How I Built This with Guy Raz

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 makeupHow Karissa’s experiences at Nordstrom and Sephora set her up for a plum job in product developmentThe importance of attracting an influential mentor or guide to career development, as Karissa did at L’OrealHow Karissa developed her unique line — like false eyelashes for people who had lost their natural lashes during cancer treatmentWhy the decision to keep sales DTC and ONLY online can be a great business moveWhy Karissa believes “scarcity drives focus”How to handle operations when sales explodeWhy mission helps customer loyalty — but performance drives the initial and repeat purchasesTimestamps:05:30 – Making makeup in the kitchen at age 10 and Karissa’s first steps into research08:55 – Learning the beauty business from the ground up11:22 – How Karissa landed her dream job in product development at L'Oréal14:48 – The career lessons that got Karissa noticed at L'Oréal22:03 – How a tragedy made Karissa leave a dream job to start a company “with purpose”31:36 – The one-person-at-a-time marketing strategy33:01 – The viral moment that changed Thrive Causemetics37:06 – Why failing to raise money became an advantage42:33 – Mission versus product: which really matters?44:34 – Why Thrive Causemetics stayed direct-to-consumerThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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:06:36 - Growing up without financial security08:17 - From high-school dropout to a six-figure career17:19 - Reading “Mommy Millionaire” and dreaming of inventing something 19:41 - The Crocs-on-the-beach moment  24:56 - Kim hits a wall with Crocs, so she decides to make Bogg Bag herself33:33 - The early prototypes and a nervous visit to a boutique: “I don’t know what this is, but I think I need it.” 41:16 - The first big shipment, a $30,000 defect, and a decision to pull the plug  47:13 - A massive natural disaster presents an opportunity 52:15 - “Now I gotta make this damn bag”54:45 - A factory showdown in China59:52 - Starting over with $120,00001:01:51 - The trade-show “timeshare” in a tiny booth 01:07:12 - Finally quitting her day job01:10:42 - COVID boosts the business01:13:28 - The acquisition offer that could have changed everything01:23:40 - Learning to lead a much bigger company01:26:13 - 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 ownThe pros and cons of financial vs. strategic investorsWhen to cut a product that isn’t workingWhy the fine print in a contract is so importantHow the hardest decision might be the best one for your family and the businessTimestamps:07:22 - The car crash that launched a potato chip company21:00 - Pregnant and craving crackers: The birth of Late July Snacks36:54 - The organic cookies that tasted great but nearly sunk the business40:49 - Tragedy and crisis: a father’s death and a $3 million loan in default50:31 - A tortilla chip Hail Mary57:29 - Nicole’s first big sales call… and her last chance to save the company1:08:49 - “The big fish eats the small fish.” A food giant acquisition1:13:36 - 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 LEARNWhy 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 capitalWhy 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 exploring10:02 — 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 YETI40:53 — 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 business1:06:30 — How Roy and Ryan turned a catastrophe into a stronger company1:22:27 — 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 AmericaHow she spent nearly $200,000 of her own savings before raising outside capitalHow 64 investor pitches helped her tell a better storyHow a public apology changed the trajectory of the companyWhy Bobbie turned away thousands of customers during its fastest period of growthWhy Laura moved to Washington, D.C., and how she thinks about federal oversightTimestamps:13:17 – The emotional experience that revealed a massive business opportunity23:09 – Laura learns about the two companies that had a lock on U.S. formula25:52 – Quitting Airbnb, starting Bobbie while pregnant, risking her savings38:52 – Pitching 64 investors—and the brutal feedback that fueled her to keep going50:04 – The FDA shuts the company down after two weeks1:01:14 – Building a community while waiting nearly two years for approval1:09:11 – Launch day, and selling out faster than expected1:13:59 – Why Laura shut off new customer orders during the infant formula shortage1:17:12 – Buying her own manufacturing plant to control Bobbie's future1:20:19 – Navigating Washington, regulation, and building a mission-driven brandThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today's callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 edgeHow 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 setbackTimestamps:6:05 - Growing up in Iran during wartime, and emigrating to Canada 11:55 - Their dad’s new business: “Why are North Americans not eating nougat?”  19:25 - Building the family’s first snack bar brand—and losing it overnight34:20 - The next business: going all in on healthier school snacks42:30 - Fixing a 200,000-bar production error with alcohol wipes 48:30 - Landing MadeGood’s first retail store51:10 - The 100-mile radius marketing strategy 56:50 - The lure of new products: from human treats to dog treats  See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 runHow one perfectly timed opportunity launched the businessWhy "smart money" isn't always smartHow investor and founder incentives can be completely misalignedThe warning signs hidden inside a term sheetTimestamps:06:11 – Lily's years at Microsoft, and the money that helped launch a business11:55 – Serena repaints an old table and discovers people will pay for her designs 24:21 – “No bunnies, ducks or choo choo trains.” Lily and Serena meet, and decide to sell high-end baby linen: 36:01 – $100,000 in orders... for products that didn't exist yet37:38 – The cash-flow hack that kept the company afloat 46:14 – “They patted us on the head.” Patronizing investors, and a predatory term sheet 51:28 – The financial crisis forces a complete reinvention of the business58:47 – The lawsuit, the boardroom battle, and the investor who nearly brought Serena & Lily down1:03:26 – Why acquisition offers couldn't save the company—and the lesson every founder should hearThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 learnThe hiring philosophy that transformed customer service into a competitive moat and has helped Sweetwater fend off much larger competitorsWhy 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 backgroundsWhy training people—not technology—may be the biggest, best investment a company can makeHow saying "no" to bad products strengthened customer trustThe leadership principle: empowering employees to solve problems without asking permissionTimestamps05:39 — The saxophone player who never meant to build a billion-dollar company09:11 — How turning his VW van into a mobile recording studio was the first step in building a business14:37 — The $20,000 keyboard synthesizer that changed his life forever21:27 — Chuck gets into retail - almost in spite of himself34:39 — Why Sweetwater refused to compete on price37:51 — How Chuck and his early team started to learn the power of customer service44:45 — Inside "Sweetwater University" and being a Sales Engineer: 13 weeks of training before an employee answers the phone46:55 — Leadership rule for employees: Never ask permission to do the right thing1:03:19 — Why Amazon hasn’t stopped himThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 pivotWhy investors rejected Toast again and againHow to convince customers to replace mission-critical softwareWhy Toast intentionally stayed small before scalingThe leadership lesson Aman learned after almost breaking the companyHow Toast survived COVID after restaurants shut downWhat founders should look for when choosing a co-founderTimestamps:11:25 — The frustrating restaurant experience that inspires Toast15:41 — The first product fails—and reveals a bigger opportunity16:43 — Building Toast: “We grossly underappreciated what it would take.”26:05 — Why nearly every investor said “No.”32:31 — Toast’s disastrous first launch: writing credit card numbers by hand34:18 — Pitching hundreds of restaurant owners before finding believers38:08 — Why customer obsession beats competitor obsession44:17 — Bringing in a new CEO: “We need to rethink how we do things here.” 52:31 — The biggest lessons from building a $2 billion companyThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYouTube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 LEARNChihuahuas 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.TIMESTAMPS08:15 - What selling furniture taught Tom about customer psychology 10:00 - How the Slogan “Surf Michigan” got him into the T-shirt Business 25:07 - Psycho Chihuahua, Taco Bell, and the Branding Deal that Wasn’t  33:49 - Inside the grueling battle over a chihuahua mascot. “I was the guy suing Taco Bell.” 39:35 - A dramatic legal verdict, and Tom’s branding business takes off with fancy Tequila 49:47 - The sun screen opportunity: “I saw a gigantic hole that you could drive through.” 55:03 - How Tom and his partner came up with their “badass ape” logo 1:07:36 - Opening (fake) Sun Bum headquarters in Cocoa Beach, Fla 1:10:31- Early store displays and making the brand seem bigger than it was 1:14:56 - A $400M sale to SC Johnson, and Tom starts a new companyThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

