-defining brand ? and how, with each entrepreneurial milestone, an even more challenging one emerged.

YOU?LL LEARN:  

How Justin reverse-engineered flavored peanut butter in his apartmentHow launching in Boulder gave him a big advantageHow he learned when to listen to feedback, and when to ignore it The deal he made with Whole Foods: ?I?ll stock the shelves myself.?How the squeeze pack transformed the business, and why it almost didn?t work The power of naïve persistence in entrepreneurship

Timestamps:

00:09:35 ? The obsessive recipe experiments that became Justin?s edge00:16:25 ? Getting support from Boulder?s startup food community 00:21:28 ? Raising $35,000? and shocking his family: ?I wanna make peanut butter!? 00:42:51 ? The farmers market feedback that changed the product line00:46:56 ? Justin talks his way into the first Whole Foods 00:51:47 ? Justin?s gets into more stores, but sales start to stagnate 00:53:35 ? The mountain bike ride that sparked the squeeze-pack idea 01:19:43 ? The brand gets sold, Justin gets fired?and invited back

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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Today?s callers: David from New Jersey struggles with self-doubt as he works to grow his muscle-scraping soap brand. Then, Marnie from Australia wants to convince customers that her colorful tick-repellent socks are worth the premium price. And David from New York wants his company to end the practice of throwing away burned out candles. 

Plus, Sarah recounts rebuilding her brand in the wake of the pandemic and the changing fashion preferences of professional women. 

Thank you to the founders of Sorsoap, Tick Socks, and Siblings 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 M.M. LaFleur?s founding story as told by Sarah on the show in 2020.  

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

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NVIDIA is one of the most valuable companies in human history. Its chips run the AI systems transforming everything from entertainment to warfare. But for years, almost nobody believed in co-founder Jensen Huang?s vision. Jensen spent nearly a decade pouring billions into a technology called CUDA, long before AI made it profitable.

In this deeply personal conversation, Jensen tells Guy why NVIDIA?s very first chip was a catastrophic failure ? and how at one point, the company was 30 days away from going out of business. 

Jensen also explains why he thinks fears about AI are overblown, and why he believes the next generation will have more opportunity ? not less ? because of AI.

What You?ll Learn:

Why NVIDIA nearly collapsed before becoming an AI giantHow researchers sparked the AI boom using NVIDIA gaming chipsHow to lead through uncertainty when a huge bet hasn?t yet paid offHow Jensen approaches hard decisions like an engineerWe?re ?doing ourselves a disservice? by being afraid: Jensen on AI and job lossHow Jensen defends his demanding management styleWhy past failures still haunt him

Key Moments From the Interview:

00:07:51 ? Jensen Huang?s childhood at an unusual Kentucky boarding school00:14:50 ? Why Jensen left a stable career to help start NVIDIA00:17:14 ? NVIDIA?s first failure: the NV1 disaster00:19:51 ? The desperate trip to Japan that gave the company a lifeline00:23:11 ? ?The only idea we had? for prototyping: the emulator Hail Mary00:30:53 ? The book that shaped Jensen?s thinking about innovation00:35:04 ? Why NVIDIA kept investing in CUDA while Wall Street lost faith00:41:38 ? The moment AI researchers discovered the power of NVIDIA?s chips 00:53:17 ? Jensen on fear of job loss from AI, and why America risks falling behind01:01:56 ? Knowing what he knows now, would he do it again? Yes ? and no

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

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Today?s callers: Kristina in Florida wants to take her local pottery workshops nationwide. Then Jim from Colorado wonders if retail is right for his quick release camera straps. And Will in Ohio hopes his business will change what consumers expect from tool rental services. 

Thank you to the founders of Seagrass Pottery, Lemur Strap and Tool Club 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 our episodes with Chieh Huang of Boxed, Hernan Lopez of Wondery and David Neeleman of Jet Blue. 

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

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John Gabbert built a massive furniture brand. But in order to do it, he had to defy his family. 

John grew up working at his dad?s furniture store in the suburbs of Minneapolis. It sold classic, American-made furniture, with flowery prints and curved legs. But in 1972, John took a life-changing trip to Sweden, where he discovered an obscure store called IKEA. It was selling an entirely different type of furniture: simple, modern, and inexpensive, with a manufacturing process they controlled. To John, it looked like the future of furniture. The only problem, his dad didn?t agree. 

That disagreement led to a 10-year family rift?but also a new business. 

In 1980?zafter a deal to buy out his dad broke down?John spun out his own furniture brand, Room & Board. Today, it sells hundreds of millions of dollars of furniture in its own classic designs, mostly made by small American manufacturers. 

This is the story of how John did it, without outside investors, and without chasing growth for growth?s sake.

What You?ll Learn

Why the right thing for your business might be the hardest thing for your family

How John connected with young boomers?not their parents 

The key to long-term success: growing slow and saying ?no?

Why John refused private equity money

Why Room & Board transitioned to employee ownership

Timestamps:

00:06:10 - Gabberts: flowery furniture in a fake living room

00:09:41 - Becoming president of the family business at age 23

00:13:33 - A fateful trip to IKEA in Sweden: ?That's what the future needed to be?

00:18:36 - John tries to buy out the family business? until his dad backs out

00:35:47 - Design inspiration from modern art?and steel frames

00:46:38 - Why making furniture in America makes sense

00:55:27 - Investors come to call? and John says no

01:01:48 - The decision that transferred ownership to employees

This episode was produced by Chris Maccini with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Rommel Wood. Our engineers were Patrick Murray and Kwesi Lee. 

