How I Built This with Guy Raz

Loren Castle started baking cookies after surviving cancer in her early twenties. Five years later, Sweet Loren’s refrigerated cookie dough was generating just $350,000 a year. But instead of giving up, she listened to customers, and reinvented the dough without gluten, dairy, eggs or nuts.  That transformation turned a small regional business into a national brand sold in more than 30,000 stores. WHAT YOU'LL LEARN How surviving cancer at 22 inspired Loren to rethink her career and develop a passion for healthier food. What working at New York’s Levain Bakery taught her about the enormous appeal—and profitability—of cookies. Why Loren decided to sell ready-made cookie dough instead of cookies  Why she was totally unprepared for her first Whole Foods meeting—but went anyway  Why raising her first $1 million from friends and family was much harder than she expected. Why hundreds of customer requests revealed an unmet need for allergen-free cookie dough. Why growing slowly may have saved the company. Why Loren isn't rushing to sell Sweet Loren’s TIMESTAMPS:  8:40 – After her mother's leukemia diagnosis, Loren is diagnosed with Hodgkin's Lymphoma at 22.  13:12 – Watching people line up for cookies at Levain Bakery: “I think this is America’s favorite food.”  14:54 – Selling baked goods at Smorgasburg: customers ask if they can just buy the dough  26:52 – Just as Whole Foods agrees to carry her cookie dough, Loren loses her mom   37:41 – What happens after Sweet Loren’s gets on The Today Show:  “The whole country is excited by this.”  50:19 – Loren reconsiders her recipes after customers ask for dough without gluten, dairy, eggs.  56:24 – Loren takes the leap: discontinuing her original product line and going allergen-free for all.  1:05:41 – From one Whole Foods to 30,000 stores–the company expands nationally.  1:07:46 – After years of struggle, Loren explains why she wants to keep building the company instead of pursuing an exit. This episode was produced by Carla Esteves, with music composed by Ramtin Arablouei.  It was edited by Neva Grant. Our audio engineer was Jimmy Keeley.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Lindzi from Chicago wants to expand her gourmet marshmallow brand into retail without cannibalizing her high-margin DTC sales. Then, Vivi from Hawaii considers how to best tell her sustainable swimwear brand’s story to a digital audience. And Aly from Los Angeles wonders whether a subscription model is best for her whimsical curated experiences.  Plus, Tara talks about her latest entrepreneurial venture, Snackish, and how starting a new company feels different the second time around...  Thank you to the founders of XO Marshmallows, Vivi’s Vacation, and Romanticize Collective for being a part of our show. Be sure to listen to SmartSweets’ founding story as told by Tara on the show in 2024. This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Annlie Huang. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In the early 1990’s, Tim League spent $50,000 in savings to lease an abandoned movie theater on the wrong side of the tracks—a shaky experiment that eventually grew into a thriving national chain. As Tim and his wife Karrie built theaters in Austin and beyond, they made a name for themselves by offering dinner with the movie, creative pairings (like sake with Godzilla), and roadshows where movie-goers could watch Deliverance in canoes, or Rocky on the famous steps in Philly. Alamo Drafthouse Cinema now has dozens of locations across the country, but there have been plenty of bruises along the way: a failed first theater, a fractious lawsuit with business partners, and a swan dive into the red during the pandemic. This episode was produced by Carla Esteves, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Carla Esteves. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Mercedes in Utah tries to find harmony between quality and speed as she scales her concert attire brand for musicians. Then Danny in Colorado grapples with the tradeoffs of growing his sustainable and functional coffee brand. And Riya in Illinois wonders how to build awareness for her app that aids people affected by speech loss. Plus, Nick’s insights on how AI is changing the way we fill our grocery carts — and how grocers respond to food and nutrition trends. Thank you to the founders of Blackstrad Concert Attire, Peak State Coffee, and Voice Back for being a part of our show. And be sure to listen to Thrive Market’s founding story as told by Nick in 2024. This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Annlie Huang. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Stories about starting a business are almost always full of drama. They’re about ambition, loss, triumph, catastrophe, resilience. And they’re also full of life lessons – which is why Guy Raz launched How I Built This 10 years ago: He wanted to host a free master class in entrepreneurship, one conversation at a time. Ten years on, he’s conducted over 600 interviews with some of the world’s most successful founders, and on today’s show, he replays some of the most memorable moments and lessons. Joining him is Jamie Siminoff, the founder of RING and a former guest on the show. Why Jamie? He’s a friend, a fan, and – as you may remember from his first interview - he doesn’t hide his emotions. Timestamps: 5:10 A lightbulb switches on at an NYC bodega: “Oh my God, look at all those cherries!”  9:33 The moment Stitch Fix founder Katrina Lake realized she should start her own business. 12:04 The difference between scary and dangerous, and why it matters for founders 19:35 Eileen Fisher’s first, terrifying trade show: “I couldn’t speak. I just stood there.” 22:59 “Everything was on one computer?” The chaotic launch of Instagram 27:32 How Sara Blakely sold her first Spanx 31:16 The marketing genius behind Liquid Death 39:40 Why 2008 was the worst year of Joe Gebbia’s life 44:51 How the co-founder of Banana Republic fell asleep at the wheel—literally 53:40 Makeup mogul Bobbi Brown on selling to Estee Lauder: “I am not a follow-the- leader-kind of person.” 1:01:59 Luck, skill, and staying on the surfboard This episode was produced by Casey Herman, with music by Ramtin Arablouei. Edited by Neva Grant. Our audio engineer was Robert Rodriguez. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

CEO and co-founder of Boll & Branch, Scott Tannen joins Ring founder Jamie Siminoff and Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Jamie and Guy talk about how creating repeat customers often comes from creating social good.   First, we hear from Melita in Toronto who's wondering whether to continue bootstrapping her organic clothing business. Then Eric in the Sunshine State asks which direction to take to grow his sunscreen apparel lines. And Chris in Alpine Meadows, California, is trying to figure out how to get his sleek binoculars into the hands of more people. Thank you to the founders of Q for Quinn, L Cubed Lifestyle, and Nocs Provisions.  If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to the story of how Jamie founded Ring from our episode back in 2020, as well as his appearance on the Advice Line in 2024.. And how Scott and his wife Missy started Boll & Branch, a story they told on the show in 2024. This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

With its eco-friendly paper towels, diapers, and cleansers, Seventh Generation was one of the first—and most successful—green household brands to hit the market. But in the early 1990s, its two founders had a bitter falling out. Alan Newman and Jeffrey Hollender have barely spoken since that time, but they both agreed to come on the show to talk about the business they were both passionate about, and the delicate nature of partnership. What you'll learn:  Why Alan says his great strength—and his greatness weakness—is his tendency to say “yes.” How Jeffrey and Alan lost their friendship and business partnership after only three years. How Jeffrey grew Seventh Generation into a household name—and then got fired. How two formerly estranged partners feel about partnership now. Timestamps: 5:30 - Jeffrey makes it big in Canada selling adult-learning courses… before he’s forced to leave the country 11:50 - Alan moves to Vermont on a whim, and winds up in a mail-order catalog business 24:31 - Alan and Jeffrey meet for the first time and find common ground: Alan needs capital and Jeffrey has it  30:13 - An atypical office for 1989: Ping pong table, nap room, and employees get prizes when they make mistakes  40:35 - Crisis hits… and tears Alan and Jeffrey’s friendship apart 45:41 - Jeffrey sends Alan a “Dear John” letter, and Alan leaves the company 50:00 - Seventh Generation grows to new heights… then Jeffrey is fired as CEO 82:56 - Jeffrey and Alan reflect on why their partnership failed, and what it takes to have a good one   This episode was produced by Casey Herman with music by Ramtin Arablouei.  It was edited by Neva Grant. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Janell from Kentucky wonders how to build a sense of hospitality into her canned bourbon cocktail brand. Jade from South Carolina considers the upsides and risks of shipping her smoked salmon directly to customers. And Bar from Colorado considers strategies for bringing his protein-packed cous cous to quick service restaurants. Plus Danny talks about the elements of a strong company culture as described in his new book, What Could Possibly Go Right? Thank you to the founders of Ponyboy Slings, Angel Oak Smokehouse, and Boostcous 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 Shake Shack’s founding story as told by Danny 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 Jimmy Keeley. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Brian Rudolph started making chickpea pasta in his Detroit apartment because wheat made him feel sick. A decade later, Banza was in more than 25,000 stores, and today, it’s one of the most popular pasta brands in the country. Success was not automatic: The business barely got off the ground because the cooked pasta was turning to mush—and as Banza became known for its health benefits, a food-safety scare sent sales plunging by 30%. In this episode, Brian explains why he was inspired to create a whole new category, how he turned chickpea skeptics into fans, and how the company rebuilt trust after a public relations disaster.  What you’ll learn  How Brian and his brother Scott launched Banza with only $100,000. How they learned to stop chasing perfection and to ship something that was “good enough.”  How crowdfunding and reality TV helped Banza land its first retail accounts.  How packaging can become an important growth engine for a new brand.  How transparency can rebuild trust after a PR debacle–but can’t restore it overnight.  Timestamps: 05:50 - Brian uncovers the unexpected culprit behind his health issues: Wheat 07:27 - From Chewy bars and Chipotle to pasta made of… beans? 16:24 - Banza gets a big break on national TV 20:51 - The 192-store order that Banza wasn’t ready for, and why retreating to a smaller manufacturer helped them meet it   26:12 - Banza’s first production run turns to mush when cooked. The solution? “Steep it like tea” 34:04 - The origin of the distinctive orange box 39:13 - Pizza anyone? Banza expands into thousands of stores and launches new products  41:00 - The food safety scare that Brian never saw coming 52:13 - Even in the midst of a crisis, Brian says to “assume positive intent” This episode was produced by Katherine Sypher, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Kerry Thompson. Our audio engineer was Robert Rodriguez. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today's callers: Carrie from Paris wants to turn interest into bookings for her boutique study-abroad programs for adults. Then, Grace from Nashville considers how to re-build relationships with interior designers she may have let down early on in her furniture upholstery business. And Angel from Indiana explores how to translate the emotional appeal of her self-care soap kits into stronger online sales. Plus, Michelle explains why founders don't always need to raise outside capital, and why they shouldn’t go into business with an exit plan.  Thank you to the founders of Elective Study Abroad, Grace Ann Upholstery, and Sacred Pause Soap Company for being 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 Beyond Yoga’s founding story as told by Michelle in 2025. This episode was produced by Carla Esteves with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Annlie Huang. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Karissa Bodnar had a dream job at L'Oréal when a close friend died from cancer at age 24. It shook her up and made her reassess what she really wanted to do with her life. The answer? Build her own beauty business with a mission of “giving back.” The problem? Nobody seemed to want to carry her products. She pitched Sephora, Nordstrom, Ulta, and others—and kept hearing no. She stuck it out, pouring tens of thousands of dollars of her own savings into it, and worked a full-time job to fund the formulation of new cosmetics. Two years in, another life-changing event. Karissa posted a video of herself teaching make-up application to domestic violence survivors, and it went viral. In this episode Karissa explains why mission alone will never save a bad product, how scarcity helped her build a better company, why she resisted raising too much money, and how she turned a deeply personal loss into one of the most distinctive brands in beauty. What You’ll Learn: How Karissa's childhood experimenting with fruits and flowers led her to researching and formulating her own makeup How Karissa’s experiences at Nordstrom and Sephora set her up for a plum job in product development The importance of attracting an influential mentor or guide to career development, as Karissa did at L’Oreal How Karissa developed her unique line — like false eyelashes for people who had lost their natural lashes during cancer treatment Why the decision to keep sales DTC and ONLY online can be a great business move Why Karissa believes “scarcity drives focus” How to handle operations when sales explode Why mission helps customer loyalty — but performance drives the initial and repeat purchases Timestamps: 03:05 – Making makeup in the kitchen at age 10 and Karissa’s first steps into research 06:30 – Learning the beauty business from the ground up 08:57 – How Karissa landed her dream job in product development at L'Oréal 12:23 – The career lessons that got Karissa noticed at L'Oréal 17:23 – How a tragedy made Karissa leave a dream job to start a company “with purpose” 26:56 – The one-person-at-a-time marketing strategy 28:21 – The viral moment that changed Thrive Causemetics 32:26 – Why failing to raise money became an advantage 36:23 – Mission versus product: which really matters? 38:24 – Why Thrive Causemetics stayed direct-to-consumer This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Andrea Bruce with research help from Chris Maccini. Our engineer was Jimmy Keeley. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Juliette in France wonders how to raise awareness of her “magical” cooling device—without a costly ad campaign. Then David in North Carolina looks to grow the wholesale channel of his engraved gifts business in light of thinning retail margins. And Kaitlin in California wants to leverage the virality of her supportive, bordered sheets and create an enduring sleep brand. Plus, Kip reflects on The Container Store’s bankruptcy and acquisition, and plugs patience and persistence as the keys to sustainable growth. Thank you to the folks at CoolaWand, Hazel Grove Customs, and Kaomi Sleep 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 Container Store’s founding story as told by Kip and his wife Sharon in 2024. This episode was produced by Alex Cheng 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 or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Kim’s inspiration to launch a business came from an unlikely source: Her son’s Crocs. She thought the durable, washable material would make a great beach bag. So she designed one. But after investing her savings—inlcuding some of her kids’ college fund—Kim was crushed when her first major shipment of Bogg bags was defective. It knocked her so off balance, that she put the entire business on hold.  Then something unexpected happened.The few thousand customers who already had a bag….clamored for more. So Kim decided to start over. She borrowed $120,000, found another factory, shared trade show booths with four other founders, and slowly built Bogg Bag into a $100 million phenomenon.  What you'll learn: How getting nowhere with Crocs gave Kim the motivation to make Bogg Bag herself. Why her first $30,000 production run nearly killed the company.  Why a founder isn’t always the best judge of her product  How Superstorm Sandy gave new life to Bogg Bag  How Kim built Bogg Bag for years while keeping her full-time job and raising two kids. How COVID turned Bogg Bag from a beach product into a “beach and beyond” product. How Kim got a massive acquisition offer–and why she turned it down.  Why Kim thinks Bogg Bag can eventually become a billion-dollar brand. Chapters: 04:11 - Growing up without financial security 05:52 - From high-school dropout to a six-figure career 14:54 - Reading “Mommy Millionaire” and dreaming of inventing something  17:16 - The Crocs-on-the-beach moment   22:31 - Kim hits a wall with Crocs, so she decides to make Bogg Bag herself 28:53 - The early prototypes and a nervous visit to a boutique: “I don’t know what this is, but I think I need it.”  36:36 - The first big shipment, a $30,000 defect, and a decision to pull the plug   42:33 - A massive natural disaster presents an opportunity  47:35 - “Now I gotta make this damn bag” 50:05 - A factory showdown in China 53:42 - Starting over with $120,000 55:41 - The trade-show “timeshare” in a tiny booth  01:01:02 - Finally quitting her day job 01:04:32 - COVID boosts the business 01:07:18 - The acquisition offer that could have changed everything 01:17:30 - Learning to lead a much bigger company 01:20:03 - The dream of a family legacy This episode was produced by J.C. Howard, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Sam Paulson. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Darin from North Carolina seeks guidance on consumer education as his ghee-based snack brand grows into major retailers. Then Sarah from Massachusetts explores scaling pathways for her ‘never-frozen’ gluten-free baked goods. And John from Ohio considers whether online sales can turn around his local food co-op.  Plus, Ben comments on the drivers of Olipop’s nearly $2 billion valuation, and critiques a common piece of business advice that often holds founders back.  Thank you to the founders of Gheelish, Sarah’s Gluten Free Goods, and Bexley’s Natural Foods 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 Olipop’s founding story as told by Ben in 2024. This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineers were Cena Loffredo and Robert Rodriguez.  You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Nicole Bernard Dawes spent much of her childhood hanging out in her dad’s potato chip factory on Cape Cod.  She liked his kettle-cooked chips a lot more than the flavorless snacks in her mom’s health food store. But when she started her own business, she wanted the best of both worlds: a snack made with natural, organic ingredients…that still tasted good.   Nicole launched Late July Snacks in 2003, when most consumers barely knew what “organic” meant. For years, sales limped along. Then, in a moment of crisis, she made a company-saving pivot by launching a brand new product – organic tortilla chips. Within just a few years, Late July grew to over $100M in sales, and Nicole decided to launch a new brand in an even more challenging category: soda.  You Will Learn: How growing up in a family business can help–and hurt–when you launch your own The pros and cons of financial vs. strategic investors When to cut a product that isn’t working Why the fine print in a contract is so important How the hardest decision might be the best one for your family and the business Timestamps: 04:57 - The car crash that launched a potato chip company 18:53 - Pregnant and craving crackers: The birth of Late July Snacks 32:14 - The organic cookies that tasted great but nearly sunk the business 36:09 - Tragedy and crisis: a father’s death and a $3 million loan in default 45:51 - A tortilla chip Hail Mary 52:49 - Nicole’s first big sales call… and her last chance to save the company 1: 02:39 - “The big fish eats the small fish.” A food giant acquisition 1:07:26 - Nicole launches a new brand, moving from a hard category–to an even harder one  This episode was researched and produced by Chris Maccini with music composed by Ramtin Arablouei. It was edited by Neva Grant. Our engineer was Robert Rodriguez.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Cristopher from Chicago wants to expand his family’s salsa brand from farmers markets into retail. Next, Darcy in Australia considers adapting his protein bar brand’s messaging to reach beyond his core enthusiasts. Finally, Seema in Canada seeks strategies to increase B2B sales for her ethical kitchen linen company.  Plus, Daymond and Guy talk about what makes a great Shark Tank pitch, and why Guy decided to start How I Built This 10 years ago.  Thank you to the founders of Sabor a Mexico, Raised Nutrition and Cooks Who Feed 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 FUBU’s founding story as told by Daymond on the show in 2018.   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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Roy and Ryan were avid outdoorsmen who wanted a cooler that wouldn’t break.  So they built one themselves. The result was YETI: a high-end cooler that early retailers thought nobody would buy. But serious outdoorsmen did—and eventually YETI escaped its niche, becoming a status symbol at tailgates, beaches, and soccer fields. In this episode, Roy and Ryan explain how they bootstrapped YETI, survived the sudden loss of their only manufacturing partner, and later stumbled onto the $30 product that supercharged the business.  WHAT YOU'LL LEARN Why solving a problem you personally experience can be more powerful than chasing a huge market. How YETI convinced people accustomed to $40 coolers to spend $300–$400. Why the brothers deliberately started with small independent retailers instead of chasing major chains. Why Roy and Ryan chose not to aggressively fight copycats  How the sudden loss of their only manufacturer nearly destroyed YETI—but ultimately made the company stronger. How the brothers bootstrapped YETI for years without venture capital Why a simple $30 stainless-steel cup—not the famous $400 cooler— transformed YETI into a mass-market brand. TIMESTAMPS  6:10 — A free-range childhood of hunting and exploring 10:02 — Early businesses: fishing rods and boats   15:30 — Roy’s early frustrations with coolers. “The hinges would break, the latches would snap.”  31:20 — The last-minute flight to the Philippines that led to YETI 40:53 — People didn’t love the name–but they remembered it  47:49 — Why people were willing to spend $400 on a cooler  1:01:18 — The phone call that nearly pulled the plug on the business 1:06:30 — How Roy and Ryan turned a catastrophe into a stronger company 1:22:27 — From coolers to cups: A $30 product changed the trajectory of the brand   1:25:44 — Why the founders eventually moved on from YETI  This episode was researched and produced by Carla Esteves, with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Maggie Luthar and Jimmy Keeley. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Shawn from Saskatchewan weighs whether brand-building or licensing is best for his card-based party game. Then Shirin in Texas wants to differentiate her graphic stationery in a crowded Etsy marketplace. And Mark from New Jersey works through refocusing his line of craft spirits.  Plus, Carlton’s recent efforts to pass on his trendspottting talent to the next generation. Thank you to the founders of Youlogy, Honey Bespoke Stationery & Paper Goods, and Little Water Distillery 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 Razor founding story as told by Carlton Calvin in 2025. This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Annlie Huang. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Laura Modi set out to build a better infant formula. What followed was years of setbacks: a crippling dispute with the FDA, a frustrating search for a manufacturer, and the constant fear that the company would run out of money before it reached customers. But today, Bobbie generates over $100 million a year and has captured nearly 4% of the U.S. infant formula market by challenging one of the most protected industries in America. In this conversation, Laura explains how she made it through—and why many of the moments that looked like disasters ultimately built a better company, and made her a better entrepreneur. You'll learn: Why Laura left a great job to launch one of the most heavily regulated products in America How she spent nearly $200,000 of her own savings before raising outside capital How 64 investor pitches helped her tell a better story How a public apology changed the trajectory of the company Why Bobbie turned away thousands of customers during its fastest period of growth Why Laura moved to Washington, D.C., and how she thinks about federal oversight Timestamps: 10:52 – The emotional experience that revealed a massive business opportunity 20:44 – Laura learns about the two companies that had a lock on U.S. formula 23:27 – Quitting Airbnb, starting Bobbie while pregnant, risking her savings 34:12 – Pitching 64 investors—and the brutal feedback that fueled her to keep going 45:24 – The FDA shuts the company down after two weeks 56:34 – Building a community while waiting nearly two years for approval 1:03:01 – Launch day, and selling out faster than expected 1:07:49 – Why Laura shut off new customer orders during the infant formula shortage 1:11:02 – Buying her own manufacturing plant to control Bobbie's future 1:14:09 – Navigating Washington, regulation, and building a mission-driven brand This episode was researched and produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineer was Robert Rodriguez.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today's callers: Bob in Chicago looks to promote his cabbage-based muscle and joint rub beyond the walls of his orthopedic practice. Then Abby in Dallas wonders whether her popular social media livestreams are a sustainable way to market her trendy phone cases. And Henry in Charlotte wants to turn his mouth rinse for coffee drinkers into a mainstream oral care brand. Plus, Bobbi shares what drove her to found her new company—Jones Road—at the age of 62. Thank you to the founders of Cabbage Labs, AbbyRose, and Tannin Oral Care 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 Bobbi Brown Cosmetics’ founding story as told by Bobbi on the show in 2018. This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What do you do when the family business you've spent decades building... gets bought out from under you?  That’s what happened to Nima and Salma Fotovat. Devastated, the family rebuilt a new company from the ground up. This time they set out with a new idea: build an allergen-free, organic snack brand not just for kids, but their parents.   Their new brand: MadeGood. Today, the Canadian brand’s parent company does hundreds of millions of dollars in sales. But getting there meant rebuilding from scratch, fixing 200,000 mislabeled snack bars by hand, and turning a family of co-packers into branding experts. What you'll learn: How owning manufacturing can be a competitive edge How they grew a national brand with almost no marketing.  Why it can be a winning strategy to say "yes" before you know how  Introducing new products: the tension between research and emotion   The mindset that can help you rebuild after a devastating setback Timestamps: 3:40 - Growing up in Iran during wartime, and emigrating to Canada  09:30 - Their dad’s new business: “Why are North Americans not eating nougat?”   17:00 - Building the family’s first snack bar brand—and losing it overnight 29:40 - The next business: going all in on healthier school snacks 37:50 - Fixing a 200,000-bar production error with alcohol wipes  42:20 - Landing MadeGood’s first retail store 45:00 - The 100-mile radius marketing strategy  51:00 - The lure of new products: from human treats to dog treats  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Tony in Michigan is considering bringing on partners to run different parts of his brew pub and theater business. Then Monica in London is exploring the best way to reach style-conscious parents with her line of children’s clothes. And Sandy in Colorado is seeking the ideal pricing strategy to bring his adaptive test prep platform to schools nationwide. Thank you to the founders of Hearsay Brewing and Theater, Tres London and Brain Buffs 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 Advice Line episodes with Jeffrey Hollender of Seventh Generation, Sarah LaFleur of M.M LaFleur and Shazi Visram of Happy Family Organics. 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 or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Many founders think the hardest thing about business is finding customers. It's not. It's surviving success. When Lily Kanter and Serena Dugan launched a luxury baby linen business, they had no manufacturing experience, no inventory, and barely any capital. But after their first catalog landed just as a major competitor left the market, orders flooded in almost overnight. The problem? They hadn’t made the products yet.  Today, Serena and Lily has grown into one of the best known luxury home goods brands in the country. But getting there was a grind.  This is one of the most revealing conversations we've ever had about unplanned opportunities, and the hidden cost of taking outside investment. From financing their first inventory with customer deposits... to walking away from a disastrous investment deal... to nearly losing control of the company they built, this episode is a masterclass in what happens when rapid growth collides with the realities of cash flow. You Will Learn:  The clever way Serena & Lily financed its first production run How one perfectly timed opportunity launched the business Why "smart money" isn't always smart How investor and founder incentives can be completely misaligned The warning signs hidden inside a term sheet Timestamps: 03:46 – Lily's years at Microsoft, and the money that helped launch a business 09:30 – Serena repaints an old table and discovers people will pay for her designs  21:56 – “No bunnies, ducks or choo choo trains.” Lily and Serena meet, and decide to sell high-end baby linen:  31:21 – $100,000 in orders... for products that didn't exist yet 32:58 – The cash-flow hack that kept the company afloat  41:34 – “They patted us on the head.” Patronizing investors, and a predatory term sheet  46:48 – The financial crisis forces a complete reinvention of the business 52:37 – The lawsuit, the boardroom battle, and the investor who nearly brought Serena & Lily down 57:16 – Why acquisition offers couldn't save the company—and the lesson every founder should hear This episode was produced by J.C. Howard, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Katherine Sypher. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Adrian from California wants to grow his apparel company to complete with big-name athletic brands. Then, Preet from the Rockies looks for strategies to reach seniors and their children with his daily check-in app. And Derek from Virginia considers social media and professional partnerships to advertise his hockey equipment brand.  Plus, Chris talks about launching a new athletic apparel brand while continuing to grow UNTUCKit. Thank you to the founders of Eras Shorts, Snug Safety, and Hockey Ninja 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 UNTUCKit’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 Annlie Huang. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Chuck Surack never planned to build one of America's largest online retailers. He just wanted to be a musician. So right after high school, he took his sax and drove off in his old VW van to play gigs around the country.  It didn’t work out. But with the audio and mixing skills Chuck learned gigging, he decided to convert his van into a mobile recording studio - and started making money fast by making recordings of local bands, businesses, and schools. The game-changer came as a one-two-three punch: first, he created a new product - digitized sound libraries - to sell nationally; second, he started selling high end pro audio gear; third, he instituted a sales culture hyper-focused on customers and relationship-building that resulted in Sweetwater’s enormous and super loyal online customer base.  In this episode, Chuck shares how he built a retail giant from his garage, why customer service became his greatest competitive advantage, and why, even in the age of AI, human relationships remain one of the most valuable assets any business can build.  What you'll learn The hiring philosophy that transformed customer service into a competitive moat and has helped Sweetwater fend off much larger competitors Why under-cutting competitor prices and offering discounts isn’t always the answer to fuel sales and growth  Why the best salespeople aren’t always don’t think of themselves as salespeople - and don’t have to come from sales or marketing backgrounds Why training people—not technology—may be the biggest, best investment a company can make How saying "no" to bad products strengthened customer trust The leadership principle: empowering employees to solve problems without asking permission Timestamps 03:14 — The saxophone player who never meant to build a billion-dollar company 06:46 — How turning his VW van into a mobile recording studio was the first step in building a business 12:12 — The $20,000 keyboard synthesizer that changed his life forever 19:02 — Chuck gets into retail - almost in spite of himself 29:59 — Why Sweetwater refused to compete on price 33:11 — How Chuck and his early team started to learn the power of customer service 40:05 — Inside "Sweetwater University" and being a Sales Engineer: 13 weeks of training before an employee answers the phone 42:15 — Leadership rule for employees: Never ask permission to do the right thing 57:09 — Why Amazon hasn’t stopped him This episode was produced by Casey Herman with music by Ramtin Arablouei, and edited by Andrea Bruce with research help from Carla Esteves. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Andy from Sarasota weighs whether the path to scalability for his live game show business is through personality or product. Then, Marissa from Tampa wants to recapture sales for her fairy tale-inspired teas after taking a hiatus to focus on her family. And Vince from New Jersey wonders how to allocate marketing dollars for  his sustainable baby gear company.. Plus, Curt reflects on the importance of focus in sustaining OtterBox as a leading tech accessories brand over 30 years. Thank you to the founders of Mr GameShow, Gilded Coach Teas, and Evrloop 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 OtterBox's founding story as told by Curt on the show in 2019.   This episode was produced by Carla Esteves 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