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 LearnHow to turn a health challenge into a business opportunity The art and science of baking with esoteric ingredientsWhen to trust partners and when it’s best to take charge yourselfWhy the DTC model is great for some industries and disastrous for othersTimestamps:00:06:16 - Dealing with diabetes and epilepsy as a college student00:12:38 - What Krishna learns from his early failures in tech00:22:43 - The first, low-sugar cocoa puffs: “Rocks that tasted like soil.”   00:27:36 - His homemade cereal gets good enough to sell00:32:42 - Naming the brand: classy alliteration and a nod to a Will Ferrell movie 00:44:51 - Learning to make cereal like the pros at Texas A&M00:54:43 - Krishna moves from NYC to Indiana to make sure the cereal is made right01:01:04 - Whole Foods, Costco, and becoming a household brandThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In 2004, Joey Shamah and his partner launched a cosmetics company built on an idea that made almost no sense:Sell high-quality makeup for just $1.At the time, high quality beauty products were supposed to be expensive. The biggest brands spent fortunes on celebrity endorsements, glossy ads, and premium shelf space.And every major retailer told Joey the same thing:Your idea will never work.But Joey believed he'd found a wormhole in the beauty business: spend money on the product, not fancy packaging, marketing, or celebrity endorsements. Then, pass those savings on to your customers. The brand grew slowly, but Joey knew he was onto something when a bizarre rumor spread that Bloomingdale's was buying e.l.f. and raising prices. Within days, the tiny company went from a few hundred orders a week to 18,000 orders a day.What followed was a journey from a scrappy warehouse operation in New Jersey to one of the most disruptive brands in the beauty business.You'll learn:The surprising economics behind $1 lipstickWhy retailers initially rejected e.l.f.How a single magazine mention launched e.l.f.'s online businessThe retail insight that unlocked national expansionHow a false rumor generated 18,000 orders a dayThe emotional toll of a $225 million acquisition that collapsed at the eleventh hour Timestamps:00:10:28 — How to make (decent) makeup for just $100:18:35 — The dollar stores say no00:24:32 — Glamour comes calling, and e.l.f has 30 days to build a website00:38:27 — The question from a Target buyer that leaves Joey speechless 00:39:56 — The H-E-B test that proves everyone wrong00:46:36 — “That’s news to me!” The viral rumor that sends Joey back to China 00:59:42 — Scaling to tens of millions in revenue01:07:15 — “It was crushing.” The L’oreal sale that never happened 01:12:02 — After e.l.f: Joey stops watching House of Cards and gets back to businessThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Stephen Starr didn’t plan to get into the restaurant business.He set out to be a radio DJ. Then a nightclub owner. Then a music promoter.Along the way, he booked a young Jerry Seinfeld for $75, promoted shows for U2 and Madonna, and spent years pretending to be more successful than he really was.Then, in his late 30s, Stephen walked into a glitzy martini bar in New York.He was so taken with it, he decided to start his own version in Philadelphia.Today, Starr Restaurant Group generates nearly half a billion dollars in annual revenue and includes some of the most successful independent restaurants in America: Pastis, Buddakan, Le Diplomate, Parc, Makoto, and dozens more.The surprising part?Stephen did not start out as a foodie.Instead, he became obsessed with the theatre of dining: design, upholstery, lighting, music. A “wow!” feeling when you walk in the door.In this conversation with Guy, Stephen talks about the hard lessons he learned in the comedy and music business, and the unexpected path he took to redefining dining.What You'll Learn:The unglamorous economics of rock concerts and restaurantsHow rejection, romantic heartbreak, and failure can become powerful motivatorsWhy he believes he's spent his career "throwing the party" without attending itHow building the right team of designers can make a restaurant feel magicalWhy Stephen says today's entrepreneurs have a much harder path than his generation didThe model Stephen says new restaurateurs should follow todayTimestamps:00:06:03 — A lonely childhood: Making up skits in his room00:09:49 — Losing his mother at age 1900:11:17 — Starting a comedy club: Deli by day. Stand up at night00:20:49 — Going broke and reneging on a bank loan00:28:26 — Music promotion: Feeling like a fraud while promoting U2, Madonna00:36:52 — A New York martini bar inspires Stephen to start his own00:42:20 — The bold design behind a line-out-the-door restaurant01:03:31 — Opening Buddakan in New York: “I can’t do anything better. This is Sgt. Pepper”01:09:08 — Starting a restaurant today: “I would say don’t do it … but if you do, keep it smaller”This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research by Sam Paulson. Our audio engineers were Patrick Murray and Robert Rodriguez.Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 crisisHow she knew when to step down as CEO– and how to collaborate with her successor  TIMESTAMPS: 05:52 - A mom Who Worked for Eleanor Roosevelt 09:18 - The Impromptu Interview That Changed Maxine’s Career16:00 - Becoming One of the Few Female Fortune 500 Executives18:43 - Why She Walked Away From Payless21:27 - The Beanie Baby Disappointment That Sparked Build-A-Bear26:14 - Designing the First Store: “Make it Like Willy Wonka.”37:53 - Opening Day — and a Line Out the Door39:53 - Defending the Brand Against Copycats and Lawsuits45:53 - Scaling to Hundreds of Stores and Going Public58:25 - Letting Go: Stepping Down as CEO and Building a LegacyThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In 2004, German programmer Tobias Lütke was living in Ottawa with his girlfriend.An avid snowboarder, he wanted to launch an online snowboard shop, but found the e-commerce software available at the time to be clunky and expensive.So he decided to write his own e-commerce software.After he launched his online snowboard business, called Snowdevil, other online merchants were so impressed with what he built that they started asking to license Tobi's software to run their own stores.Tobi and his co-founder realized that software had more potential than snowboards, so they launched the e-commerce platform Shopify in 2006.Since then, it has grown into a publicly-traded company with over 7,000 employees and $11 billion in revenue.Timestamps: 07:20 - Tobi discovers snowboarding–and meets his future wife–on vacation in Canada11:25 - Building a new kind of snowboarding company29:35 - Pivot point: skateboards or software?34:25 - The night before Tobi’s wedding, Shopify switches business models45:25 - The 2008 financial crisis hits… revealing a huge opportunity 58:55 - After a decade, Shopify goes publicThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

In 1978, Brian Smith quit his accounting job in Australia and headed to California with a surfboard, some savings, and ambition. He figured California was where he’d find an idea or a product to bring back home to Australia to build a business. A year in, he was still looking.But then he saw an advertisement in a surfing magazine for Australian sheepskin boots. Uggs were so widespread in Australia at the time, the name was a generic term - like flip flops - not a brand. Brian was immediately stoked: these boots were virtually unknown in America. If he could get ugg boots for sale in the U.S., they would be a huge success! Almost nobody else agreed.For years, Brian lived on the edge of collapse. He sold boots from the back of his van and worked construction and golf course maintenance jobs to survive. Retailers laughed him out of stores. He lost control of his company twice. At one point, he literally crawled across the floor from stress, ready to walk away forever.And yet…he kept going.What followed was one of the most unlikely brand-building stories in modern retail history — involving surf culture, trademark wars, miraculous timing, brutal financing mistakes, and a product the fashion world initially dismissed.Today, UGG generates more than $2.5 billion a year in sales.You’ll hear how Brian:Turned rejection into problems to solveDiscovered marketing insights that changed UGG foreverSurvived years of cash-flow disastersLost control of the company and regained it a couple of times.Used surf culture to build an emotional connection with customersNearly quit… over and over again…And how he eventually sold UGG to footwear giant, DeckerTimestamps:09:51 Brian's eureka moment that led to the birth of UGG12:41 The first sales trip results in ZERO sales21:10 The mantra that kept Brian going while doing odd summer jobs to survive28:32 Brian gets a critical lesson in marketing…from some 12-year-old kids51:59 Brian’s most effective strategy for retail: the “Six-Pair Stocking Plan”56:42 On track to regain his ownership - Brian hits a huge snag01:01:57 A midnight phone call from Australia saves the business01:11:28 Brian gets the last laugh in the trademark dispute - and acquires a boot factory01:14:54 Pamela Anderson wears UGGs on the set of Baywatch01:23:39 A chance meeting in the Atlanta airport leads to a deal to sell UGGThis episode was researched and produced by Casey Herman, with music by Ramtin Arablouei, and edited by Andrea Bruce.Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

At 25, Justin Gold was making experimental peanut butter in his home kitchen with a food processor and a stack of recipe journals. His singular obsession: bring new life to a tired lunchtime staple.What started as late-night experiments with honey, cinnamon and banana eventually became Justin's — one of the most influential natural food brands of the last two decades.At first, Justin got rejected by most grocery stores he approached. He worked overnight in a shared industrial kitchen, hand-filling jars one at a time. He couldn’t get a distributor, so he stocked the shelves at the Boulder Whole Foods himself.And when growth stalled… he had an idea during a mountain bike ride that would transform the company: What if peanut butter came in a squeeze pack?In this episode, Justin explains how relentless experimentation and stubbornness helped him build a category-defining brand — and how, with each entrepreneurial milestone, an even more challenging one emerged.YOU’LL LEARN:  How Justin reverse-engineered flavored peanut butter in his apartmentHow launching in Boulder gave him a big advantageHow he learned when to listen to feedback, and when to ignore it The deal he made with Whole Foods: “I’ll stock the shelves myself.”How the squeeze pack transformed the business, and why it almost didn’t work The power of naïve persistence in entrepreneurshipTimestamps:00:09:35 — The obsessive recipe experiments that became Justin’s edge00:16:25 — Getting support from Boulder’s startup food community 00:21:28 — Raising $35,000– and shocking his family: “I wanna make peanut butter!” 00:42:51 — The farmers market feedback that changed the product line00:46:56 — Justin talks his way into the first Whole Foods 00:51:47 — Justin’s gets into more stores, but sales start to stagnate 00:53:35 — The mountain bike ride that sparked the squeeze-pack idea 01:19:43 — The brand gets sold, Justin gets fired…and invited backThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