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Today?s callers: Anthony from Miami considers the best method to grow his pop-up outdoor movie theater business. Then Andrew in San Francisco asks how to set his cat wrestling toy apart from competitors. Finally, Melissa in Massachusetts seeks strategies for getting busy parents excited about her healthy frozen muffins. 

Plus, Jonah shares what?s next for Buzzfeed as the company marks 20 years of business.

Thank you to the founders of Motion Flix, CATSUMO, and Unrefined Foods 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 Buzzfeed?s founding story as told by Jonah on the show in 2017.  

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

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Gregg Renfrew started a movement by making better-for-you cosmetics, then enlisted an army of women to build the business through direct sales. But after selling Beautycounter, she was pushed out of the company she created.

Then she got to do something almost no founder gets to do: 

She bought her company back. Then lost it again. Then took the risky step of rebuilding it into a new brand, now called Counter.  

This is a story about ambition, humility, and second chances.  

Gregg learned her first lessons by launching an early online wedding registry and selling it to Martha Stewart. She briefly led a clothing company and was summarily fired?by messenger.

In this candid conversation, Gregg talks about the bold innovation she brought to the beauty industry, and the lessons she learned from working with difficult people?including, at times, herself. 

What You?ll Learn:

How to build a movement?not just a product

The hidden risks of ?growth at all costs?

Why direct sales (done right) can outperform traditional DTC

The emotional toll of being fired from your own company

How to rebuild your identity after losing your business

What it takes to come back?and do it differently the second time

Timestamps:

(00:06:15) ? Selling Xerox machines and getting doors slammed in her face

(00:08:09) ? The early inspiration for an online wedding registry.

(00:16:44) ? The brutal lesson of the dot-com crash: ?growth at all costs?

(00:21:58) ? Standing up to Martha Stewart: ?I was cocky.? 

(00:23:51) ? Getting fired as CEO? by messenger? in front of her team

(00:32:47) ? The moment she realized the beauty industry had a massive gap

(00:35:25) ? ?Clean beauty didn?t exist??and why that made it so hard

(00:47:04) ? Building a 60,000-person sales force, scaling to hundreds of millions in sales

(00:46:40) ? Selling Beautycounter for $1B? and losing control months later

(01:00:13) ? The emotional aftermath of being pushed out?and what came next

This episode was produced by John Isabella with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Noor Gill. Our engineers were Patrick Murray and Jimmy Keeley.

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Today?s callers: Barbara in Massachusetts wonders how her nutrition education theater company might live on past her own involvement. Then Jeff in Illinois looks to carry the momentum from his Ninja Warrior-inspired gyms to form a professional league around the sport. And Vince in Virginia weighs the risks from introducing new SKUs for his men?s organic underwear brand.

Plus, David breaks down the resource management necessary to keep an airline aloft as rising fuel prices grip the industry.

Thank you to the founders of FoodPlay Productions, Ultimate Ninjas, and Gotchies 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 JetBlue?s founding story as told by David in 2019.

This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Casey Herman. 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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In the late 1990s, Shep and Ian Murray looked at a shrinking category?men?s ties?and saw an opportunity: a necktie isn?t just functional. It?s expressive. It can signal identity, taste, aspiration.   

With no fashion experience and no outside investors, the Murray brothers started making colorful ties inspired by their childhoods in Martha?s Vineyard ? tiny whales, sailboats, island street signs. What began as a small, improbable tie business grew into Vineyard Vines: a half-billion-dollar lifestyle brand with more than 100 stores and major department store distribution. 

In this episode, Shep and Ian talk about why they quit their stable jobs to turn a sleepy product into a national brand, which began as a family business and remains so to this day. 

What you?ll learn: 

Why a great business can start in a category that everyone thinks is dyingHow to build distribution when you have no roadmap and few connections What bootstrapping teaches founders that outside capital often doesn?tHow improvised marketing can create outsized attentionKnowing the difference between a fashion brand and a ?brand? brand

Timestamps: 

00:10:22 - The brothers both hate their desk jobs: ?How was your day?? ?It sucked.? 00:11:20 - Vineyard Vines starts on a family trip, with a nudge from a hotel manager00:13:46 - Early designs: whales, fish, jeeps, street signs 00:25:39 - Finally quitting their jobs? they?re thrilled, their parents?not so much00:30:42 - Landing their first order for $1800. ?We?re never gonna have to work anymore!?00:34:40 - The brand gets a boost from a PR stunt during the Clinton-Lewinsky scandal00:47:00 - The ?Get to $5 million? mentor advice that kept them focused 00:49:23 - The brothers open their first store - and realize they have a lot to learn  01:01:18 - The 2008 financial crisis, and the brutal inventory decisions that help save the business01:09:06 - Why stepping back from the CEO role didn?t work ? and what it taught them about brand culture

This episode was produced by Kerry Thompson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Casey Herman. 

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Today?s callers: Christina from California wonders how to build trust with her fragrance brand formulated without allergens. Then, James, also from California, assesses how he can create more brand awareness for his kids' flip flop company. And Ben from Florida evaluates whether he should raise outside capital for his light-up jewelry products. 

Plus, Eric?s philosophy on identifying strong founders and the brands now that he?s moved from being an entrepreneur to being an investor. 

Thank you to the founders of Havyn, Pidgin Toes, and Reserved for Humans 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 Method?s founding story as told by Eric Ryan and Adam Lowry on the show in 2018.  

This episode was produced by Noor Gill with music by Ramtin Arablouei. It was edited by Casey Herman. 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.

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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 / Miguel's HIBT Lab episode / Miguel's Advice Line episode

Alexa's original episode / Alexa's Advice Line episode

Pete and Rashid's original episode / Pete and Rashid's Advice Line episode

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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 

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

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.

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

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.