After waiting too long to pay his restaurant bill, Aman Narang thought there had to be a better way. His first idea—a mobile payment app—flopped. But that failure revealed a much bigger opportunity. Restaurants were struggling with outdated software that many owners hated. Payment systems were expensive, unreliable, and trapped on servers hidden in back offices. Replacing them cost time and money. But that’s exactly what Aman and his co-founders set out to do: create an entirely new POS system for restaurants—from scratch. They worked from an unfinished basement, answered customer calls on their own phones, crashed their first restaurant on day one, survived years of rejection from investors—and eventually grew Toast into a business that generates more than $2 billion in annual revenue. In this episode, Aman shares how a failed product became a billion-dollar company. What you'll learn: How to know when it's time to pivot Why investors rejected Toast again and again How to convince customers to replace mission-critical software Why Toast intentionally stayed small before scaling The leadership lesson Aman learned after almost breaking the company How Toast survived COVID after restaurants shut down What founders should look for when choosing a co-founder Timestamps: 9:00 — The frustrating restaurant experience that inspires Toast 13:16 — The first product fails—and reveals a bigger opportunity 14:18 — Building Toast: “We grossly underappreciated what it would take.” 23:40 — Why nearly every investor said “No.” 27:51 — Toast’s disastrous first launch: writing credit card numbers by hand 29:38 — Pitching hundreds of restaurant owners before finding believers 33:28 — Why customer obsession beats competitor obsession 38:07 — Bringing in a new CEO: “We need to rethink how we do things here.”  46:21 — The biggest lessons from building a $2 billion company This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Neva Grant with research help from Casey Herman. Our engineer was Kwesi Lee. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz YouTube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Matt from New York City unpacks the stigma working against his line of foot wellness products. Then Emefa in Toronto seeks a direct relationship with customers of her fashion brand in the wake of a key retailer going out of business. Finally, Levi in Rhode Island explores new audiences and product lines for his commemorative golf sculpture business. Plus, Kenneth and Guy discuss how to make social impact a real part of your business model. Thank you to the founders of Pedestrian Project, ISRAELLA KOBLA, and Swing Sculpt 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 Kenneth Cole’s founding story as told on the show in 2020. This episode was produced by Alex Cheng 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Tom Rinks got his start in the commission-only "shark tank" of midwestern furniture sales. That’s where he learned what makes customers buy. Decades later, those instincts helped him grow a joke of a side hustle into a $400 million success. In 2009, he created the iconic branding for an obscure sun tan lotion, drawing on a mish-mash of surf culture, Scandinavian furniture, and Japanese streetwear. Sun Bum became a huge success, but even before that, Tom helped boost a wildly diverse range of brands: a line of tequila, a series of Christian videos, and the ubiquitous “Yo quiero Taco Bell” campaign. All were successful, though it took a prolonged legal battle for Tom to get paid for the Taco Bell chihuahua.  In this episode, Tom reveals how he learned to manipulate consumer psychology, survive the brutal warfare of a stolen idea, and engineer a brand explosion on his own terms.  WHAT YOU'LL LEARN Chihuahuas and Apes: How the Right Mascot can Transform a Brand  What it takes to survive a five-year legal battle against a corporate titan. The "Elvis Principle:” How combining unexpected design elements can create an unforgettable package  The "Trojan Horse" Strategy: Why forcing retailers to buy a massive display creates the illusion of a brand overnight. TIMESTAMPS 05:50 - What selling furniture taught Tom about customer psychology 07:00 - How the Slogan“Surf Michigan” got him into the T-shirt Business  22:42 - Psycho Chihuahua, Taco Bell, and the Branding Deal that Wasn’t  29:09 - Inside the grueling battle over a chihuahua mascot. “I was the guy suing Taco Bell.” 34:55 - A dramatic legal verdict, and Tom’s branding business takes off with fancy Tequila  45:07 - The sun screen opportunity: “I saw a gigantic hole that you could drive through.”   50:23 - How Tom and his partner came up with their “badass ape” logo  1:01:26 - Opening (fake) Sun Bum headquarters in Cocoa Beach, Fla 1:04:21- Early store displays and making the brand seem bigger than it was   1:08:46 - A $400M sale to SC Johnson, and Tom starts a new company This episode was researched by Katherine Sypher and Susannah Broun and produced by Casey Herman, with music by Ramtin Arablouei, and edited by Neva Grant.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Jeni’s Splendid Ice Creams founder Jeni Britton joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, how Jeni’s newest venture Floura is tackling one of America’s largest dietary needs—fiber.  First, we meet Jesse in Washington, D.C., who’s wondering how to best focus marketing efforts for his frozen french fry company. Then Casey from Boston, who's questioning the pressure she's feeling to pursue outside capital for her frozen pierogi brand. And finally, Callie from Los Angeles asks about the pros and cons of contracting a PR firm to promote her purple sweet potato pet treats. Thank you to the founders of Jesse & Ben’s, Jaju Pierogi and Ubae.co 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 Jeni’s Splendid Ice Creams’ founding story as told by Jeni on the show in 2018. This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Krishna Kaliannan wanted to start a tech company but failed at every attempt.  On the side, he was teaching himself how to cook with high-protein, low-sugar ingredients. Not just out of interest, but out of necessity. As a teenager, Krishna had been diagnosed with diabetes and epilepsy, meaning he adopted a keto diet long before it was trendy.  Krishna’s home experiments with pea powder and monk fruit eventually became Catalina Crunch, one of the country’s most popular high-protein, low-carb breakfast cereals and snacks.  In this episode, Krishna shares how a life-changing health condition sparked an obsession with healthy baking— and a brand that reimagined snacking. What You’ll Learn How to turn a health challenge into a business opportunity  The art and science of baking with esoteric ingredients When to trust partners and when it’s best to take charge yourself Why the DTC model is great for some industries and disastrous for others Timestamps: 00:03:51 - Dealing with diabetes and epilepsy as a college student 00:10:13 - What Krishna learns from his early failures in tech 00:20:18 - The first, low-sugar cocoa puffs: “Rocks that tasted like soil.”    00:22:56 - His homemade cereal gets good enough to sell 00:28:02 - Naming the brand: classy alliteration and a nod to a Will Ferrell movie  00:40:11 - Learning to make cereal like the pros at Texas A&M 00:48:33 - Krishna moves from NYC to Indiana to make sure the cereal is made right 00:54:54 - Whole Foods, Costco, and becoming a household brand This episode was researched and produced by Chris Maccini with music composed by Ramtin Arablouei. It was edited by Neva Grant. Our engineer was Kwesi Lee.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today’s callers: Ann from Nashville asks how to adapt her jewelry business in the face of rising gold prices. Then Felix in Martha’s Vineyard considers strategies for growing his family’s legacy honey and skincare company. Finally, Matt in Massachusetts seeks strategies for maintaining a healthy work-life balance at his grief-inspired brewing project.  Plus, Ronnen and Guy discuss why your 20s are the best time to start a business.  Thank you to the founders of Yearly Company, Island Bee Company and Wandering Soul Beer 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 Spin Master and PAW Patrol’s founding story as told by Ronnen on the show in 2021.   This episode was produced by Katherine Sypher 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 lipstick Why retailers initially rejected e.l.f. How a single magazine mention launched e.l.f.'s online business The retail insight that unlocked national expansion How a false rumor generated 18,000 orders a day The emotional toll of a $225 million acquisition that collapsed at the eleventh hour  Timestamps: 00:10:28 — How to make (decent) makeup for just $1 00:18:35 — The dollar stores say no 00:24:32 — Glamour comes calling, and e.l.f has 30 days to build a website 00:38:27 — The question from a Target buyer that leaves Joey speechless  00:39:56 — The H-E-B test that proves everyone wrong 00:46:36 — “That’s news to me!” The viral rumor that sends Joey back to China  00:59:42 — Scaling to tens of millions in revenue 01:07:15 — “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.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 restaurants How rejection, romantic heartbreak, and failure can become powerful motivators Why he believes he's spent his career "throwing the party" without attending it How building the right team of designers can make a restaurant feel magical Why Stephen says today's entrepreneurs have a much harder path than his generation did The model Stephen says new restaurateurs should follow today Timestamps: 00:03:38 — A lonely childhood: Making up skits in his room 00:07:24 — Losing his mother at age 19 00:08:52 — Starting a comedy club: Deli by day. Stand up at night 00:18:24 — Going broke and reneging on a bank loan 00:26:01 — Music promotion: Feeling like a fraud while promoting U2, Madonna 00:34:27 — A New York martini bar inspires Stephen to start his own 00:37:40 — The bold design behind a line-out-the-door restaurant 00:57:21 — Opening Buddakan in New York: “I can’t do anything better. This is Sgt. Pepper” 01:02:58 — 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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:   03:27 - A mom Who Worked for Eleanor Roosevelt 06:53 - The Impromptu Interview That Changed Maxine’s Career 14:00 - Becoming One of the Few Female Fortune 500 Executives 16:18 - Why She Walked Away From Payless 19:02 - The Beanie Baby Disappointment That Sparked Build-A-Bear 23:49 - Designing the First Store: “Make it Like Willy Wonka.” 33:13 - Opening Day — and a Line Out the Door 35:13 - Defending the Brand Against Copycats and Lawsuits 41:13 - Scaling to Hundreds of Stores and Going Public 52:15 - 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.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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:  04:55 - Tobi discovers snowboarding–and meets his future wife–on vacation in Canada 09:00 - Building a new kind of snowboarding company 24:55 - Pivot point: skateboards or software? 29:45 - The night before Tobi’s wedding, Shopify switches business models 39:15 - The 2008 financial crisis hits… revealing a huge opportunity  52:45 - 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 solve Discovered marketing insights that changed UGG forever Survived years of cash-flow disasters Lost control of the company and regained it a couple of times. Used surf culture to build an emotional connection with customers Nearly quit… over and over again… And how he eventually sold UGG to footwear giant, Decker Timestamps: 07:26 Brian's eureka moment that led to the birth of UGG 10:16 The first sales trip results in ZERO sales 18:45 The mantra that kept Brian going while doing odd summer jobs to survive 26:07 Brian gets a critical lesson in marketing…from some 12-year-old kids 47:19 Brian’s most effective strategy for retail: the “Six-Pair Stocking Plan” 52:02 On track to regain his ownership - Brian hits a huge snag 57:17 A midnight phone call from Australia saves the business 01:05:18 Brian gets the last laugh in the trademark dispute - and acquires a boot factory 01:08:44 Pamela Anderson wears UGGs on the set of Baywatch 01:17:29 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 apartment How launching in Boulder gave him a big advantage How 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: 00:07:10 — The obsessive recipe experiments that became Justin’s edge 00:14:00 — Getting support from Boulder’s startup food community  00:19:03 — Raising $35,000– and shocking his family: “I wanna make peanut butter!”  00:38:11 — The farmers market feedback that changed the product line 00:42:16 — Justin talks his way into the first Whole Foods  00:47:07 — Justin’s gets into more stores, but sales start to stagnate  00:48:55 — The mountain bike ride that sparked the squeeze-pack idea  01:13:33 — 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 giant How researchers sparked the AI boom using NVIDIA gaming chips How to lead through uncertainty when a huge bet hasn’t yet paid off How Jensen approaches hard decisions like an engineer We’re “doing ourselves a disservice” by being afraid: Jensen on AI and job loss How Jensen defends his demanding management style Why past failures still haunt him Key Moments From the Interview: 00:05:26 — Jensen Huang’s childhood at an unusual Kentucky boarding school 00:12:25 — Why Jensen left a stable career to help start NVIDIA 00:14:49 — NVIDIA’s first failure: the NV1 disaster 00:17:26 — The desperate trip to Japan that gave the company a lifeline 00:20:46 — “The only idea we had” for prototyping: the emulator Hail Mary 00:26:13 — The book that shaped Jensen’s thinking about innovation 00:30:24 — Why NVIDIA kept investing in CUDA while Wall Street lost faith 00:36:58 — The moment AI researchers discovered the power of NVIDIA’s chips  00:47:07 — Jensen on fear of job loss from AI, and why America risks falling behind 00:55:46 — 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack Learn more about your ad choices. Visit podcastchoices.com/adchoices