NVIDIA is one of the most valuable companies in human history. Its chips run the AI systems transforming everything from entertainment to warfare. But for years, almost nobody believed in co-founder Jensen Huang’s vision. Jensen spent nearly a decade pouring billions into a technology called CUDA, long before AI made it profitable.In this deeply personal conversation, Jensen tells Guy why NVIDIA’s very first chip was a catastrophic failure … and how at one point, the company was 30 days away from going out of business. Jensen also explains why he thinks fears about AI are overblown, and why he believes the next generation will have more opportunity — not less — because of AI.What You’ll Learn:Why NVIDIA nearly collapsed before becoming an AI giantHow researchers sparked the AI boom using NVIDIA gaming chipsHow to lead through uncertainty when a huge bet hasn’t yet paid offHow Jensen approaches hard decisions like an engineerWe’re “doing ourselves a disservice” by being afraid: Jensen on AI and job lossHow Jensen defends his demanding management styleWhy past failures still haunt himKey Moments From the Interview:00:07:51 — Jensen Huang’s childhood at an unusual Kentucky boarding school00:14:50 — Why Jensen left a stable career to help start NVIDIA00:17:14 — NVIDIA’s first failure: the NV1 disaster00:19:51 — The desperate trip to Japan that gave the company a lifeline00:23:11 — “The only idea we had” for prototyping: the emulator Hail Mary00:30:53 — The book that shaped Jensen’s thinking about innovation00:35:04 — Why NVIDIA kept investing in CUDA while Wall Street lost faith00:41:38 — The moment AI researchers discovered the power of NVIDIA’s chips 00:53:17 — Jensen on fear of job loss from AI, and why America risks falling behind01:01:56 — Knowing what he knows now, would he do it again? Yes — and noThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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 See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 LearnWhy the right thing for your business might be the hardest thing for your familyHow John connected with young boomers—not their parents The key to long-term success: growing slow and saying “no”Why John refused private equity moneyWhy Room & Board transitioned to employee ownershipTimestamps:00:06:10 - Gabberts: flowery furniture in a fake living room00:09:41 - Becoming president of the family business at age 2300:13:33 - A fateful trip to IKEA in Sweden: “That's what the future needed to be”00:18:36 - John tries to buy out the family business… until his dad backs out00:35:47 - Design inspiration from modern art—and steel frames00:46:38 - Why making furniture in America makes sense00:55:27 - Investors come to call… and John says no01:01:48 - The decision that transferred ownership to employeesThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 productThe hidden risks of “growth at all costs”Why direct sales (done right) can outperform traditional DTCThe emotional toll of being fired from your own companyHow to rebuild your identity after losing your businessWhat it takes to come back—and do it differently the second timeTimestamps:(00:06:15) – Selling Xerox machines and getting doors slammed in her face(00:08:09) – The early inspiration for an online wedding registry.(00:16:44) – The brutal lesson of the dot-com crash: “growth at all costs”(00:21:58) – Standing up to Martha Stewart: “I was cocky.” (00:23:51) – Getting fired as CEO… by messenger… in front of her team(00:32:47) – The moment she realized the beauty industry had a massive gap(00:35:25) – “Clean beauty didn’t exist”—and why that made it so hard(00:47:04) – Building a 60,000-person sales force, scaling to hundreds of millions in sales(00:46:40) – Selling Beautycounter for $1B… and losing control months later(01:00:13) – The emotional aftermath of being pushed out—and what came nextThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In the late 1990s, Shep and Ian Murray looked at a shrinking category–men’s ties–and saw an opportunity: a necktie isn’t just functional. It’s expressive. It can signal identity, taste, aspiration.   With no fashion experience and no outside investors, the Murray brothers started making colorful ties inspired by their childhoods in Martha’s Vineyard — tiny whales, sailboats, island street signs. What began as a small, improbable tie business grew into Vineyard Vines: a half-billion-dollar lifestyle brand with more than 100 stores and major department store distribution. In this episode, Shep and Ian talk about why they quit their stable jobs to turn a sleepy product into a national brand, which began as a family business and remains so to this day. What you’ll learn: Why a great business can start in a category that everyone thinks is dyingHow to build distribution when you have no roadmap and few connections What bootstrapping teaches founders that outside capital often doesn’tHow improvised marketing can create outsized attentionKnowing the difference between a fashion brand and a “brand” brandTimestamps: 00:10:22 - The brothers both hate their desk jobs: “How was your day?” “It sucked.” 00:11:20 - Vineyard Vines starts on a family trip, with a nudge from a hotel manager00:13:46 - Early designs: whales, fish, jeeps, street signs 00:25:39 - Finally quitting their jobs– they’re thrilled, their parents–not so much00:30:42 - Landing their first order for $1800. “We’re never gonna have to work anymore!”00:34:40 - The brand gets a boost from a PR stunt during the Clinton-Lewinsky scandal00:47:00 - The “Get to $5 million” mentor advice that kept them focused 00:49:23 - The brothers open their first store - and realize they have a lot to learn  01:01:18 - The 2008 financial crisis, and the brutal inventory decisions that help save the business01:09:06 - Why stepping back from the CEO role didn’t work — and what it taught them about brand cultureThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What if the 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 productThe hidden danger of being “too purpose-driven”How to pivot without abandoning what matters to youWhy control over manufacturing can make or break your businessThe surprising power of retail placement (and why checkout counters changed everything)How scarcity thinking can limit growth—even when you’re winningWhy saying “yes” to the wrong opportunity (like Walmart too early) can hurt youTimestamps:00:06:18 – “It really did shape almost all of my decisions”: How Daniel's father survived the Holocaust and built a new life in Mexico00:17:40 – A landmark meeting of world leaders—and a dramatic career change00:19:30 – From a bankrupt sun-dried tomato spread to PeaceWorks00:24:29 – “They think you're adorable”: Why a mission isn’t enough to grow a business00:30:59 – Overnight collapse: Finding a big, new revenue stream—then losing it00:36:47 – The creation of the KIND bar00:47:36 – “You couldn't say no to Walmart”: Entering big box too early00:49:28 – The investment that pulled Daniel away from PeaceWorks00:55:43 – Starbucks and sampling: How KIND became a household name01:03:05 – An acquisition worth billions01:06:25 – Daniel's new mission: Builders vs. destroyersThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Colin Angle didn’t start out trying to clean people’s floors.He started out trying to shape the future–with robots. In the early days of iRobot, there was no business model. No steady funding. No clear customer.Just a belief that robotic technology would one day make the world a better place. In the early days, the company built babbling toy dolls for Hasbro, and roving bomb-detectors for the military.But for more than a decade… nothing truly took off. Until one idea—a robot vacuum—finally did. With the Roomba, iRobot created a category from scratch, and a product that felt almost like a member of the family. Tens of millions of units sold, and the Roomba became part of popular culture. But to avoid stagnation, iRobot had to sell to a bigger company. When a lucrative deal with Amazon fell through, the company hit a wall–and never recovered.   This is a story about building a business in survival mode, creating a household icon, and eventually getting bested by forces beyond your control. What You’ll Learn How to launch a company when you’re not sure who your customers areWhy iRobot engineers underestimated marketing (and paid for it later)How piles of Cheerios helped sell the RoombaHow iRobot shored up customer loyalty when the Roomba faltered Why even a hero product is not enough to sustain a companyHow competition–and regulation–can unravel a businessTimestamps 7:25 - “What have you built?”: The robotics lab job application.12:25 - iRobot’s early business model: contracts, not consumers.25:05 - Breaking into the toy market: The doll with a mind of its own.36:10 - A key cleaning insight: people will pay hundreds—but only if it vacuums.39:10 - The office Cheerios demo that won a retailer.44:20 - A soaring launch, then stagnation: 250,000 vacuums stuck in inventory.46:10 - The ad (for Pepsi!) that turbocharged Roomba.  55:55 - The need to diversify: robotic scrubbers, mops, pool cleaners? 58:00 - The $1.7 billion offer from Amazon–and how it unraveled.1:03:40 - Life after Roomba. This episode was produced by Katherine Sypher with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Noor Gill. Our engineers were Patrick Murray and Kwesi Lee. Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A lot of founders spend their lives chasing one big idea.Antonio Swad had two.The first? Migrating chicken wings from the Happy Hour buffet to the center of the plate.The second? Building a pizza business that catered to a very specific demographic: Latinos.That first idea became Wingstop, a deep-fried wing concept that grew to 3,000 stores.The second became Pizza Patron, a franchise that rewarded customers for ordering in Spanish, and let them pay in pesos.This is the story of how Antonio got there.He was a kid from Columbus, Ohio, working at a steakhouse straight out of high school…who eventually saw two big opportunities where no one else did.Wingstop was the breakout idea, but just as it was exploding, Antonio made a surprising decision. He sold the company.A $22 million deal.Only…the money did not materialize.What follows is one of the most surprising—and cautionary—tales we’ve told on this show: a single word buried in a contract that cost millions…and the moment Antonio realized he might never see the money he’d been promised.This episode is about instinct, risk, conviction—and why sometimes…your biggest success can lead to your biggest mistake.What you’ll learn:Why simplicity can beat variety in building scalable restaurantsThe power—and peril—of franchising as a growth engineHow identifying an underserved customer segment can unlock explosive growthWhy your hero product isn’t always what you think it is (hint: it’s not the chicken)How one word in a contract can cost millionsTimestamps:00:09:11 – Fired from bartending for being “too intense”00:14:26 – Starting a pizza shop in Dallas with $11,00000:18:41 – Discovering an underserved customer base, and the power of word-of-mouth00:23:07 – Why franchising can be the ultimate scaling strategy00:24:09 – How Antonio realized wings could be a massive business00:36:37 – A bend in the road: Why the first Wingstop struggled00:50:29 – A bizarre vision at a football game: What if this stadium were full of chickens?01:07:09 – The $22M purchase… the missing $12M, and suing to get his money01:20:09 – Living in the moment post Pizza Patron and WingstopThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 4816:28 – How a lunchtime lark turned into a spot on the U.S. Bobsled Team27:44 – How random Google searches led Marc to diapers35:29 – Guerilla tactic: Buying all of P&G’s diapers to get their attention40:07 – 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 Bezos1:03:02 – A brand new business and a $3.3 billion exit: Walmart’s record-breaking dealThis episode was produced by Casey Herman with music composed by Ramtin Arablouei. It was edited by Neva Grant. Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.comSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