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: 00:03:45 - Gabberts: flowery furniture in a fake living room 00:07:16 - Becoming president of the family business at age 23 00:11:08 - A fateful trip to IKEA in Sweden: “That's what the future needed to be” 00:16:11 - John tries to buy out the family business… until his dad backs out 00:31:07 - Design inspiration from modern art—and steel frames 00:40:28 - Why making furniture in America makes sense 00:49:17 - Investors come to call… and John says no 00:55:38 - 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.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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: (00:03:50) – Selling Xerox machines and getting doors slammed in her face (00:05:44) – The early inspiration for an online wedding registry. (00:14:19) – The brutal lesson of the dot-com crash: “growth at all costs” (00:19:33) – Standing up to Martha Stewart: “I was cocky.”  (00:21:25) – Getting fired as CEO… by messenger… in front of her team (00:28:07) – The moment she realized the beauty industry had a massive gap (00:30:45) – “Clean beauty didn’t exist”—and why that made it so hard (00:42:24) – 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 (00:54:03) – 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 dying How to build distribution when you have no roadmap and few connections  What bootstrapping teaches founders that outside capital often doesn’t How improvised marketing can create outsized attention Knowing 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 manager 00:13:46 - Early designs: whales, fish, jeeps, street signs  00:25:39 - Finally quitting their jobs– they’re thrilled, their parents–not so much 00:30:42 - 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 scandal 00:47:00 - 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 business 01:09:06 - 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.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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: 00:03:53 – “It really did shape almost all of my decisions”: How Daniel's father survived the Holocaust and built a new life in Mexico 00:15:15 – A landmark meeting of world leaders—and a dramatic career change 00:17:05 – From a bankrupt sun-dried tomato spread to PeaceWorks 00:22:04 – “They think you're adorable”: Why a mission isn’t enough to grow a business 00:28:34 – Overnight collapse: Finding a big, new revenue stream—then losing it 00:32:07 – The creation of the KIND bar 00:42:56 – “You couldn't say no to Walmart”: Entering big box too early 00:44:48 – The investment that pulled Daniel away from PeaceWorks 00:49:33 – Starbucks and sampling: How KIND became a household name 00:56:55 – An acquisition worth billions 01:00:15 – 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 are Why iRobot engineers underestimated marketing (and paid for it later) How piles of Cheerios helped sell the Roomba How iRobot shored up customer loyalty when the Roomba faltered  Why even a hero product is not enough to sustain a company How competition–and regulation–can unravel a business Timestamps  5:00 - “What have you built?”: The robotics lab job application. 10:00 - iRobot’s early business model: contracts, not consumers. 20:25 - Breaking into the toy market: The doll with a mind of its own. 31:30 - A key cleaning insight: people will pay hundreds—but only if it vacuums. 34:30 - The office Cheerios demo that won a retailer. 39:40 - A soaring launch, then stagnation: 250,000 vacuums stuck in inventory. 41:30 - The ad (for Pepsi!) that turbocharged Roomba.   49:45 - The need to diversify: robotic scrubbers, mops, pool cleaners?  51:50 - The $1.7 billion offer from Amazon–and how it unraveled. 57:30 - 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.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 restaurants The power—and peril—of franchising as a growth engine How identifying an underserved customer segment can unlock explosive growth Why 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: 00:06:46 – Fired from bartending for being “too intense” 00:12:01 – Starting a pizza shop in Dallas with $11,000 00:16:16 – Discovering an underserved customer base, and the power of word-of-mouth 00:20:42 – Why franchising can be the ultimate scaling strategy 00:21:44 – How Antonio realized wings could be a massive business 00:31:57 – A bend in the road: Why the first Wingstop struggled 00:45:49 – A bizarre vision at a football game: What if this stadium were full of chickens? 01:00:59 – The $22M purchase… the missing $12M, and suing to get his money 01:13:59 – 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. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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, Clērstory, and Wompy Bikes for being part of our show.  And stick around to hear a brief update on all three callers at the end! 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. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 businesses How 9/11 changed his life What 4 years as a boat captain taught him about leading–and serving How “conscious capitalism” became the blueprint for Vital Farms Why pasture-raised eggs were a branding opportunity hiding in plain sight How Whole Foods became an early and critical partner Why great products grow faster when customers do your work for you Timestamps:  05:23 –  “I didn’t have 300 dollars.” Matt starts a carpet-cleaning company with no real plan 09:06 – The barter business that taught Matt how to scale complex ideas 15:33 – Building a travel company, taking it public, and growing it to roughly $50 million in sales 20:32 –  The morning of 9/11: Matt watches his business collapse in real time 23:34 – Starting over, Matt becomes a charter boat captain –plus chef, teacher, and toilet-fixer 28:51 – The blog essay that transformed how Matt thought about business 31:54 – The lightbulb conversation: pasture-raised eggs could become a real company 36:23 – Starting the farm in Austin: “I bought a thousand baby chicks.”  39:18 – The first eggs taste great, but nobody wants to pay for them 45:13 – Finally: The first Whole Foods pallet  46:12 – A label mistake gets Vital Farms pulled from shelves 56:59 – How the egg carton became one of Vital Farms’ most powerful branding tools 1:02:14 – 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. —----------------- Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 bureaucracy How 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 leader How to defend against copycats—patents, trade dress and aggressive enforcement Timestamps: 04:59 — “You get to buy your own sneakers”—the childhood lesson that shapes Aaron’s hustle 06:38 — The brutal factory internship that sends him back to washing cars 15:25 — The mirror snaps off a Mercedes… leading to a buffing pad breakthrough 17:33 — The parable of the DIY patent: “If you had a toothache, would you drill your own tooth?” 25:11 — Dirty factory hands inspire Aaron to invent a special hand scrubber… which no one wants 36:55 — Aaron hangs up on a corporate powerhouse: refusing to sell to 3M based on EBITDA 46:36 — The shelved scrubbers come out of storage and Aaron discovers their “magical” properties   57:51 — Retail won’t bite—so he demos in ShopRite and sells 100 sponges a day 1:07:33 — Shark Tank → $1M in one night… and retailers suddenly call back Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 advantage How 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 demos In 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: 06:10 —Divorced at 40… “I was trying to survive.”  09:37—The baking project with her daughter… and the unexpected product-market signal 14:56—The first sale: snack bars in cellophane; making up a price 23:58—Sharing a kitchen with Justin’s Nut Butters: scrappy collaboration + conflict 27:09—The first-time founder playbook: sell first, learn the rest later 29:14—Whole Foods says yes… before she knows what “freezer safe packaging” even means 34:30—Getting into national distribution: “What just happened?”  44:09—Burnout, hiring a CEO, raising outside money—and what changes when investors arrive 52:06—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. —---------------------  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 chip How curiosity about British “crisp” culture fueled a risky UK rollout The decision that turned Kona Brewing from a money pit into a scalable brand Timestamps 04:56 — “You had to get up at 3 a.m.”: building a life in a Sikh community in Salem 07:46 — Fired with four kids and no severance: the moment Cameron is forced to rebuild 09:39 — The $10K loan (helped along by the offer of ski passes) 11:41 — The 1980 peanut crop gamble that suddenly capitalized Cameron’s business 18:34 — “Pot Chips” was the original name…until friends told him how bad it was 20:08 — Hand-feeding potatoes into vats of oil: inventing a process with zero playbook 24:30 — The Safeway disaster: rancid oil, a rejected order, and demand evaporating overnight 27:12 — The car crash that jolted Cameron out of despair 40:25 — UK word-of-mouth “switches on”--with an extra boost from Lady Di 49:53 — 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 purpose How a simple hack can solve a seemingly complex problem How candor can sway investors more than confidence How Square survived by building something Amazon couldn’t copy Timestamps: 00:10:01 – Engineering and art: Balancing an IBM job with glassblowing 00:13:21 – The family trauma that rewired Jim 00:34:01 – Losing a $2,000 sale — the moment Square was born 00:38:26 – Breaking into the credit card club: “We were violating 17 rules” 00:43:51 – The headphone jack hack that sidestepped Apple’s control 00:53:23 – The “140 reasons we might fail” pitch that won over investors 01:00:16 – The taxi ride that convinced Jim he had product-market fit 01:03:18 – Amazon attacks, and why copying doesn’t always work 01:07:08 – 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 costs The 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 make The acquisition formula: you get a lot more money when they want to buy… than when you want to sell Timestamps:  4:36 - A pricing lesson that John used forever: The 19-cent earrings that sold for $4.99. 9:39 - Six years in a commune and the unexpected skill stack: plumbing and construction. 19:44 - “Entrepreneurial terror” and a lifeline from Toys R Us  24:31 - Spinning lollipops lead to a $166 million Hasbro exit. 31:14 - What’s the real competition: $80 electric toothbrushes, or cheap manual ones? 34:02 - The design breakthrough: fixed + oscillating bristles. 49:33 - P&G admits: “We’ve bought three companies like yours… and ruined them all.” 51:57 - 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.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 dying The leadership lesson Reed learned from a CEO who was admirable… but strategically wrong Why Reed says the best companies are like championship sports teams: if you can’t perform at peak, leave The “keeper test” and how it changed corporate culture The Qwikster fiasco: what went wrong, and how Netflix moved to prevent future missteps Building a House of Cards: How Netflix made the leap to original content Reed on the media landscape: The remote-control moment of truth, rival streamers, and the rise of AI Timestamps: 00:05:41 — “I was a late bloomer.” Reed on why no one saw greatness coming 00:07:05 — Peace Corps in Swaziland, and the moment he nearly quit 00:08:58 — An unforgettable lesson learned from the CEO who washed Reed’s coffee cups 00:12:14 — Building his first company in a cold cabin—no internet, just obsession and proof of concept 00:14:23 — Reed’s early struggles as a manager: “Too busy chopping wood to sharpen the axe.” 00:21:46 — Blockbuster’s late-fee pain and an early bet on DVDs 00:40:07 — The dot-com crash… and the $50M LVMH round that saved Netflix (barely) 00:42:32 — A possible Blockbuster buyout: “We probably would’ve taken any offer.” 00:51:38 — The Netflix culture deck: “We’re not a family,” and why that shook people up 01:00:27 — The Qwikster crisis, and the backlash that humbled Reed 01:13:23 — 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 apparel The 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 gimmick Why HOKA partnered with Deckers—and why it wasn’t just about capital How 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.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 ones How to make a slow-growth business survivable (and why Bob saw it as “education”) How to recognize a bad distribution deal The design innovations that drew musicians to Taylor guitars Why Bob got a call from Taylor Swift’s dad when she was 14—and the iconic guitar her fans grew to love How the business managed demand shocks during COVID Why an ESOP can be a founder’s best “succession plan” decision What a great partnership looks like in practice Timestamps: (Timecodes are approximate and may shift depending on platform.) 00:04:14 – The high school moment: “I didn’t have $175 … so I thought, I’ll just make a guitar.” 00:04:49 – The American Dream shop: the hippie setup that became a launchpad 00:07:55 – The “baseball bat neck” problem with guitars—and Bob’s happy-accident innovation 00:09:34 – Buying the shop for $3,700 … then realizing it didn’t include the name (or phone number) 00:20:06 – The sentence that changed everything: “Would you rather have 10 half-done guitars or one done guitar?” 00:24:03 – The distributor deal that ended in layoffs: good sell job, bad math, and what they learned 00:33:50 – Buying out the third partner: why the business doubled when “the brakes were off” 00:53:42 – Before Taylor Swift was Taylor Swift: a phone call from a proud dad, and a promotional concert that almost went unheard 01:03:26 – 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Plus, how candor has been a more effective press strategy than talking points for (the literal) Mrs. Meyer. 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. Meyer's 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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 stronger How—years before social media—Joan used the media as her marketing engine  The moment Gymboree nearly died—and the brilliant pivot that saved it What it feels like to be celebrated publicly while privately falling apart Why “more hustle” can be a trap Timestamps:  (Timecodes are approximate and may shift depending on platform.) [05:55] “Lonely and isolated”—The new-mom need that sparked Joan’s first playgroup [11:18] The early days: parachute games, circle songs, and connecting with other parents [14:34] The first, $3,000 investment, and expanding to new venues. [20:43] Learning the hard way: “I didn’t even know what franchise meant.”  [34:00] Joan discovers her business model has a terrifying Catch-22 [40:25] A humiliating gut punch: Hasbro calls off a life-saving deal  [45:35] The pivot to profitability: play centers + clothing stores [56:50] Success on the outside, collapse on the inside: panic, addiction, treatment  [1:08:07] 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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:  0:08:57 - Learning barista basics: like being a DJ   0:23:00 - Todd squats at JP’s place, they set out to sell coffee 0:25:08 - How La Colombe gets its name 0:28:00 - Launching the business in a city they've never visited 0:31:09 - The first roastery: no ventilation, visits from the fire department 0:35:49 - Pitching the coffee–uninvited–at a top French restaurant  0:40:38 - The trick to making a perfect espresso 0:47:20 - Todd takes a sabbatical: “I was suffering from my brain.”  0:51:30 - Expanding to more cafes and a shift from roasting to hosting 0:55:07 - An impasse with investors, and a bailout from Chobani’s founder  1:03:28 - 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

It started with a massive pile of razors sitting in a Rancho Cucomonga warehouse, and Michael Dubin’s chance meeting of the man who wanted to get rid of them. In 2010, Michael was working in marketing in Los Angeles, producing online video content. As a hobby, Michael took improv comedy classes. At a holiday party, he met a man named Mark Levine. Mark was looking for ideas to sell razors he had imported, but didn’t know how to unload. Michael’s background in video and comedy helped him create a viral launch video for his spontaneous idea: an internet razor subscription brand called Dollar Shave Club. Five years after launching, Dollar Shave Club sold to consumer products behemoth Unilever for a reported $1 billion in cash. This episode was recorded in front of a live audience in Los Angeles. What you’ll learn: How Michael’s early career at NBC in New York exposed him to a world of video production - and comedy The fateful party where Michael had to decide whether to start a company to sell razors - or to sell cake slicers How Michael’s gut feeling was that shaving was a sector that could use disruption - even though it meant facing down daunting incumbent players like Gillette Michael’s viral launch video was so good, it brought investors on board How to DIY fulfillment to keep an overnight success on track How expanding their offerings into other men’s grooming products caught the attention of Unilever and led to an acquisition offer Listen now to hear the amazing backstory of one of the best-known early DTC brands. ------------ Hey—want to be a guest on HIBT? If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth? Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free. Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive. So—give us a call. We can’t wait to hear what you’re working on. —----------- This episode was produced by Casey Herman with music composed by Ramtin Arablouei. Learn more about your ad choices. Visit podcastchoices.com/adchoices

This week, Guy is joined by TRX exercise straps founder Randy Hetrick, chicken restaurant giant Raising Cane’s Todd Graves, and Chesapeake Bay Candle Company founder Mei Xu in a special episode of the Advice Line. We talk about how to navigate today’s crowded social media landscape... And ways founders can start thinking about AI.   First, Shireen from Pennsylvania wants to know how to do better getting customers to attend her cooking demos… Then, Valerie from Idaho wonders whether separate social media accounts amount to the best path for her brand... And finally, Avani from New Jersey needs help scaling her business.  Thank you to the founders of Moji Masala , Large as Life puzzles, and Modi Toys for coming on the show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.  This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo.  You can follow HIBT on X & Instagram and sign up for my free newsletter at guyraz.com or on Substack. To hear our returning guests’ previous episodes: TRX: Randy Hetrick | Advice Line with Randy Hetrick of TRX Raising Cane's: Todd Graves | Advice Line with Todd Graves of Raising Cane's Chesapeake Bay Candle: Mei Xu | Advice Line with Mei Xu of Chesapeake Bay Candle and Blueme See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info Learn more about your ad choices. Visit podcastchoices.com/adchoices

For decades, snack companies believed Americans wanted everything sweeter. More sugar. More chocolate. More indulgence. But what if that assumption was wrong? In this episode, a mother-daughter team set out to make a sleeker version of a chocolate almond— and nearly lose everything in the process. Val Griffith was a longtime TV producer in Seattle. Her daughter Breezy was bouncing between failing business ideas in Miami and New York. When a family tragedy brought Breezy back home, the two began talking about food, snacking, and why chocolate-covered almonds were always so… overdone. Their insight was deceptively simple: what if you used less sugar, not fake sugar — and a thin coating of chocolate instead of a fat one?  Turning that idea into SkinnyDipped meant years of failed experiments, dipping almonds by hand, manufacturing out of a converted chicken coop, and demoing almonds one by one.  When they finally got a breakthrough order from Target, they faced a near-disaster: 40,000 pounds of rancid almonds.  What followed was a frantic race to save the deal — and later, a far more dangerous question: is this business ever going to make it? WHAT YOU’LL LEARN:  How failing at micro-businesses quietly builds founder skill Why manufacturing is often the biggest obstacle in food startups The nail-biting risk of saying yes to Target too early How growth can mask deeply broken economics What it takes to fix a business when funding disappears TIMESTAMPS:  00:05:00 - How Breezy’s early forays into the food business failed — and why they mattered. 00:09:00 - How a family loss brought Breezy and her mom together — and changed the direction of their lives  00:18:42 - Reinventing a stale bulk-bin snack: The road-trip conversations that sparked a new recipe:  00:28:55 - The Home Depot paint sprayer experiment: A brilliant idea that failed spectacularly. 00:34:16 -  SkinnyDipped’s first “facility:” one oven, no heat, no hot water               00:44:48 - How a chance meeting in a bar changed the company’s trajectory 00:51:01 - Target takes the plunge and SkinnyDipped nearly drowns: how a chain-wide launch almost breaks the business 01:01:37 - Growth without profit: How the founders recover after hitting rock bottom 01:15:34 - The mother-daughter equation: wisdom + jet fuel 01:20:08 - Small Business Spotlight —----------------------- Hey—want to be a guest on HIBT? If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth? Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free. Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive. So—give us a call. We can’t wait to hear what you’re working on. —----------- This episode was produced by Kerry Thompson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Chris Maccini . Our engineers were Robert Rodriguez and Kwesi Lee. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Raising Cane’s founder Todd Graves joins Guy on the Advice Line to answer questions from three early-stage founders who are each considering a big, next step to grow their businesses. First, Evan in Texas wants to know if he should franchise drive-thrus for his coffee business. Then, David in St. Louis is trying to get around dents in his financial history to secure financing for his pasta company. And finally, Shane in Los Angeles is weighing the pros and cons of opening a brick-and-mortar restaurant for his focaccia sandwich retail and catering concept. Thank you to the founders of Whiskey Morning Coffee, Midwest Pasta Company, and Vesti for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to the founding story of Raising Cane’s as told by Todd on the show in 2022. This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Exploding Kittens began as a jerry-rigged version of Russian Roulette — a deck of cards hastily modified with a Sharpie. But what happened next is one of the most improbable success stories in the creator economy: a $10,000 Kickstarter goal that ballooned into nearly $9 million, a community that rewrote the rules of crowdfunding, and a company that has now sold over 60 million card and board games. Co-founder Elan Lee shares the story behind Exploding Kittens — from dismantling his brother’s toys as a kid, to helping design Halo, to walking away from Microsoft…twice. He reveals how burnout, curiosity, and an obsession with interactive storytelling set the stage for one of the most successful game launches of all time. This is a story about the genius behind good marketing, and how creative storytelling can build a cult-like audience — without spending millions. If you’ve ever wondered how a strange idea becomes a global phenomenon — this is that story. WHAT YOU’LL LEARN:  How burnout can be a creative turning point How a Sharpie and a deck of cards can unlock breakthrough ideas The storytelling strategy that powered one of Kickstarter’s biggest launches How to treat your fans like collaborators, not just customers Why marketing should feel like play Unit economics to die for: make it for $2, sell it for $20 How to power through the threat of a one-hit-wonder TIMESTAMPS: 00:06:05 — The physics teacher who changed Elan’s life 00:08:10 — How Elan touched up the floating door scene in Titanic 00:10:38 — “You’re the worst program manager I’ve ever seen” — and the pivot to game design 00:13:08 — Meeting Spielberg, riffing on the movie AI, and inventing a new kind of storytelling 00:19:17 — Promoting Halo 2 with payphones  00:26:55 — The Hawaii getaway that sparked Exploding Kittens 00:37:32 — The Kickstarter launch: most backers on record 00:44:02 — Suddenly a real company — 700,000 decks and a manufacturing crisis 00:49:05 — Marketing genius: a kitty-cat vending machine that dispensed burritos and more 00:56:18 — New games that bombed — the one-hit-wonder dread 01:00:54 — Throw Throw Burrito, and the road to stability 01:12:55 — Elan’s 4-year-old daughter helps design new games 01:24:21 — Small Business Spotlight Hey—want to be a guest on HIBT? If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth? Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free. Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive. So—give us a call. We can’t wait to hear what you’re working on. This episode was produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Noor Gill. Our engineers were Maggie Luthar and Kwesi Lee. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Tempur-Pedic founder Bobby Trussell joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Bobby talks about his new book, The Logic That God Exists. First, Lyf from Oregon asks about how to expand his fresh seafood business. Then, Colleen from Colorado has questions about where to focus her efforts in growing her whitewater paddleboarding company. And finally, Amanda from Illinois looks for advice on fundraising for her lifejacket brand.  Thank you to the founders of Flying Fish Company, Hala Gear, and Line + Cleat for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Tempur-Pedic’s founding story as told by Bobby on the show in 2018.  This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What happens when three outsiders try to reinvent access to money… during the worst financial crisis in decades? Before Kickstarter. Before GoFundMe. Before crowdfunding became a thing, there was Indiegogo, an idea born from frustration, inequity, and more than 93 rejections from investors. It was a funding platform built not for banks, studios or gatekeepers… but for everybody else. In this episode, co-founders Danae Ringelmann and Slava Rubin reveal the unpolished and often painful story behind Indiegogo — from digging into savings accounts, to fighting over strategy, to grinning and bearing it when their idea was dismissed as “cute.”  You’ll hear how their mission was shaped by loss of parents, financial instability, and a fundamental belief in fairness. How the 2008 crash nearly killed the company before it began. And how in the end, Indiegogo helped spark a massive cultural shift—proving that anyone, anywhere, could bring an idea to life. WHAT YOU’LL LEARN:  How gatekeepers underestimate outsiders’ ideas How grief and personal history shape entrepreneurial courage How to recover from 93 “no’s”  Why making money matters, but maintaining your values matters even more  How co-founder conflict can sharpen (or break) a company Why Indiegogo didn’t become Kickstarter — and what founders can learn from that How to know when it’s time to walk away from your own company TIMESTAMPS:  0:05:34 - Slava’s childhood, and the deep loss that shaped his worldview 0:09:00 - Danae’s first lesson in leadership… from her dad’s moving business 0:12:43 - “Hollywood Meets Wall Street:” the emotional spark that led to Indiegogo 0:18:43 - The Golden Gate conversation where Slava asked, “Why not put this on the internet?“  0:32:56 - Building Indiegogo: mismatched personalities, big arguments, and the first 10 campaigns 0:40:22 - The 2008 crash hits: 93 investor rejections and many moments of truth 0:46:53 - Expanding beyond film: the inevitable pivot that ignited explosive growth 0:54:04 - Internal evolution: roles, titles, hires, and the first taste of real scale  0:59:56 - Why the founders eventually stepped away — and why some opportunities were squandered 1:05:19 - The legacy: how Indiegogo reshaped culture, creativity, and opportunity 1:09:44 - Bonus: Small Business Spotlight  This episode was produced by Katherine Sypher, with music by Ramtin Arablouei. It was edited by Neva Grant, with research help from Chris Maccini. Our engineers were Patrick Murray and Jimmy Keeley. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz YouTube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

CEO and co-founder of Boll & Branch, Scott Tannen joins Ring founder Jamie Siminoff and Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Jamie and Guy talk about how creating repeat customers often comes from creating social good.   First, we hear from Melita in Toronto who's wondering whether to continue bootstrapping her organic clothing business. Then Eric in the Sunshine State asks which direction to take to grow his sunscreen apparel lines. And Chris in Alpine Meadows, California, is trying to figure out how to get his sleek binoculars into the hands of more people. Thank you to the founders of Q for Quinn, L Cubed Lifestyle, and Nocs Provisions.  If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to the story of how Jamie founded Ring from our episode back in 2020, as well as his appearance on the Advice Line in 2024.. And how Scott and his wife Missy started Boll & Branch, a story they told on the show in 2024. This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Khan Academy offers hundreds of free tutorials in fifty languages, and has 170 million monthly global users.  It all began in 2009 when Sal Khan walked away from a high-paying job to start a business that had no way of making money.  His idea to launch a non-profit teaching platform was sparked while helping his young cousins do math homework over the computer.  When he started posting his tutorials on Youtube, the world took notice.   You will learn:  Not just cat videos: How Sal discovered the early power of YouTube.  How a book by Isaac Asimov lay the foundation for Khan Academy Why Sal said no to a for-profit business model How Sal got discovered by Bill Gates–and other wealthy donors   How Sal defines ambition: Free world class education for anyone, anywhere  Listen now to hear how Khan Academy has grown to become one of the most trusted teaching tools around the world.  This episode was produced by Jed Anderson, with music composed by Ramtin Arablouei. It was edited by Neva Grant.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Jane Wurwand, co-founder of the global skincare brand Dermalogica, joins Guy on the Advice Line, where they answer questions from three early stage founders. Plus, Jane shares her philosophy on the importance of customer education for building a trusted brand.  First we meet Camille in Virginia, who’s wondering how to scale her vegan baby food company without compromising on quality. Then Molly in Maine, who’s trying to build a community of new parents for her baby-friendly workout classes. And Sarah in Connecticut, who’s considering whether to expand beyond her core performance underwear product.   Thank you to the founders of Chunky Vegan, Baby Booty and Paradis Sport for being part of the show. If you’d like to be featured on a future Advice Line episode, leave us a one minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Dermalogica’s founding story as told by Jane on the show in 2016.  This episode was produced by Katherine Sypher. It was edited by John Isabella. Our audio engineer was Neal Rauch. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Meridith Baer grew up on the grounds of San Quentin prison, acted in TV and movies, wrote scripts in Hollywood … and then, at 50, started over – and built one of the best known home-staging companies in real estate. Meridith’s life unfolds like a movie: As a teenager, she was forced to give up her baby for adoption. In her twenties, she was a writer for Penthouse. In her thirties and forties, she was a screenwriter in Hollywood, hobnobbing with Sally Field and dating Patrick Stewart. But in her late forties, Meridith hit a wall. Her writing career stalled, so she poured her energy into fixing up the house she was renting. When the owner sold that house almost immediately, she stumbled onto a strange new idea: why not stage homes for a living? From there, Meridith turned a few pieces of thrift-store furniture and potted plants into a full-blown business: trucks, warehouses, hundreds of employees, and high-end homes across Los Angeles, New York, Miami, and beyond. Along the way, she weathered the pressures of scaling a creative service into an operational machine—without ever raising outside capital. What you’ll learn: How to reshape a career at 50 (or any age) without a master plan How Meridith priced her work based on value created, not hours worked Why you don’t always need investors to grow a multi-million-dollar service business The psychology of home staging: designing spaces that make buyers fall in love in the first 10 seconds How Meridith thinks about legacy, stepping back, and seizing new opportunities Timestamps:  03:43 – Growing up as a warden’s daughter inside San Quentin 08:36 – Teen pregnancy, forced adoption, and reunion decades later 10:18 – From Pepsi commercials to Penthouse magazine 17:33 – Selling a major movie script, recoiling at the finished product 20:22 – How a breakup with Patrick Stewart totally reshaped Meridith’s life 25:16 – The accidental first staging job at age 50 30:37 – Early days of the business: vans, day laborers from Home Depot, and naming her price 42:38 – Unexpected struggles: tax trouble, a cancer diagnosis 44:57 – The business expands to New York and beyond 54:12 – Running a 320-person company at 78—and what comes next 59:46 – Small Business Spotlight This episode was produced by Alex Cheng, with music by Ramtin Arablouei. It was edited by Neva Grant, with research help from Noor Gill. Our engineers were Patrick Murray and Kwesi Lee. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Bill Creelman, CEO and founder of Spindrift, joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Bill and Guy talk about the importance of solving one problem at a time.  First, we hear from Josh in West Hollywood, California - a pickle beer maker - who's wondering whether to drop his home-made brine to save money by using a manufactured flavor instead. Then Zac in Marshfield, Massachusetts, is trying to figure out how to get marketing help for his Hawaiian themed Flannel shirt company. And Jean Pierre in Portland is wondering about the best way to get his Kombucha business back on track.  Thank you to the founders of Donna’s Pickle Beer, Kona Brand and Soma Kombucha.  If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Spindrift’s Founding Story as told by Bill on the show in 2020. This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Kwesi Lee. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What if the idea that changes your life… starts with something as ordinary as being thirsty? In 2007, Travis Rosbach walked into a sporting goods store looking for a water bottle—and stumbled onto a problem no one had solved. Plastic, BPA-lined bottles dominated the market. Metal alternatives leaked, dented, or couldn’t keep drinks cold enough.  Travis’s solution? A double-walled, vacuum-insulated, stainless steel bottle. His expertise? Non-existent.   This is the improbable story of how Hydro Flask was built—from scavenging metal parts in China, to selling bottles at outdoor markets, to getting into Whole Foods by sheer timing and luck, to a last-minute investor who walked in on the day Travis planned to shut the company down. Hydro Flask would go on to become one of the most recognizable and popular bottles in the country.  This is the story behind it. What You'll Learn How paying attention to trends can lead to new business ideas How a novice learns the ropes by obsessively comparing existing products  How the lessons from past ventures can fuel future success  Why perseverance and timing can be just as important as know-how Timestamps:  03:21 - Building a fence, and a first business: “I had no clue.”  07:08 - A one-way trip to Hawaii : The surprising detour that leads Travis to his biggest invention 12:48 - How Travis gets inspired—then obsessed—after trying to buy a water bottle   19:43 - Searching for a manufacturer: a here-goes-nothing trip to China 27:18 - The first prototype: two colors, sharp edges 31:03 - Bootstrapping Hydro Flask: moving in with mom, storing bottles in grandpa’s garage   32:34 - Farmer’s markets, ice tests and the first buyers 46:17 - The crisis that almost kills the company 50:20 - An eleventh-hour visitor: “I might want to invest” 52:24 - Leaving the company he built: why Travis walked away 59:57 - Small Business Spotlight This episode was produced by Chris Maccini, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Claire Murashima. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Squarespace founder Anthony Casalena joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, Anthony shares how Squarespace is leveraging AI to help people bolster their sites and digital presence more effectively. First we meet Bob in Connecticut, who’s wondering how to pump up awareness for his custom-made mattresses. Then Stacy in California asks how her new first aid products can stand out in a category dominated by legacy brands. And Mehek in New York strategizes about how to best launch a new digital companion she’s building: an app that supports people recovering from eating disorders. Thank you to the founders of Custom Sleep Technology, All Better Co., and Kahani for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Squarespace’s founding story as told by Anthony on the show in 2019. This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was James Willetts. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

At 19, Ben Francis was lifting weights during the day and delivering pizza at night. He didn’t have money. He didn’t have fashion experience. He didn’t even know how to sew. What he did have was a front-row seat… to a new online trend. Before Instagram and influencers became a strategy, a handful of YouTubers were redefining gym culture — building identity and community online.  With his gymwear brand Gymshark, Ben didn’t try to compete with Nike. He didn’t try to buy ads. He did something much more powerful: He built relationships. He sent free T-shirts to the Youtubers he admired. He learned what gym-goers actually wanted to wear: tapered tracksuits, and shirts that emphasized their muscles. Today, Gymshark is valued at more than a billion dollars, and Ben is the youngest billionaire in the UK. But his story is not just about business. It’s about identity, discipline, humility—and learning to grow as fast as you can learn.  What You’ll Learn:  How to build a brand by building community first  How to hire smart people without losing control of your company Avoiding imposter syndrome by creating your own apprenticeship program  How to get stronger by staying in your lane  Timestamps:  03:50 - The IT education that changed Ben’s life 15:23 - Gymshark’s first sale: a £2 profit that had him dancing in his bedroom 17:41 - Early apparel—Screen-printing T shirts, a single sewing machine  21:25 - How YouTube bodybuilders became their best marketers  36:08 - How Ben hired his own boss–and what he learned from him 43:04 - Expanding to the US: a bone-chilling trip to Ohio   45:55 - The bodybuilder’s aesthetic: big shoulders, narrow waist 49:18 - The painful breakup between Ben and his co-founder  58:39 - Why he earned the nickname “Hurricane Ben.”  1:06:20 - A legacy company: Resisting the urge to grow beyond the gym  1:13:09 - Small Business Spotlight  This episode was produced by J.C. Howard, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Alex Cheng.   Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Chet Pipkin, former CEO and founder of the electronic goods company Belkin International, joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Chet and Guy drill into why solving problems for consumers is the key to success. First, we hear from Daniel in Toronto, who’s wondering how to educate customers about his company’s plastic-free, dissolvable shampoo and conditioner tablets. Then Meredith in Long Island asks how to manage inventory for her booming backpack organizer business that keeps selling out to female athletes. And Ryan in San Diego asks for strategies to grow the B2B side of his therapeutic massage tool company. Thank you to the founders of EarthSuds, Sideline Bags and Rolflex for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Belkin International’s founding story as told by Chet on the show in 2019. This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In his 20’s, working an office job he hated, Tom woke up in the middle of the night with a wild idea: why not take people on bike trips? No playbook. No investors. Just a sense that he could make a living doing what he loved. His first trip? Four guests riding through Death Valley, pitching their own tents. From there, Backroads scaled to hotels, while weathering a bike burglary, a van rollover in the desert, 9/11, the Great Recession, and a pandemic that brought tourism to a halt.  Today, Backroads runs 5,000+ trips a year in 60+ countries. This is a masterclass in savvy cash flow, scrupulous quality control, and dogged iteration. If you care about travel, brand, or building a services business at scale—listen to this. What you’ll learn: How a 5,000 mile solo bike trip laid the groundwork for Backroads  The first guided trip in Death Valley: four people, high winds, 50 miles/day  How to get your stolen bikes back: confront the thief yourself  The “collect early, pay late” flywheel that powered growth without investors How Backroads survived 9/11, 2008, and COVID—and what changed after each shock Avoiding the Instagram trap and delivering peak, uncrowded experiences TImestamps: 4:59 – Tom’s epiphany and the eight pages of notes that started Backroads 7:50 – From cubicle to road bike: the solo trip that shaped the company’s DNA 10:21 – Trip #1: Making mistakes in Death Valley—and learning fast 20:07 – Tom’s DIY recovery operation after a warehouse burglary 24:41 – Cash without capital: spend your deposits, pay hotels later  26:15 – The Nevada rollover: walking out of the ER…and running the next trips 33:56 – Recovering after 9/11 and the financial crisis—and rebuilding the company’s value prop 39:36 – Post-COVID surge, and avoiding the tyranny of the travel selfie  This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Patrick Murray and Jimmy Keeley. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Tariq Farid the founder of Edible Arrangements joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Tariq updates Guy on how he’s pivoting into a new industry while ushering in the next generation of leadership at the company.  First, we hear from Jake in Virginia who’s wondering how he can make his Filipino-inspired banana ketchup mainstream in America. Then, Heather in Sweden wants to know if she should change the name of her luxury polar voyage company to distance themselves from cruises. And, Ryan in Texas wants to know how he can bump up his revenue without losing his company’s highly personalized customer service.  Thank you to the founders of Fila Manila, Minimal Impact Cruises, and Kong Screen Printing for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Edible Arrangement’s founding story as told by Tariq on the show in 2017. This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Robert Rodriguez.  See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info Learn more about your ad choices. Visit podcastchoices.com/adchoices