For decades, a dozen eggs was just… a dozen eggs.No story. No real branding. No reason to care who produced them.Then Matt O’Hayer came along and asked a question almost nobody in America was asking: what if store-bought eggs could be different? What if they tasted better, looked better, and came from hens raised in a much more humane way? The business he launched– with 20 hens and some used trailers– is now the number-one pasture-raised egg producer in the US, with a network of 600 farms, and a projected revenue of nearly $1B this year.  When he started Vital Farms, Matt was in his 50s, living in an RV on the farm, and trying to convince people to pay premium prices for eggs. Before that, his passion for business drove him to pursue an astonishing range of ideas: carpet-cleaning, a barter-exchange franchise, a stint as a charter-boat captain and broker. One of his businesses left him nearly broke after 9-11, and there were many other hard lessons along the way. This is a story about metabolizing failure into success, and turning one of the most overlooked shelves in the grocery store… into a billion dollar opportunity.  What you’ll learn: The hard lessons Matt learned from 3 (+) decades of founding businessesHow 9/11 changed his lifeWhat 4 years as a boat captain taught him about leading–and servingHow “conscious capitalism” became the blueprint for Vital FarmsWhy pasture-raised eggs were a branding opportunity hiding in plain sightHow Whole Foods became an early and critical partnerWhy great products grow faster when customers do your work for youTimestamps: 07:48 – “I didn’t have 300 dollars.” Matt starts a carpet-cleaning company with no real plan11:31 – The barter business that taught Matt how to scale complex ideas17:58 – Building a travel company, taking it public, and growing it to roughly $50 million in sales22:57 – The morning of 9/11: Matt watches his business collapse in real time25:59 – Starting over, Matt becomes a charter boat captain –plus chef, teacher, and toilet-fixer31:16 – The blog essay that transformed how Matt thought about business34:19 – The lightbulb conversation: pasture-raised eggs could become a real company41:03 – Starting the farm in Austin: “I bought a thousand baby chicks.” 43:58 – The first eggs taste great, but nobody wants to pay for them49:53 – Finally: The first Whole Foods pallet 50:52 – A label mistake gets Vital Farms pulled from shelves1:03:09 – How the egg carton became one of Vital Farms’ most powerful branding tools1:08:24 – Why humane eggs cost more—and why Matt believes they shouldThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 hibt@id.wondery.com 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 episodeAlexa's original episode / Alexa's Advice Line episodePete and Rashid's original episode / Pete and Rashid's Advice Line episode See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Aaron Krause did not set out to reinvent the kitchen sponge. He was a car detailer, building buffing pads and the machines that made them. To clean his greasy hands, he made a makeshift hand scrubber out of extra-rough foam, and it worked so well he decided to sell it. But nobody wanted it.He shelved the product for years. Then one day while cleaning up around the house, he accidentally discovered the foam’s “magic” properties and realized it would make the perfect kitchen sponge. Scrub Daddy was born.   As a friend advised him, nobody goes to the supermarket to discover new innovations in sponges. So Aaron did a furious round of in-store demos and eventually wound up on QVC (where he nearly got kicked off) and finally Shark Tank, where he made $1M the night it aired.In this episode, Aaron breaks down the unglamorous mechanics of building a consumer brand—negotiation, patents, and the obsession needed to keep going when no one believes in your vision.You’ll learn:How Aaron’s many patents helped drive his car-detailing business The hidden downside of “great” deals: exclusivity traps and corporate bureaucracyHow Aaron forced 3M to rethink value during acquisition negotiations How to sell a product no one is shopping for How Scrub Daddy built a brand block (Scrub Mommy & more) to become a category leaderHow to defend against copycats—patents, trade dress and aggressive enforcementTimestamps:07:24 — “You get to buy your own sneakers”—the childhood lesson that shapes Aaron’s hustle09:03 — The brutal factory internship that sends him back to washing cars17:50 — The mirror snaps off a Mercedes… leading to a buffing pad breakthrough19:58 — The parable of the DIY patent: “If you had a toothache, would you drill your own tooth?”27:36 — Dirty factory hands inspire Aaron to invent a special hand scrubber… which no one wants41:35 — Aaron hangs up on a corporate powerhouse: refusing to sell to 3M based on EBITDA51:16 — The shelved scrubbers come out of storage and Aaron discovers their “magical” properties  1:02:31 — Retail won’t bite—so he demos in ShopRite and sells 100 sponges a day1:13:43 — Shark Tank → $1M in one night… and retailers suddenly call backFollow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Bobo’s: Beryl Stafford.  A Single Mom Turns a Baking Project into a $100M BusinessAt 40, Beryl Stafford’s life cracked open. Her marriage ended, she hadn’t worked in years, and she had two daughters to raise. She needed income—fast. So she did the only thing that felt real: she baked.What started as 4-ingredient oat bars— hastily placed in a  Boulder coffee shop—became Bobo’s, a national brand built in the Silicon Valley of natural foods.  In this episode, Beryl walks us through the scrappy early days: buying ingredients at full retail, a risky $25K packaging machine, the Whole Foods breakthrough, the burnout, and the pressure shift that comes with outside capital—and Costco.It’s a story powered by community support, relentless demos, and a founder who kept saying “yes” before she knew how.What you’ll learn: Why “survival” can be a powerful founder advantageHow to sell your product before you feel ready (and why that’s often the point)The unglamorous truth of early CPG: shelf life, shared kitchens, endless demosIn a trend-driven category, the value of sticking to a recipe “your grandmother could have made.” The two faces of Costco: growth rocket and operational trapTimestamps:08:35—Divorced at 40… “I was trying to survive.” 12:02—The baking project with her daughter… and the unexpected product-market signal17:21—The first sale: snack bars in cellophane; making up a price28:38—Sharing a kitchen with Justin’s Nut Butters: scrappy collaboration + conflict31:49—The first-time founder playbook: sell first, learn the rest later33:54—Whole Foods says yes… before she knows what “freezer safe packaging” even means39:10—Getting into national distribution: “What just happened?” 46:34—Burnout, hiring a CEO, raising outside money—and what changes when investors arrive54:31—The Costco conundrum: huge upside, real downside —------------------This episode was produced by Noor Gill, with music by Ramtin Arablouei.Edited by Neva Grant, with research help from Alex Cheng.—--------------------- Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: 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 hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to WeWork’s founding story as told by Miguel in 2017, as well as his second appearance on the show in 2022.This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Kwesi Lee.You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Kettle Chips: Cameron Healy. The Wild Bet That Made a BrandMost 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 learnThe hidden details (like cooking-oil quality control) that can make or break a chipHow curiosity about British “crisp” culture fueled a risky UK rolloutThe decision that turned Kona Brewing from a money pit into a scalable brandTimestamps07:21 — “You had to get up at 3 a.m.”: building a life in a Sikh community in Salem10:11 — Fired with four kids and no severance: the moment Cameron is forced to rebuild12:04 — The $10K loan (helped along by the offer of ski passes)14:06 — The 1980 peanut crop gamble that suddenly capitalized Cameron’s business23:14 — “Pot Chips” was the original name…until friends told him how bad it was24:48 — Hand-feeding potatoes into vats of oil: inventing a process with zero playbook29:10 — The Safeway disaster: rancid oil, a rejected order, and demand evaporating overnight31:52 — The car crash that jolted Cameron out of despair46:35 — UK word-of-mouth “switches on”--with an extra boost from Lady Di56:03 — Kona Brewing bleeds money…until one decision turns things around***Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call. We can’t wait to hear what you’re working on.***This episode was produced by Casey Herman with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Rommel Wood. Our engineers were Robert Rodriguez and Kwesi Lee. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: Jess from Washington seeks counsel on structuring a collaboration between her sympathy cards company and a pet products brand. Then, Caroline from Colorado wonders if she should build an in-house production team or outsource manufacturing for her decorative garland company. And Sayuri from California is looking to drive sales of her Japanese tatami mats through a unique approach to yoga practice.Plus, Alexa shares how Paperless Post is responding to advancements in AI and the prevalence of post-pandemic loneliness.Thank you to the founders of Five Dot Post, The Creative Garland Company, and Sumo Yoga for being a part of our show.If you’d like to be featured on a future Advice Line episode—where Guy and former show guests take questions from early-stage founders—leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298. And be sure to listen to Paperless Post as told by Alexa and her brother James on the show in 2024.  This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineers were Debbie Daughtry and Cena Loffredo. You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Most entrepreneurs think the hardest part of building a company is the product.For Jim McKelvey — co-founder of Square — the hardest part was the system around the product.Because Square wasn’t just competing with other startups …It was competing with regulations, middlemen, entrenched networks, and monopolies designed to keep outsiders out.In this episode, Jim shares the mindset and tactics that helped Square go from a tiny card reader that processed credit card payments … to a company—now known as Block— that generates over $10 billion in gross profit.What You’ll Learn:Why the market is often “locked” on purposeHow a simple hack can solve a seemingly complex problemHow candor can sway investors more than confidenceHow Square survived by building something Amazon couldn’t copyTimestamps:00:12:26 – Engineering and art: Balancing an IBM job with glassblowing00:15:46 – The family trauma that rewired Jim00:36:26 – Losing a $2,000 sale — the moment Square was born00:43:06 – Breaking into the credit card club: “We were violating 17 rules”00:48:31 – The headphone jack hack that sidestepped Apple’s control00:58:03 – The “140 reasons we might fail” pitch that won over investors01:06:26 – The taxi ride that convinced Jim he had product-market fit01:09:28 – Amazon attacks, and why copying doesn’t always work01:13:18 – The founder’s job after success: choosing hard problems***Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call. We can’t wait to hear what you’re working on.***This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Katherine Sypher. Our engineers were Patrick Murray and Robert Rodriguez. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: Yadi from New York thinks through an expansion strategy for her college campus-based empanada business. Then, Zachary from New York looks for ways to break into big retailers with his fresh-made frozen pies. And Josh from Indiana wonders how to go all-in on his small mouth bass lifestyle brand without overhauling his family’s lifestyle.Plus, Pete and Rashid reflect on the ‘protein-ification’ of our food, and how a scare last year reaffirmed the importance of doing right by the customer — no matter the cost. Thank you to the founders of Yadi’s Artisanal Empanadas, Noble Pies, and Achigan for being a part of our show.If you’d like to be featured on a future Advice Line episode—where Guy and former show guests take questions from early-stage founders—leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298. And be sure to listen to Chomps founding story as told by Pete and Rashid on the show in 2023.  This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Jimmy Keeley.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Before Spinbrush became the top selling toothbrush in the U.S—and before Procter & Gamble paid $475M for it—John Osher was a teenager selling earrings for $4.99. In this episode, John walks through the strange, scrappy, but disciplined path that led to one of the fastest consumer-product breakouts ever: from a six-year stint in a commune (where he learned plumbing and carpentry), to selling baby products and battery-powered spinning lollipops. Finally, the big bet: a $5 electric toothbrush that was cheap enough to compete with manual brushes, and good enough to become a best-seller.You’ll hear the make-or-break moment that many founders can’t survive: the decision to scrap 400,000 defective brushes before they hit the shelves. And then, the stealth move that turned a “licensing pitch” into a buyout —with one perfectly timed bluff.What you’ll learn:Why pricing is about what the market will pay, not what your product costsThe hidden power of packaging (How “Try Me” changed everything)How to recover from “entrepreneurial terror” Why scrapping inventory can be the most important decision you’ll ever makeThe acquisition formula: you get a lot more money when they want to buy… than when you want to sellTimestamps: 07:01 - A pricing lesson that John used forever: The 19-cent earrings that sold for $4.99.12:04 - Six years in a commune and the unexpected skill stack: plumbing and construction.22:09 - “Entrepreneurial terror” and a lifeline from Toys R Us 29:11 - Spinning lollipops lead to a $166 million Hasbro exit.35:54 - What’s the real competition: $80 electric toothbrushes, or cheap manual ones?38:42 - The design breakthrough: fixed + oscillating bristles.55:43 - P&G admits: “We’ve bought three companies like yours… and ruined them all.”58:07 - The earnout problem: What happens when Spinbrush performs much better than expected?  Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call. We can’t wait to hear what you’re working on.This episode was produced by Katherine Sypher, with music composed by Ramtin Arablouei.It was edited by Neva Grant, with research by Rommel Wood. Our engineers were Patrick Murray and Kwesi Lee.  See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: Mia from Germany wants to know how to balance her pottery business between an online shop and a YouTube channel. Then, Jen from Connecticut is looking for ways to reach more families with her print magazine for tweens and teens. And Anagha from California wonders how to convince people to embrace the time required for her globally-inspired baking kits.Plus, Julia reflects on Eventbrite’s recent acquisition announcement, and how in-person events can help brands and creators build community in today’s digital world.  Thank you to the founders of Pottery to the People, Anyway Magazine, and Aunty Misri for being a part of our show.If you’d like to be featured on a future Advice Line episode—where Guy and former show guests take questions from early-stage founders—leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298. And be sure to listen to Eventbrite’s founding story as told by Julia on the show in 2020.  This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Netflix shouldn’t have survived.In 1997, Blockbuster owned home entertainment—9,000 stores, a business fueled by late fees, and a brand that felt untouchable. Netflix was a scrappy DVD-by-mail experiment that almost sold itself off to stay alive.So how did Netflix win?In this conversation, Reed Hastings breaks down the behind-the-scenes decisions that helped the business thrive: the uncomfortable leadership choices, the culture blueprint that surprised corporate America, and a near-catastrophic misstep that could have blown the whole thing up.Reed also talks about what shaped him long before Netflix: being a late-bloomer, teaching in the Peace Corps, learning humility from a former boss, and the painful management mistakes he made while building his first company.This is a masterclass in: challenging the status quo, choosing a culture on purpose, and making big bets without pretending you’re always right.What you’ll learn: Why Netflix’s early “obvious” advantages weren’t enough—and how close it came to dyingThe leadership lesson Reed learned from a CEO who was admirable… but strategically wrongWhy Reed says the best companies are like championship sports teams: if you can’t perform at peak, leaveThe “keeper test” and how it changed corporate cultureThe Qwikster fiasco: what went wrong, and how Netflix moved to prevent future misstepsBuilding a House of Cards: How Netflix made the leap to original contentReed on the media landscape: The remote-control moment of truth, rival streamers, and the rise of AITimestamps:00:08:06 — “I was a late bloomer.” Reed on why no one saw greatness coming00:09:30 — Peace Corps in Swaziland, and the moment he nearly quit00:11:23 — An unforgettable lesson learned from the CEO who washed Reed’s coffee cups00:14:39 — Building his first company in a cold cabin—no internet, just obsession and proof of concept00:16:48 — Reed’s early struggles as a manager: “Too busy chopping wood to sharpen the axe.”00:24:11 — Blockbuster’s late-fee pain and an early bet on DVDs00:44:47 — The dot-com crash… and the $50M LVMH round that saved Netflix (barely)00:47:12 — A possible Blockbuster buyout: “We probably would’ve taken any offer.”00:56:18 — The Netflix culture deck: “We’re not a family,” and why that shook people up01:05:07 — The Qwikster crisis, and the backlash that humbled Reed01:19:33 — The competition: Netflix is just <10% of TV viewing—and the real threat is YouTubeHey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call. We can’t wait to hear what you’re working on.This episode was produced and researched by Sam Paulson with music by Ramtin Arablouei. It was edited by Neva Grant. Our engineers were Patrick Murray and Robert Rodriguez. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, Jon’s take on why now is a good time to start a business — in spite of market uncertainty.   Today’s callers: Dan from Washington considers new offerings beyond his core loose leaf yerba mate product. Then, Mike from New Hampshire wants to expand his woodworking business beyond his basement, without taking on debt. And Maggie from Georgia wonders how to respond to rising customer acquisition costs for her soccer-themed dog brand.Thank you to the founders of Heretic Yerba, MTS Woodworking, and Floofball for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Betterment’s founding story as told by Jon on the show in 2018.  This episode was produced by Noor Gill with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Kwesi Lee.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In the late 2000s, two French mountain athletes set out to build a running shoe that captured the feeling of flying. Jean-Luc Diard and Nicolas “Nico” Mermoud had spent decades inside the innovation engine at Salomon—where product was obsession. In 2007, as Nico recovered from a brutal ultramarathon around Mont Blanc, the founders fixed on a problem that Big Footwear didn’t care about: downhill running was destroying bodies. Their solution: make the shoe bigger, softer, and shaped like a rocker.At first, their prototypes looked like clown shoes. Runners who preferred minimalist footwear laughed at them. Retailers said no. But the founders kept doing the one thing that they knew could reverse things: they made people try them.HOKA went from under $3M in sales in 2012 to more than $2B a year—and in this episode, you’ll hear how it happened: the risky design, the early cash crunch, and the strategic partnership that helped them win the U.S. market.What you’ll learn:How to think of a shoe as a machine, not just a piece of apparelThe go-to-market weapon that worked: relentless demo-ing Why outside money can’t always solve a cash flow bottleneck (and what does)How HOKA used performance proof to avoid being dismissed as a gimmickWhy HOKA partnered with Deckers—and why it wasn’t just about capitalHow to keep a “rebel” mindset as competitors start copying youTimestamps:(Timecodes are approximate and may shift depending on platform.)[07:12] George Salomon’s leadership lesson: the CEO who sought advice from an intern[11:11] Nico’s first day at Salomon: testing ski prototypes on a glacier[18:42] The ultramarathon race where Nico’s legs crumbled (and why)[21:29] A breakthrough insight: performance changes with surface (leaves, lava, snow)[31:25] Designing a sneaker as if it were a car: engine, tires, seat[40:00] The “clown shoe” prototype—and the first successful run [47:22] Elite runners kickstart the brand [49:02] The hard part nobody glamorizes: factory minimums, bank demands, anemic cash flow[53:31] Deckers enters: the minority investment that unlocks the U.S. (without killing the brand)Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call. We can’t wait to hear what you’re working on.***This episode was produced and researched by Rommel Wood with music composed by Ramtin Arablouei.It was edited by Neva Grant. Our engineers were Patrick Murray and Kwesi Lee. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.  See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, Mark on his most challenging venture yet: revolutionizing the prescription drug market in America.First we meet Lucy from Washington DC, considering an opportunity to bring her upside-down peanut butter brand into a big box retailer. Then Macy from Utah, wondering if her youth-safe skincare products are better marketed to kids or their parents. Then Dan from North Carolina, looking to reboot his pre-pandemic business selling hand-crafted wooden razors. And finally Kristen from Michigan, questioning if she should expand her children’s winter wear brand with gear for other seasons.Thank you to the founders of One Trick Pony, Girlyish Skincare, Imperium Shaving, and Northern Classics for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Mark Cuban’s original episode on the show from back in 2016.This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineers were Robert Rodriguez and Jimmy Keeley.You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A bright blue guitar covered in orange koi fish vanished from a museum display … and Swifties immediately knew what it meant.That distinctive guitar—the one Taylor Swift used to record Speak Now—had been a gift. Hand crafted, by the founders of Taylor Guitars. When she brought it back on stage during her Eras tour, the fans went wild.In this episode, Bob Taylor and Kurt Listug tell the unlikely story behind one of the world’s most respected acoustic guitar brands—how it grew from a tiny San Diego repair shop doing $30,000/year into a global business with nine-figure revenue. And how it survived every challenge that should’ve ended it: a distributor deal that didn’t add up, a brutal market crash in the disco era, and such slow growth that—five years into the business—the founders could barely pay themselves a salary ($15/week).It’s a story about serendipity, obsession, and the quiet power of a partnership where each person knows their lane—Bob with relentless craftsmanship, Kurt with the discipline to turn it into a massive business.Plus: the purple 12-string featured in Prince’s “Raspberry Beret” … the MTV Unplugged boom that boosted the business … and why the founders eventually chose to convert the business to 100% employee ownership.What you’ll learn:The operating principle that changed Taylor’s production: one finished guitar beats 10 half-finished onesHow to make a slow-growth business survivable (and why Bob saw it as “education”)How to recognize a bad distribution dealThe design innovations that drew musicians to Taylor guitarsWhy Bob got a call from Taylor Swift’s dad when she was 14—and the iconic guitar her fans grew to loveHow the business managed demand shocks during COVIDWhy an ESOP can be a founder’s best “succession plan” decisionWhat a great partnership looks like in practiceTimestamps:(Timecodes are approximate and may shift depending on platform.)00:06:39 – The high school moment: “I didn’t have $175 … so I thought, I’ll just make a guitar.”00:07:14 – The American Dream shop: the hippie setup that became a launchpad00:10:20 – The “baseball bat neck” problem with guitars—and Bob’s happy-accident innovation00:11:59 – Buying the shop for $3,700 … then realizing it didn’t include the name (or phone number)00:22:31 – The sentence that changed everything: “Would you rather have 10 half-done guitars or one done guitar?”00:26:28 – The distributor deal that ended in layoffs: good sell job, bad math, and what they learned00:38:30 – Buying out the third partner: why the business doubled when “the brakes were off”00:59:52 – Before Taylor Swift was Taylor Swift: a phone call from a proud dad, and a promotional concert that almost went unheard01:09:36 – The inflation economics of guitar building***Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call. We can’t wait to hear what you’re working on.***This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Rommel Wood. Our engineers were Patrick Murray and Maggie Luthar. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, how candor has been a more effective press strategy than talking points for (the literal) Mrs. 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 hibt@id.wondery.com 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. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Before Gymboree became a cultural icon in the 80s and 90s, it was just one lonely new mom trying to find connection. Joan Barnes started hosting weekly playgroups for parents… and demand exploded. What began as a diversion became a business. Then a franchise. Then a brand everyone seemed to know, with its padded playrooms and parachute games. From the outside, it looked like a runaway success: hundreds of locations, glowing press coverage, celebrity buzz. But inside, the franchise model was failing. A potential Hasbro rescue vanished overnight. And Joan—while smiling for the world—was breaking under the pressure.Then came a major pivot that helped turn Gymboree around. The company was going to survive, but Joan realized she might not. She stepped away for good, to fight for her health. In this episode, Joan talks frankly about building Gymboree, losing control of it, and learning some vital lessons about ambition, balance, and humility. What You’ll LearnThe hidden math of franchising: when scale makes you weaker, not strongerHow—years before social media—Joan used the media as her marketing engine The moment Gymboree nearly died—and the brilliant pivot that saved itWhat it feels like to be celebrated publicly while privately falling apartWhy “more hustle” can be a trapTimestamps: (Timecodes are approximate and may shift depending on platform.)[08:20] “Lonely and isolated”—The new-mom need that sparked Joan’s first playgroup[13:43] The early days: parachute games, circle songs, and connecting with other parents[16:59] The first, $3,000 investment, and expanding to new venues.[23:08] Learning the hard way: “I didn’t even know what franchise meant.” [38:40] Joan discovers her business model has a terrifying Catch-22[45:05] A humiliating gut punch: Hasbro calls off a life-saving deal [50:15] The pivot to profitability: play centers + clothing stores[1:03:00] Success on the outside, collapse on the inside: panic, addiction, treatment [1:14:17] After Gymboree: yoga studios, recovery, and redefining successHey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call. We can’t wait to hear what you’re working on.This episode was produced by Chris Maccini with music composed by Ramtin Arablouei.It was edited by Neva Grant with research by Rommel Wood.Our engineers were Jimmy Keeley and Patrick Murray. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Warby Parker co-founder Neil Blumenthal joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, how AI integrations with glasses are helping us see the world in a whole new way.First we meet Kimber in Utah, who wants to take her chewable toothpaste gummies mainstream. Then Brian in California, who’s wondering how to vet franchisees for his light therapy studios. And Tanner in Tennessee, who needs help building a team he can trust to scale his country club-inspired lifestyle brand.Thank you to the founders of Pearl Pop, Salt and Light Wellness, and Cowboy Country Club for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Warby Parker’s founding story as told by Neil and his co-founder Dave on the show in 2016.This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