In 2010, software engineer Natalie Gordon was pregnant– and fed up with the overwhelming baby aisles in big box stores. So she quit her computer job to code the registry she wished existed. No pink-and-blue giraffes. No allegiance to a single store. Just a universal list that let friends give the real help that new parents need—from strollers to diaper services to dog-walking. Natalie coded the first lines of Babylist during her son’s nap time. She managed customer support, pitched bloggers from coffee shops, and learned growth the hard way—first through affiliates, then with a pivotal Pinterest bet, and finally by taking on her own inventory (and all the headaches that come with it). Along the way she wrestled with hiring, firing, fundraising, and the identity shift from founder to CEO. Today, Babylist is one of the most trusted parenting platforms in the U.S., with a retail arm, editorial content, and a program for providing breast pumps.  This is a masterclass in living a problem–and building a solution.  You’ll learn: How to spot a customer pain point and design an MVP around it The power of slow virality How to use a small seed round without losing control The painful path from affiliate revenue to first-party e-commerce Stumbles with hiring – and firing– as a first-time CEO How paid growth works on visual platforms like Pinterest How “controlling your destiny” justifies a hard shift in business model How coaching and feedback helps you evolve from founder to leader Timestamps: 03:07 - Learning to solve hard problems at Amazon - 06:03 - Sabbatical in Latin America: Natalie’s first (failed) business and what it taught her 15:25 - A meltdown in a superstore → the Babylist “aha” moment 17:15 - Designing a universal registry, dog-walking included 22:17 - Blitzing the mommy blogs, a  “pregnant hacker” post on Hacker News 27:36 - Why $140/month revenue felt like a victory 34:38 - Going solo at an Accelerator, and the agony of early hiring and firing 44:49 - From “slowly viral” to real scale, and how Pinterest helped 51:59 - Affiliate links to in-house inventory → piles of bassinets in the office  55:47 - COVID’s unexpected windfall,  the health wedge (breast pumps & beyond) This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Patrick Murray and Jimmy Keeley.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Wayfair co-founder Niraj Shah joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs about how to bet on themselves – and define themselves to consumers. Plus, Niraj explains why Wayfair is expanding into large-format brick-and-mortar stores. First up, Valerie in Washington, D.C., is looking for a better way to educate consumers about her dehydrated chicken stock. Then, Bree in Utah wants to know when to seek investment in her improved mineral sunscreen brand. And finally, Tess in San Antonio is wondering if she should quit her day job and go all-in on her networking and accommodation app for solo women travelers. Thank you to the founders of Cookstix, Daily Shade, and HerHouse for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to go back and listen to Niraj’s original episode from 2018, where he shares how he and his college roommate Steve Conine turned 250 single-product websites into one giant billion-dollar brand. This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

A century ago, Jeff Braverman’s grandfather opened a peanut shop in Newark, New Jersey. By the early 2000s, the family business was doing $1M in sales and struggling to stay afloat. Jeff had a high-paying job in finance, but walked away from it to reinvent the business. His strategy? The internet. Something his dad and uncle knew nothing about. What happened next is wild: an AdWords experiment that blew the doors off the budding online business; a slip on national TV where Rachael Ray accidentally renamed the company; 40,000 pounds of protest peanuts that crashed servers and landed them in the New York Times; a hilariously polarizing rap jingle; and a COVID surge that tested leadership—and humanity—every single day. This is the blueprint for transforming a dusty, low-margin business into a profitable, $100M+ direct-to-consumer brand—while keeping it family-owned. It’s also a masterclass in earning trust, making risky bets, and scaling without losing your soul. You’ll learn: The mechanics of a paid-search playbook that 10x’d orders overnight How to win over skeptical family members (and when to demand the keys to the store) The exploding-deal etiquette of buying a premium domain How an improvised rap-jingle can be stickier than a professional ad   How Nuts.com built a robust B2B business alongside DTC Crisis leadership lessons from the COVID floor  When and how a leader should hire their replacement Timestamps: 00:04:43 — Cash registers, code words, and a Newark childhood inside the peanut shop 00:11:17 — The “build a website” pitch at a Jersey diner  00:27:15 — December 4, 2003: from 3 orders/day to 30  00:28:54 — Dad panics –”shut it off!”– Jeff doubles down on demand and ops 00:30:46 — Losing the storefront to a hockey arena—and going all-in online 00:37:49 — Jericho fans send 40,000 lbs of peanuts to CBS: press, links, and leverage 00:43:58 — Rachael Ray calls them “Nuts.com” by accident… and the $700k domain deal that followed 00:54:41 — The notorious Nuts.com rap jingle: how an earworm took hold 00:57:01 — Offices, microbreweries, and building a sticky B2B engine 00:58:58 — COVID hits: 70% call-outs, factory safety, and leading from the floor 01:04:08 — Handing the reins to a new CEO: leaning into strengths, not ego This episode was produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Olivia Rockman. Our engineers were Patrick Murray and Jimmy Keeley. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Lyft co-founder John Zimmer joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, John talks about his recent decision to step away from the company he founded in 2012. First, Alan from England asks about the best strategy for expanding his patented shower innovation to the U.S. Then, Teri from California looks for advice on raising money because her weighted “rucking” vest for women keeps selling out. And finally, Kobi from New York wants to know how to prioritize work-life balance while growing his craft chocolate company.  Thank you to the founders of ShowerSpaah, RUKSTR, and slowcocoa 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 Lyft’s founding story as told by John on the show in 2017.  This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was James Willetts. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What happens when a charismatic home renovator marries a budding design whiz? You get the billion-dollar powerhouse that is Chip and Joanna Gaines. The Gaines’ TV show Fixer Upper became a cultural obsession, turning shiplap and farmhouse sinks into a lifestyle movement that swept America. When they walked away from that show at peak popularity, everyone thought they were crazy. Instead, they turned their business Magnolia into a thriving lifestyle brand, which includes a network, retail, restaurants, books, and a magazine. The Silos, their Waco headquarters, became an unlikely tourist destination, drawing millions. Chip and Joanna proved that faith, small-town values and authentic storytelling could compete with coastal glitz. And they did it all while raising five kids.   You’ll learn: What Chip and Joanna saw in each other—as business and life partners. How a miserable semester in New York sparked the idea for Joanna’s first store. How the Gaines’ almost went bankrupt after the 2008 housing crash—and refused to quit.  Why walking away from their TV show turned out to be a brilliant move. Why faith is as important as luck. Why betting on your hometown can be a superpower. Time Stamps: 5:55 Chip’s failed dream of becoming a pro baseball player—and the unexpected path that followed. 10:45 How running a laundry in college taught Chip the economics of entrepreneurship. 17:00 Joanna’s Korean-American childhood, identity struggles, and how a toxic newsroom internship changed the course of her life. 26:35 The day Chip walked into her dad’s tire shop—and never left. 37:35 How Joanna’s first $25 “sale” encouraged her to open the first Magnolia store. 49:55 The housing crash that nearly ended their renovation business—and how they scraped their way back. 59:55 The moment HGTV called—and why Chip thought it was a scam. 1:15:20 How saying “no” to Fixer Upper opened the door to owning their own network—and their future. 1:19:19 The cultural backlash and the lessons that came with becoming America’s most famous fixer-uppers. This episode was produced by Katherine Sypher with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Chris Maccini. Our engineers were Patrick Murray and Kwesi Lee. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Stacy’s Pita Chips co-founder Stacy Madison joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Stacy talks about her hard-won experience of knowing when to stick with an idea… and when to walk away. First up, Sam wants to figure out how to leverage his popular pizza instagram account into the go-to place for men to learn how to bake. Then, Alex wants to know how to make his Peruvian pisco brand stand out in a relatively unknown liquor category. And finally, Stephanie is eager to learn how she can rejuvenate what had been her family’s 88-year-old candy business.  Thank you to the founders of Dough Guy, SUYO, and Stuckey’s for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to go back and listen to Stacy’s episode from 2019 where she shares how a decision to make chips with the leftover pita from her sandwich cart led to a multi-million dollar snack category that didn’t exist before her.  This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Robert Rodriguez.  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.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

When identical twins Mike and Alex Faherty launched their clothing brand, they made a daring move– launching wholesale, retail, and online, pretty much at the same time.  Investors said it was outdated, maybe even doomed. But that contrarian bet helped grow Faherty into a hugely popular brand, built on family, ingenuity, and obsession with detail. The two brothers spent 12 years preparing for launch—Mike at Ralph Lauren learning the craft of fashion, Alex in finance learning the mechanics of business. In the early days they traveled the country in a beach house on wheels, pulling over on the PCH to sell bathing suits and board shorts. Mike’s designs—surf culture meets big-city chic—took hold online, in department stores, and even swanky boutiques in Japan, giving Faherty the momentum it needed to eventually grew to $250 million in sales.  What You’ll Learn: Why the “all channels” strategy (wholesale + retail + online) can actually be a competitive advantage. The power of 12 years of preparation prior to launch. How to leverage factory relationships and suppliers as true partners. Why old-school, in-person sales can be a killer marketing tool  How family, trust, and resilience became a core advantage of the Faherty brand. Timestamps: (05:41) Mike discovers Bergdorf’s, cashmere, and fashion inspiration as a teenager in NYC (08:19) Mike gets grief from his basketball teammates for studying fashion at Wash U (13:38) Mike lands a job at Ralph Lauren to learn fashion from the inside (21:28) The moment Alex’s mentor tells him that starting a clothing brand is “the dumbest idea I’ve ever heard” (31:41) The brothers launch Faherty online from a borrowed apartment in Puerto Rico (35:00) Roaming the country in a mobile beach house that doubles as their first store (41:34) Early wins with specialty shops (59:14) The brand nearly runs out of money and gets rescued by a man from Nantucket  (1:07:14) A Covid-era gamble that pays off in massive growth  (1:15:04) How the identical-twin bond became a superpower for the brand Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Dollar Shave Club founder Michael Dubin joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Michael shares his latest career pivot into the screenwriting world. First, Benita from New Jersey asks how to create a “guerilla-style” marketing campaign to introduce customers to her specialty Syrian Cheese. Then, Brandon from California wonders how he can encourage his mobile mini golf employees to become more emotionally invested in his business. And finally, Bria from Kansas wants to know the best way to scale her custom wildland firefighter uniforms.  Thank you to the founders of Kasbo’s Middle Eastern Kitchen, Parrs Mobile Mini Golf, and Incidental Wildland 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 Dollar Shave Club’s founding story as told by Michael on the show in 2018.  This episode was produced by Noor Gill with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What if the best startup isn’t sexy at all? In 2013, Vijen Patel left private equity to pursue “the least-worst idea”: dry cleaning. No patents. No app wizardry. Just laundry lockers in high-rises, ruthless unit economics, and a $1.99-a-shirt price that was seared into America’s brain. From bootstrapping routes at 5 a.m. to breaking even in 6 weeks, Vijen and co-founder Drew McKenna scaled Pressbox to hundreds of locations, stared down well-funded competitors, and ultimately sold to Procter & Gamble, where Pressbox became Tide Cleaners (now ~1,200 locations). After the exit, Vijen launched The 81 Collection, a VC fund backing “boring” businesses that quietly power the economy. This episode is a masterclass in building profit first, creating user behavior (not changing it), and protecting customer retention like your life depends on it. What you’ll learn: How the “least-worst idea” found product-market fit How sidestepping rent + labor can flip margins from 15% to ~40% The efficiency insight that beat “Uber-for-X” rivals The new-residence edge: creating customer habits with a welcome-kit Why Pressbox had to set crazy-high retention goals (98%!) How to keep competitors close—and turn a Goliath into your buyer The post-exit premise: “boring” businesses are engines of the middle class Timestamps: Choosing dry cleaning with a private equity lens: don’t do it for passion–focus on practicality — 00:07:05 The SMS “app”: low tech, high convenience — 00:11:49 Unit economics breakthrough: lockers (26 transactions per hr) versus scheduled pickup (4-6) — 00:16:30 The $1.99 insight: a price everyone expected — 00:22:33 How getting into Chicago’s top high-rise was a game-changer — 00:26:31 Margins that work: if you’re a high-rise “amenity,” you don’t pay rent — 00:28:28 Competing with Washio: convenience wins — 00:34:27 Vertical integration: building the plant, staffing via Spanish newspapers — 00:37:08 P&G looms: head-to-head, then the acquisition dance — 00:45:15 Burnout, trade-offs, and life after exit: launching a VC fund that specializes in boring businesses — 00:57:18 This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Olivia Rockeman. Our engineers were Patrick Murray and Maggie Luthar. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz Youtube → guy_raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Tony Xu, founder of DoorDash, joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Tony updates Guy on his latest ventures: expanding into grocery and retail delivery - and taking on international markets. First, we hear from Ron in Portland, who’s wondering about the right time to expand his product line - from kitchen knives to cutting boards. Then Kathryn in Raleigh, North Carolina asks if it’s time to raise outside money to expand her line of date sweetened dark Chocolate bars. Finally, Yori in Stanford, Connecticut - wants to know the best way to educate customers about the benefits of buying grass raised beef.  Thanks to the founders of Steelport Knife Company, Spring and Mulberry and Route 22 Meats 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 Doordash’s founding story, as told by Tony on the show in 2018. This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What if the founder of one of the internet’s most enduring brands… never wanted to run a company? In 1995, Craig Newmark was a 42-year-old computer programmer in San Francisco who simply wanted to share local tech meetups with friends. He started an email list that became Craigslist—a website that reshaped how we find jobs, apartments, and community. In this conversation, Craig opens up about how not having a grand vision (or a taste for power) led to one of the most popular platforms in the world. With fewer than 50 employees, Craigslist still generates hundreds of millions in revenue—while looking like a website frozen in 1996. This is the story of an “accidental entrepreneur” who built a global brand by being in the right place at the right time—and why he now calls himself the Forrest Gump of the Internet. In this episode, you’ll learn: Why keeping things simple is often the smartest design choice. How knowing your weaknesses can be the ultimate superpower. Why community beats marketing every time. How to monetize minimally—and still build a wildly profitable company. Why luck and timing matter more than you might think. Timestamps: 04:45 Craig’s childhood struggles with social situations—and how local Holocaust survivors shaped his worldview 13:50 Discovering the early internet and becoming an “evangelist” at Charles Schwab 17:42 The simple email list that broke at 240 addresses—and became “Craig’s List” 24:36 Why Craig refused banner ads and said no to early monetization 30:20 Handing the CEO role to Jim Buckmaster—and how that decision led to Craigslist’s success 43:34 eBay buys a stake in Craigslist, then launches a competitor—sparking a messy legal battle 47:36 Was Craigslist really responsible for killing newspaper classifieds? Craig reveals his opinion 51:58 Why Craig gave hundreds of millions of dollars to support journalism, veterans, and… pigeons 57:00 Craig on money, meaning, and why billionaires are often miserable Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com   This episode was produced by Chris Maccini with music composed by Ramtin Arablouei. It was edited by Kevin Leahy with research by Sam Paulson.  Our engineers were Patrick Murray, Maggie Luthar and Robert Rodriguez. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Randy Hetrick, former Navy SEAL and founder of the suspension training company TRX, joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Randy updates Guy on his latest venture, a mobile gym called Outfit that brings the workout to you. First, we hear from Paige in Toronto, who’s wondering how to best capitalize on a major new retail account for her caffeine-conscious energy drink company. Then Kerri in British Columbia asks how to select the right strategic investor for her Australian-style meat pie bakery chain. And Katharine in Ontario wonders whether it's best to expand or narrow the focus of her adaptive clothing brand. Thank you to the founders of Benny, Peaked Pies and Adaptt Apparel 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 TRX’s founding story as told by Randy on the show in 2017. This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineers were Robert Rodriguez and Kwesi Lee. Learn more about your ad choices. Visit podcastchoices.com/adchoices

A decade ago, Allison Ellsworth was drinking apple cider vinegar for health reasons and doctoring it with fruit so she could stand the taste. Her husband Stephen helped her turn it into a business by adding carbonation on a hacked soda line in their Dallas townhouse. They called it “Mother Beverage,” and sold out every week at the farmers market…but then heard the words no founder forgets: “Your branding is…sh*t.”  What happens next is one of the wildest CPG glow-ups of the 2010s: a Shark Tank deal with brand whisperer Rohan Oza, a full rebrand to Poppi, colored cans that jumped off the shelf, a launch derailed by Covid—and finally, an explosion fueled by Amazon, TikTok, and a Super Bowl moment that planted the flag: We’re soda–and we’ve left the farmers market for good.   Five years after its rebrand,  Poppi was acquired by Pepsi for nearly $2B. This is the story of the messy bottling line, saying no to “dumb money,” baptism by Shark Tank, and building a generational brand while staying married. In this episode, you’ll learn: How rebranding can rescue a beverage, and when to avoid early eye-rolls  The hit-and-miss of carbonating on a small scale (and why co-packers said no). How the risky decision to call Poppi “soda” unlocked a new retail set (functional soda). What a Shark Tank partner does during a rebrand window. How Allison seized on TikTok to spike sales during Covid  Timestamps: 07:49 Meeting cute at a snowboard shop → engagement in 7 months  11:34 How apple cider vinegar helped Allison’s health…but tasted terrible (early flavor hacks)  20:11 DIY carbonation disasters: exploding bottles & the 40°F lesson  22:50 Selling out at the Dallas Farmers Market  37:48 Appearing on Shark Tank while nine months pregnant and the deal with Rohan: “your branding is sh*t.” 42:21 The nail-biting rebrand from “Mother” to Poppi: colored cans vs. white, and winning the shelf  47:34 Expo West canceled by Covid → a massive turnaround fueled by Amazon, Shark Tank, and TikTok 59:40 Super Bowl ad– “We’re soda!”--and the road to a ~$2B Pepsi acquisition  01:01:48 Growing a business while managing a marriage  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com This episode was produced by Rommel Wood with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Alex Cheng. Our engineers were Patrick Murray and Jimmy Keeley. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Bobbi Brown, founder of Bobbi Brown Cosmetics and Jones Road Beauty, joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, Bobbi shares what drove her to found her new company — Jones Road — at the age of 62. First we meet Mark in Chicago, an orthopedic surgeon who’s looking to promote his cabbage-based muscle and joint rub beyond the walls of his practice. Then Abby in Dallas, who’s wondering whether her popular social media livestreams are a sustainable way to market her trendy phone cases. And Henry in Charlotte, who wants to turn his mouth rinse for coffee drinkers into a mainstream oral care brand. Thank you to the founders of Cabbage Labs, AbbyRose, and Tannin Oral Care 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 Bobbi Brown Cosmetics’ founding story as told by Bobbi on the show in 2018. This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Many of us don’t know our neighbors anymore — and Nirav Tolia wanted to change that. He walked away from millions in stock options at Yahoo and eventually co-founded Nextdoor, the hyperlocal social network where neighbors share local news and recommendations. Along the way, he learned that for a digital service, Nextdoor demanded a ton of manual work: drawing neighborhood boundaries with Sharpies, sending individual “invite” postcards by snail mail, talking to neighbors about the information they wanted. After 8 years of grind, Nirav stepped away as CEO, only to return 6 years later to spearhead an ambitious rebrand of Nextdoor, which now has 100 million users around the world.     In this episode, you’ll learn: Why Nirav walked away from millions in stock options to launch his own business  How the failure of an early business helped fuel Nextdoor’s success  How not having an initial vision for your brand can be a superpower.   Why apps that focus on “local” are so hard to master  Why Nirav believes” local” is a massive untapped opportunity in tech. This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Kwesi Lee and Jimmy Keeley. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Priority Bicycles founder and CEO Dave Weiner joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Dave shares his strategy for keeping sales steady and positioning Priority Bicycles for continued growth in uncertain times.  First, we meet Dave from Rhode Island who’s trying to figure out how to bring his oft-misunderstood coffee milk product to the national market. Then, Alex from Buffalo who is deliberating whether to scale up her lavender farm and barn events venue or stay small while trying to reclaim more work-life balance. And finally, Sabrina from Boise who’s looking for creative ways to get her custom dog treats noticed by larger corporate brands and hospitality groups.  Thank you to the founders of Dave’s Coffee, Kin Loch Farmstead, and Idaho Barkery 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 Priority Bicycle’s founding story as told by Dave on the show in 2023.   This episode was produced by Carla Esteves with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineers were Maggie Luthar and James Willetts.  You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In the summer of 2000, Razor scooters were everywhere—on sidewalks, in schools, even in Silicon Valley offices. At the center of it all was Carlton Calvin, an ex-lawyer turned toy mogul who had already ridden—and crashed—multiple crazes, from Pogs to yo-yos. Carlton knew how to spot what kids wanted before the world caught on. But when Razor went from selling a million scooters a month to zero almost overnight, his business teetered on collapse. This is a story about timing, obsession and instinct: knowing kids would snap up Slammers with scorpions inside, seeing the potential of a sleek new scooter from Taiwan, and learning how to turn a craze into a lasting global brand. In this episode, you’ll learn: Why most “overnight successes” collapse as quickly as they rise The power of partnerships– and trust– in scaling quickly How to think like your customer (in Carlton’s case, a 10-year-old boy) This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Patrick Murray and Maggie Luthar. Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

This week, Guy is joined by Lady Gaga’s former manager Troy Carter, Joe Gebbia of Airbnb, and Sadie Lincoln of barre3 in a special mashup episode of the Advice Line about playing to your business’s strengths. First, Honor from Australia wants to partner with a celebrity in a way that actually boosts her pill organizer brand. Then, Arvy from Johannesburg digs into what makes his sporting and outdoor optics company special. And finally, Genevieve from Montana discovers all the different ways her customers can help her sailing instruction business grow. Thank you to the founders of Dosey, ProltUp Optics, and Go Sail Virgin Islands and Flathead Lake for coming on the show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. This episode was produced by Noor Gill and Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineers were James Willetts and Maggie Luthar. 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: Lady Gaga & Atom Factory: Troy Carter | Advice Line with Troy Carter Airbnb: Joe Gebbia | Advice Line with Joe Gebbia Barre3: Sadie Lincoln | Advice Line with Sadie Lincoln Learn more about your ad choices. Visit podcastchoices.com/adchoices

What does it take to turn a Brooklyn beer salesman into the king of iced tea? In the early 1990s, the iced tea market was dominated by Lipton, Nestea, and Snapple. But Don Vultaggio saw an opening. A single moment—watching Snapple cases fly off a truck in winter—sparked an idea that would change his life: why not sell tea in a tallboy can?  AriZona exploded—outselling Snapple and becoming a multi-billion-dollar brand.  Behind the success was struggle: Don fought to keep the company private. and faced a painful 10-year legal battle with his former friend and co-founder. In this episode, Don reveals: How he stayed independent in an industry dominated by giants.  Why Snapple stumbled after being acquired—and how AriZona avoided the same fate. Why he wants AriZona to remain a multi-generational family business. Why packaging can be more powerful than advertising. How AriZona holds onto its 99c price tag Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com This episode was produced by Rommel Wood  with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Iman Maani. Our engineers were Maggie Luthar and Gilly Moon.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

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, Kimberley 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. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In 2001, three web designers built a quirky email tool called Mailchimp. It wasn’t their main business. It wasn’t even meant to make real money. For years, Ben Chestnut and his partners survived on web-design gigs, while Mailchimp earned just enough to cover lunch. Then…one surprising spreadsheet changed everything. In this episode, Ben reveals: The decision that tripled their revenue overnight How a mispronunciation on the world's biggest podcast turned into a marketing masterstroke How a painful wake-up call about leadership reshaped the company’s culture Listen now to hear how guerrilla billboards, a monkey logo, and a string of improbable breaks built one of the most recognizable names in tech.  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

In 2021, Daniel Humm shook up the dining world by making his 3-Michelin-star restaurant, Eleven Madison Park, 100% plant-based. No meat. No butter. No cream. It was a first in fine dining, igniting global headlines, industry backlash, and endless debate. Now, in an exclusive podcast conversation with Guy Raz, Daniel shares his next bold decision—he's reintroducing animal products. Daniel shares what he learned from his years of plant-based cooking and how the experiment forever changed his creative vision. This is a story about risk, reinvention, and the relentless pursuit of excellence. In this episode: How a creative rut at the peak of his career sparked a radical transformation. The hidden economics of running a world-class restaurant without meat. The backlash—and surprising supporters—of the plant-based pivot. Why EMP will remain 90% plant-based, but welcome more people back to the table. What Daniel believes is the future of fine dining. Listen to the original 2021 HIBT episode with Daniel Humm: https://wondery.com/shows/how-i-built-this/episode/10386-eleven-madison-park-daniel-humm/  Follow How I Built This: Instagram → @howibuiltthis X → @HowIBuiltThis Facebook → How I Built This Follow Guy Raz: Instagram → @guy.raz X → @guyraz Substack → guyraz.substack.com Website → guyraz.com  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Amy Errett had a successful career in finance and venture capital before taking a leap into an entirely new business: hair color. When her wife complained about the indignities of coloring her hair at home, Amy realized the sector was ripe for a makeover. At age 56, she dove into the minutiae of dyes and developers, launching her own formula in 2013, and naming it after her daughter. Madison Reed’s early successes were marred by a management meltdown, when Amy had to break with three of her co-founders—an experience she describes as one of the most difficult of her life. Today Madison Reed is available in thousands of stores across the US, and runs nearly 100 of its own salons. This episode was produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research by Iman Maani. Our engineers were Patrick Murray and Kwesi Lee. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Ring founder Jamie Siminoff joins Guy on the Advice Line, where they answer questions from three founders about balancing short- and long-term goals.   Today, we meet Vico, an industrial designer in southern California who's launching a crowdfunding campaign for his patented ergonomic desk. Then Iyin, a Baltimore-based product specialist seeking to balance accessibility and profitability for her ethically-sourced chocolate brand. And Franchesca, an Atlanta area educator deliberating whether to pursue small-business certifications for her motivational classroom posters. Thank you to the founders of ErgoFlex Desk, Luji's Chocolate, and Thrive12 for being a part of a 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 Ring’s founding story as told by Jamie 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 Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Crumbl may be a cookie business – but Jason McGowan turned it into a fast-growing restaurant chain by building it like a tech startup. He and co-founder Sawyer Hemsley meticulously A/B tested the recipe, launched a delivery app early on, and went viral with weekly drops of wild new flavors like bubblegum and Almost Everything Bagel. In just eight years, Crumbl has opened over 1,000 stores, and has dominated the cookie conversation on social media, with more TikTok followers than Starbucks, Domino’s, and Taco Bell combined. This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Carla Estevez. Our engineers were Patrick Murray and Jimmy Keeley. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Chesapeake Bay Candle and Blueme founder Mei Xu joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Mei shares the importance of businesses meeting people everywhere they shop. First, Sasha, who started a gourmet pot pie company in Brooklyn, New York, asks how to find the right co-founder who can do the things she can’t. Then, Tara from Dubai, Saudi Arabia wants to know whether to market her towel dress directly to consumers. And finally, Lindsay in Grand Rapids, Michigan needs advice on how to get her online curriculum in front of more school districts.   Thank you to the founders of Aunt Ethel’s Pot Pies, Dry Dolly, and Math Medic for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to the Chesapeake Bay Candle story as told by Mei on the show in 2017. This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Andrea Bruce. 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Long before he became famous as the sharp-tongued TV personality who launched the careers of pop stars, Simon Cowell was a rebellious teenager who dropped out of school and started his career in the mailroom at EMI. After a failed business left him nearly bankrupt, he found success by zigging where others zagged—initially by selling hit records based on TV shows like Power Rangers and WrestleMania. Eventually Simon got behind the TV camera himself, where his brutally honest feedback on shows like American Idol and The X Factor made him a household name. Today, through his company Syco Entertainment, Simon continues to discover new talent. His latest challenge: an upcoming Netflix show where he’ll try to build a boy band from scratch. This episode was produced by Josh Lash, and edited by Neva Grant, with research by Iman Maani. Our audio engineers were Patrick Murray and Jimmy Keeley. You can follow HIBT on X and Instagram, and email us at [email protected]. Sign up for Guy's newsletter at guyraz.com or Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Isaac Larian is the founder of MGA Entertainment, the company behind Bratz and LOL Surprise dolls. This week, he joins Guy on Advice Line to answer questions from three early-stage entrepreneurs. Plus, Isaac talks about the effects of tariffs on the toy industry.  First, we meet Meghan from Nashville, who finds that the customer for her educational toys may not be who she thought. Then, Libie from New York wants to grow her orthopedic cork insole business and to expand her customer base. And finally, Robin from Steamboat Springs gets advice about first impressions for her kid-exclusive outdoor apparel company. Thank you to the founders of T is for Tot, Fulton, and Town Hall Outdoor Co. 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 Isaac tell the story of how MGA Entertainment was founded during his first visit to the show back in 2024. This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Long before founding Torchy’s Tacos, Mike Rypka was a troubled teenager trying to outrun his own self-destruction. Growing up around addiction and falling into heavy drug use himself, Mike’s future looked bleak—until he got clean and found refuge in kitchens. Cooking gave him structure, purpose, and eventually, a career. After years working in restaurants and corporate kitchens, Mike decided to take a risk on something smaller: a food truck on a street corner in Austin. In 2006, he launched Torchy’s with nothing but a dream, a fiery logo, and a menu full of bold flavors. That humble truck became the start of something much bigger. Today, Torchy’s is a national chain with more than 130 locations and annual sales topping $300 million. And through all of it, Mike has remained sober—more than three decades and counting. This episode was produced by Carla Esteves and edited by Kevin Leahy, with research by Katherine Sypher and music by Ramtin Arablouei. Our audio engineers were Patrick Murray and Gilly Moon. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s newsletter at guyraz.com and on Substack.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Former manager of Lady Gaga and Atom Factory founder Troy Carter joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, Troy’s advice for reaching new audiences when digital ads struggle to perform. First we meet Madelyn in Arizona, who’s trying to grow her postpartum frozen meal delivery service while preserving its focus on her local community. Then Tyler in Oregon, who wants to strengthen connections with influencers endorsing his water purification systems. And Gina in Minnesota, who’s looking to better market her matching dog and human clothing sets. Thank you to the founders of The Nest Prep, Guzzle H2O, and Good Thomas 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 Atom Factory’s founding story as told by Troy on the show in 2017. This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

As a Harvard squash player, Will Ahmed discovered his game improved when he focused on things like sleep, diet, and time spent recovering from training. He was convinced that granular health and heart data would become invaluable to other athletes if it could be bundled into a wearable wrist strap. In 2012, Will founded WHOOP, and after three years the company launched its first model, with Lebron James and Michael Phelps as advocates. But WHOOP struggled to gain traction with mere mortals, and spent years overhauling its business model and fending off big name competitors. Eventually it became one of the most popular wearables on the market, with a valuation well above $3 billion.  This episode was researched and produced by Katherine Sypher and edited by Neva Grant, with music by Ramtin Arablouei. Our engineer was Patrick Murray. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Hinge founder and CEO Justin McLeod joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Justin describes Hinge’s new initiatives around intentional dating. First, Jessica in Toronto, Canada asks about opening new markets for her self-guided mystery road trip packages. Then Nick from Auckland, New Zealand wonders about strategies to drive word-of-mouth referrals for his designer security screen door company. And finally, Chandler from Minnesota discusses the challenge of getting his story across to customers as he sells hand-drawn posters that celebrate the history of golf and hockey. Thank you to the founders of Guess Where Trips, Framework Doors, and Archive 22 for being a part of our show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to the Hinge founding story as told by Justin on the show in 2021. This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

As a newly arrived immigrant from Turkey, Hamdi Ulukaya learned to be resourceful, determined, and even stubborn when he needed to be. All those traits would serve him well as he began to navigate the hairpin turns of building a yogurt business from the ground up. In 2005, Hamdi was running a small feta cheese business in upstate New York when he happened upon a piece of junk mail that would change his life: an ad for an abandoned yogurt factory...$700K, as is. He knew if he could get his hands on it, he could bring a new kind of dairy product to the U.S.—the thick, creamy yogurt he’d grown up eating in the mountains of Turkey. With the help of a local bank, Hamdi bought the factory, and sales grew so quickly that he could barely keep up. A few years later, some bad business decisions nearly pushed the company into bankruptcy, but today, Chobani is one of the most popular yogurt brands in the U.S; and Greek-style yogurt has become a staple of the dairy aisle. This episode was produced by Josh Lash with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Claire Murashima. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Iconic fashion designer Norma Kamali joins Guy on the Advice Line, where they answer questions from three early stage founders. Plus, Norma shares her take on balancing a strong creative vision with the financial realities of building a worldwide brand.  First we meet Ahmed in the U.K,, who’s refining a narrative for his eyeglass store concept in hopes of attracting investors. Then Bob in Chicago, who wants to change how people view lunch with his fast casual soup restaurants. And Adreana in Sacramento, who’s wondering if outside investment is the best way to scale her inclusive activewear business.   Thank you to the founders of Cambridge Spectacle Company, Sunny Bowls and the Love Her Shop for being part of the show. If you’d like to be featured on a future Advice Line episode, leave us a one minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Norma Kamali’s founding story as told by Norma on the show in 2021.  This episode was produced by Kerry Thompson. It was edited by John Isabella. Our audio engineer was Neal Rauch.  You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Rick Steves spent the summer after high school backpacking through Europe on two dollars a day—sleeping on the floor, sneaking into museums, and subsisting on a diet of bread and jam. When he came home, he found people were hungry for tips on how to visit Europe on the cheap, so he began teaching classes, and was soon hawking a self-published guidebook out of his car. Eventually, he started leading minibus tours and hosting a travel show on Public TV, steadily growing his business even though he was giving away most of his content. His no-frills approach to travel has persisted as a powerful brand, with 70 guidebooks, an ever-popular travel show, and—in 2024—an annual revenue of $120 million. This episode was produced by Rachel Faulkner-White, with music by Ramtin Arablouei. Edited by Neva Grant. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Boston Beer Company founder Jim Koch joins Guy on the Advice Line, where they answer questions from three founders about finding product-market fit. Today, we meet Kim, whose tropical-inspired apparel company in Florida is venturing into the rum market. Then Llance from Washington, who is taking his tea-bag-soup-broth business national. And Ami, who wants potential customers to know that her Ontario-based electrical contracting company has some of the best service out there. 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 Boston Beer Company’s founding story as told by Jim on the show in 2016. 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 or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

After falling in love with the gelato shops of Buenos Aires, Josh Hochschuler came home to Dallas with a bold idea: bring authentic Argentine gelato to the U.S. He raised $600,000 from friends and family and opened a gelato shop called Talenti. The product was a hit - but the retail model wasn’t. Faced with mounting losses, Josh shut down the store and moved into a warehouse to pivot to wholesale. With time, tenacity, and a now-iconic clear jar, Talenti became a national sensation, and in 2014, was acquired by Unilever. Today, it’s the best-selling gelato brand in America. This episode was produced by Casey Herman and edited by Kevin Leahy, with research by Kerry Thompson and music by Ramtin Arablouei. Our engineers were Patrick Murray and Robert Rodriguez. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Method co-founder and serial entrepreneur Eric Ryan joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Eric shares his strategies for entering new market categories, and gives an update on his latest venture, Tandy, a functional candy company. First, Aubrey in Tennessee asks how to find a mentor to help her and her husband with their expanding line of bakeries and restaurants. Then Maggie from Chicago weighs whether it’s time to take on an outside investor for her unique travel luggage. And finally, Matt in Arizona wonders how to best scale his three-in-one adventure gloves in retail.  Thank you to the founders Transparent Hospitality, Props Luggage and Flipmits 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 Method’s founding story as told by Eric and his co-founder Adam Lowry on the show in 2018. This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

On a trip to Las Vegas, Chris Riccobono found himself wearing the same J.Crew shirt over and over; it was the only dress shirt he had that looked good untucked. All of his other button-downs were too long and looked sloppy. His buddies all said they had the same problem, so Chris decided to seize the opportunity and launch UNTUCKit with a friend. Keeping his day job as a  GE salesman, he embarked on a crash course in how not to make a shirt. Thousands of defective button-downs later, UNTUCKit hit its stride, and the big fashion brands began to copy the untucked look. In 2020, UNTUCKit came within inches of a lucrative acquisition, then nearly went bankrupt, but today has grown into a thriving brand.  This episode was produced by J.C. Howard, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Kerry Thompson. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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, Clērstory, and Wompy Bikes for being 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 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. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

The dashboard in your car – the interface on your Zoom screen … many of the products we interact with every day were created with the collaborative software Figma. Figma is a kind of Google Docs for design, created by Dylan Field and Evan Wallace after they won a Thiel fellowship in 2012. Dylan was just 20 when he became CEO. The only other job he’d had before that….? was college intern. He eventually figured out how to manage his team, and grew the company enough to attract a 20 billion dollar acquisition bid from Adobe. The deal fell through, but Figma continued to grow, and recently filed for an IPO. This episode was researched and produced by Kerry Thompson with music composed by Ramtin Arablouei. It was edited by Neva Grant. Our engineers were Patrick Murray and Jimmy Keeley. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Kickstarter co-founder Perry Chen joins Guy on the Advice Line, where they answer questions from three early-stage founders about what they really want from investment deals and acquisitions. Today we meet Jesse in Dallas, who's debating whether or not he should sell part or all of his cold plunge tub business. Then Catharine in Oregon, who's trying to figure out how to move on from the daily grind of her hot sauce brand. And Joe in Chicago, who has an ambitious vision for his chicken sandwich chain. Thank you to the founders of Modtub, HYCH, and Fry the Coop 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 Kickstarter’s founding story as told by Perry on the show in 2017. This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Bill and Leigh Keith had an extraordinary childhood, travelling the country in a school bus with their parents and ten siblings. Along the way, their dad fed them a homemade concoction of peanut butter, honey and supplements rolled into bite-sized snacks. When the family fell on hard times, the older siblings decided to sell their home and bet everything on turning their family recipe into a refrigerated energy bar.  The family hand-rolled millions of bars and gave out samples at festivals and grocery stores in Northern California. They eventually got Perfect Bars into Whole Foods, Costco, and major retailers throughout the country, and in 2019, the company was acquired by Mondelēz International.  This episode was researched and produced by Chris Maccini with music by Ramtin Arablouei. Edited by Neva Grant. Our engineers were Kwesi Lee and Ko Takasugi-Czernowin.  You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Sir Kensington’s co-founder and former CEO Mark Ramadan joins Guy on the Advice Line, where they work through business challenges with three early-stage founders. Today we meet Pat, a physician assistant working to bring his solution for clogged sinks to major retailers. Then Lucas, a chef whose local quick service taco joint is fending off national competition. And Beth, a working mom whose baby products brand is caught in the "messy middle" between launch and mass scale. 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 to hear the story of how Sir Kensington’s was founded, check out Mark's first appearance on the show in 2023. 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In 2008, Vicky Tsai walked away from a startup job and set out to rediscover herself on a trip to Japan. In Kyoto, she had an unforgettable meeting with a geisha, and learned about the face creams and blotting papers that the traditional Japanese hostesses had used for centuries. But as she contemplated selling those products in the U.S., experts on both sides of the Pacific told her it would never work. Strapped for money and juggling multiple jobs, Vicky worked out of her parents' garage, pitching her new brand—Tatcha—on QVC and steadily growing it. In 2019, Unilever acquired Tatcha for a reported $500 million. This episode was produced by Jed Anderson with music composed by Ramtin Arablouei. It was edited by Neva Grant. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Springfree Trampoline founder Steve Holmes joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, Steve’s tariff navigation guidance for businesses manufacturing products outside of the U.S. First we meet Ikechukwu in Maryland, who’s trying to lean into a core demographic without alienating customers from his activewear brand. Then Cody in Nevada, who’s building a year-round advertising strategy for a largely seasonal product: DEET-free bug repellant. And Kenesha in Ontario, who’s looking to maintain the momentum of a viral moment for her Caribbean-inspired chocolate. Thank you to the founders of Veii Apparel, Grand Tongo, and One More Cocoa 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 Springfree Trampoline’s founding story as told by Steve and the trampoline’s inventor Keith on the show in 2019. This episode was produced by Sam Paulson 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 or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