When Todd Carmichael and J.P. Iberti met at a grunge concert in Seattle in the 1980s, they were an unlikely pair. But they shared a love for great coffee, and the two friends began to dream about opening a cafe and premium roastery that would produce coffee at a higher quality than anything in the U.S. at the time. A few years later, Todd and J.P. co-founded La Colombe in Philadelphia, and went on to play a leading role in the third wave of specialty coffee in the U.S. Today, their coffee drinks are sold in stores across the country, and in 2023, La Colombe was acquired by Chobani for $900M.  TIMESTAMPS: 0:11:22 - Learning barista basics: like being a DJ  0:25:25 - Todd squats at JP’s place, they set out to sell coffee0:29:48 - How La Colombe gets its name0:32:40 - Launching the business in a city they've never visited0:35:49 - The first roastery: no ventilation, visits from the fire department0:40:29 - Pitching the coffee–uninvited–at a top French restaurant 0:46:48 - The trick to making a perfect espresso0:53:30 - Todd takes a sabbatical: “I was suffering from my brain.” 0:57:40 - Expanding to more cafes and a shift from roasting to hosting1:01:17 - An impasse with investors, and a bailout from Chobani’s founder 1:09:38 - Small Business SpotlightHey—want to be a guest on HIBT?  If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth ?Every Thursday on the HIBT Advice Line, A previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free. Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive. So—give us a call. We can’t wait to hear what you’re working on.—------------------------------------------This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Sarah Sarasohn. Our audio engineer was Jimmy Keeley.You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Patreon co-founder and CEO Jack Conte joins Guy on the Advice Line, where they answer questions from three early-stage founders about marketing and building community.First we meet Zac from Indiana, who’s looking to grow his coffee company with a subscription offering for newlyweds. Then Rowena from New York, who wants to expand her international cooking kits for kids to all ages. And Melissa from Florida, who’s hoping to break into schools with her handwriting program for preschoolers.And stick around to the end to hear whether the callers took Guy and Jack's advice.Thank you to the founders of Honey Moon Coffee Co., Eat2Explore, and Adventures in Handwriting for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Patreon’s founding story as told by Jack and his co-founder Sam Yam on the show in 2021.This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Gilly Moon.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

It started with a massive pile of razors sitting in a Rancho Cucomonga warehouse, and Michael Dubin’s chance meeting of the man who wanted to get rid of them.In 2010, Michael was working in marketing in Los Angeles, producing online video content. As a hobby, Michael took improv comedy classes.At a holiday party, he met a man named Mark Levine. Mark was looking for ideas to sell razors he had imported, but didn’t know how to unload.Michael’s background in video and comedy helped him create a viral launch video for his spontaneous idea: an internet razor subscription brand called Dollar Shave Club.Five years after launching, Dollar Shave Club sold to consumer products behemoth Unilever for a reported $1 billion in cash.This episode was recorded in front of a live audience in Los Angeles.What you’ll learn:How Michael’s early career at NBC in New York exposed him to a world of video production - and comedyThe fateful party where Michael had to decide whether to start a company to sell razors - or to sell cake slicersHow Michael’s gut feeling was that shaving was a sector that could use disruption - even though it meant facing down daunting incumbent players like GilletteMichael’s viral launch video was so good, it brought investors on boardHow to DIY fulfillment to keep an overnight success on trackHow expanding their offerings into other men’s grooming products caught the attention of Unilever and led to an acquisition offerListen now to hear the amazing backstory of one of the best-known early DTC brands.------------Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call.We can’t wait to hear what you’re working on.—-----------This episode was produced by Casey Herman with music composed by Ramtin Arablouei. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

For decades, snack companies believed Americans wanted everything sweeter.More sugar. More chocolate. More indulgence.But what if that assumption was wrong?In this episode, a mother-daughter team set out to make a sleeker version of a chocolate almond— and nearly lose everything in the process.Val Griffith was a longtime TV producer in Seattle. Her daughter Breezy was bouncing between failing business ideas in Miami and New York. When a family tragedy brought Breezy back home, the two began talking about food, snacking, and why chocolate-covered almonds were always so… overdone.Their insight was deceptively simple: what if you used less sugar, not fake sugar — and a thin coating of chocolate instead of a fat one? Turning that idea into SkinnyDipped meant years of failed experiments, dipping almonds by hand, manufacturing out of a converted chicken coop, and demoing almonds one by one. When they finally got a breakthrough order from Target, they faced a near-disaster: 40,000 pounds of rancid almonds. What followed was a frantic race to save the deal — and later, a far more dangerous question: is this business ever going to make it?WHAT YOU’LL LEARN: How failing at micro-businesses quietly builds founder skillWhy manufacturing is often the biggest obstacle in food startupsThe nail-biting risk of saying yes to Target too earlyHow growth can mask deeply broken economicsWhat it takes to fix a business when funding disappearsTIMESTAMPS: 00:07:25 - How Breezy’s early forays into the food business failed — and why they mattered.00:11:00 - How a family loss brought Breezy and her mom together — and changed the direction of their lives 00:21:07 - Reinventing a stale bulk-bin snack: The road-trip conversations that sparked a new recipe: 00:31:20 - The Home Depot paint sprayer experiment: A brilliant idea that failed spectacularly.00:38:56 - SkinnyDipped’s first “facility:” one oven, no heat, no hot water             00:49:28 - How a chance meeting in a bar changed the company’s trajectory00:55:41 - Target takes the plunge and SkinnyDipped nearly drowns: how a chain-wide launch almost breaks the business01:7:47 - Growth without profit: How the founders recover after hitting rock bottom01:21:44 - The mother-daughter equation: wisdom + jet fuel01:26:13 - Small Business Spotlight —-----------------------Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call.We can’t wait to hear what you’re working on.—-----------This episode was produced by Kerry Thompson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Chris Maccini. Our engineers were Robert Rodriguez and Kwesi Lee. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Raising Cane’s founder Todd Graves joins Guy on the Advice Line to answer questions from three early-stage founders who are each considering a big, next step to grow their businesses.First, Evan in Texas wants to know if he should franchise drive-thrus for his coffee business. Then, David in St. Louis is trying to get around dents in his financial history to secure financing for his pasta company. And finally, Shane in Los Angeles is weighing the pros and cons of opening a brick-and-mortar restaurant for his focaccia sandwich retail and catering concept.Thank you to the founders of Whiskey Morning Coffee, Midwest Pasta Company, and Vesti for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to the founding story of Raising Cane’s as told by Todd on the show in 2022.This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Exploding Kittens began as a jerry-rigged version of Russian Roulette — a deck of cards hastily modified with a Sharpie. But what happened next is one of the most improbable success stories in the creator economy: a $10,000 Kickstarter goal that ballooned into nearly $9 million, a community that rewrote the rules of crowdfunding, and a company that has now sold over 60 million card and board games.Co-founder Elan Lee shares the story behind Exploding Kittens — from dismantling his brother’s toys as a kid, to helping design Halo, to walking away from Microsoft…twice. He reveals how burnout, curiosity, and an obsession with interactive storytelling set the stage for one of the most successful game launches of all time.This is a story about the genius behind good marketing, and how creative storytelling can build a cult-like audience — without spending millions.If you’ve ever wondered how a strange idea becomes a global phenomenon — this is that story.WHAT YOU’LL LEARN: How burnout can be a creative turning pointHow a Sharpie and a deck of cards can unlock breakthrough ideasThe storytelling strategy that powered one of Kickstarter’s biggest launchesHow to treat your fans like collaborators, not just customersWhy marketing should feel like playUnit economics to die for: make it for $2, sell it for $20How to power through the threat of a one-hit-wonderTIMESTAMPS:00:08:30 — The physics teacher who changed Elan’s life00:10:35 — How Elan touched up the floating door scene in Titanic00:13:03 — “You’re the worst program manager I’ve ever seen” — and the pivot to game design00:15:33 — Meeting Spielberg, riffing on the movie AI, and inventing a new kind of storytelling00:21:42 — Promoting Halo 2 with payphones 00:31:35 — The Hawaii getaway that sparked Exploding Kittens00:42:12 — The Kickstarter launch: most backers on record00:48:42 — Suddenly a real company — 700,000 decks and a manufacturing crisis00:53:45 — Marketing genius: a kitty-cat vending machine that dispensed burritos and more01:00:58 — New games that bombed — the one-hit-wonder dread01:07:04 — Throw Throw Burrito, and the road to stability01:19:05 — Elan’s 4-year-old daughter helps design new games01:30:31 — Small Business SpotlightHey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call.We can’t wait to hear what you’re working on.This episode was produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Noor Gill. Our engineers were Maggie Luthar and Kwesi Lee. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Tempur-Pedic founder Bobby Trussell joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Bobby talks about his new book, The Logic That God Exists.First, Lyf from Oregon asks about how to expand his fresh seafood business. Then, Colleen from Colorado has questions about where to focus her efforts in growing her whitewater paddleboarding company. And finally, Amanda from Illinois looks for advice on fundraising for her lifejacket brand. Thank you to the founders of Flying Fish Company, Hala Gear, and Line + Cleat for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Tempur-Pedic’s founding story as told by Bobby on the show in 2018. This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What happens when three outsiders try to reinvent access to money… during the worst financial crisis in decades?Before Kickstarter.Before GoFundMe.Before crowdfunding became a thing, there was Indiegogo, an idea born from frustration, inequity, and more than 93 rejections from investors.It was a funding platform built not for banks, studios or gatekeepers… but for everybody else.In this episode, co-founders Danae Ringelmann and Slava Rubin reveal the unpolished and often painful story behind Indiegogo — from digging into savings accounts, to fighting over strategy, to grinning and bearing it when their idea was dismissed as “cute.” You’ll hear how their mission was shaped by loss of parents, financial instability, and a fundamental belief in fairness.How the 2008 crash nearly killed the company before it began.And how in the end, Indiegogo helped spark a massive cultural shift—proving that anyone, anywhere, could bring an idea to life.WHAT YOU’LL LEARN: How gatekeepers underestimate outsiders’ ideasHow grief and personal history shape entrepreneurial courageHow to recover from 93 “no’s” Why making money matters, but maintaining your values matters even more How co-founder conflict can sharpen (or break) a companyWhy Indiegogo didn’t become Kickstarter — and what founders can learn from thatHow to know when it’s time to walk away from your own companyTIMESTAMPS: 0:05:34 - Slava’s childhood, and the deep loss that shaped his worldview0:09:00 - Danae’s first lesson in leadership… from her dad’s moving business0:12:43 - “Hollywood Meets Wall Street:” the emotional spark that led to Indiegogo0:18:43 - 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 campaigns0:40:22 - The 2008 crash hits: 93 investor rejections and many moments of truth0:46:53 - Expanding beyond film: the inevitable pivot that ignited explosive growth0:54:04 - 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 squandered1:05:19 - The legacy: how Indiegogo reshaped culture, creativity, and opportunity1:09:44 - 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYouTube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to the story of how Jamie founded Ring from our episode back in 2020, as well as his appearance on the Advice Line in 2024.. And how Scott and his wife Missy started Boll & Branch, a story they told on the show in 2024.This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley.You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

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 hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Dermalogica’s founding story as told by Jane on the show in 2016. This episode was produced by Katherine Sypher. It was edited by John Isabella. Our audio engineer was Neal Rauch. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Meridith Baer grew up on the grounds of San Quentin prison, acted in TV and movies, wrote scripts in Hollywood … and then, at 50, started over – and built one of the best known home-staging companies in real estate.Meridith’s life unfolds like a movie: As a teenager, she was forced to give up her baby for adoption. In her twenties, she was a writer for Penthouse. In her thirties and forties, she was a screenwriter in Hollywood, hobnobbing with Sally Field and dating Patrick Stewart.But in her late forties, Meridith hit a wall. Her writing career stalled, so she poured her energy into fixing up the house she was renting. When the owner sold that house almost immediately, she stumbled onto a strange new idea: why not stage homes for a living?From there, Meridith turned a few pieces of thrift-store furniture and potted plants into a full-blown business: trucks, warehouses, hundreds of employees, and high-end homes across Los Angeles, New York, Miami, and beyond. Along the way, she weathered the pressures of scaling a creative service into an operational machine—without ever raising outside capital.What you’ll learn:How to reshape a career at 50 (or any age) without a master planHow Meridith priced her work based on value created, not hours workedWhy you don’t always need investors to grow a multi-million-dollar service businessThe psychology of home staging: designing spaces that make buyers fall in love in the first 10 secondsHow Meridith thinks about legacy, stepping back, and seizing new opportunitiesTimestamps: 06:08 – Growing up as a warden’s daughter inside San Quentin11:01 – Teen pregnancy, forced adoption, and reunion decades later12:43 – From Pepsi commercials to Penthouse magazine19:58 – Selling a major movie script, recoiling at the finished product22:47 – How a breakup with Patrick Stewart totally reshaped Meridith’s life27:41 – The accidental first staging job at age 5035:17 – Early days of the business: vans, day laborers from Home Depot, and naming her price47:18 – Unexpected struggles: tax trouble, a cancer diagnosis51:07 – The business expands to New York and beyond1:00:22 – Running a 320-person company at 78—and what comes next1:05:56 – Small Business SpotlightThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Spindrift’s Founding Story as told by Bill on the show in 2020.This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Kwesi Lee. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What if the idea that changes your life… starts with something as ordinary as being thirsty?In 2007, Travis Rosbach walked into a sporting goods store looking for a water bottle—and stumbled onto a problem no one had solved. Plastic, BPA-lined bottles dominated the market. Metal alternatives leaked, dented, or couldn’t keep drinks cold enough. Travis’s solution? A double-walled, vacuum-insulated, stainless steel bottle. His expertise? Non-existent.  This is the improbable story of how Hydro Flask was built—from scavenging metal parts in China, to selling bottles at outdoor markets, to getting into Whole Foods by sheer timing and luck, to a last-minute investor who walked in on the day Travis planned to shut the company down.Hydro Flask would go on to become one of the most recognizable and popular bottles in the country. This is the story behind it.What You'll LearnHow paying attention to trends can lead to new business ideasHow a novice learns the ropes by obsessively comparing existing products How the lessons from past ventures can fuel future success Why perseverance and timing can be just as important as know-howTimestamps: 05:46 - Building a fence, and a first business: “I had no clue.” 09:33 - A one-way trip to Hawaii : The surprising detour that leads Travis to his biggest invention15:13 - How Travis gets inspired—then obsessed—after trying to buy a water bottle  22:08 - Searching for a manufacturer: a here-goes-nothing trip to China31:58 - The first prototype: two colors, sharp edges35:43 - Bootstrapping Hydro Flask: moving in with mom, storing bottles in grandpa’s garage  37:14 - Farmer’s markets, ice tests and the first buyers52:27 - The crisis that almost kills the company56:30 - An eleventh-hour visitor: “I might want to invest”58:34 - Leaving the company he built: why Travis walked away1:06:07 - Small Business SpotlightThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Squarespace’s founding story as told by Anthony on the show in 2019.This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was James Willetts.You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

At 19, Ben Francis was lifting weights during the day and delivering pizza at night. He didn’t have money. He didn’t have fashion experience. He didn’t even know how to sew. What he did have was a front-row seat… to a new online trend. Before Instagram and influencers became a strategy, a handful of YouTubers were redefining gym culture — building identity and community online. With his gymwear brand Gymshark, Ben didn’t try to compete with Nike. He didn’t try to buy ads. He did something much more powerful: He built relationships. He sent free T-shirts to the Youtubers he admired. He learned what gym-goers actually wanted to wear: tapered tracksuits, and shirts that emphasized their muscles.Today, Gymshark is valued at more than a billion dollars, and Ben is the youngest billionaire in the UK. But his story is not just about business. It’s about identity, discipline, humility—and learning to grow as fast as you can learn. What You’ll Learn: How to build a brand by building community first How to hire smart people without losing control of your companyAvoiding imposter syndrome by creating your own apprenticeship program How to get stronger by staying in your lane Timestamps: 06:15 - The IT education that changed Ben’s life17:48 - Gymshark’s first sale: a £2 profit that had him dancing in his bedroom20:06 - Early apparel—Screen-printing T shirts, a single sewing machine 23:50 - How YouTube bodybuilders became their best marketers 40:48 - How Ben hired his own boss–and what he learned from him47:44 - Expanding to the US: a bone-chilling trip to Ohio  50:35 - The bodybuilder’s aesthetic: big shoulders, narrow waist53:58 - The painful breakup between Ben and his co-founder 1:04:49 - Why he earned the nickname “Hurricane Ben.” 1:12:30 - A legacy company: Resisting the urge to grow beyond the gym 1:19:19 - Small Business Spotlight This episode was produced by J.C. Howard, with music by Ramtin Arablouei.Edited by Neva Grant, with research help from Alex Cheng. Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Belkin International’s founding story as told by Chet on the show in 2019.This episode was produced by Katherine Sypher with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In his 20’s, working an office job he hated, Tom woke up in the middle of the night with a wild idea: why not take people on bike trips? No playbook. No investors. Just a sense that he could make a living doing what he loved. His first trip? Four guests riding through Death Valley, pitching their own tents. From there, Backroads scaled to hotels, while weathering a bike burglary, a van rollover in the desert, 9/11, the Great Recession, and a pandemic that brought tourism to a halt. Today, Backroads runs 5,000+ trips a year in 60+ countries.This is a masterclass in savvy cash flow, scrupulous quality control, and dogged iteration. If you care about travel, brand, or building a services business at scale—listen to this.What you’ll learn:How a 5,000 mile solo bike trip laid the groundwork for Backroads The first guided trip in Death Valley: four people, high winds, 50 miles/day How to get your stolen bikes back: confront the thief yourself The “collect early, pay late” flywheel that powered growth without investorsHow Backroads survived 9/11, 2008, and COVID—and what changed after each shockAvoiding the Instagram trap and delivering peak, uncrowded experiencesTImestamps:7:24 – Tom’s epiphany and the eight pages of notes that started Backroads10:15 – From cubicle to road bike: the solo trip that shaped the company’s DNA12:46 – Trip #1: Making mistakes in Death Valley—and learning fast24:47 – Tom’s DIY recovery operation after a warehouse burglary29:21 – Cash without capital: spend your deposits, pay hotels later 30:55 – The Nevada rollover: walking out of the ER…and running the next trips40:06 – Recovering after 9/11 and the financial crisis—and rebuilding the company’s value prop45:46 – Post-COVID surge, and avoiding the tyranny of the travel selfie This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Patrick Murray and Jimmy Keeley.Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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 hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Edible Arrangement’s founding story as told by Tariq on the show in 2017.This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Robert Rodriguez. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In 2010, software engineer Natalie Gordon was pregnant– and fed up with the overwhelming baby aisles in big box stores.  So she quit her computer job to code the registry she wished existed. No pink-and-blue giraffes. No allegiance to a single store. Just a universal list that let friends give the real help that new parents need—from strollers to diaper services to dog-walking.Natalie coded the first lines of Babylist during her son’s nap time. She managed customer support, pitched bloggers from coffee shops, and learned growth the hard way—first through affiliates, then with a pivotal Pinterest bet, and finally by taking on her own inventory (and all the headaches that come with it). Along the way she wrestled with hiring, firing, fundraising, and the identity shift from founder to CEO. Today, Babylist is one of the most trusted parenting platforms in the U.S., with a retail arm, editorial content, and a program for providing breast pumps. This is a masterclass in living a problem–and building a solution. You’ll learn:How to spot a customer pain point and design an MVP around itThe power of slow viralityHow to use a small seed round without losing controlThe painful path from affiliate revenue to first-party e-commerceStumbles with hiring – and firing– as a first-time CEOHow paid growth works on visual platforms like PinterestHow “controlling your destiny” justifies a hard shift in business modelHow coaching and feedback helps you evolve from founder to leaderTimestamps:05:32 - Learning to solve hard problems at Amazon -08:28 - Sabbatical in Latin America: Natalie’s first (failed) business and what it taught her17:50 - A meltdown in a superstore → the Babylist “aha” moment19:40 - Designing a universal registry, dog-walking included24:42 - Blitzing the mommy blogs, a  “pregnant hacker” post on Hacker News30:01 - Why $140/month revenue felt like a victory39:18 - Going solo at an Accelerator, and the agony of early hiring and firing49:29 - From “slowly viral” to real scale, and how Pinterest helped58:09 - Affiliate links to in-house inventory → piles of bassinets in the office 1:01:57 - COVID’s unexpected windfall,  the health wedge (breast pumps & beyond)This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Neva Grant. Our audio engineers were Patrick Murray and Jimmy Keeley. Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

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 overnightHow to win over skeptical family members (and when to demand the keys to the store)The exploding-deal etiquette of buying a premium domainHow an improvised rap-jingle can be stickier than a professional ad  How Nuts.com built a robust B2B business alongside DTCCrisis leadership lessons from the COVID floor When and how a leader should hire their replacementTimestamps:00:07:08 — Cash registers, code words, and a Newark childhood inside the peanut shop00:13:42 — The “build a website” pitch at a Jersey diner 00:29:40 — December 4, 2003: from 3 orders/day to 30 00:31:19 — Dad panics –”shut it off!”– Jeff doubles down on demand and ops00:35:26 — Losing the storefront to a hockey arena—and going all-in online00:42:29 — Jericho fans send 40,000 lbs of peanuts to CBS: press, links, and leverage00:48:38 — Rachael Ray calls them “Nuts.com” by accident… and the $700k domain deal that followed01:00:51 — The notorious Nuts.com rap jingle: how an earworm took hold01:03:11 — Offices, microbreweries, and building a sticky B2B engine01:05:08 — COVID hits: 70% call-outs, factory safety, and leading from the floor01:10:18 — Handing the reins to a new CEO: leaning into strengths, not egoThis 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

What happens when 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

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 brandFollow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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

What if the 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 fitHow sidestepping rent + labor can flip margins from 15% to ~40%The efficiency insight that beat “Uber-for-X” rivalsThe new-residence edge: creating customer habits with a welcome-kitWhy Pressbox had to set crazy-high retention goals (98%!)How to keep competitors close—and turn a Goliath into your buyerThe post-exit premise: “boring” businesses are engines of the middle classTimestamps:Choosing dry cleaning with a private equity lens: don’t do it for passion–focus on practicality — 00:09:30The SMS “app”: low tech, high convenience — 00:14:14Unit economics breakthrough: lockers (26 transactions per hr) versus scheduled pickup (4-6) — 00:18:55The $1.99 insight: a price everyone expected — 00:24:58How getting into Chicago’s top high-rise was a game-changer — 00:31:11Margins that work: if you’re a high-rise “amenity,” you don’t pay rent — 00:33:08Competing with Washio: convenience wins — 00:39:07Vertical integration: building the plant, staffing via Spanish newspapers — 00:41:48P&G looms: head-to-head, then the acquisition dance — 00:51:25Burnout, trade-offs, and life after exit: launching a VC fund that specializes in boring businesses — 01:03:28This 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 → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.com See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.