As a young entrepreneur in the Wild West days of the internet, Alex Tew was drawn to meditation for its simple calming power. Together with fellow tech founder Michael Acton Smith–known for hits like Moshi Monsters–the two brainstormed ways to bring the ancient practice of meditation into the 21st century. In 2011, they bought the domain calm.com, built an app, and started producing meditations and Sleep Stories, narrated by celebrities like Matthew McConaughey and Idris Elba. Despite initial pushback from investors who insisted no one would want to meditate on their phone–let alone pay for it– the Calm app grew to a valuation of nearly $2 billion, with 180 million total downloads.  This episode was researched and produced by Katherine Sypher with music composed by Ramtin Arablouei. It was edited by Neva Grant. Our engineers were Patrick Murray and Robert Rodriguez. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

This week, Guy is joined by Travis Boersma of Dutch Bros. Coffee, Michael Preysman of Everlane and Chris Ruder of Spikeball in a special “mashup” episode of Advice Line. First, Andy from Nashville is wondering if a brick and mortar burger joint will supercharge growth for his food truck business. Then, Tiffany from Cape Cod is looking to break into large retailers with her inspirational jewelry brand. And finally, Peter from South Dakota is evaluating whether to expand his ice skating apparel to overseas markets. Thank you to the founders of Bad Luck Burger Club, T. Jazelle and Rink Rabbit.  If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.  This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Neal Rauch.  You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack. To hear our guests previous episodes: Dutch Bros. Coffee: Travis Boersma | Advice Line with Travis Boersma Everlane: Michael Preysman | Advice Line with Michael Preysman Spikeball: Chris Ruder | Advice Line with Chris Ruder Learn more about your ad choices. Visit podcastchoices.com/adchoices

Western wear is having a moment – and so is the upstart Western brand Tecovas. Founder Paul Hedrick is a Texan who realized that cowboy boots were either too expensive or too cheap, so he decided to create a premium brand with an attainable price. He traveled repeatedly to the cowboy boot capital of the world – León, Mexico – to obsess over every detail, and later he expanded his DTC business to make a surprising bet on brick-and-mortar stores. Today, beyond boots, Tecovas sells jeans, shirts, dresses, hats, and bags, and this year, the company expects to do more than $300 million in sales. This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Iman Maani. Our engineers were Patrick Murray and Robert Rodriguez. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Rivian founder and CEO RJ Scaringe joins Guy on the Advice Line to answer questions from three early-stage founders. He also gets into how trade policies and shifting tariffs are impacting the automotive supply chain.  First, we meet Ashley from Southern California, who’s deciding whether to take outside capital to take her altruistic ice cream brand worldwide. Next, Kwadwo in North Carolina is debating leaving his full-time job to go all in on his handcrafted furniture brand. Then Robert in British Columbia is looking to grow his backcountry skiing invention beyond the early adopters. Thank you to the founders of Vedder’s Organic Ice Cream, Crafted Glory and Zoa Engineering for being part of the show.  If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.  And be sure to listen to Rivian's founding story as told by RJ on How I Built This in 2022. This episode was produced by Iman Maani. It was edited by John Isabella. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Substack was founded to create an escape vehicle for writers: Chris Best and Hamish McKenzie imagined a world where writers didn’t have to rely on legacy publications or corporate advertisers, but could instead create a more direct and meaningful relationship with their audience. Despite early skepticism, Chris and Hamish were confident that many people would pay a few dollars a month to subscribe to their favorite newsletters, on subjects ranging from politics to sports to tech. Today, Substack has over 35 million active users, and while many of its offerings are free, a number of its content-creators make upwards of $500,000 a year. This episode was produced by J.C. Howard, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Iman Maani. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Virgin Group founder Richard Branson joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Richard’s recent adventures in bungee jumping, ziplining, space exploration and more—all in the name of promoting some of his brand’s latest offerings.    First we meet Lola from New York City, who’s looking to maintain a personal touch as she scales her travel accessory brand. Then Ross from Phoenix, who’s wondering how to make a splash with his above-ground pool rental business. And Andrew from Cumberland Gap, Tennessee, who wants to start selling his small-batch granola in locations beyond his juice bar. Thank you to the founders of Silver & Riley, Now Pools, and The Juice Spot/Lone Wolf Granola 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 Virgin's founding story as told by Richard Branson on How I Built This in 2017. This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Brad Baxter sidelined a promising career in the car industry to build a better cat litter box – an undertaking that embarrassed his kids and eventually prompted his wife to ask "what’s the endgame here?” That endgame turned out to be Litter-Robot, an automated self-cleaning litter-remover that helped propel Brad’s company, Whisker, to roughly $300 million in sales this year. This episode was produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research by Carla Esteves. Our engineers were Patrick Murray and Kwesi Lee. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Duolingo co-founder Luis von Ahn joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Luis shares insights on how data can help entrepreneurs understand what their customers really want. First, Steph in Chicago wonders how to manage expansion opportunities for her art-filled vending machines. Then Blair from Atlanta discusses his challenge of selecting which products to focus on with his tech accessories brand. And finally, Stephanie in Indiana considers the best way to fund more employees for her growing business designing living plant walls.  Thank you to the founders of Good Things Vending, Bair, and Naturspire 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 Duolingo’s founding story as told by Luis on the show in 2020. This episode was produced by Katherine Sypher 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Cookware is a $73 billion global industry - awash in all kinds of pots and pans. Like, if you’ve ever cooked scrambled eggs, you've probably used a non-stick frying pan. They’re inexpensive and everywhere. But they’ve been dogged by complaints: many can’t handle high heat, like broiling or searing, and they scratch easily. So, when Danny Winer came across a new non-stick technology at a trade show overseas, he jumped on it, co-founding Hexclad with a buddy. Danny was convinced it could be adapted to the U.S. market - and be a hit. He was right! In just under ten years, Hexclad grew into a $500 million company. This episode was produced by Kerry Thompson, with music by Ramtin Arablouei. It was edited by Andrea Bruce, with research help from Katherine Sypher. Our engineers were Jimmy Keeley and Gilly Moon.  You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Sweetgreen’s co-founder Jonathan Neman joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Sweetgreen’s plans to automate salad assembly in the coming years.  First, we meet Dini from Maryland, who's learning how to maintain her brand’s character and product quality as her pie company scales. Next we hear from Matt in Massachusetts, who’s leaning into success growing premium mushrooms for local chefs without getting too big, too fast. Then Joey in Chicago, owner of a restaurant specializing in fried chicken wings and fresh-cut fries, who’s deciding whether to introduce new products or double down on what’s already working. Thank you to the founders of Dini’s Divine Pies, Underground Mushroom Co. and Dak Dak Korean Wings for being part of the show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And to hear the founding story of Sweetgreen, check out Jonathan’s first appearance on the show in 2020.  This episode was produced by Iman Maani. It was edited by Casey Herman. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What started as a design project for Stanford student Evan Spiegel quickly flourished into one of the most-used social media platforms in the world: Snapchat. It only took two years for Mark Zuckerberg to make a multi-billion offer for the company. But Evan turned it down — convinced of Snap’s potential to disrupt human communication in an even bigger way. And while Evan’s path has been anything but smooth, today Snap is valued at more than $13 billion, with ambitions beyond its hero mobile app. This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by John Isabella with research help from Katherine Sypher. Our engineers were Patrick Murray and Gilly Moon. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Bonobos co-founder Andy Dunn joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Andy shares the motivation for his latest venture, Pie—a new social app that fosters in-person friendships and experiences. First, Michele in Connecticut asks about the best way to position her tennis-inspired athletic brand. Then Alek from Chicago, who’s wondering how to reach more health-conscious drinkers with his naturally-flavored vodka. And finally, Sabrina in Philadelphia weighs whether a DTC or wholesale strategy is best for her handmade biscotti. Thank you to the founders Top Banana, Broda Beverage Company and Haus of Biscotti 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 Bonobos’ founding story as told by Andy on the show in 2019. This episode was produced by Katherine Sypher 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

When Wiliam Wang started selling flat-screen TV’s, he used a winning playbook: partner with an efficient manufacturer, cut out the middlemen, and price your product as low as you can. William used a similar strategy at his first company–making computer monitors–and he built it into a multimillion dollar business. But he wound up mismanaging it into the ground, and spent years working to pay off millions of dollars in debt. After surviving a catastrophic plane crash, William embarked on a new venture, Vizio, and returned to his “cut-out-the-middlemen” playbook to sell one of the world’s first internet-connected televisions. Today, Vizio is one of the top-selling TV’s in the US, and in 2024, sold to Walmart for $2.3 billion. This episode was produced by J.C. Howard, with music by Ramtin Arablouei. Edited by Neva Grant, with research help from Alex Cheng. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com  Learn more about your ad choices. Visit podcastchoices.com/adchoices

RXBAR co-founder Peter Rahal joins Guy on the Advice Line, where they answer questions from three early-stage founders about positioning new products in competitive markets. Plus, Peter’s take on getting back in the game with his newest venture, David Protein.  First we meet Kristi from Calgary, who’s considering digital ads as her women’s supplements brand maxes out on organic growth. Then Erik from Los Angeles, who’s wondering if Amazon is a necessary channel for his exercise accessories. And April from New York, who’s hoping to find the right messaging for her line of cocktail mixers. Thank you to the founders of Inner Wellth, SquatWedgiez, and Cheeky Cocktails 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 RXBAR's founding story as told by Peter in a special live episode of How I Built This from 2018. 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

As a college basketball player, Missy Park was lucky to grow up during the early era of Title IX, the 1972 law that created new opportunities for young women in sports. But in the years before Lululemon and Athleta, activewear for women was either ill-fitting or non-existent. So in 1989—with little experience in apparel or retail—Missy launched a female version of Nike. She sent out a mail-order catalog of running shorts, tights, and (at the last minute) sports bras, naming her company for the law that had opened doors for her to compete. Over the years, Title Nine kept "hitting singles," eventually growing into a $100 million business without ever taking outside investment. Today, Missy remains the sole owner. This episode was produced by J.C. Howard with music composed by Ramtin Arablouei. It was edited by Neva Grant with research by Claire Murashima. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Jack Black Skin Care co-founders Jeff and Curran Dandurand join Guy on the Advice Line to answer questions from three early-stage founders. Plus, how the Dandurands are passing the entrepreneurial torch one carbonated beverage at a time. First we meet Inga from Maine, who’s navigating the role advisors can play for her kelp farm and skincare business. Next we hear from Ashley in Utah, who’s on a quest to find her target market for her luxury home and tableware brand. Then Brent in British Columbia, who’s learning how to build a strong culture around his camping cookware business. Thank you to the founders of Cold Current Kelp, Âme Atendre and GOSO Cookware for being part of the show. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And to hear the founding story of Jack Back Skin Care, check out Jeff and Curran’s first appearance on the show in 2023. This episode was produced by Iman Maani. 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

While apple picking on a farm near Philadelphia, Abhi Ramesh learned that a massive amount of “misfit” produce goes to waste. He started running ads on Facebook to see if people would pay a discount for subscription boxes filled with twisted carrots and oddly-shaped squash.   Demand was so strong that Abhi soon hired drivers on Craigslist to deliver produce around Philly from a rented warehouse. Four months in, Misfits Market had thousands of customers and landed $2 million in venture capital to expand. The pandemic turbocharged its growth and the business evolved into an online grocery store offering 1100+ items. Today Misfits Market operates in 48 states, and was most recently valued at $2 billion. This episode was produced by Casey Herman with music composed by Ramtin Arablouei, and edited by Neva Grant with research by Katherine Sypher. Our engineers were Robert Rodriguez, James Willets, and Kwesi Lee. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Jeni’s Splendid Ice Creams founder Jeni Britton joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, how Jeni’s newest venture Floura is tackling one of America’s largest dietary needs—fiber.  First, we meet Jesse in Washington, D.C., who’s wondering how to best focus marketing efforts for his frozen french fry company. Then Casey from Boston, who's questioning the pressure she's feeling to pursue outside capital for her frozen pierogi brand. And finally, Callie from Los Angeles asks about the pros and cons of contracting a PR firm to promote her purple sweet potato pet treats. Thank you to the founders of Jesse & Ben’s, Jaju Pierogi and Ubae.co 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 Jeni’s Splendid Ice Creams’ founding story as told by Jeni on the show in 2018. This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Dr. Dennis Gross was worried about putting his name on his skincare brand: would the word “gross” turn shoppers away? But Dennis and his wife and business partner, Carrie, realized that the key to the brand’s success lay in another part of the name – “Dr.” Dennis was able to use his experience as a dermatologist to develop effective skincare products, starting with a peel that could be done at home without causing blotchy skin. Later, the brand introduced an LED face mask, which looked like C-3P0 and lit up TikTok in glowing red and blue. In 2023, after being bootstrapped for much of its existence, the business was sold to cosmetics giant Shiseido in a deal worth $450 million. This episode was researched and produced by Alex Cheng and edited by Neva Grant, with music composed by Ramtin Arablouei. Our engineers were Patrick Murray and Gilly Moon. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Taskrabbit founder Leah Solivan joins Guy on the Advice Line, where they answer questions from three tech founders working to identify and grow their core customer base.  First we meet Kate in Los Angeles, who wants her digital greeting cards to stand out in app stores. Then Shahn in Australia, who’s rethinking user acquisition for his couples coaching app. And Allen in Hawaii, who’s wondering about product-market fit for his online platform that teaches kids to play instruments. Thanks to the founders of Poppy Notes, My Love Your Love and Dynabuddy 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 Taskrabbit's founding story as told by Leah on the show in 2022. This episode was produced by Kerry Thompson 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 email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

In the early 2000s, one of the most popular pieces of software in the world was a free peer-to-peer file-sharing network called Kazaa. It was launched by two Scandinavian entrepreneurs, Niklas Zennström and Janus Friis, with the simple idea that internet users should be able to share anything with anyone in the world.  After being knee-capped by lawsuits from the music industry, Niklas and Janus applied peer-to-peer technology to a new business: Skype, a service that allowed anyone with an internet connection and a microphone to talk to anyone else in the world… for free. At its peak,  Skype connected hundreds of millions of global users, and in 2011, it was purchased by Microsoft for $8.5 billion.  This episode was produced by Chris Maccini with music by Ramtin Arablouei. Edited by Neva Grant, with research from Kathryn Sypher. Our engineers were Jimmy Keeley and Patrick Murray. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Rent the Runway co-founder and CEO Jenn Hyman joins Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Jenn’s take on how letting go of ego helps business leaders stay in the game.  First, we meet Sara near Cape Cod, who’s wondering how much her customers actually value local artisans making her apparel. Then Carrie from New York, who’s trying to unlock seven-figure revenue to attract investors to her active haircare brand. And finally, fellow New Yorker Chabella talks with Jenn about raising capital for her sustainable fashion brand. Thank you to the founders of Easkey Right, Swair Hair, and Chabella 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 Jenn tell the story of how Rent the Runway was founded during her first visit to the show back in 2017. This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

After racking up thousands of dollars in fines, Chicago roommates Mark Lawrence and Jeremy Smith figured there had to be an easier way to park. So in 2011, they launched SpotHero as a peer-to-peer service, where people who lived near Wrigley Field might rent out their driveway on a game night.  But that strategy wasn’t scalable, so SpotHero soon partnered with garages to sell excess inventory. Over the years, the startup faced intense pressure from investors to expand quickly and copy whatever the competition was doing. But Mark insisted on slow, strategic growth, and today, SpotHero is one of the largest digital parking platforms in North America, servicing about 300 cities. This episode was researched and produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by Neva Grant. Our engineers were Kwesi Lee and Patrick Murray. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Zumba co-founder and CEO Alberto Perlman joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Alberto’s take on the value of partnerships for growing brands — and why entrepreneurs should say ‘yes’ more often. First we meet Stefanie in Michigan, who’s looking for the smartest route to raise capital for her non-slip workout shoes. Then Jack in New Hampshire, who wants to broaden the appeal of his protein powders for sensitive stomachs. And Peter in Colorado, who needs help evaluating which opportunities to chase for his plant-based ski wax. Thank you to the founders of Barreletics, Drink Wholesome, and mountainFLOW 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 Zumba’s founding story as told by Alberto and his co-founder Beto on the show in 2017. This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. Learn more about your ad choices. Visit podcastchoices.com/adchoices

During its formative years in the late 1990's, Paypal attracted an extraordinary group of young entrepreneurs, who then went on to build some of the best known companies in tech. They became known as The PayPal Mafia—and Max Levchin was one of the leaders. A computer genius from Soviet Ukraine, Max joined Peter Thiel, Elon Musk, Reid Hoffman and others as they grew PayPal into a massively successful online payment service. Along the way, they encountered almost every start-up challenge imaginable, including the emotional ouster of Elon Musk as CEO. After PayPal was acquired by eBay in 2002, Max couldn't sit still, so he launched a startup lab that eventually led to another successful fintech company: Affirm. This episode was produced by Alex Cheng with music by Ramtin Arablouei. Edited by Neva Grant, with research from Claire Murashima. You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Herschel Supply Co. co-founder Lyndon Cormack joins Guy on the Advice Line, where they answer questions from three early-stage founders about leveraging brand stories to reach new customers. Today we meet Lauren in Michigan, a former journalist now capturing family histories in bespoke commemorative books. Then Jon in London, whose creation might be a solution for the pile of clothes on your chair. And Virginia in Alaska, who designed a bra that stays comfortable through a 12-hour nursing shift—and now wants to expand to the lower 48. Thank you to the founders of Memory Lane Jane, Floordrobe, and SWOOP 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 Herschel Supply Co.’s founding story as told by Lyndon and his brother Jamie on the show in 2023. This episode was produced by Alex Cheng 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

When Barry Turner co-founded Lenny & Larry’s, the idea of selling a protein-packed breakfast muffin was practically unheard of: it was the early 1990’s, and protein-fortified food was not yet a thing. But when Barry was sidelined from a promising gig as an American Gladiator, he and his bodybuilding buddy Benny Graham decided to infuse baked goods with protein powder and sell them around L.A. Soon they were selling brownies, cookies, and cinnamon rolls, but mostly anonymously, as a white label business. Barry eventually sold the company, but returned years later to build the brand he’d always wanted, and to focus on one product, The Complete Cookie. Today a majority of Lenny and Larry’s belongs to Lion Capital, and the high-protein cookies—and other treats—can be found in over 30 countries worldwide. This episode was produced by J.C. Howard, with music by Ramtin Arablouei Edited by Neva Grant, with research help from Katherine Sypher. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Parachute Home founder Ariel Kaye joins Guy on the Advice Line, where they answer questions from three founders on being mindful and strategic in their next expansion steps.  Today, we meet Daen, an entrepreneur in Australia considering investment for his line of men’s grooming products after ten years of self-funding. Then Deanna, a former educator in New Jersey seeking new press for the emotional health tool she designed for children. And Meaghan, a Florida-based hard seltzer maker trying to gut-check biases in her male-dominated industry. 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 Parachute Home’s founding story as told by Ariel on the show in 2023. This episode was produced by Carla Esteves 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Mrs. Meyer’s is a hugely successful line of soaps and cleansers named for a real Mrs. Meyer: a no-nonsense Iowa homemaker who raised nine kids, including the brand’s founder. When Monica Nassif started Mrs. Meyer’s, she’d already launched an upscale cleaning brand, but it was too pricey for the mass market. Worried that another company might muscle into her lane, Monica decided to knock herself off: she launched Mrs. Meyer’s with an elegant design and exotic fragrances– but at a price point that allowed her to target Target. Monica’s mom Thelma became a beloved mascot for the brand, which–after spreading to sinks across America — was eventually acquired by S.C. Johnson. This episode was produced by Kerry Thompson with music by Ramtin Arablouei. Edited by Neva Grant, with research from Carla Esteves. Our engineers were Patrick Murray and Jimmy Keeley.  You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Dutch Bros co-founder and former CEO Travis Boersma joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Travis reflects on the baby steps that scaled his initial espresso cart into a 900+ location national business. First we meet Sean in Atlanta, who’s trying to reach new customers for his Korean fried chicken as delivery apps cut into margins. Then Trenton in Central Pennsylvania, who’s considering whether to grow his coffee roastery through DTC or wholesale. And Yasmin in Austin, who wants to bring her social tonics to the mainstream as an alternative to alcohol. Thank you to the founders of Mukja Korean Fried Chicken, Pine Ridge Coffee, and Altar Native Bar 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 Dutch Bros’ founding story as told by Travis on the show in 2023. This episode was produced by Sam Paulson with music by Ramtin Arablouei and Sam Paulson. 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

When Michelle Wahler and Jodi Guber Brufsky set out to launch a yoga wear brand in 2005, they had no idea that it would eventually be acquired—for hundreds of millions of dollars—by one of the most iconic apparel brands in the world.  But it took years for Beyond Yoga to get to that point. It grew slowly by partnering with yoga studios and mom-and-pop boutiques, and apart from some initial seed money, it never took on any outside investment. With an obsessive focus on soft fabrics, inclusive sizing and U.S.-based manufacturing, Beyond Yoga eventually began competing with more established brands like Lululemon and Athleta. And in 2021, the brand was acquired by Levi’s for $400 million.  This episode was produced by Chris Maccini with music by Ramtin Arablouei. Edited by Neva Grant, with research from Kathryn Sypher. Our engineers were James Willetts, Patrick Murray and Robert Rodriguez.  You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Tatcha co-founder and former CEO Vicky Tsai joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Vicky explains her decision to briefly step back into, and then out of again, the CEO role. First we meet Jessica in Newport Beach, who’s wondering how to increase brand awareness for her handcrafted fine jewelry. Then Brittany in New York City, who’s looking to prioritize sales channels for her growing fem care brand. And Devon in Cleveland, who wants to generate buzz around the launch of her creative cake company.  Thank you to the founders of Petit Anjou, Beia Beauty, and Mugsy Bakes for being a part of our show.  Since this episode first aired, Mugsy Bakes' officially debuted their website and will be launching into their first regional chain in April 2025. Plus, a Petit Anjou necklace appeared in multiple episodes of Netflix's "No Good Deed." 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 Tatcha’s founding story as told by Vicky on the show in 2020.  This episode was produced by Katherine Sypher 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Sam and Mariah Calagione started dating in high school, and have been on a wild ride ever since. Their biggest, craziest adventure? Founding Dogfish Head Brewery and forever changing the landscape of American craft beer. From the moment Sam started home-brewing in his NYC apartment, he infused his beer with unusual ingredients like cherries, maple syrup, roasted chicory, and licorice. When he and Mariah officially launched Dogfish Head in 1995, it was the smallest brewery in America’s smallest state. 24 years (and countless pints) later, it was acquired by the Boston Beer Company for $300 million. Along the way, Sam and Mariah had one random experience after another: writing a bill to legalize their own brew-pub, winning best recipe at the Delaware Punkin Chunkin, and inviting Ricki Lake to their first tasting at Sam's apartment (spoiler alert: she showed up). 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. You can follow HIBT on X & Instagram, and email us at [email protected]. And sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Airbnb co-founder Joe Gebbia joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Joe shares an update on his latest entrepreneurial adventure: Samara. Today we meet Marina in Texas, who’s wondering if her language-teaching singing books need to be on Amazon. Then Ray in California, who’s seeking fundraising guidance for his self-distributed Mexican-style beer brand. And Jael in South Dakota, who’s navigating her women’s collegiate sports apparel brand to the next $10 million dollars in revenue.  Thank you to the founders of Lufi & Friends, Norwalk Brewhouse and Gameday Social 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 Airbnb’s founding story as told by Joe on the show in 2016.  This episode was produced by Carla Esteves 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 email us at [email protected]. And sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

If you’ve ever bought sports merch or bet on a big-league game, you’ve likely spent money on Fanatics. It’s a massive one-stop-shop for sports, founded by a guy who could barely read growing up. What Michael Rubin did know was how to spin a deal: by 15, he was making thousands of dollars trading in closeout sporting goods, and by his early 20’s, he was CEO of a public company. Since 2011, when he acquired Fanatics, Michael has focused his relentless energy into building his $25 billion sports branding business. Michael says he’ll run the company until he dies, but first has to figure out how to sleep.   This episode was produced by Devan Schwartz with music composed by Ramtin Arablouei. It was edited by Neva Grant with research by Chris Maccini. Our engineers were Robert Rodriguez and Gilly Moon. You can follow HIBT on X and Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Simple Mills founder Katlin Smith joins Guy on the Advice Line to answer questions from three founders about knowing how, when, and where to go “all-in.” First, we meet Scott in Minnesota, who’s looking to revive his beer grain pretzel concept in a more manufacturer-friendly way. Then Tim from Kentucky, who wants to grow his hot sauce side hustle into a full-time, family-providing business. And then Marissa in New York, whose silicon pet products may be useful for more than just your pups. Thank you to the founders of Upcycle Foods Co., Grumpy Dad Sauce Company, and Sweet Paws 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 Katlin tell the story of how Simple Mills was founded during her first visit to the show back in 2021. This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

When Ben Leventhal first started blogging about New York City’s restaurant scene in the early 2000s, he was doing it as a hobby. But as the website Eater gained weight and spread to other cities, it became a snarkily influential voice in the dining world. Recognizing that many restaurants struggle to survive, Ben then co-founded Resy, a booking app that squeezed more value into seats by charging diners higher rates for a hot table. When this business model flopped, Resy made a rapid pivot that eventually paid off, with an acquisition by American Express for $200 million in 2019. This episode was researched and produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant. Our engineers were Robert Rodriguez and James Willetts. You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

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. 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

David Heath and Randy Goldberg saw an opportunity to disrupt a long dormant—and arguably boring sector...socks. They met at a startup in their 20s, each already had their own side hustles before they hatched a plan to launch a business together. Randy and David didn’t initially intend to get into the sock business, but in 2011, David read that socks are the most requested clothing item at homeless shelters. That led them to start a company they called Bombas based on a promise: for each pair of socks a customer bought, another would be donated to the homeless. Within about ten years, their one-for-one start-up turned into a quarter of a billion dollar business that has expanded into sweatshirts, underwear, and t-shirts. This episode was produced by Kerry Thompson with music composed by Ramtin Arablouei. It was edited by Andrea Bruce.  You can follow HIBT on X & Instagram, and email us at [email protected]. And sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

LÄRABAR founder Lara Merriken joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Lara discusses her latest venture: a coaching service for entrepreneurs. First we meet Alison in Denver, who’s hoping to maintain her body care brand’s edge and authenticity as it expands to new retailers. Then Mariano in Miami, who’s wondering how to market his caffeinated gum to corporate buyers. And Lauretta on Long Island, a one-woman-show who’s looking to fundraise for her ginger tea brand. Thank you to the founders of Joy Breeders, Maax Brands, and Lauretta’s British Ginger T 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 LÄRABAR’s founding story as told by Lara on the show in 2018. This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

By his early 20s, Todd Graves knew exactly what he wanted to do—open a restaurant near Louisiana State University that would make four things better than anyone else: chicken fingers, crinkle-cut fries, Texas toast, and coleslaw. After he and his partner Craig Silvey got rejected from every bank in Baton Rouge, Todd set out to fund his dream by working two treacherous jobs; first at an oil refinery and then on an Alaskan fishing boat. With roughly $150,000, he remodeled an old bike shop and opened his first restaurant in 1996. As word spread, Todd began building more restaurants, fueling the expansion on a rickety system of loans, and dreaming of making Cane’s as ubiquitous as McDonald's. Over the years, he has retained ownership of the business and watched it grow to over 600 stores, with 3 billion dollars in sales projected this year. This episode was produced by Liz Metzger, with music by Ramtin Arablouei.  Edited by Neva Grant, with research help from Claire Murashima.  You can follow HIBT on You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

CAVA co-founder and CEO Brett Schulman joins Guy on the Advice Line, where they answer questions from three early-stage founders experiencing growing pains as they scale their companies.  Today we meet Devin, who’s navigating imposter syndrome as his spiked root beer gets picked up by stores across Texas. Then Sophia, a Los Angeles mom exploring new sales channels for the accessories she designed to support children’s allergy needs. And Sean, who’s weighing whether outside investment is the best way to grow his Michigan-based coffee roastery into a national brand.  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 CAVA’s founding story as told by Brett and his co-founder Ted Xenohristos on the show in 2023.  This episode was produced by Carla Esteves with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was James Willetts.  You can follow HIBT on X & Instagram, and email us at [email protected]. And sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

The company behind the blockbuster acne fighter, Mighty Patch, was launched in 2017 with a single product sold exclusively on Amazon. It was inspired by similar patches Ju Rhyu had seen while living in Korea. Ju struggled with breakouts herself, and when she tried a patch and saw how well they worked, she was inspired to tailor a patch for the U.S. market. So, while the product wasn’t new, Ju recognized a niche to be filled. Over the next five years, Ju and her co-founders—brothers Dwight and Andy Lee—grew Mighty Patch from a niche product to a cosmetics industry sensation. Seemingly overnight, teens and young adults across America and all over social media could be seen proudly wearing patches on their faces. The Mighty Patch became so successful that in 2022 Hero Cosmetics sold for $630 million. And today, Hero is the number one selling acne treatment brand in the United States. This episode was produced by Chris Maccini with music by Ramtin Arablouei and Sam Paulson. Edited by Andrea Bruce, with research from Olivia Rockeman.  Our engineers were Gilly Moon and Robert Rodriguez.  You can follow HIBT on X & Instagram, and email us at [email protected]. Sign up for Guy’s free newsletter at guyraz.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

Serial entrepreneur and U.S. National Bobsled Team qualifier Marc Lore joins Guy on the Advice Line, where they answer questions from three early stage founders. Marc also discusses his latest venture - Wonder - and its recent shift away from food prep and delivery vans; plus, what founders should consider when making their own strategic pivots.  First we meet Ben in Oregon, who’s wondering if his chocolate factory should double down on an experiential offering in light of increased cocoa prices. Then Lindsey in Utah, who’s looking for ways to convince retailers to carry her portable diaper kits. And Ryan in Colorado, who’s weighing whether to focus on national expansion for his whiskey brand, or deepening market penetration in the Rockies.  Thank you to the founders of Chomp Chocolate, Baby a GoGo and 10th Mountain Whiskey and Spirit Company for being part of the show. If you’d like to be featured on a future Advice Line episode, leave us a one minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Marc Lore’s founding story as told by Marc on the show in 2021.   This episode was produced by Kerry Thompson. 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

When Kip Tindell co-founded The Container Store in 1978, people laughed at him for wanting to sell empty boxes. But Kip and his partners had identified a clear problem—the tyranny of household clutter—and a new category of solutions: metal crates, stackable wicker baskets, sleek lucite canisters. The Container Store’s promise of affordable organization made it an instant hit, and Kip’s wife Sharon soon joined the partnership. Decades later, as online shopping took off, the business faltered; and in 2013, when The Container Store went public, Kip and Sharon came to regret it. This episode was produced by J.C. Howard, with music by Ramtin Arablouei Edited by Neva Grant, with research help from Sam Paulson. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Learn more about your ad choices. Visit podcastchoices.com/adchoices

AOL co-founder and former CEO Steve Case joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Steve reflects on the challenges and opportunities facing today’s nascent tech companies. First we meet Silvia in San Francisco, who’s wondering how to engage more men with her homelife management app. Then Mindy in St. Louis, who’s considering new models for her online concierge for college students. And Jason in Las Vegas, who wants to convert a key demographic into customers for his music education products. Thank you to the founders of Coexist, mindyKNOWS, and Kidenza 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 AOL’s founding story as told by Steve on the show in 2017. This episode was produced by Sam Paulson, with music composed 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. Learn more about your ad choices. Visit podcastchoices.com/adchoices

No athlete wishes for an injury, but when Kurt Ainsworth’s bad shoulder derailed his professional pitching career, it created a big opportunity. Kurt and two partners started a wooden bat company in his backyard, bringing their intimate knowledge of baseball to every bat they sold. Soon, big-name players like Sammy Sosa were swinging them, but Kurt knew they had to expand to aluminum bats to reach the wider field of non-professional players. The company faced a near death experience when the NCAA decertified its bats for being too powerful, but eventually regained its footing. In 2013, Marucci Sports was acquired for over half a billion dollars; and next year, Marucci will slide past Louisville Slugger to become the official bats of Major League Baseball.  This episode was produced by Devan Schwartz with music composed by Ramtin Arablouei. It was edited by Neva Grant with research from Katherine Sypher.  Our engineers were Maggie Luthar and Jimmy Keeley. You can follow HIBT on Twitter & Instagram, and email us at [email protected]. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Jane Wurwand, co-founder of the global skincare brand Dermalogica, joins Guy on the Advice Line, where they answer questions from three early stage founders. Plus, Jane shares her philosophy on the importance of customer education for building a trusted brand.  First we meet Camille in Virginia, who’s wondering how to scale her vegan baby food company without compromising on quality. Then Molly in Maine, who’s trying to build a community of new parents for her baby-friendly workout classes. And Sarah in Connecticut, who’s considering whether to expand beyond her core performance underwear product.   Thank you to the founders of Chunky Vegan, Baby Booty and Paradis Sport for being part of the show. If you’d like to be featured on a future Advice Line episode, leave us a one minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Dermalogica’s founding story as told by Jane on the show in 2016.  This episode was produced by Katherine Sypher. It was edited by John Isabella. Our audio engineer was Neal Rauch. Learn more about your ad choices. Visit podcastchoices.com/adchoices

When Norma Kamali studied fashion illustration in the 1960s, she never expected to become a designer. So when a job as an airline clerk came along, she was glad to accept it—along with the perk of dirt-cheap flights from New York to London. On those weekend trips abroad, she discovered fashion that was exuberant and eye-catching, so she started loading her suitcase with clothing to sell in the U.S. By the 1970s, she was designing her own pieces out of a shop in New York; soon she was selling them to celebrities like Cher and Bette Midler. Today, after more than 50 years in the fashion industry, Norma Kamali is known for iconic designs like the sleeping bag coat, and the bold red bathing suit popularized by Farah Fawcett. This episode was produced by J.C. Howard with music composed by Ramtin Arablouei. It was edited by Neva Grant. You can follow HIBT on X & Instagram, and email us at [email protected]. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Clif Bar founder Gary Erickson joins Guy on the Advice Line, where they answer questions from three early-stage founders about expanding their customer base. Today we meet James, who recycles water bottles into one of the most sustainable plastics on the market. Then Valerie, a leathercrafter with a co-op of artisans born from a strike against Etsy. And finally, Elsie, who accidentally invented a pet hair remover while cleaning her dog’s muddy pawprints. 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 check out Clif Bar’s founding story from Gary’s first appearance 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 James Willetts. You can follow HIBT on X & Instagram, email us at [email protected], and sign up for Guy's free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

As Texas A&M students in the mid 2000's, Cory Cotton, Tyler Toney and their housemates spent countless hours playing hockey in the living room and attempting trick shots in the backyard. A spontaneous bet over a sandwich led the guys to make a video montage of outrageous basketball shots, which they titled Dude Perfect and posted on a new site called YouTube. After that first video wound up on Good Morning America, the five Dudes challenged themselves to even more outrageous stunts: an impossible shot from the third tier of a stadium, a here-goes-nothing lob from the door of a flying plane. But despite their growing popularity, the group spent five grueling years trying to build ad revenue and brand deals while juggling day jobs and commuting weekly across Texas. In 2014, they finally committed fulltime to building Dude Perfect into a robust entertainment platform, which today includes books, TV, live events, and a YouTube channel that has more subscribers than the NBA, NFL, and NHL combined. This episode was produced by J.C. Howard with music composed by Ramtin Arablouei. Edited by Neva Grant with research help from Claire Murashima. You can follow HIBT on X & Instagram, and email us at [email protected]. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Iconic fashion designer Norma Kamali joins Guy on the Advice Line, where they answer questions from three early stage founders. Plus, Norma shares her take on balancing a strong creative vision with the financial realities of building a worldwide brand.  First we meet Ahmed in the U.K,, who’s refining a narrative for his eyeglass store concept in hopes of attracting investors. Then Bob in Chicago, who wants to change how people view lunch with his fast casual soup restaurants. And Adreana in Sacramento, who’s wondering if outside investment is the best way to scale her inclusive activewear business.   Thank you to the founders of Cambridge Spectacle Company, Sunny Bowls and the Love Her Shop for being part of the show. If you’d like to be featured on a future Advice Line episode, leave us a one minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. And be sure to listen to Norma Kamali’s founding story as told by Norma on the show in 2021.  This episode was produced by Kerry Thompson. It was edited by John Isabella. Our audio engineer was Neal Rauch.  You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In a small beach town on Australia’s sunshine coast, Koel Thomae tasted a yogurt that would change her life: creamy, infused with honey and piquant with passion fruit, it became an obsession–something she was determined to recreate in her adopted home of Boulder, Colorado. With no knowledge of dairy, Koel forged an 8,000 mile partnership between the Australian yogurt-makers and a Colorado dairyman. Noosa Yoghurt faced a near-death experience as the founders scrambled to meet the pace of demand; but by 2018, the brand was available in 25,000 stores, with over $200M in sales. Today, the company is owned by the food conglomerate Campbell’s. This episode was produced by Devan Schwartz with music composed by Ramtin Arablouei. It was edited by Neva Grant with research from Olivia Rockeman. Our audio engineers were Robert Rodriguez and Gilly Moon. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Spikeball founder and CEO Chris Ruder joins Guy on the Advice Line, where they answer questions from three early-stage founders. Plus, Chris shares an early-days strategy that ended up revealing surprising intel about his core customers. First we meet Jimmy in California, who’s wondering how to find passionate managers as he scales his chain of parkour gyms. Then Cindy in Massachusetts, who’s looking to expand her running brand beyond its niche with a new product. And Nigel in New York, who’s poising himself for a comeback after his Rockaway Beach surf shop went under last year. Thank you to the founders of Freedom in Motion Gym, Pen and Paces, and Station RBNY Surf Shop 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 Spikeball’s founding story as told by Chris on the show in 2023. This episode was produced by Sam Paulson, who also composed the music. It was edited by John Isabella. Our audio engineer was Neal Rauch. You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices