Podcasts about parachute home

Parachute Home founder Ariel Kaye joins Guy on the Advice Line, where they answer questions from three founders on being mindful and strategic in their next expansion steps. Today, we meet Daen, an entrepreneur in Australia considering investment for his line of men's grooming products after ten years of self-funding. Then Deanna, a former educator in New Jersey seeking new press for the emotional health tool she designed for children. And Meaghan, a Florida-based hard seltzer maker trying to gut-check biases in her male-dominated industry.If you'd like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you'd like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Parachute Home's founding story as told by Ariel on the show in 2023.This episode was produced by Carla Esteves with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Susan Guthrie welcomes accomplished attorney Tamara Rowles, creator of the Divorce Wave app, to discuss navigating the complexities of divorce. As we step into January, often recognized as Divorce Month, this episode dives into what you need to know about riding the waves of divorce, starting with day one.  Tamara introduces vital insights on the initial steps to take when considering a divorce, how to handle the emotions that inevitably come with it, and the tech that can help. Whether you're contemplating divorce or already in the thick of it, this episode provides actionable advice to help you ride the waves and move toward your beyond. What You'll Discover in This Episode: Why the tone you set on day one of your divorce journey is crucial How emotional “waves” impact decision-making and ways to manage them The Four Noble Truths of Divorce and their role in personal growth Strategic advice on showing up with clarity, integrity, and empowerment An overview of the Divorce Wave app and how it supports your journey More About Our Special Guest, Tamara Rowles: Tamara Rowles, Esq is a licensed attorney, real estate agent, certified mediator, and executive conflict consultant who helps spouses navigate family transitions through her boutique practice Truce Resolutions. She is also the creator and host of the first 24/7 on demand divorce coaching app, Divorce Wave. Tamara is dedicated to helping clients conquer both the legal and emotional challenges of divorce and separation. She "walks the walk" as a collaborative co-parent and mother of two children. Website: https://divorcewave.com Exclusive Offer: Listeners can access a special year-long membership to the Divorce Wave app at an exclusive discount. Use code "BEYOND" to get started on your journey with support and guidance designed for every stage of the divorce process. That's $44.99 for a one-year Founding Membership use code “BEYOND”  (all caps!) Social Media: https://www.linkedin.com/in/tamaraesq http://instagram.com/divorcewave http://facebook.com/divorcewave http://instagram.com/tamaraesq Make the Most of Your Listening Experience: If this episode resonates with you, be sure to: Subscribe to Divorce & Beyond so you never miss an episode. Share this episode with friends or loved ones who need hope and healing. Leave a 5-star review to help us reach even more listeners. Follow Us Online: Divorce & Beyond:  https://divorceandbeyondpod.com, IG: @divorceandbeyond MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, has been nationally recognized as one of the top family law and divorce mediation attorneys in the country for more than 30 years.  Susan is the Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here: https://susaneguthrie.com Divorce & Beyond is a Top 1% Overall and Top 100 Self-Help podcast designed to help you with all you need to know to navigate your divorce journey and most importantly, to thrive in your beautiful beyond!   ***************************************************************************** THANK YOU TO OUR SPONSORS: HEADSPACE Hello, Divorce & Beyond family! We've teamed up with Headspace to guide you towards better mental health. With Headspace's meditation, mindfulness tools, and mental health support, you're set for a happier, healthier you. Sign up through our exclusive link for free two weeks of Headspace membership. Don't miss out on this opportunity to embrace well-being. ***************** PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ***************************************************************************** SPONSORSHIP OPPORTUNITIES AVAILABLE! If you would like to sponsor the show and reach our large community of those going through and healing from divorce, please reach out to us at  divorceandbeyondpod@gmail.com for pricing and details!!! ***************************************************************************** DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM.

In this eye-opening episode of Divorce & Beyond, Susan Guthrie welcomes Amanda Singer, a family mediator, California-licensed attorney, CDFA, and founder of West Coast Family Mediation. Together, they explore the complexities of remarrying after divorce, a topic that has surprisingly never been covered on the show before. Whether you're already in a new relationship or still unsure about love after divorce, this conversation is packed with valuable insights that could reshape how you approach your next chapter.  What You'll Discover in This Episode: Why remarrying after divorce requires unique emotional and financial preparation. The critical role of premarital mediation in fostering stronger partnerships. How prenuptial agreements can protect your future while building trust. Key considerations for blending families, including estate planning and alimony. Expert tips for navigating parenting dynamics in a new marriage. Take the guesswork out of remarrying with Amanda's expert advice! More About Our Special Guest, Amanda Singer: Amanda D. Singer, Esq., MDR, CDFA® is a professional family mediator and founder of West Coast Family Mediation. She is a California licensed attorney and Certified Divorce Financial Analyst. Amanda leads West Coast Family Mediation's team of mediators working with clients all throughout California to help families improve communication, solve problems and reach agreements while staying out of court. In addition to divorce mediation, Amanda has a focus and interest on premarital mediation as well as educating and training others on the benefits of premarital mediation. She was the past Vice President of the Academy of Professional Family Mediators and was the awardee of the 2022 APFM Outstanding Professional Family Mediator Award. Amanda lives in San Diego with her Husband, almost 1-year-old daughter, and rescue dog. They enjoy hiking, cooking and traveling. Website: http://westcoastfamilymediation.com Social Media: https://www.linkedin.com/company/west-coast-family-mediation-center/ https://www.instagram.com/westcoast_mediators/ https://www.facebook.com/westcoastfamilymediation https://x.com/Divorce_CA Make the Most of Your Listening Experience: If this episode resonates with you, be sure to: Subscribe to Divorce & Beyond so you never miss an episode. Share this episode with friends or loved ones who need hope and healing. Leave a 5-star review to help us reach even more listeners. Follow Us Online: Divorce & Beyond:  https://divorceandbeyondpod.com, IG: @divorceandbeyond MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, has been nationally recognized as one of the top family law and divorce mediation attorneys in the country for more than 30 years.  Susan is the Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here: https://susaneguthrie.com Divorce & Beyond is a Top 1% Overall and Top 100 Self-Help podcast designed to help you with all you need to know to navigate your divorce journey and most importantly, to thrive in your beautiful beyond!   ***************************************************************************** THANK YOU TO OUR SPONSORS: PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ***************** SUSAN'S BOOK: BUILDING THE PRACTICE OF YOUR DREAMS, ONE MONTH OF DAILY TIPS FOR FINDING SUCCESS Are you looking to build the practice of your dreams? Check out Building the Practice of Your Dreams: One Month of Daily Tips for Finding Success—the book that just hit #1 on the Amazon Kindle bestseller list for law firm marketing!

In this transformative episode of Divorce & Beyond, Susan Guthrie dives deep into the world of holistic healing with special guest Dawn Wiggins, a licensed marriage and family therapist who has reimagined what it means to recover, grow, and thrive. Dawn explains why traditional therapy, while helpful, is often not enough on its own and reveals how her integrative methods address the gaps left by conventional approaches. What You'll Discover in This Episode: Why talk therapy often falls short of creating lasting change. The limitations of traditional modalities and how to move beyond them. How a holistic, mind-body-spirit approach can unlock true healing. The concept of "similar suffering" and its transformative potential in recovery. Practical tools to break free from old patterns and embrace a new path forward. Step Beyond the Couch with us in this powerful episode. Listen now and start your journey to true healing! More About Our Special Guest, Dawn Wiggins: Divorce recovery coach and therapist Dawn Wiggins helps people tear down their walls and build back their confidence. Challenging the status quo of therapy, she integrates multiple modalities from EMDR Therapy to EFT tapping, immersive journaling, and homeopathy, embracing remedies that heal both the mind and body. She also has her own Podcast, Dear Divorce Diary, which has recently been ranked globally as a top 3% show. Website: https://mycoachdawn.com/divorce-podcast/ Social Media: https://www.instagram.com/dawnwiggins/ https://www.facebook.com/MyCoachDawn/  Special Free Resource for Listeners: Dawn is offering her exclusive Post-Divorce Roadmap—a 21-day immersive journaling program—for FREE this holiday season! This resource includes: Guided journaling prompts to explore and heal. Somatic exercises to connect mind and body. A curated musical playlist to support balance and growth. Recommendations for homeopathic and flower essence remedies. Download the Post-Divorce Roadmap Here: https://mycoachdawn.com/post-divorce-roadmap/ Use the code EmailFriends when downloading for bonus content! Make the Most of Your Listening Experience: If this episode resonates with you, be sure to: Subscribe to Divorce & Beyond so you never miss an episode. Share this episode with friends or loved ones who need hope and healing. Leave a 5-star review to help us reach even more listeners. Follow Us Online: Divorce & Beyond:  https://divorceandbeyondpod.com, IG: @divorceandbeyond MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, has been nationally recognized as one of the top family law and divorce mediation attorneys in the country for more than 30 years.  Susan is the Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here: https://susaneguthrie.com Divorce & Beyond is a Top 1% Overall and Top 100 Self-Help podcast designed to help you with all you need to know to navigate your divorce journey and most importantly, to thrive in your beautiful beyond!   ***************************************************************************** THANK YOU TO OUR SPONSORS: PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ***************** SUSAN'S BOOK: BUILDING THE PRACTICE OF YOUR DREAMS, ONE MONTH OF DAILY TIPS FOR FINDING SUCCESS Are you looking to build the practice of your dreams? Check out Building the Practice of Your Dreams: One Month of Daily Tips for Finding Success—the book that just hit #1 on the Amazon Kindle bestseller list for law firm marketing!

Susan Guthrie welcomes Karis Nafte, Pet Custody Mediator and Certified Dog Behavior Consultant, to explore the complexities of pet custody in divorce. With the legal landscape around pets evolving, the topic of pet custody has become increasingly relevant for divorcing couples. Karis, founder of Who Keeps the Dog?, sheds light on the unique challenges of navigating custody for your furry family members and shares insights from her new book, Who Keeps the Dog: Navigating Pet Custody During Divorce. In this conversation, Karis explains how divorce can impact your beloved pets and provides practical strategies to ensure their well-being throughout the process. What You'll Hear: Why pets are no longer treated as mere property in divorce How the changing legal landscape impacts pet custody decisions Key considerations for creating a pet custody agreement Tips for minimizing stress for your pets during separation Golden Nuggets: “ You can't make the decision on the dog's future based on your hurt feelings or your negative emotions. You're not considering your dog. You're not seeing the situation through their eyes. And that's really hard, but you can do it. The most correct decision for the dog is there, if you dig for it.” “ Your dog will be fine. Dogs are so much more adaptable than we think they are. Don't imagine that your dog will be as upset as you are. I know that's hard to hear. It's harder for us than it is for dogs.” “ How do we look after our pets during divorce where we're really focusing on what's best for the dog? It's hard to do that when emotions do what they do in divorce.” **************************************** About this week's special guest: Karis Nafte Karis Nafte is the founder of Who Keeps the Dog, Pet Custody Mediation. A Certified Dog Behaviour Consultant & Accredited Family Mediator, she brings 25 years professional experience as a dog behaviour expert into her work of dogs and divorce. A global pioneer in her work, in addition to seeing her own clients, Karis teaches the first accredited pet custody education course for divorce professionals. An author with a unique background, Karis has presented on the subject pet custody for the American Bar Association, the Association of Professional Family Mediators, The Ontario Association of Family Mediators, The South Africa Association of Mediators, the Kentucky Bar Association, The Multnomah Bar Association, International Mediation Week and many others. Her work has been featured in the Washington Post, the Associated Press, Scripps News, The New York Post, VICE News, ABC News and Australian Dog Lover Magazine. Karis' book: Who Keeps the Dog? Navigating Pet Custody During Divorce Divorce and Beyond Listeners - Enjoy 10% off Karis' Pet Custody Course. To get this special offer, simply email karis@whokeepsthedog.com and mention this special Divorce and Beyond promo. Karis on LinkedIn: https://www.linkedin.com/in/karis-nafte-cdbc-b4b9b81a6/ **************************************** THANK YOU TO OUR SPONSORS: TURNS OUT PODCAST Introducing Turns Out..., my brand-new podcast launching in the new year. This show is all about life's unexpected twists and turns—those aha moments that change everything. From career pivots to personal revelations, we'll explore the stories that prove life is full of surprises. Make sure to visit turnsoutpodcast.com and keep an eye out for our launch drop! You won't want to miss these inspiring stories, and you might even hear some familiar voices. Stay tuned, and remember, Turns Out... life has so much more in store than we ever imagined! ========= PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ********************************************************************* SPONSORSHIP OPPORTUNITIES ARE AVAILABLE!  https://divorcebeyond.com/Sponsorship-Info ******************************************************************* MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, is nationally recognized as one of the top family law and divorce mediation attorneys in the country.  Susan is the Vice Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here:  https://neon.page/susanguthrie Internationally renowned as one of the leading experts in online mediation, Susan created her Learn to Mediate Online® program and has trained more than 25,000 professionals in how to transition their practice online.  Susan recently partnered with legal and mediation legend, Forrest "Woody" Mosten to create the Mosten Guthrie Academy which provides gold-standard, fully online training for mediation and collaborative professionals at all stages of their careers.   Follow Susan Guthrie and THE DIVORCE AND BEYOND PODCAST on social media for updates and inside tips and information: Susan on LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Susan on Instagram @susanguthrieesq ********************************************************************* We'd really appreciate it if you would give us a 5 Star Rating and tell us what you like about the show in a review - your feedback really matters to us!  You can get in touch with Susan at divorceandbeyondpod@gmail.com.  Don't forget to visit the webpage www.divorceandbeyondpod.com and sign up for the free NEWSLETTER to receive a special welcome video from Susan and more!! ********************************************************************* DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM.

Selling or buying a home during a divorce? Susan Guthrie brings in expert realtor Kathy Clark to shed light on the real estate journey for divorcing couples. With 13 years of experience in Southern California's mortgage and real estate industry, Kathy shares essential strategies for navigating property sales, avoiding common pitfalls, and setting yourself up for a successful transition into your next home.  Kathy's insights will help you avoid unnecessary stress and find the right realtor to guide you through mastering the real estate side of the divorce process. Featured Topics: The unique challenges of selling a home during a divorce, including differing goals with your soon-to-be-ex and when to consider selling How to find a realtor who genuinely understands divorce and real estate—questions to ask before signing on with anyone The ins and outs of realtor commissions and what to expect in today's market Common mistakes divorcing individuals make when buying a new home—and how to avoid them Disclosure dilemmas: What to share (or not) with realtors and buyers about your divorce Golden nuggets: “Everything has a value and everything has a cost. I encourage people to go into it open-minded and make sure their agent knows what they need.” “We have a fiduciary responsibility not to share what you don't want to be shared. You tell us ‘It's fine. Go ahead. It's amicable.' There's got to be an expectation of how you're going to do things. I don't think it serves you well to disclose to everyone that there is a divorce. But I also don't think that you can hide it.” “Every house is not the same. Finding the right realtor who has the expertise in your particular home is something worth spending a little bit of time on.” **************************************** About this week's special guest: Kathy Clark Kathy Clark is a long-time Orange County resident with a passion, and career that has been centered on the Southern California Real Estate Industry. First as a homeowner, then investor, both experiences lead her to explore home lending opportunities. With over 13 years in the mortgage industry, Kathy understands the real estate cycles and has adapted to the changing real estate and lending environments. This wisdom allows Kathy to strategize and structure a transaction in a way that allows her clients to meet their real estate needs and portfolio requirements.  Kathy's experience in the mortgage industry sets her apart with a deep understanding of all facets of the real estate market. As a seasoned broker who has helped clients with numerous “out-of-the-box” purchase transactions, Kathy is committed to presenting the best options to her clients.  Contact Kathy: Website: https://harcourtsna.com/Blue-Water/agents/Kathy-Clark-Brenna-Van-Hoogenstyn Phone: (949) 283-2833 Linkedin: https://www.linkedin.com/in/kathy-clark-707a29133/ Facebook: https://www.facebook.com/KathyClarkRealtor Also mentioned in this episode: Mortgage Must-Knows for Divorce from Tami Wollensak, CDLP **************************************** THANK YOU TO OUR SPONSORS: SOBERLINK As a family law attorney, I've seen firsthand how difficult it can be to navigate co-parenting when alcohol is involved, especially around the holidays. Soberlink is a breathalyzer that ensures your co-parent is staying sober while they have the kids, which is especially important during this time of year, when alcohol can be present at so many gatherings. Here's how it works: Your co-parent will test at scheduled times throughout the day. The portable device uses facial recognition to confirm it's really them taking the test, and tamper sensors ensure the results are accurate. Those results are sent directly to your phone or email in real-time, so you'll always know that your kids are with a sober parent. Soberlink is trusted by family law professionals for a reason. It's the top alcohol monitoring system, and its court-admissible data can make all the difference in custody situations. If you're looking for more certainty and safety this holiday season, visit www.soberlink.com/susan to learn more and get $50 off your device. ========= PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ********************************************************************* SPONSORSHIP OPPORTUNITIES ARE AVAILABLE!  https://divorcebeyond.com/Sponsorship-Info ******************************************************************* MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, is nationally recognized as one of the top family law and divorce mediation attorneys in the country.  Susan is the Vice Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here:  https://neon.page/susanguthrie Internationally renowned as one of the leading experts in online mediation, Susan created her Learn to Mediate Online® program and has trained more than 25,000 professionals in how to transition their practice online.  Susan recently partnered with legal and mediation legend, Forrest "Woody" Mosten to create the Mosten Guthrie Academy which provides gold-standard, fully online training for mediation and collaborative professionals at all stages of their careers.   Follow Susan Guthrie and THE DIVORCE AND BEYOND PODCAST on social media for updates and inside tips and information: Susan on LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Susan on Instagram @susanguthrieesq ********************************************************************* We'd really appreciate it if you would give us a 5 Star Rating and tell us what you like about the show in a review - your feedback really matters to us!  You can get in touch with Susan at divorceandbeyondpod@gmail.com.  Don't forget to visit the webpage www.divorceandbeyondpod.com and sign up for the free NEWSLETTER to receive a special welcome video from Susan and more!! ********************************************************************* DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM.

Susan Guthrie welcomes special guest Marcia Zug, a family law expert and professor, to discuss the move to repeal no-fault divorce laws. As reform proposals emerge across several states, this conversation explores what a shift back to fault-based divorce could mean for individuals, families, and the legal system.  Marcia offers insights into the history of no-fault divorce, the forces behind this legislative push, and the potential impacts on personal freedom, safety, and family dynamics. Tune in for an eye-opening look at the fight to preserve no-fault divorce and the disastrous implications for your rights and future. Featured Topics: Understanding the difference between fault divorce and no-fault divorce and what each requires The origins of no-fault divorce laws and how California became the first state to pass them in 1969 The impact of repealing no-fault divorce, including its wider social and political implications The future of no-fault divorce, the momentum behind repeal efforts, and whether there are movements to protect or expand these laws Golden nuggets: “If we want more people to get married, I think they need to understand both what marriage does for them and how it might be beneficial, but also not scare them by locking them into a marriage that they could never get out of.” “By forcing people to rehash all of the horrible things that have gone on in the marriage,  it brings a lot of animosity to the divorce and makes negotiation and compromises much, much harder.” “ Even though cruelty was grounds for divorce, it wasn't protecting victims of violence in marriages. No-fault was seen as a solution to that.  States reluctantly accepted it, not because they liked divorce, but because they recognized that it was needed because divorce to fault grounds was deadly, particularly to women.” **************************************** About this week's special guest: Marcia Zug Marcia Zug is a Family Law professor at the Jospeh F. Rice School of law at the University of South Carolina. Her latest book, You'll Do: A History of Marrying for Reasons Other than Love explores the instrumental use of marriage and the role of marriage in modern society. Marcia's book: You'll Do: A History of Marrying for Reasons Other Than Love Mentioned in this episode: Uxoricide / Marticide: When a spouse kills their spouse. Beyond Divorce: Healing the Invisible Scars of Domestic Abuse with Beverly Price **************************************** THANK YOU TO OUR SPONSORS: TURNS OUT PODCAST Introducing Turns Out..., my brand-new podcast launching in the new year. This show is all about life's unexpected twists and turns—those aha moments that change everything. From career pivots to personal revelations, we'll explore the stories that prove life is full of surprises. Make sure to visit turnsoutpodcast.com and keep an eye out for our launch drop! You won't want to miss these inspiring stories, and you might even hear some familiar voices. Stay tuned, and remember, Turns Out... life has so much more in store than we ever imagined! ========= PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ********************************************************************* SPONSORSHIP OPPORTUNITIES ARE AVAILABLE!  https://divorcebeyond.com/Sponsorship-Info ******************************************************************* MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, is nationally recognized as one of the top family law and divorce mediation attorneys in the country.  Susan is the Vice Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here:  https://neon.page/susanguthrie Internationally renowned as one of the leading experts in online mediation, Susan created her Learn to Mediate Online® program and has trained more than 25,000 professionals in how to transition their practice online.  Susan recently partnered with legal and mediation legend, Forrest "Woody" Mosten to create the Mosten Guthrie Academy which provides gold-standard, fully online training for mediation and collaborative professionals at all stages of their careers.   Follow Susan Guthrie and THE DIVORCE AND BEYOND PODCAST on social media for updates and inside tips and information: Susan on LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Susan on Instagram @susanguthrieesq ********************************************************************* We'd really appreciate it if you would give us a 5 Star Rating and tell us what you like about the show in a review - your feedback really matters to us!  You can get in touch with Susan at divorceandbeyondpod@gmail.com.  Don't forget to visit the webpage www.divorceandbeyondpod.com and sign up for the free NEWSLETTER to receive a special welcome video from Susan and more!! ********************************************************************* DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM.

Few things are scarier than finances and divorce. In this special Halloween episode, Susan welcomes back financial experts Karen Chellew and Catherine Shanahan of My Divorce Solution! Together they offer tips and insights for overcoming your spookiest financial fears during divorce. This episode dives into where financial fears come from, and how to overcome them and shares cautionary tales with powerful takeaways. You'll learn how taking control of your finances can help you conquer fear and uncertainty, and why it's essential to create a clear financial portrait to help you make important and difficult decisions. Featured Topics: The most common financial fears like the fear of letting go (of information, assets, or the financial life you were used to) Your financial portrait is the centerpiece—knowing the full picture is crucial Why a team approach to divorce leads to a quicker, smoother, more cost-effective process with less conflict The power of advocating for yourself and recognizing how your financial choices shape your future Golden nuggets: “Turn your fear into focus. That focus becomes on the knowledge that the financial portrait gives to you. That's invaluable and is a life-changing confidence builder.” “ Getting your financial portrait done ahead of time helps you understand what kind of attorney or what kind of mediator you will hire in the first place.” **************************************** About this week's special guests: Karen Chellew and Catherine Shanahan Karen Chellew, Legal Liaison: For over 30 years, Karen has worked in the legal field as a paralegal and business manager. During her career, she served as an affiliated member of the Pennsylvania Bar Association and President Elect of the ALA (Association of Legal Administrators). Karen now serves clients and the professional team in her role as legal liaison. She is also a certified QDRO Administrator, Founder and President of Sisters U Foundation, and an Auditor of East Rockhill Township. As the mom of three children and two granddaughters, Karen is extremely passionate about helping women in all that she does. Catherine Shanahan, CDFA: After 30 years in the financial industry, having raised five children and endured her own experience with divorce, Catherine became a Certified Divorce Financial Analyst (CDFA) and trained mediator. A Professional Daily Money Manager (PDMM), Catherine is also a member of the Bucks County Collaborative Law Group, American Association of Daily Money Managers (AADMM) the Institute for Divorce Financial Analysts, and the Association of Divorce Financial Planners (ADFP). My Divorce Solution: https://mydivorcesolution.com/ We Chat Divorce Podcast: https://mydivorcesolution.com/we-chat-divorce-podcast/ My Divorce Solution on Instagram: https://www.instagram.com/mydivorcesolution My Divorce Solution on Facebook: https://www.facebook.com/mydivorcesolution/ **************************************** THANK YOU TO OUR SPONSORS: TURNS OUT PODCAST Introducing Turns Out..., my brand-new podcast launching in the new year. This show is all about life's unexpected twists and turns—those aha moments that change everything. From career pivots to personal revelations, we'll explore the stories that prove life is full of surprises. Make sure to visit turnsoutpodcast.com and keep an eye out for our launch drop! You won't want to miss these inspiring stories, and you might even hear some familiar voices. Stay tuned, and remember, Turns Out... life has so much more in store than we ever imagined!  ========= PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ********************************************************************* SPONSORSHIP OPPORTUNITIES ARE AVAILABLE!  https://divorcebeyond.com/Sponsorship-Info ******************************************************************* MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, is nationally recognized as one of the top family law and divorce mediation attorneys in the country.  Susan is the Vice Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here:  https://neon.page/susanguthrie Internationally renowned as one of the leading experts in online mediation, Susan created her Learn to Mediate Online® program and has trained more than 25,000 professionals in how to transition their practice online.  Susan recently partnered with legal and mediation legend, Forrest "Woody" Mosten to create the Mosten Guthrie Academy which provides gold-standard, fully online training for mediation and collaborative professionals at all stages of their careers.   Follow Susan Guthrie and THE DIVORCE AND BEYOND PODCAST on social media for updates and inside tips and information: Susan on LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Susan on Instagram @susanguthrieesq ********************************************************************* We'd really appreciate it if you would give us a 5 Star Rating and tell us what you like about the show in a review - your feedback really matters to us!  You can get in touch with Susan at divorceandbeyondpod@gmail.com.  Don't forget to visit the webpage www.divorceandbeyondpod.com and sign up for the free NEWSLETTER to receive a special welcome video from Susan and more!! ********************************************************************* DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM.

Susan Guthrie welcomes returning guest Jackie Pilossoph, Founder of Divorced Girl Smilin, to share insights from her latest book, Who Let the Dogs Out? a hilarious and heartfelt dive into dating after divorce. Jackie brings her journey to life, revealing the complexities and joys of dating after divorce. This episode combines humor with profound insights, providing listeners with a realistic yet optimistic view of dating post-divorce. You'll walk away with actionable advice and a fresh outlook on what it means to find connection again. Featured Topics: Jackie breaks down the unique way she uses different dog breeds to describe the men she dated post-divorce.  Self-discovery is the hidden gem in the dating process  how pursuing your passion with like-minded people can lead to meaningful connections—and maybe even love. Practical advice on how to spot red flags early in a relationship. Maintaining a sense of self and independence even while navigating the dating world Golden nuggets: “When you're dating - you are really learning about yourself.” “Even if you stay with the wrong person for too long, you realize later, ‘wow, I deserve better than this.'” **************************************** About this week's special guest: Jackie Pilossoph Jackie Pilossoph is the creator and editor-in-chief of Divorced Girl Smiling, the media comprises a website, podcast, mobile app, and a list of divorce professionals you can trust! A former broadcast news journalist and features reporter for the Chicago Tribune, Pilossoph was also the author of Love Essentially, her weekly column in the Chicago Tribune. She was also a Huffington Post Divorce Blogger for five years. Pilossoph holds a Masters's degree in journalism from Boston University, and oh, she's divorced. Who Let the Dogs Out?  A Hilarious and Touching Tale of Dating After Divorce: https://amzn.to/40dSEhY Jackie's website: http://divorcedgirlsmiling.com Jackie on Twitter: https://twitter.com/divorcedgirlJP  Jackie on Facebook: https://www.facebook.com/DivorcedGirlSmiling  Jackie on Instagram: https://www.instagram.com/divorced_girl_smiling/ Jackie on LinkedIn: https://www.linkedin.com/in/jackie-pilossoph-0851814/ **************************************** THANK YOU TO OUR SPONSORS: PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ========= HEADSPACE Hello, Divorce & Beyond family! We've teamed up with Headspace to guide you towards better mental health. With Headspace's meditation, mindfulness tools, and mental health support, you're set for a happier, healthier you. Sign up through our exclusive link for free two weeks of Headspace membership. Don't miss out on this opportunity to embrace well-being. ********************************************************************* SPONSORSHIP OPPORTUNITIES ARE AVAILABLE!  https://divorcebeyond.com/Sponsorship-Info ******************************************************************* MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, is nationally recognized as one of the top family law and divorce mediation attorneys in the country.  Susan is the Vice Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here:  https://neon.page/susanguthrie Internationally renowned as one of the leading experts in online mediation, Susan created her Learn to Mediate Online® program and has trained more than 25,000 professionals in how to transition their practice online.  Susan recently partnered with legal and mediation legend, Forrest "Woody" Mosten to create the Mosten Guthrie Academy which provides gold-standard, fully online training for mediation and collaborative professionals at all stages of their careers.   Follow Susan Guthrie and THE DIVORCE AND BEYOND PODCAST on social media for updates and inside tips and information: Susan on LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Susan on Instagram @susanguthrieesq ********************************************************************* We'd really appreciate it if you would give us a 5 Star Rating and tell us what you like about the show in a review - your feedback really matters to us!  You can get in touch with Susan at divorceandbeyondpod@gmail.com.  Don't forget to visit the webpage www.divorceandbeyondpod.com and sign up for the free NEWSLETTER to receive a special welcome video from Susan and more!! ********************************************************************* DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM. ======================================

Susan Guthrie sits down with Megan Grant, the Founder & Chief Memory Creator of Cherish Tours, to explore the transformative power of travel, especially for those navigating the journey of divorce. Join us as we unpack the many ways solo travel can be a tool for healing and growth. Megan shares her insights on how travel can positively impact mental health and offers practical tips for those looking to travel solo after a divorce. We'll discuss how to prioritize travel amidst daily responsibilities, manage stressful travel triggers, and reframe the meaning of solo adventures. Plus, we'll dive into overcoming decision fatigue to help you plan your next impactful journey. Tune in for an inspiring conversation that might just spark your next adventure! Featured Topics: Travel as a tool for healing: Does it really work? Managing stressful travel triggers Prioritizing travel in your daily life Reframing solo travel and what it could mean for you Overcoming decision fatigue to create your travel plans Golden nuggets: “ You don't have to travel full time or live unconventionally to create a healing experience with travel.” “ Yes, travel can sometimes be stressful, especially when something doesn't go to plan, but really when you're ripped out of your comfort zone is when you learn the most about yourself and it's a really great way to do a reset.” “ Solo travel, where it's the most meaningful, is in creating the space for yourself. It's taking and prioritizing the self-care aspects of travel and the healing parts of travel that you can find when you step outside of that comfort zone.” **************************************** About this week's special guest: Megan Grant Meet Megan, the Founder & Chief Memory Creator for Cherish Tours. With a background in conference planning and a global canvas of world travel experiences, she has become deeply convinced that travel has the power to be transformational, especially for women striving to create a difference in the world. As a dedicated advocate for empowering women globally, Megan's influence extends well beyond her travels to 40 countries, including over 10 solo adventures. Her unique perspective and innovative approach have set her apart, making significant contributions to discussions on sustainable tourism, global women's businesses, the post-pandemic travel surge, women's travel experiences, and travel safety. Megan's experience adds a layer of expertise and vision, making her a compelling voice in the realm of travel and woman empowerment. Cherish Tours: https://www.gocherishtours.com/ Receive $100 off with promo code DIVORCEANDBEYOND for Cherish Tours Tanzania Safari in 2025: https://www.gocherishtours.com/one-of-a-kind-tanzania-safari Cherish Tours on Instagram: @gocherishtours Cherish Tours on Facebook: https://www.facebook.com/gocherishtours Cherish Tours on LinkedIn: https://www.linkedin.com/company/cherish-tours-llc **************************************** THANK YOU TO OUR SPONSORS: PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ========= HEADSPACE Hello, Divorce & Beyond family! We've teamed up with Headspace to guide you towards better mental health. With Headspace's meditation, mindfulness tools, and mental health support, you're set for a happier, healthier you. Sign up through our exclusive link for free two weeks of Headspace membership. Don't miss out on this opportunity to embrace well-being. ********************************************************************* SPONSORSHIP OPPORTUNITIES ARE AVAILABLE!  https://divorcebeyond.com/Sponsorship-Info ******************************************************************* MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, is nationally recognized as one of the top family law and divorce mediation attorneys in the country.  Susan is the Vice Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here:  https://neon.page/susanguthrie Internationally renowned as one of the leading experts in online mediation, Susan created her Learn to Mediate Online® program and has trained more than 25,000 professionals in how to transition their practice online.  Susan recently partnered with legal and mediation legend, Forrest "Woody" Mosten to create the Mosten Guthrie Academy which provides gold-standard, fully online training for mediation and collaborative professionals at all stages of their careers.   Follow Susan Guthrie and THE DIVORCE AND BEYOND PODCAST on social media for updates and inside tips and information: Susan on LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Susan on Instagram @susanguthrieesq ********************************************************************* We'd really appreciate it if you would give us a 5 Star Rating and tell us what you like about the show in a review - your feedback really matters to us!  You can get in touch with Susan at divorceandbeyondpod@gmail.com.  Don't forget to visit the webpage www.divorceandbeyondpod.com and sign up for the free NEWSLETTER to receive a special welcome video from Susan and more!! ********************************************************************* DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM.

Swipe right to match with your ideal financial pro! In today's episode, we're excited to bring you an innovative topic that recognizes the hard part of divorce and makes it easier—gaining financial independence.  Whether navigating divorce or simply looking to take control of your future, our guest Lacy Garcia, Founder & CEO of Willow, introduces a game-changing platform that connects people with trusted fiduciary financial advisors, empowering them to make informed decisions. Lacy shares her expert insights on finding the right financial advisor and how to safeguard your financial future confidently. Featured topics: How to find the perfect financial advisor match The pillars of empathy, education, and empowerment in financial advising Why it's never too early or too late to hire a financial advisor Financial empowerment helps you make the best choices for your present and future Golden nuggets: “It is never too early or too late to hire a financial advisor.” “This is the time when you're feeling overwhelmed. It's the time to put yourself first and to find that trusted financial advisor who can help you navigate this.” “ You could go through this whole process and then wake up and then be like, ‘Wait a second, I'm in this terrible financial position. And I didn't even realize it.' If you know that information before you start, or as you're going through it, then you are empowered to be able to do your best.” **************************************** About this week's special guest: Lacy Garcia Lacy Garcia is the Founder & CEO of Willow (trustwillow.com), a platform that connects Women and NextGen individuals with vetted and trusted fiduciary financial advisors. Much like a dating app, Willow provides a free concierge matching service that utilizes both your financial needs and personal preferences to match you with your ideal Advisor for Women™ or Advisor for NextGen™. As a former financial advisor, Lacy founded Willow to empower Women and NextGen clients to achieve their financial and life goals, and assist them in finding their "perfect match". Willow website: http://trustwillow.com Willow on LinkedIn: https://www.linkedin.com/company/64554675/ Willow on Instagram: https://www.instagram.com/trust_willow/ Willon on YouTube: https://www.youtube.com/channel/UCZXZH1mGOkXr0ezS1XRygwA Willow on Facebook: https://www.facebook.com/trustwillow **************************************** THANK YOU TO OUR SPONSORS:  SOBERLINK As a family law attorney, I've seen firsthand how difficult it can be to navigate co-parenting when alcohol is involved, especially around the holidays. Soberlink is a breathalyzer that ensures your co-parent is staying sober while they have the kids, which is especially important during this time of year, when alcohol can be present at so many gatherings. Soberlink is trusted by family law professionals for a reason. It's the top alcohol monitoring system, and its court-admissible data can make all the difference in custody situations. If you're looking for more certainty and safety this holiday season, visit www.soberlink.com/susan to learn more and get $50 off your device. ========================= PARACHUTE HOME Going through a divorce is tough, and self-care can easily get overlooked. Something that helped me was creating a cozy space to relax. I found Parachute Home—bedding and home goods that bring real comfort. Imagine ending your day wrapped in the softest sheets or a warm blanket. If you're looking to add a bit of peace to your home, visit divorcebeyond.com/parachute. When you shop through my link, it supports the podcast, and I appreciate it. ********************************************************************* SPONSORSHIP OPPORTUNITIES ARE AVAILABLE!  https://divorcebeyond.com/Sponsorship-Info ******************************************************************* MEET OUR CREATOR AND HOST: SUSAN GUTHRIE®, ESQ., the creator and host of The Divorce and Beyond® Podcast, is nationally recognized as one of the top family law and divorce mediation attorneys in the country.  Susan is the Chair of the American Bar Association Section of Dispute Resolution and is a sought-after keynote speaker, business and practice consultant, coach and trainer. You can find out more about Susan and her services here:  https://neon.page/susanguthrie Internationally renowned as one of the leading experts in online mediation, Susan created her Learn to Mediate Online® program and has trained more than 25,000 professionals in how to transition their practice online.  She presently works with select professionals and entrepreneurs to maximize their business potential and create the practice of their dreams. Visit Guthrie Consutling for more information. Follow Susan Guthrie and THE DIVORCE AND BEYOND PODCAST on social media for updates and inside tips and information: Susan on LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Susan on Instagram @susanguthrieesq ********************************************************************* We'd really appreciate it if you would give us a 5 Star Rating and tell us what you like about the show in a review - your feedback really matters to us!  You can get in touch with Susan at divorceandbeyondpod@gmail.com.  Don't forget to visit the webpage www.divorceandbeyondpod.com and sign up for the free NEWSLETTER to receive a special welcome video from Susan and more!! ********************************************************************* DISCLAIMER:  THE COMMENTARY AND OPINIONS AVAILABLE ON THIS PODCAST ARE FOR INFORMATIONAL AND ENTERTAINMENT PURPOSES ONLY AND NOT FOR THE PURPOSE OF PROVIDING LEGAL ADVICE.  YOU SHOULD CONTACT AN ATTORNEY IN YOUR STATE TO OBTAIN LEGAL ADVICE WITH RESPECT TO ANY PARTICULAR ISSUE OR PROBLEM. ======================================

Parachute Home founder Ariel Kaye joins Guy on the Advice Line, where they answer questions from three founders on being mindful and strategic in their next expansion steps. Today, we meet Daen, an entrepreneur in Australia considering investment for his line of men's grooming products after ten years of self-funding. Then Deanna, a former educator in New Jersey seeking new press for the emotional health tool she designed for children. And Meaghan, a Florida-based hard seltzer maker trying to gut-check biases in her male-dominated industry.If you'd like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you'd like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.And be sure to listen to Parachute Home's founding story as told by Ariel on the show in 2023.This episode was produced by Carla Esteves with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Esteemed interior designer, entrepreneur, author and podcast host Jake Arnold is on the show today and you are in for a treat! Today, we get to know this celebrated artist in a deep and meaningful way as he and Catt talk about mindset, well-being, manifestation, the true meaning of success and so much more. (Like his love of Cheesecake Factory. Who knew?!)   You will love hearing about Jake's journey, from his jump across the pond to America with little but a dream and a good book (that changed his life) to his appointment to AD 100 list (Architectural Digest's Annual Top 100 Designers).  After a little more than a decade in the business, he is now one of the most coveted designers in the space, lending his talents to Lulu and Georgia, Crate and Barrel, and Parachute Home. He also co-founded The Expert where every day folk can get access to quality design advice and beautifully crafted pieces at prices that don't cripple us!   When he's not doing all that, he and his team are curating home spaces to absolute perfection for clients like John Legend and Chrissy Teigen, Aaron Paul, Rashida Jones and many more.    Follow Jake on IG and scoop up his book Redefining Comfort after you press play on this super inspirational episode.    Please take advantage of the fabulous discounts offered by this week's sponsors Lolavie, Bruvi, and Air Doctor.   Lolavie Hair Care. Use code CATT for 15% off at lolavie.com.   Bruvi Single-Serve Coffee and Beverages. Use code CATTXBRUVI at checkout for $150 off the Bruvi Bundle (the brewer, the pods, the filter, and the beautiful bag). Go to bruvi.com.    Air Doctor is offering Catt Sadler Now listeners up to $300 dollars off air purifiers using code CATT at airdoctorpro.com. You're welcome! Learn more about your ad choices. Visit megaphone.fm/adchoices

Without brand, growth and performance marketing are just flashes in the pan.In the wake of iOS 14 privacy changes & rising CACs, we're no longer in an era where growth at all costs is a viable strategy anymore.I recently had the pleasure of speaking with Foujan Volk, the VP of Brand & Marketing at Parachute Home. She was the first marketing hire at Parachute Home and built the brand from the ground up.Parachute Home is an emerging brand in the home goods category with a range of products.    The brand started out of a home office/showroom in Los Angeles with a DTC presence.Foujan and her team realized people love touching the bedding fabrics, which was a different experience from the typical plastic-wrapped sheets.From that experience, she saw immense value in having customers touch and feel products.It's a differentiator and a brand experience.  That home showroom expanded to 26 brand stores.  These stores are in major markets where DTC buyers or the customer demographic is concentrated. Parachute invests a lot of energy in making that experience feel like being in someone's home. In the last year, they have invested heavily in experiential marketing, hosting over 200 events, which have generated sales and strong brand affinity.Foujan defines omnichannel: “Be wherever the customer wants to shop”.To that end, Parachute has wholesale distribution with Crate & Barrel, Nordstrom, and Bloomingdales.In addition to their DTC presence and owned retail locations.Foujan shares that wholesale is a double-edged sword.She has very little insight into who their customers are, but wholesale brings a big uplift in brand awareness. Foujan suggests entering retail with small tests with a limited selection of SKUs.And monitoring sell-through, DTC cross-over, and brand lift to determine the next steps.   Brand awareness is the leading indicator, whereas the DTC cross-over as measured through the post-purchase survey is the lagging indicator.Keeping a consistent brand experience across channels is of paramount importance.Foujan and her creative team run brand training during onboarding and invoke the brand regularly. Foujan is excited that brand marketing is back in the forefront in the wake of iOS 14 privacy changes and the sunset of the growth at all costs era.Without a brand, growth and performance marketing are just flashes in the pan.That sentiment is stronger than ever.Thanks, Foujan for sharing your story and perspective!#omnichannelmarketer #retail #brandmarketing

In 2012, Ariel Kaye saw a tantalizing opportunity, but wasn't sure she was the one to seize it. She'd never started a brand and didn't think of herself as an entrepreneur, until she noticed how frustrating it was to buy bed linens in a big box store. Taking inspiration from Warby Parker and Everlane, Ariel quit her day job to launch a brand of DTC luxury sheets, made in Europe but exuding a California vibe, with photos of models lounging in semi-rumpled beds. As a solo founder, Ariel had to figure out everything herself, from manufacturing to supply chains to how to get through to investors. Today, Parachute Home offers a wide range of home goods and has expanded beyond its website to 26 physical stores across the U.S. This episode was produced by Chris Maccini with music by Ramtin Arablouei.Edited by Neva Grant, with research from Katherine Sypher.Our engineer was Josephine Nyounai.You can follow HIBT on Twitter & Instagram, and email us at hibt@id.wondery.com.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Cultivating Success: Inside the High-End Cannabis Industry with Joanne WilsonIn this episode, we have Joanne Wilson, Founder and CEO of Gotham NYC, a prominent cannabis dispensary in New York. Joanne shares her professional journey, highlighting her venture into the cannabis industry and the challenges faced within the New York regulatory landscape. The conversation delves into the intricacies of building a distinctive brand, emphasizing the need for a high-end luxury experience for customers. Joanne discusses the dynamic nature of the cannabis market, reflecting on her vision for the future, potential expansion into other states, and the incorporation of psilocybin products. Joanne is a successful early-stage angel investor, entrepreneur, and philanthropist with a diverse background in retail, wholesale, media, real estate, and technology. She has over 140 companies in her investment portfolio such as Food52, Eater, Just Works and Parachute Home, and has invested in several restaurants throughout downtown New York City. Joanne is the co-founder of Frame Home, a Brooklyn-based residential real estate development company that prioritizes sustainability with style. In addition to her business ventures, Joanne is actively involved in non-profits as she sits on the board of The Highline and The Public Housing Community Fund in NYC. Joanne's passion for innovation and community development is evident in this latest venture, GOTHAM, which she cannot wait to share with the city she loves.IG @gotham.ny - https://www.instagram.com/gotham.ny/?hl=enTikTok @gotham_nyc - https://www.tiktok.com/@gotham_nyc

Join Kristina and Steph as they share their experiences managing a stay-cation rental property: The Retreat House!From dealing with a broken pool to improving communication with property managers, they offer valuable insights into running a successful short-term rental business. Discover their strategies for handling finances and enjoying the space themselves. Get in TouchComments, suggestions or feedback? Email us at podcast@openhouseaustin.coWant to hear more from Open House? Follow us on TikTok and check out our website!Please stay tuned for more episodes every Tuesday, and subscribe so you don't miss them! You can find us on Spotify, Stitcher and Apple Podcasts.Related Resources We help people buy houses every day! Connect with one of our Realtors (the best in the biz!)Join our Women Investor GroupRSVP: Women Investor Meetup, Retreat House Tour/Pool Party, House Hacking Tips!Want a $200 giftcard & 15% off Parachute Home? Sign up for our "How to Buy a House in Austin" Workshop (July session), and you'll be entered into our giveaway [must attend event to qualify]Airbnb Listing: The Retreat HouseBlog Post: "Transforming A Home into a $40k Yearly Airbnb Money Maker"Blog Post: "What's a Sneaky Duplex? How to Generate Income From a Private Room in Your Home"Previous Episode: Buying Our Retreat House as a TeamBuying a House With Friends Mini-CourseJoin Newsletter - Timely Market Updates + First-Time Homebuyer TipsService: Task RabbitService:

This episode is such a great starting point for first-time homebuyers! Originally recorded in 2020, Steph and Kristina help you decide if you're ready by discussing debt-to-income ratio, credit score, and the amount of money you'll need to invest in a home. You'll leave this episode with a better sense of when you should buy, based on your personal financial situation. Still not sure if you're ready? Hop on a call with our Realtor team!Get in TouchComments, suggestions or feedback? Email us at podcast@openhouseaustin.coWant to hear more from Open House? Follow us on TikTok and check out our website!Please stay tuned for more episodes every Tuesday, and subscribe so you don't miss them! You can find us on Spotify, Stitcher and Apple Podcasts.Related Resources Connect with a RealtorJoin Newsletter - Timely Market Updates + First-Time Homebuyer TipsWant a $200 giftcard & 15% off Parachute Home? Sign up for our "How to Buy a House in Austin" Workshop (July session), and you'll be entered into our giveaway [must attend event to qualify]Buying a House With Friends Mini-CourseFirst-Time Home Buyer Mini-CourseHomeschool on YouTube!!!Take our "Are You Ready to Buy a House?" Quiz

Kristina and Steph share their story about starting and running the real estate education company + brokerage you know and love today: Open House Austin! They break down their unique way of doing business, which focuses on making sure our team and they themselves are happy and fulfilled while helping 550+ people buy homes in Austin (so far). Lastly, this episode wraps with Kristina and Steph reflecting on how well they work together as co-founders, and why this is key to their success.Get in TouchComments, suggestions or feedback? Email us at podcast@openhouseaustin.coWant to hear more from Open House? Follow us on TikTok and check out our website!Please stay tuned for more episodes every Tuesday, and subscribe so you don't miss them! You can find us on Spotify, Stitcher and Apple Podcasts.Related Resources:Connect with a RealtorEvent: Women Investor Group Meetup - Airbnb Tour - Grow Your Wealth & House Hack!Want a $200 giftcard & 15% off Parachute Home? Sign up for our "How to Buy a House in Austin" Workshop (July session), and you'll be entered into our giveaway [must attend event to qualify]Join #OHADesignedbyDaniKlaric Newsletter - New Office Renovation Updates Ft. Interior Designer Dani KlaricJoin Newsletter - Timely Market Updates + First-Time Homebuyer Tips*New* Open House Austin Listing: $389K / 3 BD, 2 BA / 1,353 SQFT / East Austin

Today, we're chatting about the Sneaky Duplex house hacking strategy. Totally fine if you've never heard of it before - we actually coined the phrase a few years ago! We define a Sneaky Duplex rental as: "...specifically the act of adding an exterior door to a bedroom in your home to make it a separate space for short- or long-term rental."Co-Founders Kristina & Steph share tips and stories from their own experiences hosting guests in these spaces. And, how to get your space back for a bit - if you need a break from renting!Are you into this idea? Join us at Kristina's Sneaky Duplex this week! That's where we're hosting this month's Women Investor Group Meetup. RSVP here + friends are welcome: https://www.eventbrite.com/e/649174938717Get in TouchComments, suggestions or feedback? Email us at podcast@openhouseaustin.coWant to hear more from Open House? Follow us on TikTok and check out our website!Please stay tuned for more episodes every Tuesday, and subscribe so you don't miss them! You can find us on Spotify, Stitcher and Apple Podcasts.Related Resources Connect With a RealtorBlog Post: "What's a Sneaky Duplex? How To Generate Income From a Private Room in Your Home"Previous Podcast Episode on This Topic: "What's a Sneaky Duplex?"Event: Community Meetup - Meet Aspiring Homebuyers & First-Time HomeownersEvent: Women Investor Group Meetup - Airbnb Tour - Grow Your Wealth & House Hack!Want a $200 giftcard & 15% off Parachute Home? Sign up for our "How to Buy a House in Austin" Workshop (July session), and you'll be entered into our giveaway [must attend event to qualify]Join #OHADesignedbyDaniKlaric Newsletter - New Office Renovation Updates Ft. Interior Designer Dani KlaricJoin Newsletter - Timely Market Updates + First-Time Homebuyer Tips

Bed. We spend a third of our lives there, and yet oftentimes, our beds, or what we put on them, become somewhat of an afterthought. Ariel Kaye sought to change that. After spending some years in advertising, Ariel came to a point where she was looking for more excitement, and more of a direct way to connect with people. She had always been passionate about interior design and home goods, going so far as to maintain her own blog on the subject in her free time. As she was pondering a change in career, it dawned on her that there were little to no direct to consumer options for bedding. That is when the idea for Parachute Home was born. Now in its fifth year and about to open the fifth brick and mortar (!), Ariel fondly recalls the early days when she would drive around in her car, delivering orders directly to buyers in Los Angeles. Growth and success have come with their own challenges. Here Ariel discusses entrepreneurial ups and downs, what makes her passionate about her company, and how at the heart of it all it's really about building relationships. Thanks for listening! Don't forget to order Rebecca's new book, Fearless: The New Rules for Unlocking Creativity, Courage, and Success. Follow Superwomen on Instagram. Big Ideas The changes that come with viewing your business as relationship-based rather than transaction-based. The invaluable importance of knowing your customer base well and growing with their needs. --- Support this podcast: https://podcasters.spotify.com/pod/show/superwomen/support

In this episode of The One to One Consumer Marketing Podcast, Ben Gibert, VP of Marketing at Spectrm, speaks with Kyle Webber, Director of Performance Marketing at Parachute Home. They discuss the changing environment of performance marketing, how Parachute uses incrementality testing to compare the effectiveness of different channels, the importance of collaboration between the brand, lifecycle, and performance marketing teams to increase customer LTV, and more!    Topics discussed: Kyle's shift from SEO to performance to widen his horizons and understand more than just SEO to be a successful growth marketer How Kyle keeps up with the latest trends and tools to succeed in an always changing landscape Leveraging incrementality to measure the effectiveness of a marketing activity, how it can be used to compare across channels and identify which channels are driving incremental sales How Parachute Home uses geo holdouts to run lift tests and determine the incrementality of different channels The value of post-checkout surveys as a gut check to ensure their results align with their findings What Kyle sees for the future of consumer marketing and why there will be more blurred lines between influencer marketing, brand ambassadors, and creative development Why it's critical that marketing teams work closely with the brand and lifecycle teams to increase customer lifetime value and make the business more efficient The most important things that have helped Kyle advance as a marketer 

Welcome to the Conversations with CommerceNext podcast, I'm your host Michael LeBlanc, and this podcast is brought to you in conjunction with CommerceNext and presented by CommX.Recorded live in person at the 2022 CommerceNext Ecommerce Growth Show, we sat down with some of the top trailblazers and change-makers that joined our community in New York City to discuss the future of digital commerce and share the latest strategies for E-commerce acceleration.On this episode, meet Sarah Henry, Vice President, Head of Content, Influencer, & Commerce, Walmart and Ian Yung, Vice President of Growth, Parachute HomeABOUT US: Scott SilvermanAn ecommerce veteran, Scott Silverman has been active in the industry since 1999 and is passionate about digital retail and the innovation driving the industry. Scott Silverman is the Co-Founder of CommerceNext. Previously, he spent 10 years as Executive Director of Shop.org where he launched the Shop.org Annual Summit. Scott co-invented “Cyber Monday” in 2005 and was the founder of Cybermonday.com in 2006, a shopping site that has generated more than $2.5 million for Shop.org's scholarship fund.Veronika SonsevVeronika Sonsev is the Co-Founder of CommerceNext. She also leads the retail practice for Chameleon Collective and is a contributor for Forbes on how to grow retail and ecommerce in the age of Amazon. Having spent the last 10+ years working with some of the largest retailers and direct-to-consumer brands, Veronika has intimate knowledge of the challenges facing retail and ecommerce today. She is also an advocate for women in business and founded the global non-profit mBolden, which is now part of SheRunsit. Michael LeBlanc  is the Founder & President of M.E. LeBlanc & Company Inc and a Senior Advisor to Retail Council of Canada as part of his advisory and consulting practice.   He brings 25+ years of brand/retail/marketing & eCommerce leadership experience, and has been on the front lines of retail industry change for his entire career.  Michael is the producer and host of a network of leading podcasts including Canada's top retail industry podcast,       The Voice of Retail, plus        Global E-Commerce Tech Talks  and       The Food Professor  with Dr. Sylvain Charlebois.  You can learn more about Michael       here  or on       LinkedIn. 

Well, it's our 300th episode - and our 15th podcast-i-versary - and Melanie and I are thrilled about both of these things. WHO WOULD HAVE EVER THOUGHT. So, as you can imagine, we do a little reminiscing on this episode, but we also do a lot of talking about the here and now. That is because this is the week that Alex moves to college, and we have a lot to break down about that. As always we recap our weekends, and it's my turn for Five Favorites. Hope y'all enjoy!  - Our Amazon Shop - Join Us on Patreon Show Notes: - Travis Cottrell - SOURCE Nashville Hall of Fame - Episode 195 with Phil Rosenthal - Somebody Feed Phil on Netflix - Episode 10, our first episode with Travis - The Magnificent Lives of Marjorie Post - Korks Lori Platform Clog - 3001 Questions book - Enter our 15th anniversary giveaway on Melanie's blog - Enter our 15th anniversary giveaway on Sophie's blog (Giveaways from Parachute Home, Hummingbird Farms, Anthropologie, Sephora, and Amazon) - Jones Road Miracle Balm in Dusty Rose - Patagonia Capilene graphic tees - Blaze Lug Sole penny loafer - Maeve Colette leather pants - Women's Utility Chore jacket - Pioneer Woman's olive cheese bread Sponsors: - June's Journey (download on the Apple App store or Google Play) - Munk Pack (use promo code BIGBOO for 20% off your purchase) - Thrive Causemetics (use this link for 15% off your first order) - Rothy's (use this link for $20 off your first purchase)

Mallory Goldman: Marketing Consultant and TastemakerIn today's episode, we welcome marketing consultant and tastemaker, Mallory Goldman onto the show! Upon graduating from USC, Mallory began her career in marketing and has since worked for brands like Honest, Parachute Home, and FabFitFun. Before stepping out on her own she was most recently at FabFitFun in Influencer Marketing before the script flipped and she found herself in front of the camera.Mallory describes her style as classic with a twist and helps others build a wardrobe they can be proud of. Scouring the internet for quality forever-pieces is her superpower and sharing her finds with her friends (that's us!) is what brings her joy. You'll love hearing about how she finds her curated selection of the best in fashion with a side of beauty, home, and lifestyle. Mallory lives in Los Angeles with her husband Ben and dog Sadie.This is one you'll definitely want to send to a friend!

In this episode, host Julia Hare sits down with Parachute Home Founder and CEO Ariel Kaye. A rising star among the house and home category, Parachute Home makes premium quality home essentials rooted in minimalist décor, a neutral color palette, and natural materials. The brand, which is in a period of rapid growth, saw almost $150M in revenue in 2021, and is thriving through the power of social media and collaborations with sought-after artists and brands, like Madewell in 2020 and Crate & Barrel in 2021. In this episode, you'll hear Ariel's journey to founding the brand, insights on DTC, branding and influencer strategy, as well as what's next for the brand as it expands into physical stores. If you enjoyed this episode, please let us know by subscribing to our channel and giving us a 5 star rating us on Spotify and Apple Podcasts. - - - - - - Hosted by Julia Hare Produced by Gabriella Bock Edited by Chase Atherton

In today's episode, we welcome marketing consultant and tastemaker, Mallory Goldman onto the show! Upon graduating from USC, Mallory began her career in marketing and has since worked for brands like Honest, Parachute Home, and FabFitFun. Before stepping out on her own she was most recently at FabFitFun in Influencer Marketing before the script flipped and she found herself in front of the camera. Mallory describes her style as classic with a twist and helps others build a wardrobe they can be proud of. Scouring the internet for quality forever-pieces is her superpower and sharing her finds with her friends (that's us!) is what brings her joy. You'll love hearing about how she finds her curated selection of the best in fashion with a side of beauty, home, and lifestyle. Mallory lives in Los Angeles with her husband Ben and dog Sadie. This is one you'll definitely want to send to a friend! --- Support this podcast: https://anchor.fm/howdshedothat/support

In episode 99 of the Customers Who Click podcast with Ian Young, VP of Growth at Parachute Home, we'll be exploring how brands can move away from aggressive discount messaging. Ian is the VP of Growth at Parachute Home, a DTC brand selling premium quality home essentials. Ian's had some great experience in a few different industries, including the Flash Sales industry, with B2B and B2C experience as well as experience growing two-sided marketplaces. You can connect with him on LinkedIn, or head over to https://www.parachutehome.com/.

How often are you feeling grounded in the moment and completely aware of your surroundings? Presence is the key to functioning in a healthy and successful way in life and leadership.One way to remain in presence is by practicing curiosity.  Do you know what true curiosity is? How often do you practice curiosity in your life?  In this mini-episode, learn how you can use curiosity to ground you in presence. Today's 12 Days of Christmas giveaway is from Parachute Home.  Visit allowedpodcast.com to enter to win a cozy pair of slippers.  

In this episode of The Right Angle Podcast, Elle Liu interviews Shelly Goldberg, Executive Creative Director and Senior Vice President at Raj Overseas. Raj started out as a legacy textile factory in India in 1939, and today the company is an international textile enterprise that manufactures and designs high quality products with a focus on sustainability and fair trade. Shelley joined Raj Overseas in 2008, after being the head of textile design at West Elm. Since then, she established a New York office for the company from ground zero and created 4 annual rug and home decor collections that premiered at New York Market-week and European trade shows. Under her lead, Raj Overseas expanded in to the mid to top tier home retail market where some of her diverse clients include: West Elm, Anthropologie, Serena and Lily, Design Within Reach, Jonathan Adler, Parachute Home, Coach, Michael Kors Visual Teams, Soho House, and many other esteemed brands. Shelley has a Master degree in textile design from Central Saint Martins and she combines her theoretical background with years of client side practical experience to create designs for the real world. Her super power is partnering with high-end retailers to create exquisite rugs at the right price. [Further Links] Shelley Goldberg: Raj Overseas: https://www.rajgroup.in/ Instagram: https://www.instagram.com/rajbespoke/ The Raj Art Initiative: https://www.instagram.com/rajartinitiative/ Music: Track: SkyHigh — Enine [Audio Library Release] Music provided by Audio Library Plus Watch: https://youtu.be/q-lf6x9cVXw Free Download / Stream: https://alplus.io/skyhigh Follow Us: Instagram @therightanglepodcast Personal Instagram @elleliudesign https://www.therightanglepodcast.com https://anchor.fm/therightanglepodcast

Repeat customers are the heart and soul of just about every business. But when your product is something that you purchase maybe two or three times throughout your life, how do you create a repeat experience that will sustain your company long-term? That was one of the questions that Chip Malt had to answer when he co-founded Made In Cookware, a digitally-native kitchenware company that launched in September 2017 and is disrupting this $17B cookware industry.And the solution he came up with was a good one: produce the highest quality products possible, have a deep understanding of the industry you’re entering into, deliver an all-around experience that goes beyond those products, then keep scaling to bring more must-haves to market.This episode was such a fun one because we dove into the history of the cookware industry, long term partnerships they’ve set up in France (their knives are made from the great-great-great-granddaughter of a French knife maker who invented the modern chef knife in the middle of Central France), secret recipes for their cookware ingredients, the best cooking tip he ever learned, and more. Enjoy this episode.Main Takeaways:Make It Memorable: Customers today are looking for experiences. In order to secure a sale or differentiate your brand, bringing a next-level experience to the table is a proven tactic. Partner with the people you are connected to in your industry — influencers, celebrities, etc. — who are fans of your brand and create something special for potential customers.A Living Legacy: Connections are made constantly in personal and professional life. Smart business owners use those connections to their advantage. When you can tap into a reservoir of friends, friends of friends, family connections or business relationships of the past who can speak on your behalf or join you in a new venture, you immediately start to create a sense of legitimacy that can spread more easily to those you have yet to connect with.First Time, Best Time: There are many examples of brands that have launched products quickly because they thought it was better to get a product to market than wait for perfection. But the opposite approach is also worth consideration. Rushing a product to market that isn’t up to your brand standards might be what dooms you with new customers who find you for the first time through this subpar product and then judge the entire brand based solely on that experience.For an in-depth look at this episode, check out the full transcript below. Quotes have been edited for clarity and length.---Up Next in Commerce is brought to you by Salesforce Commerce Cloud. Respond quickly to changing customer needs with flexible Ecommerce connected to marketing, sales, and service. Deliver intelligent commerce experiences your customers can trust, across every channel. Together, we’re ready for what’s next in commerce. Learn more at salesforce.com/commerce---Transcript:Stephanie:Welcome back to Up Next in Commerce. I'm your host, Stephanie Postles, CEO and Mission.org. Today on the show, we have Chip Malt, the co-founder and CEO at Made In Cookware. Chip, welcome to the show.Chip:Awesome. Thanks for having me, Stephanie.Stephanie:Yeah. I'm really excited to have you here. I might not be the biggest chef, but I feel like I'm still down to talk all things cookware and maybe you can train me up on what I should be doing, and I need all the help I can get. That's my caveat to start this show.Chip:Awesome. We're happy to do so.Stephanie:Yeah. I like that. So, I want to dive into the background of Made In Cookware because I think you have super interesting story where, correct me if I'm wrong, you started and co-founded the company with a childhood best friend and you guys have a lot of history in the industry with your family and family's family, and I would love to dive deep into all that background before we get into the actual company of where it is today.Chip:Absolutely. Yeah. So, we started the company, or officially launched it, in 2017. So, we're just over three years old, now entering our fourth year. But really, the story began a long time before that, as you mentioned. My co-founder, Jake Kalick, he comes from a hundred year old family that has experience with cookware. So, his great-grandfather in Boston where he grew up started a business that outfitted restaurants and hotels, their kitchens with everything from walk-in refrigerators to knives to cookware to a lot of stuff that we're selling today. So, he comes from almost 10 decades of experience in the cookware space, or his family does. Then Jake and I grew up together. We actually went to preschool together.Stephanie:Wow.Chip:We were in the yellow and blue room together, then we went to pre-kindergarten and went to a school that was the same all the way from pre-kindergarten through 12th grade when we left for college. So, our history goes back 28 years and we're 33. So, almost to the beginning of when you can even start to remember, and we've been best friends ever since. So, it's been a pretty incredible journey. We've been able to mesh his background, his family's background, his family's history into our childhood friendship into a business and have fun doing it. So, it's been a pretty cool journey so far.Stephanie:Yeah. Were there ever points when you guys veered apart, came back together? When did you know or even think, oh, we should do something together?Chip:Yeah. To be honest, and it's nice that he's not on this podcast because he can't defend himself, but I don't think growing up I would ever start a business with him. I was more of the studious one.Stephanie:I know too much about you.Chip:Yeah, exactly. I was more of the studious one. I would say he would copy off me in high school if we had to simplify it, and also that I remember me in the space, in the cookware space as well. That's his background and his journey. So, it's been really cool. To be honest, the startup world and starting a business, I feel like the public only gets to see the glamorous side of things. But it's a lot of hard work. It's a lot of ups and downs. For just as many amazing days and successful days we have, you have a really tough day as well. So, going through that with someone you're close with that at the end of the day, you can just have a beer and destress is a pretty incredible experience.Stephanie:Yeah. So, when taking best practices and lessons from maybe his family history and how they've been doing things, what did that feel like, taking this company and maybe bringing in new practices and new ideas? Was there any bit of a struggle behind that where they're like, "No, no, no. We've done this for a hundred years. We know what we're doing. Come on, Chip. Just follow the lead"?Chip:No, we get that a lot. At some point or at some level, we are cutting out his family business. His family is a distributor. They take some of the incumbents who we're competing with now and then they sell them to restaurants and act as the middle man. Ecommerce and direct to consumer in general is a cut out the middle man strategy, and so we get that question a lot. Are they mad we're displacing that to some degree? No, his family's been nothing but supportive. They're super happy we're maintaining the history into something new and just evolving it into the way that the world is moving. So, they've been awesome.Chip:His family and his knowledge of just the product and the industry has been absolutely crucial [inaudible] starting a business. When we walk into a kitchen and we're talking to a Grant Achatz, who is one of the best chefs in the world, he's able to talk about BTUs of the burner that Grant's using and the oven and why it's better, and he's able to talk the talk. It really gives us an air of authenticity and an air of just immediate warmth when we have ... Food in general is a very relationship driven business. It has a lot of credibility when we're approaching partners.Stephanie:Yeah. I saw that you're in crazy restaurants, really big ones. Top chefs use you guys. How did you even get in the door of those people? Because to me, I think you can be really smart around the product stuff and why you need it, like you're talking about the BTUs of the burner and all this stuff. You can have that, but if you can't even get your foot in the door or get in front of those people, you can't really go anywhere. So, how did you guys make those relationships and get in there?Chip:Yeah. I would love to tell you that we sat in a boardroom and whiteboarded out the perfect strategy and absolutely nailed it off the bat, but that was clearly not the case and that's not how it played out. The way the company came about, and taking a step back, what we do is we sell kitchen goods. So, knives, cookware, multiclad stainless steel, carbon steel frying pans, down to wine glasses and table top items, and really anything to outfit a new kitchen you're walking into, Made In will provide that.Chip:Our ethos to start and our launching hypothesis was that food is so emotional and people are spending so much money going to a Whole Foods or a farmer's market and getting super excited about a marvelous grass fed steak from a local rancher who is 30 miles away and it's beautiful cut and then they're coming home and they're cooking it on a frying pan that's a hand-me-down that they couldn't even name the brand of, and it's ruining that steak. So, there is this behavioral disconnect of the beginning part of a process and all the care that went into it with the actual cooking at the end of the day, which was delivering the final product.Chip:So, we wanted to make people care about their cookware in an emotional way as much as they did the ingredient they were grabbing at the farmer's market. For us, that was meshing Jake's family history, that a hundred year old family history, with the craftsmanship approach of the manufacturers and partners that we work with. So, a good example of that is our knives are made from the great-great-great-granddaughter of a French knife maker who invented the modern chef knife in the middle of Central France. This area is the birthplace of cutlery, has so much deep history.Chip:You walk through and everything about this town is dedicated around knives. There's still the old factories with the old windmills that would power the old forges and it's just pure and center all knives. What we wanted to do was make a product and go back to that source and resource and tell that story so that when you pull the knife out to cut the steak that you just fell in love with, you also know all the craftsmanship and all the story that went into that knives.Chip:So, it was this approach of blending love and care on both side, a product to ingredient. So, that was in launch approach, and we carry that ethos through all our product lines. Our bakeware we just launched is from a proprietary recipe that's over 200 years old from the center of France as well, and that's what carries through every single product we make. That actually attracted all these partners. So, most stuff in our industry comes off of a boat oversees in Asia and is nameless and faceless and has a name printed on it, all looks the same, and no one was putting this time and attention and care into the supply chain portion.Chip:As soon as that happened, Tom Colicchio approached us and he said, "Honestly, I've been working in this industry for decades waiting for a company like you guys to come along. I want to partner with you guys," and he invested in us. From there, it was a snowball effect. Tom is just an incredible human being. Everyone respects him. He was able to be the first stamp of approval, along with our supply chain store being the second stamp, that started to attract a lot of amazing shops from around the world to be part of our brand.Chip:I'd say the last point in that, these aren't traditional influencer or endorsement deals. So, every chef we work with, they're authentic customers of ours. They're buying for their restaurants. It's not a pay to play deal. This is a real authentic relationship.Stephanie:That's awesome. Yeah. That's a theme I always hear and I think even for our company as well, that first customer is like the stamp of approval. Once you get the one big whale, then you can just be like, "Well, look. So-and-so is using it," and you can find their network. Yeah. Once you get that first one, I think everything gets easier. How did Tom hear about you? Were you guys doing some marketing tactics to get in front of him?Chip:No, through the grapevine. We approached Danny Meyer's fund as an investment proposal and we were too small. It was too early for them. They write 20 and $30 million checks for growth stage businesses and we hadn't even launched really yet. So, he introduced us. He was like, "Would you like to meet our friend, Tom Colicchio? He writes angel checks, and would that be okay to make the intro?" Obviously, we were trying to play it cool. We were like, "Yeah. I think we'd be okay with that." But obviously, we were ecstatic and super excited.Chip:We emailed Tom and didn't hear back from him for months were like, "All right. That clearly is not going to happen." All of a sudden, we got an email from him two months later out of the blue that was just, "Hey, guys. Landed back from filming Top Chef for two months. So sorry for the delay. Can you meet in New York tomorrow?" I don't know if he thought we were in New York as well. But obviously, we're in Austin, Texas and we were like, "Sure," and booked an immediate flight and more or less had a handshake deal to partner with him and get an investment from him that day. He was just a super awesome guy, super genuine, and believed in what we were doing, most importantly.Stephanie:That's amazing. So, what did that initial startup look like? You have an infusion of cash. What were your next steps? Was it already mapped out, or now you're like, "Whoa. This is really getting us to that next level. We need to change how we were thinking about it"?Chip:I had come from the apparel space, which I was working at a company called Rhone, helping them with digital marketing. So, if you were saying, "Hey, Chip. I need to go buy some stuff right now. I don't even know where to start," is generally the refrain we hear, and that was different from the apparel space because no one is looking at a T-shirt and saying, "I don't know how to use that. I don't know what to use that T-shirt." I put it on my body. We know that, right?Chip:So, the first year is all about learning what people really cared about, how to market our product. Our product is a performance based product. It will fundamentally make the food you cook better tasting, but how to deliver that in a way that makes sense to the normal consumer and it's not too chef-y, especially when we have all the chefs behind us. That was a huge learning process.Stephanie:Yeah. Someone once gave me a really big cast iron skillet and I remember being like, "Thank you so much. What do I do with this? How do I clean it?" And she's telling me, do salt and this and that. I'm like, "Oh, my gosh. Can I cook my engineering in here?" I tried a couple times and it just was burning and, okay, education is key around stuff like that. The one thing I was reading that I thought was really interesting too was your post-purchase engagement of basically using that as a training funnel, because you were maybe having people come in and complaining because they didn't really know how to use the cookware, and so you used that as a channel to start training them right after they purchased and maybe were checking in on the shipping and trying to see where their product was, that instead you would guide them to the website to train them. I'd love to hear how you thought about that, and do you still do that today?Chip:Yeah. I think we're very lucky in the sense that we have some of the best chefs in the world that are, again, our authentic partners and using our cookware. So, we thought a lot about and we sat back and we're lucky enough that because we work with these people, we're able to go into a restaurant and then the chefs generally come out and explain exactly how they made the dish they're serving us and there's very personal experience that heightens the entire enjoyment of going to that restaurant.Chip:So, we're sitting there and we actually kind of have a duty as a company, we have this entire group of chef partners and this entire group of home consumers to be the bridge between those so everyone else can have that experience and heighten their enjoyment of the use of the products. So, we work with these chefs. Grant Achatz taught us how to make an omelet, and he's known for this crazy molecular gastronomy. But actually, Grant Achatz grew up cooking in his parents' diner making eggs, and now he can do it the best in the world.Chip:We talk a lot about what can Made In do that no one else can, and we have this two-sided relationship that no one else does. So, how can we bridge that gap between the consumer and the chef in a way that really values and adds value to the consumer's process, and to us, that's education. So, you buy a carbon steel frying pan or you buy a piece of bakeware. Nancy Silverton, the best baker in the world, is going to give you a recipe to enjoy that product. If you buy carbon steel, as you said, carbon steel to us is a better cast iron, but there's a learning curve. The chef [inaudible] in New York is going to teach you how to season it, teaching you how to ... Wait. What the hell is that salt thing that that person was talking about, what that is, and how to use it, and that's coming from a real expert in the space.Stephanie:Oh, that's a really unique and interesting strategy. You're using the chefs as your influencers to train, and I feel like a lot of these chefs know how to speak in a language that'll connect with me so you don't really have to be like, "Wait, wait, wait. You're going too intense here. Let's dumb it down a bit." It seems like a lot of the best chefs have learned how to be the, what's the one, the Chef Ramsays of the world. Or there's another one I follow that's really good too on Instagram. Anyways, he does things in a way where I'm like, "I can do that," and it's just like, it's only five steps, it looks beautiful, but here's the two things that'll really take it to the next level.Chip:Yeah. Tom Colicchio and my co-founder, Jake, they both have the same philosophy, which is that you really get to enjoy cooking once you can just do the fundamentals. As soon as you break free of the recipe, you can actually start to enjoy the creative process [inaudible]. We talked about that a lot too, right? It's like, it's never been easier to order Uber Eats and have any meal you want delivered to your door within 40 minutes at a pretty good price. But people are cooking more and more, and why is that? It's because people actually love the process of the creativity behind it, of the expression behind it, of just the sense of accomplishment, or people do it to destress, or they're doing it for a specific diet.Chip:People are doing it for a very personal reason, and if we can give them the fundamentals of, hey, this is just a technique of how to sear a steak correctly, we don't need to give you, okay, add salt at the end or add a [inaudible] on it. That becomes your personal sense of creativity and your enjoyment for it. So, I'm just taking that to heart as well. If we can give you technique and how-tos as opposed to step by step by step recipes with the chefs who have gone to culinary school, who have done all this technique work for you, then it'll be a really powerful experience for the home consumer.Stephanie:Yeah, that's cool. What are a few of the top maybe cooking tips or tricks where you're like, "Once I learn this one thing, it changed my whole worldview on cooking"?Chip:Yeah. Definitely heat control. I think that is where most home cooks get in trouble. You talked a lot about just burning your eggs, or something like that, and it's not a hard concept, but there's everything flying around the internet of you need high heat to sear, and that's just not true, and low and slow is the best way to cook, etc. It really becomes down to your personal preference and style. You can sear a steak on low heat if you just do it correctly and give it its proper time and you can still have the exact reaction you want.Chip:Tom Colicchio is a low and slow guy and Grant Achatz tends to cook on higher heat. Everyone is doing it in their own way. So, I think for me, and even in my personal journey, understanding heat control and learning it correctly was the biggest unlock because that applies to the most amount of dishes that you cook. I think a good example of that is Tom Colicchio talks a lot about listening to your meal. So, when you have a pan and you heat it up, no oil, because most people will heat it with oil and burn the oil on and have a lot of dishes to do. So, you put a stainless clad piece of cookware on the burner, heat it up to temperature, dumping cold oil, let that heat up quickly, and then put on a cold steak.Chip:What is that cold steak going to do? It's going to drop the temperature in the pan. So, at that point, you need to have more heat into the pan to get that sear. But once everything gets up to rise, if you leave that high heat on, it's going to overcook everything and burn that oil again. So, then lowering it down. Everything on that is done to just paying attention to heat control.Stephanie:Is there any pushback that you guys have felt? You're in an industry that, to me, feels like an older one where people are like, "Oh, I've always used nonstick and it's fine." Now, it does feel like thing are changing where people are like, "These pans are toxic. They're not the best for the environment. There's a lot of things that you should think about." What kind of education around just using the products, but what else are you encountering right now when you're trying to push into this industry?Chip:Yeah. People do have a preference towards nonstick. It's the biggest objective business market to attack, and I think that's why you get the most amount of entrance into the nonstick space. It's also the most just Wild West of marketing as well, which we try and stay out of. The big push right now is "ceramic". I put it in air quotes or visual quotes because it's not actually ceramic. It's a Sol-Gel coating that looks like ceramic, and so the GreenPans of the world a decade ago dubbed it ceramic because it sounded nicer and sounded more premium. But really, it's a Sol-Gel coating.Chip:This was back in the day when DuPont was dumping stuff in water and all this stuff. So, they created this decade long fearmonger marketing tactic that a lot of companies have latched onto over the decades, and now GreenPan's actually in a class action lawsuit about all their face claims.Stephanie:I used to have a GreenPan.Chip:Yeah, exactly.Stephanie:I had to throw it away because I'm like, "I don't this is good to cook on."Chip:The problem with those too is Sol-Gel and "ceramic", which is how the normal person listening to this would hear it as, it doesn't last long. By definition, it's called a self-sacrificing surface. Every time you use it, it removes some surface. It scores four out of 10 on a durability score.Stephanie:That goes in your food, doesn't it?Chip:It does. But it's made out of what makes hair conditioner. So, you can eat your hair conditioner [inaudible]. But whatever. But just in terms of business, we're making performance based tools. We're not making a marketing gimmick company. Our gold standard is would this hold up in a commercial kitchen and would Grant Achatz or Tom Colicchio or Mashama Bailey, would they want to use this piece of cookware in their restaurant? You will never see a ceramic pan, a GreenPan pan in kitchen because that would last one week in a commercial kitchen.Chip:So, then they're making all these claims about better for you, better for the environment. If that thing's ending up in a landfill a week later, two weeks later, a month later, whatever it is, it's up to you to determine if that's actually better for the environment. [crosstalk] Yeah. Exactly. So, we're not in that game. We don't play in that game. We're here to make great tools that the best chefs in the world and the best home cooks and people who love to cook can use.Stephanie:Yeah. So, what kind of marketing are you guys finding most effective right now? When you said a lot of the other cookware brands are maybe using the fearmongering and just making claims that maybe aren't always the most accurate, what are you guys finding success in?Chip:Yeah. So, we love to tell the manufacturing story and the craftsmanship story. So, I'm just talking a lot about bakeware right now because we just launched on April 8th, and we went out to the factory in France and watched ... It goes through 50 people's hands who touch and inspect this and have been doing it for 30 or 40 years and it's such a beautiful process and it's pouring this clay and porcelain that is proprietary to them. I think there's one person who actually only knows the recipe and we're sitting there being like, this seems like a single point of failure as a business owner. You should make sure this person doesn't [crosstalk]-Stephanie:Oh, you're good.Chip:... [crosstalk] something. Like put it on Google Drive with a password protect or something. I don't know. But it's such a intimate, unique process and our customers love to see that, and the customer that appreciates that is our customer. Everything we make in the bakeware space is hand painted, and so we have these white porcelain with blue rims and red rims and every single piece is literally hand painted by brush. That's just so different than a lot of our competitors and what they do where the coolness comes from applying some coating that's powder blue or something like that. It's just totally different.Chip:So, we want to express that and for us on the marketing side, showing that is really beneficial because one, it is all the work we're doing, like scaling and working with these artisans and craftsman, is tough. It's tough business. But it's also really rewarding and our customers see how much care and attention and time goes into each one of their pieces.Stephanie:Yeah. That's great. When I think about, it feels very exclusive, like you have direct access to the person doing this who know the recipe. How do you put a moat around that so maybe other brands can't just come in and be like, "Oh, we know this one style of copper cookware," which is beautiful. I was looking at that like, "Ooh, that would match my one Moscow mule I have." But how do you put a moat around it to make sure that other brands don't just come in and steal your one single person who has the recipe?Chip:Yeah, yeah. It just goes back to Jake's family history and being so authentic in the space. He was working with a lot of people who were friends of friends who connected us to the right people and really, the only reason why we got a foot in the door was because of being in the space for 100 years. Most of our, or all of our competitors do not have any family history or any reason to be in it, other than seeing a white space and a market to go attack kind of thing.Chip:We don't talk too much about moats. To be honest, we have a very familiar relationship with all of our manufacturers, craftsmanship partners, and everything. Go out, spend multiple weeks. Our knife manufacturer told us she loved us and felt like we were her children and kids and sons at the end of it. So, these are real relationships and it's less about, hey, can we sign and exclusive for 10 years to lock out competitors and more how can we treat them like family, how can they treat us like family, and so they wouldn't want to do exactly what you're talking about.Stephanie:Yeah. How do you go about doing that? How do you instill that trust and relationship, and other than just being a nice, friendly person, which obviously you are, what else do you do so they really feel that relationship and you're like, "Yep, I'm not even worried about it because we got that"?Chip:Yeah. Some of them have invested in us. Internally, we have a mantra of hospitality first, and that goes towards everything from treating every customer who walks through our door or walks through our website door, whether they're spent $19 or $900, like we are a three Michelin star restaurant. So, what can we do to make you feel better, to enjoy the experience better, to, if you're having a problem, fix it, to do service recovery if you've had an issue? If UPS failed to deliver, how can we help you get to the answer that you need? All that stuff.Chip:That extends from customers as well as buyers, vendors, and manufacturing partners as well. So, what does that mean? It's treating them fairly on terms. It's treating them fairly on our business growth and practices and being an open book for them and sharing information and in negotiations, dealing with them in a friendly manner, and getting to a result that [inaudible] zero sum game, but it's beneficial for both sides. For us, that is the name of the game because it gets out of a let's solve for the six month term, and this is going to be a business that'll be around for two decades, three decades, forever, we need to make sure that we're treating people correctly.Stephanie:Yeah. I love that. So, when thinking about your customer, like you said, they can come in and buy a $1,200 cookware set and it's going to last a long time. It's not something where it's like you'll be back in a month. I'll see you when you need a replacement. How do you think about garnering that passionate customer base where it's like you have a good LTV on them? You're like, "They're going to be around for 10 years," because I've seen that you also are able to get wait lists of 10,000+ people who sign up for new products that you're launching. So, I want to hear how you think about that and keep your customer engaged, even if they ... life cycle of when they need a new product might be a long time from when they buy their first one.Chip:Yeah. So, we've been fortunate enough to have really strong cohort and repeat customer behavior. We're only three years old at this point. Our earliest cohorts have repeated over, on blended average, over 100%. So, industry average is 20%. [inaudible] 5x industry average. It's, again, in a product category that, as you mentioned, our product should last you your entire life. So, that's something we had to solve for and think about. Our first belief is that product quality is the biggest driver of longevity and happiness in cohort behavior.Chip:So, if your product stinks and you're the best marketer in the world, that's a short term gain. [inaudible] you can have actually a subpar experience with an amazing product and that's actually the better trade. Again, we try to solve for a great experience with a great product. But if we have only one chip to put it in, we would always put it into the product category because we believe that is what drives behavior. So, when we're going out, and one of our early investors and main investors had a really great point, which was you don't know how someone's going to find you. It could be a blog article about some tail skew that you just launched or cutting board.Chip:It's not, of course, you, but if that is their first experience with Made In, they are going to believe that everything else is like that cutting board. Right? So, everything you launch needs to be okay in a great experience. Or sorry. No. Everything you launch needs to be a great experience if that is their first product they've ever bought. So, don't launch tail skews that aren't up to the quality standards that you want, that don't have the manufacturer and craftsmanship story that you want, that don't have a good unboxing experience.Chip:So, we've taken that to heart because I think you see a lot of ecommerce companies just launch a whole bunch of stuff really quickly without that thought and attention behind it. Again, you don't know how people are going to find you. You're going to Parachute Home and you need a candle. If that candle doesn't come in an amazing box that represents the Parachute Home brand well, then you're probably not going to come back and buy their sheets. So, when we think about a product line and our offerings and cohort behavior and [inaudible] to answer your question, it all starts with product experience and product quality, and then again, that hospitality first mantra, treating our customers correctly, giving them customer service if they need it, and that will drive longterm behavior.Stephanie:Yeah. Oh, that's great because I think, like you said, a lot of brands do think about what are the loss leaders that you can put out there and just get people in the door, the quick hits? Like you said, I've bought many things for the first time, starting off with smaller price points, just to see, dabble in it a bit, see what it's like, and then be like, "Nope. I'm so glad I didn't buy that expensive $100 item because I just bought a bracelet for $10 and it was horrible. And yes, it was $10, but I'm still mad about it."Chip:Yeah. When I was at the apparel company and I was running analytics for them, we did a lot of basket cart analysis on which product ... taking everyone's first cart and basing out the SKUs that made up that first cart and then which of those SKUs led to [inaudible] second carts. Then we found an interesting mantra, which we've taken to heart, which was the lowest price point product of the most premium category was included in the most baskets that drove the highest repeat. To your point exactly on that, it was people who were trying to figure out, hey, is this material worth this extra amount of money I'm about to spend on it? I'm going to test that out, buy the cheapest one in that category.Chip:So, it was that product that we hadn't spent a lot of time and attention on, and all of a sudden, you're like, "Wow. This actually is the most important product of our entire company," because it's everyone's gateway and it's showing the material, but it's not a tough price point to hit on a first basket, and if we can show well on this first basket with this product, then they'll be great customers over the longterm. So, I think exactly what you mentioned is interesting.Stephanie:That's a good one. It makes you think about maybe adjusting margins on that first lower priced item, give it higher quality, lower your margins if you need to to keep that price lower, get them in the door, and then they'll probably go up from there when they have a really good experience with that cheaper item. I don't know if all brands do that, though. We will find out. Interesting. So, when developing new product lines, you're talking about the quality piece of it. But how quickly can you guys develop products, or are you more slow paced, like we just want to make sure it's perfect and it could take us a year to come up with a new product line because we're working with these artisans in France or knife makers or whatever you're doing?Chip:Yeah. It's been a mixture of both. We've had products that came together very quickly and was a match made in heaven with the craftsman who we reached out to and it just got to market in the way we wanted very quickly. We had a product, cast iron product that we were trying to launch in 2019 that got to the one yard line and we had spent a year and a half on it. We invested $50,000 of tooling and a ton of research and time and effort and all this stuff. It just wasn't up to the quality that we felt represented the brand and we scrapped that project at the one yard line, and now it's been a three year project.Chip:So, I'd say it's very variable. We are very aware that once we put that product out, it reflects on the rest of the products. So, if we put out a bad line and it doesn't carry the same quality and care and attention that the rest of our line does, it could reflect on ... Are they doing everything else half-assed as well? So, I would it's been a mixture.Stephanie:Yeah. How do you ensure that you're going to have enough inventory, especially when it's being handcrafted? We've had quite a few people on this show who have similar stories around ... We had Yellow Leaf Hammocks on in the early days and the women in the villages there were the ones making the hammocks, and of course, that can cause maybe sometimes supply issues. How do you even plan for that when it's like, well, this is one person's recipe and there's 50 people who are touching this product to get it out there, and maybe Joe got sick, so there goes his recipe for a week, we don't know how to create it anymore? Even plan when it's so, yeah, custom, I guess?Chip:Yeah. To be honest, that's been one of the biggest challenges of this business is our unique moat and value prop and everything is also the biggest challenge in the business. I think those naturally go hand in hand together. But you hit the nail on the head. It's about finding these craftsmen that make these amazing products, and they've never seen a company scale 5x year over year. They've never seen a company go this fast and just attack the market in this way.Chip:So, it's about, again, going back to being good partners with them, sharing multiyear forecasts, helping them invest in new tooling and new lines and things like that and working with them directly. It's a huge, huge challenge. But we've seen companies who get to this point and then take it and move everything to an automation facility and hurt everything that they built in the first place. So, we're not doing that. It's more about being great partners and figuring out the challenges with those partners.Stephanie:Yeah. Cool. So, when it comes to an ecommerce perspective, I like your example earlier about how to think about certain metrics and what you use to analyze. What are some other things maybe you pulled in from your past marketing experience into this business where you're like, "We've always relied on these principles, or I always look at these metrics every day to make sure everything's going okay"?Chip:Yeah. We look at star ratings by product line. Those are obviously very important for us. It's what is the benefit of ecommerce? In the early days, it was the cut out the middle man story. That's gone away now. It's, okay, direct relationship with our customer, one to one management of that relationship, and we believe more of that mantra, right? So, it's, at the end of the day, we always say at the end of the day when you buy something from Williams-Sonoma and you walk out of that store, you're never going to hear from that salesperson ever again. Your relationship with Williams-Sonoma and that salesperson who just spent a half hour with you is over.Chip:For us, it always begins at the time of purchase. They've bought from us. We now have a direct line to them, we can provide them content, we can provide them customer service. Our relationship is just beginning, and a lot of that goes into product reviews, a lot of that goes into monitoring return rates and how many customers exchange or return products. For us, that's a proxy for product quality. Then cohort behavior is a huge one as well and those three together give us an idea of how the product into customers viewing the company full circle is behaving and is trending. Those are probably the three we focused on most.Stephanie:Yeah. What are some of the behaviors that you're looking for when you say the cohort behavior is one of the biggest ones? What are you guys looking for and how would you adjust it if it's not going the way that you want?Chip:Yeah. So, cohort behavior, you're looking for trends up and to the right, and home space. When we launched in the home space, what we tend to see in this space is a diminishing marginal curve on cohort behavior. So, after they've bought all the things from you, then they don't ever come back again. So, you see cohort behavior one to six months kicking up to the right and then six to 12, a little bit less, and then flat from 12 on, or whatever it is. Right?Chip:So, we wanted to make sure that we didn't follow that trend because that meant, all right, we no longer have a relationship after 12 months, just out of an example, with that customer. So, what can we do to maintain that customer within our relationship and what can we do to provide value to them, whether that's content and recipes and how to use things better, whether that's new products? So, again, we started with just stainless clad cookware, we've launched carbon steel cookware, knives, wine glasses, plates, silverware, copper bakeware, all from these amazing facilities and stories. If we can treat them right in the beginning, then obviously they'll continue to support us throughout that journey.Stephanie:Yeah. What's some of the most engaging content? Is it the educational stuff? Is it the stories around the artisans making the product? What really pulls people in and then keeps them coming, not just a one off hit of, "Oh, that was heartwarming. I like that," and then you don't see them anymore? What keeps them there longterm?Chip:Definitely the manufacturing and craftsmanship stories. Those get the highest feedback and results from us. To your point on inventory being an issue for companies like ours, have that be a portion of it and then have that portion go through a pandemic where demand is increasing and manufacturers are closed in Europe for months because of COVID outbreaks. It creates a tough dynamic, and with and around those stories, we've generally heard the refrain of, "I don't care when this stuff comes to me. Just make it in the right way," and I think what these videos and this content does is show you that were making it in the right way.Chip:It's not like we're delivering medication that needs to be ... If you don't have your oval baker on Monday, you're not going to be too upset about it. Obviously, we're striving for best in class delivery and fulfillment and have a great team who does so. But we're not delivering life needed items. We are delivering craft products that are going to last you a lifetime, and if that takes an extra week, by showing people that, the care and attention that goes into it, they generally have that refrain of, "Do it the right way and get it to me when you can."Stephanie:Yep. Yep. I definitely feel that. How do you feel about being shown up in marketplaces or Amazon? I know there's a couple artisan marketplaces where they highlight some of the best products. To me, letting someone else tell your story, or even on Amazon, you can only tell it in a certain way. How are you guys approaching that?Chip:Yeah. Amazon's interesting because I think the mentality on Amazon has shifted a bunch over the last five years. The ecommerce space in general five years ago, I think, would have said, "No way. Amazon dilutes my brand. Amazon doesn't let me tell my story. It's going to cannibalize all the marketing efforts I'm doing over here." [inaudible] we're seeing a shift away from that mentality and people and brands racing towards displaying on Amazon. I don't think it means Amazon is still doing a great job of letting brands tell their story. To me, it's still a search engine and people tend to not get to the brand page ever.Chip:So, I don't think it's necessarily an Amazon win and that they're helping perpetuate all this effort and craft that we're going towards. It's more, I think it's becoming just such a necessary evil in terms of [inaudible] and people are growing these brands to get scale and need to find the incremental sales, and where else to go but wholesale and Amazon? So, Amazon's been interesting. We're not on Amazon. Almost 100% of our sales come through our own dotcom. So, we're not really on marketplaces either.Chip:In general, we have a kind of anti view on all of those. I'm not saying that will be forever. Again, each channel has diminishing returns at some sort of scale. Fortunately, we're not at that point. But yeah. We tend to like to tell our own stories and craft a message and own the relationship and provide the value to the customer.Stephanie:So, what's on the radar for you guys for the next couple years? Where are you headed? What are you hoping to do in maybe one to two years?Chip:Yeah. So, we're at the point, and when we launched this, we wanted to "own the kitchen". I realize that's an overused, cheesy phrase and hopefully, all the listeners didn't just roll their eyeballs. I swear-Stephanie:I didn't. [crosstalk] Own it, Chip. They're going to own it, everyone. Come on.Chip:Exactly. But for us, everything comes down to the why and it's not just to sell more things. It's, okay, a kitchen is part of the home and people like aesthetic congruency within their home. So, it doesn't make sense to have a different bakeware company vs. different knives vs. different cookware and pull those all out and now you're serving them all on a table to a dinner party and they all look different and it's not a reflection of what you're trying to do for your home, which again, is very personal to you.Chip:So, with the launch of bakeware, we're actually at the point right now where if you're moving into a new home you can buy almost every main vertical you need off of madeincookware.com. It can all show up in one box and it can look the same and it can feel like part of the same system and you know that everything comes from an amazing backstory with amazing craftsmen.Chip:You don't have to go research do I want [inaudible] vs. Henko vs. Made In knives, then All-Clad vs. Made In Cookware. You don't have to do 500 different pieces of research. It's a seamless process for you to do so. So, that was our main brand goal, and we got there a little bit quicker than we thought we would with the launch of bakeware now. So, we're super excited about this being the first year where you can literally pull out a butcher block and cut a knife and prep your food and then cook it on Made In and then serve it on a Made In dish and serve it with wine and all that stuff and never touch anything but Made In, which is pretty cool.Stephanie:That's cool.Stephanie:Cool. Well, let's move over to the lightning round. The lightning round's brought to you by Salesforce Commerce Cloud. This is where I ask a question and you have [inaudible] or less to answer. Are you ready, Chip?Chip:Yes.Stephanie:All right. So, I'd say you're probably an adventurous guy, from what I've read about you. What's one thing that you would never do?Chip:One thing I would never do. Good question. As of interest, I am, I'm not a huge water lover in terms of ... I do scuba dive, but I would never kite surf [inaudible].Stephanie:No kite surfing?Chip:Yeah.Stephanie:Wow. Okay. But don't you fly planes?Chip:Yes. [crosstalk] I'd rather go up than down, and climb mountains ever.Stephanie:Okay. Okay. What's a crazy story from flying a plane where you're like, "I almost died this one time, but here I am"?Chip:Yeah. My 14th hour, so about a third of the way through the private pilot's license, we had an engine out failure. It was right outside DC and we were descending beneath the DCA airspace, the Reagan airspace to sail out of it. It was with my instructor. It's the first time in the training process that you go and land at a separate airport and come back. The first 10 to 12 hours are just all at your local home base airport doing takeoffs and landings. So, we had just crossed the Potomac. He asked me to descend below the airspace, pulled back the throttle, and the engine just quit.Chip:He said, "Give it more gas. Don't throttle back that much," and I [inaudible] and it didn't kick back in. We declared an emergency, to make a long story short. When you declare an emergency, this is the Reagan now, they give you a dedicated person to help monitor your situation and he told us, "Okay, there's an airport two miles to your left. Can you make it?" "No." We declared a mayday situation. It had just had snowed two feet in the DC area at that time, which was pretty rare and lucky for us, and ended up crashing in a snowbank in someone's backyard.Stephanie:Oh, my gosh. I heard about this. I lived in DC.Chip:Did you?Stephanie:I heard about this. Yeah.Chip:It was probably 9:00 AM maybe. This lady came out in her robe with a coffee cup and just was so confused that there was a plane in her backyard, and we were sitting there kind of dancing-Stephanie:[inaudible].Chip:... because [crosstalk] yeah, we did this. We were safe.Stephanie:Oh, my gosh.Chip:She took us in and gave us hot cocoa. I was in school. I was at Georgetown at the time and I was missing, I had an 11:00 AM exam and emailed the instructor and said, "Hey. I know you said no excuses for missing exams, but here's the story." I ended up making it back around 12:30, three hour exam, walked in the classroom, and he stood up, stopped everyone, and said, "I will never accept any other excuses ever again for missing a thing," except for I was in a plane crash and landed in someone's backyard two hours away from the city.Stephanie:Oh, god.Chip:Which was pretty crazy. He ended up being a former Navy pilot. So, kind of, I think-Stephanie:Felt that.Chip:... touched a good nerve with it. But it was definitely one of the crazier experiences in my life.Stephanie:Wow. What year was that?Chip:2009 or '10.Stephanie:Okay. Yeah. I remember when I lived in Potomac area and I remember hearing about this. I don't know if it was you or not, but I remember a plane landing in someone's backyard and it was in the newspaper for a week.Chip:Yeah.Stephanie:[crosstalk] was you. That's cool. So, you've done four or the seven summits. Which one's been your favorite and why?Chip:Denali in Alaska was by far the most wild experience. That's the only one that's totally unassisted, no porters, no mules, not anything. You take a plane that lands on a glacier with your backpack and a sled and they say, "See you in 14 to 21 days." It was also the toughest. That is 120 pound packs over 14 to 20 days. We got stuck. So, we actually were making amazing time. We got up to the 14,000 foot camp. The mountain's about 21,000. So, it's the last major camp before doing your ascent, and about 10 days of -40 degree weather came in. So, we were stuck there.Chip:It was kind of a weird experience because the days were sunny and nice, but it was absolutely freezing and anyone who left the camp, 100% of them got frostbite and had to be evacuated. So, we sat there. We were running out of food. If we got through the last day of food and things opened back up, then we did a rapid ascent and summited on the last day we were able to. But you're out there in the wilderness. It's absolutely stunning and beautiful. You're kind of with yourself for ... It's quite a different experience than some of the others, which are a lot of tour groups, a lot of assistants, a lot quicker. So, it was a wild experience.Stephanie:That's cool. I mean, below 40. Wow. No, thanks.Chip:Funny story is the kid who actually had a [inaudible] job, he was a friend from earlier, but he was working at Walmart ecommerce at the time. We actually received our first investment via satellite on that climb for Made In.Stephanie:Wow.Chip:He was like, "What is that?" Then two years later, he joined us as our head of logistics. So-Stephanie:Oh, that's cool.Chip:... a lot of things came from that journey.Stephanie:That's a fun story.Chip:Yeah.Stephanie:Man. So many things all coming together. Cool.Chip:Yeah.Stephanie:What's one thing that you don't understand that you wish you did?Chip:All this stuff that's happening with physics right now and how molecules can go through walls and power all that stuff. I don't know. It seems very cool and I wish I got it, and I've had a lot of conversations around it. Every time, I feel like I'm high or something and I don't quite get it. But other people seem to get it and I wish I did.Stephanie:I haven't even really heard about this, or maybe I just don't know what this even is. So, I guess I'm in that same camp of I don't understand and now I'm going to start looking into that.Chip:Yeah.Stephanie:The last thing, what one thing will have the biggest impact on ecommerce in the next year?Chip:Probably the mass move to 5G. Everyone is, I would say, still in the camp of mobile as the first touchpoint and then convert on desktop or desktop conversion rates and AOV are still [inaudible] out of mobile, development still is mobile, second in most cases, and even though [inaudible] about mobile first development for the last decade. I think obviously as the more widespread 5G world gets out there, the focus on mobile maybe finally will get through to people. That's the most important meeting of ecommerce.Stephanie:Yep. Cool. Well, thanks so much for joining the show. It's been fun learning about the world of cookware and seeing where you guys are headed. That's, yeah, amazing. Where can people find out more about you and Made In Cookware?Chip:Yeah. Everything is sold through madeincookware.com. That's M-A-D-E-I-N cookware.com. We have everything from full kits if you're moving and need to outfit a full kitchen down to everything is also sold a la carte if you just need to fill around an existing group of cookware. So, we're excited and we have a full team ready to help you out if you have any issues as well.Stephanie:How amazing. Thanks so much, Chip.Chip:Cool. Thank you for having me on.

Ariel Kaye is the founder of Parachute Home, a millennial-favorite bedding and lifestyle brand. She joins Brit to talk about how to create a sleep sanctuary in your bedroom, tips for making a small space feel bigger, the best sheets for sweaty sleepers, and how to understand bedding labels and thread count. Plus, the two debate home decor trends like millennial pink and cottage-core and chat through the best color pairings for your home. Learn more at Brit.co and follow us at @britandco. Learn more about your ad-choices at https://www.iheartpodcastnetwork.com

Do you have a dream that you’ve been putting off until you’ve figured out all of the details? What would happen if you threw caution to the wind and just took that first step forward? Meet Ellen Bennett, founder and CEO of Hedley & Bennett, who shares why it’s important to just get started and figure out the details along the way. In her new book “Dream First, Details Later”, Ellen shares her journey and personal playbook for starting before you stop yourself. Ellen’s hustle and willingness to leap into the unknown, time and time again, has helped her build a multi-million-dollar company, making aprons and kitchen gear worn by many of the world’s best chefs and home cooks everywhere. In this episode, Ellen shares how she self-funded her business, and how getting comfortable with the uncomfortable allows her to navigate through change and keep leveling up. She even pivoted her business from making aprons to making masks at the beginning of the pandemic, helping to save jobs and donate over a half a million masks to those in need. So, if you’ve ever imagined doing something and immediately thought, “that’s impossible,” or “I wouldn’t even know where to start,” or “I’m not qualified to do that”, Ellen will teach you how to push aside your inner critic and launch into action. Visit https://www.iambeyondbarriers.com where you will find shownotes and links to all the resources in this episode, including the best way to get in touch with Ellen.   Highlights: [02:39] Ellen’s story [03:43] “Dream First, Details Later” [06:06] Navigating challenges and setbacks [07:48] Finding success in doubt [10:00] Taking the first step forward [12:23] Get comfortable with the uncomfortable [15:50] Attracting cutting-edge talent [19:15] Behind the scenes of success [20:10] Start with building your community [23:29] Staying focused on what’s right for you [26:15] Adapting when your playbook goes out of the window [30:30] How Ellen stays ahead of the curve [32:15] Hold on to the scrappiness [34:34] What keeps Ellen grounded [38:50] Where to get Ellen’s book, “Dream First, Details Later”   Quotes: “The best advice I could ever give to anyone is just start, you just need to begin and figure out the details along the way.” – Ellen Bennett  “Seize the opportunity and have enough confidence in yourself that you've done enough things in life to get you this far.” – Ellen Bennett “Never feel like you are just one person and you can't have an impact in the world, your opinion and your actions matter.” – Ellen Bennett “No matter how much building you do in life, sometimes things happen and you just have to be willing to rise to the occasion, adjust and let go of what you did before.” – Ellen Bennett   About Ellen Bennett: Growing up, Ellen Bennett, the founder and CEO of Hedley & Bennett, the leading Los Angeles based culinary workwear brand, found herself spending summers in her native Mexico learning to cook with her abuelita. Soon after graduating high school, Ellen found herself back in Mexico City attending culinary school where she would rekindle the joys of her summer cooking adventures while learning the skills needed to tackle the hustle of the professional kitchen. Back in L.A. she put her training to work cooking in two Michelin Star restaurants, Providence and Baco Mercat. It was during this time working on the line that she experienced a “uniform” that was not aligned with the creativity and confidence found in the kitchen. This led to the vision for Hedley & Bennett; make the best aprons in the world by marrying the needs of professional chefs with the design trends for today's discerning consumers. Today, Hedley & Bennett make more than aprons, but culinary workwear and gear that outfits over 6,000 restaurants, hotels, coffee shops, resorts and hundreds of thousands of home cooks all over the world. This evolution has also led to creative, out-of-the-box collaborations with brands such as Vans, Madewell, Parachute Home, Rifle Paper Co., Product (RED) and more. Most recently, she pivoted the resources of her company during the global COVID-19 pandemic to make masks to meet the needs of both professionals and consumers while donating over 200k masks to front line workers. Ellen and the Hedley & Bennett story has been featured in the New York Times, Fast Company, Inc., Bon Appetit, Martha Stewart, the Today Show and more. Ellen lives in Echo Park with her husband Casey, their pet pig Oliver, and six chickens.   Links: Website: https://www.hedleyandbennett.com/ Link to Ellen’s Book: https://www.penguinrandomhouse.com/books/607064/dream-first-details-later-by-ellen-marie-bennett/ Instagram: https://www.instagram.com/ellenmariebennett/ Company Instagram: https://www.instagram.com/hedleyandbennett/

EP244 - Upfront Ventures Greg Bettinelli Greg Bettinelli (@gregbettinelli) is a partner at Upfront Ventures. Greg was previously the CMO for LA-based HauteLook, a leading online flash-sale retailer (acquired by Nordstrom). Upfronts portfolio includes ThredUp, Parachute Home, Adore Me, Skylar, Verishop Goat, Happy Returns, Invia Robotics, ChowNow, Verishop and in transportation Fair, Bird, and SureSale. We discuss DNVBs, Marketplaces, Shipageddon, and much more. Don’t forget to like our facebook page, and if you enjoyed this episode please write us a review on itunes. Episode 244 of the Jason & Scot show was recorded live on Thursday, October 28th 2020. http://jasonandscot.com Join your hosts Jason "Retailgeek" Goldberg, Chief Commerce Strategy Officer at Publicis, and Scot Wingo, CEO of GetSpiffy and Co-Founder of ChannelAdvisor as they discuss the latest news and trends in the world of e-commerce and digital shopper marketing. Transcript Jason: [0:24] Welcome to the Jason and Scott show this is episode 244 being recorded on Wednesday October 28th 2020 I’m your host Jason retailgeek Goldberg and as usual I’m here with your co-host Scot Wingo. Scot: [0:40] Hey Jason and welcome back Jason Scott showed listeners we are recording this days before Halloween, and also the release of the next season 2 of the Mandalorian so unfortunately on the podcast you can’t see it but Jason is wearing full Mandalorian gear for this episode so that’s exciting. And since since it’s coming up on Halloween and we’re heading into the busy holiday season. And before we get into that chaos we thought it would be good to go up to 30,000 feet for a little bit and look around and have someone here on the show help us think about some of the bigger trends, around digital and e-commerce from the West Coast so we’re really excited to have on the show Greg bettinelli he is partner at upfront Ventures, upfront portfolio includes this is just a small sampling, some Brands I think you’ll recognize such as thredup parachute home Adore Me Skylar Vera shop goat happy returns in Via robotics Channel Vera shop, I said that one twice so that that. Jason: [1:45] You can tell which is Scott’s favorite. Scot: [1:47] Yeah yeah shout out to Imran and then and then little gratuitous plug for some of the transportation Investments Fair bird and sure sale Greg welcome to the show. Greg: [1:59] Hey guys great to be here appreciate the invite I sure hope the first 243 guests were average and I will come over the top and we’ll have a great discussion. Jason: [2:08] Yeah we feel like those 243 rehearsals are going to pay off tonight. Greg: [2:12] Exactly I’ve been practicing that listen to it a lot. Jason: [2:15] Yeah well you know Greg one of the things we learned from those shows is the guest always like to be grounded a little bit in the background of our guests so can you introduce yourself and maybe talk to us about how you came into your current role. Greg: [2:28] Yeah absolutely and Scott and I go way back from early days at eBay or was called mid-years at eBay but it’s really where I got my start in and around e-commerce and marketplaces I join. EBay in early 2003 which is really the second wave of eBay when auctions were at its peak. [2:51] And anyway I had some pretty exciting roles and it’s what I think is some interesting things and so back then we had a very robust category management team and the North America business. And I was lucky enough to really the one of the first people at eBay to recognize. A lot of interest in categories like ticketing I also ran the entertainment business eBay which back then we sold DVDs and textbooks and video games on top of entertainment memorabilia and things like that, it also played a big role in what we did with sports whether it was on the collectible side on the, the jersey and apparel side and so got to really work with some interesting businesses there but I was I was at eBay for 5 years and all everyone really knows me for is the guy who said we should buy StubHub. And we bought StubHub for I think about 285 million dollars in 2007. And as you both know eBay just sold that business for four billion dollars about a month before the pandemic which turned out to be the greatest transaction of all time, because now I love that brand I’m not sure it’s a great time to be in the ticketing business but from there from eBay I spent some time in StubHub. [4:06] And eventually moved down to Los Angeles I have been in the Bay area for a while and went to work for a company called Live Nation for period of time, whereas on the executive team recruiter at eBay to kind of help build a competitor to Ticket Master of all things. And if you go back into 2008 2009 the economy first in 2009 was not great and Ticketmaster and Live Nation ended up merging, which was not a place I wanted to be having spent most of my career at eBay competing against Ticketmaster and and candidly receiving a lot of cease and desist letters from Ticketmaster, for the work we were doing it either in StubHub it was not something for me so I ended up leaving and, I went to a that point a very young company in Los Angeles called HauteLook, which was a fashion e-commerce business more of an island online sample sale business at that time there was a couple companies similar to us Gil group Andrew Lala in particular and eventually Zulily which ended up being the best of the bunch. But I was a chief marketing officer at HauteLook and was there for two years. I’m actually before we sold the business to Nordstrom for about 300 million dollars. [5:18] I like to call it a you know it’s a solid RBI double it was a great outcome in a short period of time and very good for me personally and professionally, but also helped me you know I had a couple of years left of my best staying post that acquisition so I was able to spend a lot of time working with the Nordstrom team. Thinking about what they were doing around e-commerce what they were doing on mobile in particular and what to do with kind of the full price and off-price brand so I was I was there through 2013 and then eventually left in 2013 and, made my way into Venture Capital because everybody wants to be a venture capitalist because it’s super easy and so I hopped on board in 2013 if you go back, there wasn’t a lot going on in Los Angeles at that time and K a little bit before and. I knew there was you know huge opportunities having spent time in Silicon Valley, but also making home Los Angeles it’s where the most creative people in the world live. [6:17] We’re very powerful on things like Commerce and communication and content and Community you know companies now we think about like Snapchat which is now 40 billion dollar company, companies like good RX which is a 20 billion dollar company companies like Riot games which is a leader that the maker of League of lemon Legion League of Legends, a lot of super interesting things you know Tinder was invented in Los Angeles and I’ve always been Bullis almost Angeles and coin the phrase long Allah which is just a, assign that you know there’s a lot of exciting things happening in Los Angeles and I really bet my career that I could be a part of that ecosystem helping to fund new companies so I joined, from Ventures and for the past seven or so years I’ve been a series a investor and early-stage technology companies, I work in businesses from direct to Consumer businesses to marketplaces in managed marketplaces businesses marketing Services business is I do work around what I call Commerce Innovation so, identifying companies at the very earliest stage where they’re working to solve friction points that exist in Commerce. And it’s really I do other things as well like consumer fintech and the like but I edited my core I’m a Commerce guy. [7:36] And I’ve been doing that for a long time and enjoy it I have trade on certain instincts throughout consumer Behavior I recognized I think I can see around some corners and things that a lot of people in the marketplace can’t see, and I think I’ve done pretty well I don’t we as a firm we do broader investing upfront Ventures will probably look at us as the, the first or second check into a very early stage business that we do across a wide discipline of investment opportunities from software businesses to, Healthcare technology to food Tech and AG Tech in digital media but I do really over index on the Commerce. In consumer size of the investment opportunity. Jason: [8:16] And it’s fair to say that Commerce is the coolest part of the portfolio anyway right. Greg: [8:22] Yeah as far as you know I communicate to my partners for sure it’s definitely the thing that is easiest for coffee talk I’ve I’ve been very lucky, I always seem to work for companies that people know and have experienced before and you know it’s something I really like I can’t even remember the earliest days of eBay, where you would hear you know I could go to my Aunt Marilyn’s house for Thanksgiving and, I tell them I work at eBay and everyone there knows what eBay was in this is in the early 2000s and there aren’t a lot of jobs like that so I’ve always liked kind of being around and something about working more consumer and commerce plays, people have more understanding of what you do versus if you’re selling some enterprise software solution or something like that with you can’t explain to your Uncle George what it actually is. Jason: [9:08] I think my wife happened to ask who the guest was tonight and I was pointing out all the products around our household that you guys were in right so you. Greg: [9:18] Great anyone in any favorite any fan favorites or. Jason: [9:21] She’s actually a big fan of these ritual vitamins I feel like might be her her go-to you may have exited from that already I can’t remember oh oh. Greg: [9:29] No we haven’t but it’s part of. Jason: [9:32] Yeah you have you just don’t know it yet I’m just. Greg: [9:34] Yes yeah not that I am busy I know but that we were the first check into that business. And I had worked for a long time and just identifying these d2c direct consumer opportunities, which there was candidly no brand leadership with reoccurring purchasing characters. I like the same smart but it’s not that sophisticated but in categories like vitamins if I were to ask you to name the leading vitamin manufacturer you wouldn’t be able to do so because no consumer actually can, and at the same time there is replenishment and as you know with. Replenishment I especially things that you can put in a small box like those are very attractive e-commerce business High margins reoccurring and no Grand leadership. And so I’ve actually had a few of those and we as affirmative a few of those and it’s a simple strategy but I think it’s turned out to be pretty well. [10:27] I also have always think the thought about attacking categories where there’s only one brand leader and so you talked about Adore Me, you know they’re at the time that a dorm we started it was kind of Victoria’s Secret and that was it a door me does sells Intimates in in soft goods for women, and it tends to be when you’re competing against those single Brands who are leaders think of luxottica and worry Parker, you know they’re as vulnerable as most companies because they don’t think anyone’s coming up their heels and then a couple years later they wake up and you have a pretty big business in your hand so, you know like I said I don’t like to overthink things but there are some pretty compelling opportunities that I think. Jason: [11:06] Yeah yeah I think we also we do have some Adore Me products and parachute product there’s some bird scooters parked in front of my condo and I actually wanted to talk to you about that later but. I’m just I’m teasing yeah so that’s awesome and because you challenge me the largest vitamin manufacturer in the u.s. is aligner Healthcare products and they make private label vitamins for Walmart and Walgreens. Um yeah I’m the the one guy you probably don’t want to. But that that is all awesome and then I happened and I mean timing is everything but you’ve worked for a bunch of companies that were great while you were there but we’re not covid-19 very friendly to I feel like, the whole ticket and sporting goods and then it’s also not that fun to be selling apparel through a department store right about now. Greg: [11:56] No and it’s weird unless you’re in the off-price side which. Lisa has a now those stocks have you know if you look at TJX and Ross and Burlington. Their stocks are really only off 20 maybe 20% from the peak pre covid Peaks which is amazing. Considering they have zero e-commerce and I’m guessing they’re selling it 50 this 30 to 50 percent capacity freak event but I think there’s a big bet that the consumers are going to gravitate towards off price, long-term and most likely most of the department stores that we grew up with are going to be at a business with the. Jason: [12:33] Yeah yeah and there’s going to be a lot more inventory for those off price guys the you did mentioned how fabulous the StubHub timing was the opposite end of that might have been Burlington which decided to turn off its e-commerce site a month before covid-19. Greg: [12:47] Yeah do you really think they would have been able to handle the demand had they been live. Jason: [12:53] Hi Joe I mean it’s it just sounds funny and I do think it’s a mistake I think there’s a way to do digital for for off price and I think. Did digital is an important shopping amenity for off price so I think there’s I hated to see them pull back but economically I doubt it hurt him I don’t think they would have liked. Driven a lot of Revenue dollars and then in their space the unit economics of e-commerce are would be tricky. Greg: [13:23] Yeah well if you talk to the leadership teams that Ross Burlington obviously in TJX TJ Maxx Advanced TJ Maxx and Marshalls they don’t think e-commerce moves the needle for the, and they’ve already emphasized I think TJ Maxx is made Acquisitions they’ve hired good people who aren’t there anymore and their view is the return on capital is just better off. Putting money into stores and continue to perfect the buying experience but I did have my one of my good covid experiences was I was I think I was pretty early and I went on like we all won the hand sanitizer see I’m Journeys. And I pounded Dollar Tree online when they still had an online store and they had like a case of those two ounce bottles of hand sanitizer. And three weeks later I received my hand sanitizer actually 15 business days which as you know sounds like two weeks but it’s really three and that’s a marketing trick and yeah so that was my first and only time I’ve ever bought from a dollar store was in search of the hand sanitizer because I can find it anywhere else. Scot: [14:30] Yeah Amazon Prime has a spoiled whenever something takes more than 4 days you’re like you assume it’s just been lost forever. Greg: [14:36] Right exactly. Scot: [14:38] Dia so on The Upfront side you said you guys are one of the first checks in is that kind of give us like the little kind of the VC spilled are you is that like seed series a and in La vernacular and then like what’s kind of the average check size and where you guys how assets under management that kind of thing. Greg: [14:57] Yeah so look at us as I would say late seed to series a so our typical average first check is about 4 million dollars. And we are active lead investors so were most likely leading around, I’m taking a board seat really helping to formulate a company and be a truly added value investor. We will make out of a fund which right now we’re investing at about 400 million dollar fund it’s our sixth fund upfront 6, but will make 30 to 35 what we call platform Investments so those are lead Investments and unlike a lot of from we reserved a significant amount of capital for follow-on investment so use that for million-dollar example, if you do 4 times 30 that’s a hundred and twenty we have a 400 million-dollar fun so we’re clear reserving upwards of two thirds of our capital for follow-on and that’s both because look a lot of great companies take a long time to build. And in addition in our world who wanted to play Capital against our best companies over a long period of time so we like those we say back up the truck against companies that, do you need new capital for growth but we want to invest in those because they’re moving there’s an optimal time to wait for optimal opportunity for returns. So we really play in that space of you know it’s really maybe you know the late seed series a stage. Scot: [16:17] This is a little bit outside of our wheelhouse but I was kind of curious what you think so this may be a Silicon Valley thing so it was a big Trend in Silicon Valley to not go public for as long as possible going Publix evil and terrible and whatnot so so you had like uber and Airbnb these companies wait till they got to this really really big scale but then it seems like the pendulum has swung swinging really hard the other way where now we have this hole kind of spak craziness where a lot of the Silicon Valley guys are going out and getting these these vehicles that can take a company public through this kind of different way what’s your feeling about that that turn. Greg: [16:55] Yeah for sure especially like I think this pack is relevant to businesses by which there’s this perception that there’s this Robin Hood type of investor, so any company that a Robin Hood Trader would have heard of should be public right so DraftKings really started it, you know it’s Robin the technically hasn’t gone public yet but this so you’re seeing, a lot of conversation about more consumer type of transactional businesses I think the reason why this happening is nobody went public for a long time and so there was really just a dearth of opportunities to invest in fast-growing companies especially on the consumer side now the SAS businesses have been doing extremely well for a long period of time, and the public markets and those there are SPAC opportunities there but those have been, you know a lot of great performance right companies that have gone public over the past five years and candidly a tremendous amount of shareholder value created after their public just look at Shopify as like the great example right, is I think that went public at. $12 a share or something like that maybe we traded like 30 and now it’s over a thousand and that was only five years ago roughly so how many hundred you know a hundred plus billion dollars in value created as a public company. And so yeah so there are so that’s example yeah and I think look the reality is. The public markets are strong right now I think there was about a six-week period between March 12 in May first. [18:23] Where people were nervous I was nervous everybody was nervous a lot of our companies made very hard choices. [18:30] Around organizations around marketing spend and I think there was a sigh of relief I think it was prompted by the a lot of. The checks went out that money wasn’t all spent on rent it was spent and compelled a lot especially in the consumer side. I think it also enabled a recognition that software is eating the world as Marc Andreessen would say. And just the gravitation to anything that was you know. [18:58] Is code based or Commerce based that doesn’t doesn’t touch bricks and mortar or doesn’t touch Legacy businesses and I think the markets of just NASDAQ in particular just responded in the way and I think the public markets are now feeding that, I’m frenzy personally I hope it lasts forever it probably won’t, but I think you’re seeing that play out and even the companies that you know I think of like the Casper IPO as a use it example I think they even they are trading, where they were about to say it wasn’t an overwhelming successful IPO but you know they’re about where they were pre Koga. And so but there’s been a lot of you know I track all have although my on my iPhone all those companies from revolve to. Real real and posture Mart or not Poshmark Stitch fix and others and they’ve all you know. Bounce back 3 to 4X since even their lows which was usually no pain about April 1st or so but it’s been it’s been crazy for lack of a better term for sure. Scot: [20:01] Yeah I think that’s a good backdrop so you know I think it’s really interesting because as a VC what a lot of people probably don’t realize you know I think most people kind of think of shark tank is kind of their their their perspective and maybe you know, The Social Network kind of as how these work, but you guys have to your kind of betting on a 10-year forward basis right and that seems like it’s going to be tricky so I thought we’d hit on some of the themes where you have some clustering in your portfolio, one of the ones that you and I share is our love of marketplaces obviously you were at eBay and get to see the birth of one of the bigger Market places, um and then in your portfolio one of the ones that we wanted to talk about was goat, I am not a sneakerhead but but you know I love I love that category I think it’s really wild to watch what’s going on there so I wanted to get on that and then my favorite one that you have is some of my best investments have been Collectibles so, so I’m a comic book guy and Star Wars guy and you know if I compare those to even things like the Google IPO, the Collectibles Market has been just white-hot and its really accelerated during covid, I love rally because it allows me to look at it as an investment class thing and invest in Collectibles I normally wouldn’t and even some that would be you know Out Of Reach like. The first appearance of Spider-Man or something like that maybe maybe give listeners a rundown of rally with was that your investment apart. Greg: [21:30] Yep yep all those are mine let me try and put them all together because I think there’s you made a couple of points in you first talked about kind of time Horizons. [21:40] And like you know Venture Capital it takes a long time to build a great company. The reality is you know sometimes you get Super Lucky Nick everything goes up into the right but the reality is building businesses is extremely challenging and one thing I’ve learned in as an investor, it’s just the amount of work in, pride in everything that goes into these teams were both of these companies and for example I’m goat I think I wasn’t even at upfront Ventures when they team invested, in what the company that became goes I think we made our first investment in May of 2012 so we are now eight, and a half years into that investment can get some perspective and goat is about a four year four and a half year old business now, so they spent three and a half years Treading Water trying to find something that works, it was originally an app that was trying to connect people with like interests in physical setting so if you and I all like comic books. We would go and set up a dinner and we talked comic books and we didn’t know each other but we would build a community online Offline that we initiated online. And the reality is you know people don’t like to meet people they don’t know so it was a tough business. Scot: [23:02] Especially comic book collectors. Greg: [23:03] Right exactly yeah a little bit of an introverted crowd and so when I got to when I got to the front. That was kind of one of my first projects was hey we have this very talented team they just haven’t found product Market fit. And the story of and it’s been written about it it’s been but Eddie and Dyson who are the founders daishon was a sneakerhead. And when they were brainstorming ideas about what to do with the million dollars they have left in the bank. And I asked them how come there’s not StubHub for sneakers. [23:35] Because I as a consumer investor I spend time you know maybe not a covid world but Saturday mornings I have to go shopping and when there’s all these kids lined up outside a store on a Saturday morning. I want to know what’s going on inside there because that’s not normal whenever you see a cue that’s a signal of either something is very good or something is very bad but in the Venture world that means something is happening they need to pay attention to, and so from there was born goat which I didn’t even know what good stood for and when they said that’s what we’re naming the company, and they took some of their money which wasn’t a lot they bought a bunch of sneakers on eBay and Flight Club and put it in seed in the marketplace and I remember the first month of goat they might have done. You know thirty thousand dollars was the GM V and I you know I can’t say specifically but we’re doing north of a hundred million dollars a month in GMB now, and that wasn’t that long ago and we’re selling sneakers or they’re selling sneakers right and I think what’s interesting about that category is they had identified. [24:39] Two things one and this is an investment they might have is you look for areas where they’re very active communities, passion LED communities where people spend a lot of time and a lot of money but you catch them right before they go mainstream. And if you can catch especially the marketplace a a niche business like sneakers secondary Seekers but there’s a catalyst to it going mainstream and you become the market and for sneakers canele was, the release of the easy the Kanye West easy from Adidas. [25:10] Really Propel the secondary Market because they had an artificial shortage they purposely didn’t release a lot of sneakers and a lot of people wanted them and go was kind of the only place to go get it at the time other than eBay and as we’ve talked about our as I’ve talked about before, and while love eBay and I know a lot my career is owed to eBay I’ll compete against than any day. And that was just an example where this community was already existence and they were just looking for a well-lit playing field. Which is an expression we used to use it eBay all the time and they were looking for that and it provided and it turned out that the key to that category was, the perception of Fraud and that that type of customer or that kind of a buyer and seller didn’t trust each other, and so goat came in and said we’re going to guarantee authenticity in fact you send them to us we’ll make sure they’re real and we’ll send them, so this idea of a managed Marketplace and that was what responded but you know it kind of ties to Rally which is think of it as a stock market for Collectibles where, you can actually trade individual shares of an asset but both of those businesses rely on scarcity, scarcity is a very powerful thing consumers retirement respond as care consumers respond to scarcity businesses responded scarcity and if you have a space scarce asset, whether it’s Talent or a tangible good. [26:34] Markets go crazy and I think a lot of the great Marketplace businesses trade on scarcity and the commonality between tickets, between sneakers between streetwear and now Collectibles as you point is white hot, is there all scarce items again I’d not that smart but it’s obvious to me that when you have something that only there aren’t a lot of them and everybody wants them it’s a pretty good thing to trade, and so they The Coincidence around what’s happening with collectibles, is it was already happening pre covid but especially on the sports side there’s just a Nostalgia that developed in March, where I’m sure you all odds un’s with people in high school they hadn’t talked before and you’re spending a lot more time with text groups with your sister and your brother and your mom and your dad I think we just came back to recognize that simple things matter and when it comes to collectibles whether it’s comic books or baseball cards or. You know video games that we just felt it was our comfort zone it was our safe space and it felt good to be able to talk and trade about things that made us comfortable. And that was a key part of what happened. With Collectibles But the irony or okay it’s coincidence is I originally thought sneakers were the baseball card of gen Z. [27:52] And it turns out that baseball cards are relevant to gen Z and it’s actually basketball cards they’re not really into baseball cards but they’re definitely in the basketball cards and that has now created you know caught fire and it’s you know I think. [28:05] My guess is you know. [28:07] The collectible assets are training at two to three times what they were a year ago it’s now it’s now being determined as a you know an asset class and it suddenly becomes an asset class with rallies perspective. Is you know you can be the market maker for things that historically were illiquid and again back to the marketplace theme if you can make it liquid markets liquid, you can dramatically grow the addressable markets and if you can draw the addressable markets and you can get a piece of that growth from those markets and think of great Marketplace businesses, like eBay like uber like Airbnb every investor who passed on it will say the Tans were too small the total addressable markets were too small, eBay was how big is the pawnshop market right Airbnb is how big is the hotel Market boober was how big was the taxi murder. The reality is they all created substantially greater addressable markets because the marketplace enabled it StubHub was the same way you know how big is that market and you don’t ask those questions anymore because the secondary Market, has really become such a powerful thing in those markets and I think that’s what’s happened with sneakers and other categories. Scot: [29:15] If listeners get one thing from this hole 244 episodes that we’ve done go to your closets find your Pokemon cards and then if you have any of the NBA cards I think the isn’t it LeBron rookie cards are going for like 8 million, there’s a specific one yeah yeah. Greg: [29:33] Now specifically if you have your 1999 Pokemon cards and specifically there is one card I think it’s the Charizard is a how you say I don’t know my Pokemon it’s the nine oh it’s number four. But that card is I think just traded for a hundred and twenty thousand dollars yes but it is and don’t don’t touch the card though. The biggest thing you you is. Really learned I learned today that a majority of cards that are wrapped in packs have already not. Rated to a 9 or 10 scale like they came up they come off the printing press as not. And that’s you know just because there’s a lot of those a lot of interest in Cardin authenticators and Grading right now but it’s just crazy what’s happened with some of the end wasn’t didn’t Jake Paul or someone just by he bought that car done talking about. Crazy. Scot: [30:32] Yeah and LeBron said oh I’ve got like 10 of these. Greg: [30:36] There’s a lot of talk about athletes who are now you know as part of their deals there they’re going to the card manufacturers and asking. Well I want some of these two historically they would just sign things but now they only know part of their negotiation with those card companies is they want to be able to put those directly in their safes as well because why should someone else profit from, from their likeness if they’re not going to so it’s super compelling. Jason: [31:03] I feel like you you helped answer a question Scott’s wife had sent me a question asking if rally was just a scam to enable Scott to buy more Star Wars memorabilia but apparently it’s legit. Greg: [31:15] Yeah and hopefully it’s up I’m guessing depending on we’ve done we’ve done I don’t have I don’t think we’ve done Star Wars we’ve done like Hulk we’ve done a lot of comic books. And we did Teenage Mutant Ninja Turtles we did yeah. Scot: [31:33] I do it to diversify like I would never own an exotic but I can get like a slice of some of that and the first one I played around and I made like 40% is like and it happened very quickly someone came in with a very high offer and I guess they liquidated. Greg: [31:47] Yeah I know it’s great I’m I’m was I grew up in San Francisco or in the in a place called Petaluma which is north of San Francisco and I was safe to go Giants fan and one of the first, rally started off doing cars it was called Rally Road and so collectible cars was really the first couple years of the business then we moved it more into broader Collectibles but there was a Willie Mays Jersey, with this kind of tobacco stain on the front of it and it was a great it’s just a great looking Jersey it’s this kind of giants gray with the orange, San Francisco ran across and that was you know you know as I never really got to see maze play I’m too young for that but I would hear my dad and my grandpa talked about Willie Mays and so back to the the emotion parts of the Collectibles categories that was you know I own you know $80 worth of that Jersey, but I tell you know it’s not the first time told the story and so you just get kind of the benefits of the way and it really enables a whole new, type of investor customers to participate in markets that historically they couldn’t and I think those can make for exciting businesses for sure. Jason: [32:47] Oh definitely one other small little fun fact about goat you mentioned that they authenticate all the the merchandise so there’s a role for authenticator and one of their primary tactics is, they smell the shoe. To identify the fake glues versus the authentic glue so I’m just I’m chuckling at these folks that got this good job and went home to tell their families that they’re now officially a sneaker sniffer. Greg: [33:18] Yes yes and look these are you know let’s just say the original authenticators where do you think they came from they know these were these are kids who were working at Foot Locker. Right over kids who were kind of trading Jordans and you know who knew that we could be no pay them no money we pay and look we weigh them, we checked the colors we smell them, you make sure there’s not two left’s two rights make sure there’s in a lot of different things and you can tell a lot about authentic identity of a shoe by how much it weighs and where there was manufactured and, and things like that because you know again like we talked about. Authenticity matters and if Marketplace as any hints of things not being authentic it won’t work and you know I think that was a big challenge that the eBay had in his and I think it’s a challenge to Canada and the Amazon has now. That it’s very hard for that business to play at the high end. Watches or handbags or pie in sneakers or golf clubs they don’t work very well on Amazon and I think the perception of a 3rd party seller could do. A buyer is real and even Amazon worth when they were trillion plus dollars now hasn’t figured that part out. Jason: [34:29] Yeah and I think we may get to that I do want to Pivot though to talk about another class of investment that I know you have some whole things in Andy Dunn’s digitally native vertical brands. And just to set the table my my sense is sort of pre it felt like the narrative was that hey you know considering how many of these there are out there that not a lot of them had had a particularly good exit or any exit at all and I had a lot of people in the media calling this a hay is is D&B be dead I talked with a lot of clients about how much more successful like Target was it launching Brands then DMV bees but, now that you know everyone’s back into the the Commerce base as a result of covid I’m curious what was it ever true the DMV be was not a good investment and what’s the perspective now. Greg: [35:28] Yeah like I think it’s hogwash right if you you can even argue like Dollar Shave Club which was the first one to exit I think did so at a billion dollars plus, right I think. You know there’s been a lot of worry Parker Hager haters over time but that business that business could be worth twenty billion dollars some day it may take a while but you had no I think companies like glossy a, hymns Roman even pre covid that they were they were trapped away although clue they may be on the wrong side of the trend just want to travel like these companies were. For on their way to doing some great things I think of like you know the all birds what’s Raffi’s was headed as a trend has been a myth momentum we talked about Casper. [36:13] So maybe but I’m always been I think it’s been important I think what maybe gotta whack was valuations. And this happened with a few companies like a stance or their others well these are very good brands but they were valued like software companies and they’re still at the end of the day there are consumer brands, and so when those businesses Trade It, 5 to 10 times revenue and they stop growing or the burning a lot of money then there’s kind of investor sentiment is like, I don’t think consumer sentiment ever goes that way because the consumer is not asking what your U-turn economics look like when they’re buying are engaging in your product your brand but investors were just kind of fluctuate in and out relative to the predictability. [36:57] And scale related to software enterprise software businesses so I think that’s kind of interesting I think what’s also happened is a lot of businesses that really weren’t Tech businesses were, you know like a lot of food businesses for example our drink beverage businesses which have done or jerky businesses like they’ve done great but those really aren’t traditional Venture businesses but then you had you know like Blue Bottle Coffee have a huge outcome than that the Nestle, which is a venture back business so I don’t think they ever came out of favor I think what kind of what was out of favor and should have been as this that these companies were burning too much capital, relative to their growth rates and eventually if you’re not increasing your margins, while growing at rapid rates you’re just going to not be worth as much as I think some Venture Capital thought they could be and then that creates friction and the relationship and the eventual outcome of the business for sure. [37:52] But you know I think that earlier is is I have a relatively simple view of direct to Consumer businesses is I just like things that have, margin from high gross margin perspective I’m not afraid of retailgeek, but I think you have to be to see first you have to have a team that has the DNA of going directly. You have to be able to understand the importance of brand and brand development you want to have something that’s got some the community associated with it, you looking for things that are you know candidly economically economical the ship if it’s digital he’s even better but if it is a product that it fits in a something the size of a shoebox like an even bigger than that gets a little tougher to be honest. And you want something that you know, either has natural reoccurring characteristic or such loyalty that people keep coming back to buy you talked about parachute home is example you know I started out really doing sheets and duvet covers, and now you can get you know all sorts of products for altars of soft good products for the home and kitchen right and what people just fallen in love with that brand, and they’ll buy anything from that brand that Services their home and so it you know you can’t release a hundred skus at once on day one but over time you build that loyalty and you extend your product reach into categories that you really your customers are, are pushing you to go to and I think a lot of companies have had some success with that for sure. Scot: [39:17] Very cool so we’ve covered marketplaces in DMV be another one that I’m tracking really closely and goat is kind of in here but we haven’t talked about thredup so so there are really good kind of poster child for this one is, it’s this kind of Consignment and then a big Trend in fashion was this fast fashion kind of concept where you would buy lots of lower price Goods. But then there’s been kind of backlash against that from the millennial the younger generation to the Zoomers or gen Z and millennials. Because they’re really acutely aware of what’s going on with environment and whatnot in fast-fashion generates a lot of fast fast landfill I guess I would say so thread UPS really interesting it’s kind of part of this you know upcycling and. Kind of. Instead of wearing these things three or four times and throwing away how do we get more people to use these products is thread up one of your Investments and maybe give us an overview of how they’re doing. Greg: [40:13] Yeah throw tips and threads think I invested in 2014 and they’ve done tremendously well great team and right as you know I grew up or grow up I spent a lot of time working in off price. Right and recognize that consumers gravitate to brands at value and. At the same time if you just open up your closet you know even if you trimmed it during covid there still 75% of stuff in your closet you’re never going to wear again. Men and women threat of really focuses on women and kids but you know there is value in everyone’s closet and. Really taken advantage of a lot of the stuff is good product now probably half the stuff that goes to thread up doesn’t end up in the marketplace because it’s just, like a car house everyone thinks their products worth more than it might actually be but the reality is there is a market for that and importantly for threatens business there is an unlimited amount of supply. [41:11] And so you know we are just begun to make a dent in the amount of inventory that consumers own and so threat it really takes you know I was built an incredibly robust. Infrastructure and multiple warehouses in multiple cities where we ingest Millions upon millions of items. Are able to recognize using technology. Which ones are worth something which ones not and try and create an economic model that that pays the seller without having to bend to do anything other than put some stuff in a polka dot bag. Growing again back to my eBay is the biggest problem was it was a pain in the ass to sell on eBay. I’m so you really only wanted to sell the stuff that you knew was going to sell for something of Great Value and it wasn’t worth your time for something that was 15 bucks. Or 10 bucks and thredup is kind of sibling will take it we may not pay you 15 what you’re going to get more than you would get if you wanted to just drop it off in the thrift shop and just will send you the bags put in there send it back to us and we’ll send you a check. [42:18] It’s you know it’s kind of modified from there but this idea of these managed marketplaces and the and both similar is we use technology and we built a lot of infrastructure do the hard work. And if we can do the hard work that make the value proposition very easy for Sellers and very valuable for buyers it can create a pretty powerful and really differentiated businesses scale. And what’s interesting about threat up is you know there have more product on hangers than any company in the world, so if you were to go to their distribution centers and like Harrisburg or Phoenix or Lanta they’re just running three four stories of Hangers On conveyor belt. And that’s how they’re picking ingesting and then picking inventory we have millions upon millions of products on hangers. And it would be almost impossible for anyone to build something at that scale in a short period. Including you know someday the T.J.Maxx is in Ross’s are going to have to sell online. And I have to think that they’re going to look at businesses like thredup assuming I wonder if we could put our new product in there. [43:20] News product world and think of all the money and time we could save and I don’t know when that happens I’ve been waiting six years it hasn’t happened yet but I do think like you know for that happen to like. I’ve done some everything I am not a big peer-to-peer Marketplace investor and again this is my eBay. Kind of learning is I tend to gravitate more towards the managed marketplaces because there you can just buy or take rates. The peer-to-peer marketplaces are much more competitive from a price perspective and can delete just not I don’t believe peer-to-peer works at eventually everything gravitates towards more of the power seller, and so I kind of skip its data and look for those businesses where we jump right into some more of that powers our or just provide a great value where the the traditional, the regular person just put the stuff in a bag and and business is taking. Scot: [44:13] Here’s convenience factor on one side of the marketplace and a value on the other. Greg: [44:15] Yeah exactly something it yes. Scot: [44:17] I think it’s a I think I saw thredup is actually entered into some story relationships where their inventory will be at like I think there’s a Macy’s one and there was a JC Penney one when JC Penney was. Greg: [44:28] Yeah and a lot of anaconda and a lot of Brands themselves who want to be talked about the social conscious or the eco-friendly nature, I think brands are conscious conscious of the fact that that does matter to Consumers so by working with red up and creating a trade in trade up formula, just creates another reason for a customer to be happy with a, and if it dries a little bit more loyalty and more than pays for itself and from threats perspective we get access to Great customers and in great inventory. Clearly certain brands will Lululemon sells better than Gap it’s just a matter of supply and demand. And so you know from various perspectives are not just great marketing and Business Development opportunities but we do get access to inventory that work is likely to sell faster and higher prices on them. Jason: [45:18] Yeah we actually had Anthony Marino on the show asked you’re like episode 170 I want to say and I was telling him if I chuckle because Allah some of my clients are those discount apparel retailers that are not very bullish on e-commerce and, one of the main reasons they say they’re not bullish as oh man our inventory is too thin and dynamic. To work on e-commerce and I you know I always like to point out to those CEOs have you seen thread up and real real I mean. They totally figured out how to do it, I am concerned about time that I want to cover a couple other topics as you know one we’ve talked a lot about on the show recently is this idea of ship again and that that everyone’s counting on e-commerce to make up for all the the diminished or traffic this holiday season but there really isn’t enough shipping capacity for e-commerce to save the day. Is that a concern for your portfolio companies do you have a hypothesis for how holidays going to play out and I guess follow-up question. Do you worry about that systemically Beyond this year like you worry about the fact that, that e-commerce is just going to get artificially limited by these these constraining factors in the last mile. Greg: [46:38] Am I allowed to swear on his podcast. Jason: [46:40] You are I just have to check the right box when I upload the podcast but wet. Greg: [46:43] Yeah no I think I think after the election. Kind of coming around let’s assume everyone pushes their because of this they’re going to push their Thanksgiving Day promotions forward. Earlier in the calendar to avoid you know so you think you’re going to see my instinct is once we get through election assuming everything’s regards to wins. Yeah things are kind of back to normal covid-19 mall so let’s say November 15th. Maybe right after Veterans Day it’s going to be you can see a lot of promo start them and it’s going to be a total shit show it’s going to show for probably six weeks and then it’s going to be reverse Logistics it show when everything comes back. And the reality is what concerns me is the fact that. [47:31] The shippers that UPS is and FedEx’s are going to these retailers or Commerce partner with quotas saying you can do as much as you did last year but if you expect your business to grow a hundred percent a year that’s not going to work. So I’m worried more about I think they’ll deliver the probably they’re under promising but they’re going to justify a substantial surcharge on things above your quote-unquote quota. And so I think it’s going to be very expensive I think, again if you’re well that’s or Venture perspective you build a justify why your shipping expense in Q4 of 2020 was more than you expected, I think that will be universally accepted I think you know if your more traditional public company under, anticipating that it’s going to be you know not great because you’re going to see more expense and I think we’re going to have a lot of unhappy customers I think hopefully the customer will, kind of you know a lot of impact the election were encouraged to send our ballots in early maybe we’ll shop earlier I think you know I would expect I don’t know if you seen my expect. [48:32] 30 25 to 30 percent growth year over year in Q4. And we’d been historically 12 to 15 in the last couple years I think that’s clearly going to double if not more, and I think the Fed Ex is and UPS is USPS know what’s coming and they’ve done all they can for the past 6 months to get ready but we’re still going to get caught short handed. I do think it catches up at the end because you just look at the stock price of FedEx and UPS its doubled like they’re going to figure out a way to add capacity they are smart people they’re both going to increase prices that are going to you know do all the things they do. But I think it’ll work itself out I don’t think there’s enough slack from the startups I guess Amazon conceivably could take them as like but there isn’t any, company that is has raised venture capital and suddenly going to make it dense and there’s they might put it in their pitch decks but the volumes of velocities that the big three plus Amazon carry it just dwarfs anything else that’s out there. So I think it’s going to be a problem then we’ve talked about like I’m super excited about returns I’ve been bullish on returns as a business since I worked at. Nordstrom. And back to company that solely focuses on trying to figure out how to lower costs and create better experiences around returns a company called happy returns and I can’t wait to talk about that business in. Like it’s going to be amazing. Jason: [49:53] No I think you’re a hundred percent agree for all the Today Show producers that are listening to this podcast you know we’ve been talking about ship again in but arguably the bigger story is going to be returned to get in because you know when you buy a pair of from a brick-and-mortar store you return it about ten percent of the time when you buy it online returns are over thirty percent so you know this quarter where we are artificially selling everything online if we follow past Trends there’s going to be an enormous amount of returns and reverse Logistics is way harder and has way more constrained capacity than, outgoing Logistics and so I you know. Greg: [50:35] Well look the with the bigger headache is two things one is in this is the big contrarian but I think people haven’t been spending money on soft goods meaning like clothes and apparel relative to other categories, so there’s going to be a lot of gifting around things like that that aren’t you know comfy pants so sweaters and more traditional clothes so those are returned to higher rates right Christmas gifts and holiday gifts tend to be higher asps, so hire a ESPYs is a correlation to returns and importantly the biggest friction with returns for consumers is how long it takes you to get your money back, under the credit card or the order the gift card in return and so if there is a if right now it takes 5 business days or seven business days to get your credit back. In a world of congestion you may not it may be a month or six weeks before you get your money back by the time all that stuff gets processed in warehouses better, people are working half shifts because of covid and so I think it’s going to be as much people yelling, not like where’s my money where’s my credit as much as it is just the time it takes to get the items back so I don’t think retailers are accomplished for even thinking about that yet but I guarantee you. Jason: [51:45] No I agree and I specially like there could be a lot of stress in the subprime portion of consumer credit come come January and so yeah that that’s a huge play one super funny premise I heard well maybe it’s true but in addition you know they’re all these arguments like hey winter people are going to need warm clothes even if they haven’t bought a lot of apparel the one funny one is almost no one that’s that’s sheltered in place has the same size they were at the beginning of the pandemic and so that could potentially Drive, more apparel sales and more more returns. Greg: [52:23] Now you either lost a bunch of weight or gained a bunch of weight right yeah. Scot: [52:27] The covid-19 is this yeah one quick one I wanted to hit on just because I like to talk about robots is you guys have invested in a robot automation system called in Via inv I a reminiscent of Kiva and then Amazon bought Kiva and then obviously kind of kept it to themselves the only other customer I think that had it was a pose and then they bought them to so that’s a pretty interesting one is Imagine demand for that kind of a thing is skyrocketing with with covid obviously having less people running around warehouses good too. Greg: [53:04] Yeah look I think there’s and there’s another was a Envy as number one competitor was a company called six river which was acquired by Shopify, a few about probably about a year ago now so look I think the reality is that was original I’m going to get my numbers wrong but I think there’s 15 million people who work in Commerce fulfillment warehouses in the US. And pre covid you know you couldn’t labor was exceptionally tight and they’re just you know, it wasn’t about robots replacing jobs is about driving more efficiency and efficacy in a warehouse and you know these businesses like India are as much software as they are Hardware there really warehouse management systems, that utilize Automation and robotic technology to really pick bins and bring the bins to the pickers who can because robots can’t really pick yet, but they can deliver the bins and they can return the bins to the the staging location in Oakland replenish the bins and so like I think it’s a super interesting business that’s really trying to use. The whole premise on that was candidly. [54:11] Retailers need to get closer to their customer and in the old days you would park a million square foot Warehouse in Iowa. For Kentucky because that way you could take advantage of the shipping rates across the zones 1 2 3 4, and you can get to California or New York in three days turns out the Amazon figure it out that the closer you are to the customer the more the happier they are. So now a Commerce provider has to have 10 100 square foot. Facilities instead of 1 million square foot facility turns out you can’t spend as much money on Automation in 10 locations as you can in one is you have to spread your budgets out to be 1/10, so you’re looking for more cost-effective automation Solutions and that’s really the thesis around, via is that we can provide a relatively low cost variable cost automation system to help with the smaller warehouses that are more likely, and to be used in certain local markets and clearly now post covid when you can have half as many people in a warehouse, robots are good partners they don’t complain they don’t yell they don’t breathe they don’t cough they don’t sneeze all you got to do is they don’t pee I gotta do is change their batteries, you know once every 12 hours. Jason: [55:24] Back in time and wipe out the human race however. Greg: [55:26] Yes yes, these ones don’t talk, but yeah so that’s a super like those are you know again a friction point the reality is you know even without code code would Converse online is going to grow 10 to 15% for at least the next 10 to 15 years, and I don’t think we’re ever going to have more than 20 million people working in warehouses and you got to the only way that we’re going to be able to deliver all that product to meet the expectations of the consumer is we’re going to have Automation and. It’s a little bit of I have no doubt it’s going to happen it’s going to be when it happens the scale that I hope for. We’ll look back in 20 years and it’ll be a rounding error about what year this became mainstream but in 20 years there’s not going to be more people in warehouses that are on there are now and I would bet any amount of money on that and so, I’m super excited about whatever is this thing goes well. Scot: [56:18] Yeah there’s been a lot of talk about Amazon monitoring employee Communications for talk of unionization so robots also don’t form from unions which is I guess the I wanted to I know we’re up against time I wanted to rap and just kind of talk about eBay so so you I met at eBay a lot of the there’s like this eBay Mafia folks like yourself that have gone on to do a bunch of stuff, we run into them in the vehicle Auto segment all the time which is kind of interesting like wasn’t one of the fair guys an eBay person. Turo is. Greg: [56:50] Yeah there’s what it was Scott painter was fair and he was actually true car. Scot: [56:54] Two car yet you get. Greg: [56:55] No but the eBay Auto guy is the founder of happy returns is a former eBay Motors guy. Rob Chesney who was the CEO of eBay Motors was the CEO of Trunk Club. He’s now a venture capitalist in Chicago Simon Rothman I think was one of the first Tesla investors he went on to be an investor at Greylock. [57:18] And then there’s a few there’s a lot of the eBay Motors guys know there’s a lot like eBay, had a lot of tremendously smart people both in the operation side and the Really the finance side legal side and now like my old boss is now the CEO, and so Jamie Ione worked side-by-side with him for a lot of years and you know I’ve talked to him a few times since he took his job we had a, kind of had an eBay reunions right the day that he got announced to be CEO and we probably had 20 people bunch of old category you know people like didn’t Ash and George Latimer and Todd let whack and those people that I know you knew really well and we were all given we’re pitching Jamie our ideas and all the things that have been screwed up with eBay for the past 10 years when all of us were gone. [58:04] And I think you know he’s done. You know they sold StubHub they sold the PayPal business they sold the class of a business so there’s really only two if Korea in the north of and the US. And European Marketplace businesses and I think he’s getting back to the core and recognizing what eBay was good at, which is search and discovery of unique items are great values and I think they’re spending a lot of resources protecting, businesses that are doing very well like they’re collectibles businesses that’s the one category that hasn’t been disrupted on eBay and I think Jamie and Jordan. Sweet man are recognized that I’m making Investments and doing things that we would never have done with Meg and John and regime or the boss when I was there 15 years ago. Scot: [58:51] Yeah yeah I’m excited I think the world is a better place with a strong eBay so I’m hoping they can turn it around and definitely cheering from the sidelines over here so so hopefully I’m doing my part to drive gmv by buying some Collectibles during code. Jason: [59:08] Awesome we’ll listen guys that is going to be a great place to leave it because once again we’ve used up all our allotted time but if there was something we should have brought up and didn’t or you have a burning question feel free to hit us up on Twitter or Facebook and we’re happy to continue the conversation as always if you enjoyed the show sure appreciate it if you could jump on iTunes and give us that five star review. Scot: [59:31] Greg if folks want to find you online where are the best places to find you. Greg: [59:35] Yeah easiest my emails is Greg at upfront.com. 50/50 I’ll get back to you but that’s it pretty simple you can go to LinkedIn as well, I have a fancy little drawing of me as a picture and you want to send me a message that way and then at Twitter just at Greg bettinelli and my venmo is the same so if you want to send me money you can do that as well. Greg bettinelli. Jason: [1:00:00] I’m not sure you fully comprehend how the investment role is supposed to work. Greg: [1:00:03] Oh right it goes the other way so you want to send me the Paypal invoice you can do that as well no yeah. Scot: [1:00:09] Cool thanks Greg we really appreciate you taking time to share some of these macro themes that you’re looking at I think it’s super helpful as we head in the holiday to be thinking about the long-term before we get wrapped up into the short-term. Greg: [1:00:23] Yeah great and you know congratulations on 244 and also hope you and the family are well and healthy I know this isn’t easy for anybody and at least this is add a little levity which I think you know hopefully will get back to normal someday and, I know we will see better when but hopefully the two of you remain a good health in the same period fan. Jason: [1:00:41] Thank you very much great again and right back at you and and to everyone listening until next time happy commercing.  

Ariel Kaye grew up in Santa Monica, CA, and moved to NY to attend college. After ten years of work experience, Ariel was itching for something more. One day while shopping for sheets, she realized she was surrounded by the same plastic packaging and a bunch of unidentifiable brands, most of which had sheets covered with synthetics and chemicals.  So came the “ah ha” moment; most people knew where they bought their sheets but not the brand - there was no brand/customer connection. As someone who had spent her career building that connection in her years in advertising, Ariel knew it was an opportunity she had to take. So, she took some money out of her savings, and flew to Europe in search of a factory.  She learned about craftsmanship, got some pricing, and came back home ready to disrupt the industry. She spent a year developing the brand, raising small amounts from friends and family, and launched Parachute in January 2014. In this episode, we discuss her creative process, the importance of the feeling of “home”, how she raised over 40 million, juggling being a momma and business owner as well as Parachute’s next steps. It’s a great conversation you don’t want to miss. Stay tuned to the end of the pod, where Davide and I answer your relationship questions.   www.woomoreplay.com  with code BEST for 20% off your order of Woo Vibez today! www.oarsandalps.com  with code PIA15 fo 15% off your first order! www.mybillie.com/BEST  to get your starter kit for $9 plus Free Shipping!   Follow Parachute home: instagram.com/parachutehome Submit Relationship Q’s: everythingisthebest@dearmedia.com   Produced by Dear Media

There are a lot of twists and turns in Joe Demin’s journey to founding Yellow Leaf Hammocks. It opens with a childhood refugee turned successful real estate developer, then twists into a story of entrepreneurship and an appearance on Shark Tank, and then turns again when a request for $400,000 became a $1 million investment. Through it all, though, Joe was guided by a singular idea to build a business that could actually have a measurable, sustainable positive impact on people.  On this episode of Up Next in Commerce, Joe guides us through his quest to make Yellow Leaf a success. Tucked within this incredible story are some critical bits of knowledge about running a successful eCommerce shop, including the challenges of selling on Amazon and the ways to optimize your Amazon strategy, plus some of the pitfalls to watch out for if you decide to pursue a path into retail.  3 Takeaways: There are challenges to selling on Amazon, and it all comes down to whether you choose the seller-central or vendor-central route. If you choose seller-central, you have more control, but have to provide the inventory and warehouse the product on your own. With vendor-central, Amazon purchases directly from you, but then they resell on the Amazon site and the algorithm sets the price, so you have to constantly monitor that aspect to make sure you are not cannibalizing your own business  Today, there are many companies that have a social good aspect to what they do. However, very few take the steps toward setting up an actual sustainable enterprise that truly benefits the people you are trying to help. By providing jobs and then programs that teach financial literacy and other skills, you create an impact that lasts longer  There are certain pitfalls that small businesses encounter when pursuing the retail path. Whether that is claiming shelf space, creating market-ready packaging or understanding inventory needs and retail term agreements, there are headaches involved, so you need to be prepared to deal with them or find a different strategy For an in-depth look at this episode, check out the full transcript below. Quotes have been edited for clarity and length. --- Up Next in Commerce is brought to you by Salesforce Commerce Cloud. Respond quickly to changing customer needs with flexible Ecommerce connected to marketing, sales, and service. Deliver intelligent commerce experiences your customers can trust, across every channel. Together, we’re ready for what’s next in commerce. Learn more at salesforce.com/commerce --- Transcript: Stephanie: Hey everyone, and welcome back to Up Next in Commerce. This is Stephanie Postles from mission.org. And today we have Joe Demin on the show, the founder and chief relaxation officer of Yellow Leaf Hammocks. Joe, how's it going? Joe: Going really well Stephanie: So, your title, I don't think I've ever had anyone on the show with a title of chief relaxation officer. I was very excited when I saw that. Joe: Yeah, we're laid back, so we can't take our titles too seriously. Stephanie: Yeah, completely agree. Joe: It's a fun job. Stephanie: So, when I was looking over a little bit about you, you have a very interesting background and I was hoping you could start from the beginning actually, which I don't ask from a lot of my guests. But I mean, I want you to go way back, like age five. Joe: Yeah, wow. Stephanie: Tell me a little bit about your journey to where you're at now. Joe: Yeah. I mean, I appreciate the question and definitely I think a lot of what I'm doing now is sprouted from my background. So, I came to the U.S when I was five as a Jewish refugee from the former Soviet Union and had, I guess, natural hustle built in just from my experience growing up in a kind of a rougher part of Boston and just worked my way up through into college. And was, I would say, on a track to do something entrepreneurial. Joe: And early on in college, I fell in love with real estate development for various reasons. We can probably have a whole separate podcast on that, but ended up getting a really amazing job, like a dream job and where I got to lead a lot of high profile development projects. And through that experience, that was my first foray into fusing positive impact with making money in business. Joe: And this is around the time where green building was just starting to become a more of a mainstream topic. And as one of the younger people at the firm, I spearheaded efforts to reposition the firm as a leader in green building and sustainable development. And part of that philosophy that I had early on was this realization that we can actually increase profitability by building things that were better, more sustainable, that had a better health impact, creating healthier communities and so forth. Joe: It was definitely driven by wanting to do good but also realizing that you can do good and have a profitable enterprise. And as 2006 came around, the recession started and real estate was really the first. I graduated in 2006 and so I lasted a couple of years through the recession and ended up taking a job, more of an institutional finance position, but focusing on affordable housing. And a similar philosophy there where if you roll up your sleeves, you can actually take on a part of the sector that wasn't necessarily as sexy, but also had real impact on people, and again, keeping on profitability. Joe: And around this whole time of being in real estate, I was starting to get exposed to other entrepreneurs more in the consumer product space who were some of the early pioneers in sustainable agriculture and fashion, those types of areas and they were doing it in ways that were really impactful. Joe: And so, I caught that bug and had no idea what I was going to do next, but real estate was not the place to be at the time. And I was basically planning to go to business school. And right before going and applying for business school, I saved up all my vacation days and ended up going to visit a good friend in Thailand who was living abroad with four of my other close friends from growing up. Joe: And it was on that trip where the idea for Yellow Leaf came to be, but it all transpired on that trip, but driven by this experience that I had and exposure that I had to other social entrepreneurs. Stephanie: Okay, cool. So what happened in Thailand where you were like, "Uh-huh, I need to start Yellow Leaf." What did that look like? How did you find the hammock? What was the story behind that? Joe: So, I was originally on a remote island and reading a local guide book trying to figure out what to do with my day. We're sitting on the beach one morning and in this book, there was a story, it was a basically said, there's a little shop on the other end of the island in the old part of the island. Joe: And in the shop, there's a map that they give out for free that's a locals' only knowledge type of thing where it'll tell you the secret waterfall and the secret beach. And I was like, "Okay, I got to go check this out." So, I hopped on my motorbike, zipped through to the other end of the island and ended up getting to the shop and it was closed. So I was pretty exhausted by the time I got there. I sat down, someone came and opened the shop and I asked for the map. Joe: And then I also noticed that there was just a plethora of hammocks that were beautiful. And I immediately jumped in. I had loved hammocks before this never thinking that I would be in the hammock business. But I jumped in and was immediately struck by how soft the yarn was, the intricate weave. And I started asking questions about this hammock thinking that I would buy some and bring them home. Joe: And I was told the story of the Mlabri tribe and an aid worker who was working with this tribe and how literally through hammock weaving they had gone from being on the brink of extinction as a culture and they were trapped in indentured servitude. And through hammock weaving, they were able to provide enough income in their community where they were able to self-sustain themselves and build a path out of poverty or were on track to do that. Joe: The impact that they were creating for themselves that was driven by themselves and not an outside aid organization was really interesting to me. I had been familiar with the Toms Shoes model, the handout approach to creating impact. And so, this struck me as something really different. And I learned that these hammocks were not sold really anywhere else outside of a few places in Thailand. Joe: And so, a week later, that story of this community and what they were doing and the hammocks really stuck with me and I contacted the shop and I asked if I can go visit. And they connected me with the village. And long story short, I convinced the cab driver to drive me 600 miles to the village. Stephanie: Gosh. Joe: And I went there and I got to meet the women making the hammocks and spent a whole day in the community. And I learned that people would hike as far away as the Laotian border to this village because they heard how much money they could earn, how well they could be treated. And they were being turned away because there just weren't enough sales. Joe: And immediately I was like, "Well, this is a great product." Naively I was like, "Oh, I can sell some hammocks. We can provide work in this community. And I came home with a backpack stuffed full of hammocks and all this energy and excitement, threw them down on the bed when I got home and with my now wife was who was my girlfriend at the time we were living together. And told her about my experience and it all just snowballed from there. And I basically decided not to go to business school and start doing this on the side and diving into it and slowly getting to where we are today. Stephanie: Okay, cool. Yeah, that's such an amazing story. Where are you guys today? How many hammocks are you selling? Joe: Oh, God. Well, we have over 200 trained weavers. We started with about eight women when we first decided to do this full time. So, we've grown quite a bit in terms of annual units. I mean, tens of thousands that we've sold. And we're actually growing a ton right now. But yeah, it's definitely a very sustainable business. We're past the ideation stage and more into growth right now, so. Stephanie: For sure. Yeah. And I love that idea of giving jobs and actually, like you said, developing a market, a bigger market and providing an opportunity instead of just giving things to someone. Because I do think that's a much more sustainable path and one that I'm always very interested in. How has it changed though from when just a few women making these hammocks? What does it look like now with all these weavers? Are you ingrained in the training process? How do you keep up product quality? It seems like there's so many questions when you're working with a village in Thailand. Joe: Oh my God. Yeah. I don't even know where to start. There's a lot that we've learned and I think we've built a really, hopefully, a model that others can replicate for the artisan sector. But basically, when we started, we were, well, one of the first things we did was update the designs and we learned early on that... Joe: I guess to just step back even a little bit. When I first came back from Thailand, my co-founder Rachel's idea was that we needed to test the market and see if other people thought these hammocks were as great as I thought and that I wasn't just crazy. And that proved to be a really valuable process that we went through where we started selling hammocks at local markets and different fairs around New England, where we were at the time. And we didn't share the impact story. We just tried to sell the product and we led with product first. Joe: And through that experience, we gained a lot of feedback around design and being really design-focused. And so, one of the first things we did as we were starting to really grow was update a lot of the aesthetic to be more on trend with color and pattern and things like that. Upgraded materials so they were really built for the outdoor use and using performance materials. Joe: And so, as we were introducing these things, our weavers were really receptive to that. And we really engaged them in the process. But some of the things we've done as we've continued to grow and looking at how do we create more impact? Layering in like we built a financial literacy program, we have this amazing partnership with kiva.org where we're able to provide zero interest flexible loans to our weavers. Joe: And thinking about how do we provide additional support or bring in partners that can provide additional support in the communities to make it truly sustainable because the first step is giving somebody an opportunity to earn a great living wage and helping people evolve to the middle class. But then it's taking that next step. And so, we've done some work around that and really focusing on quality control from the beginning as well has been super important for us. Stephanie: That's amazing. So, how do you manage inventory levels? I saw you were on Shark Tank, which I'd love to hear the story behind that, but it also made me be like, "Oh my gosh, when you're on Shark Tank, I'm sure you got a million orders." How did these weavers keep up? So maybe first, if I can hear a bit about the Shark Tank story and what that is like, and then move on to how you manage inventory from that surplus of sales I'm sure you have. Joe: Yeah. Yeah, Shark Tank was quite the experience for us. I think we have an ideal product to showcase on Shark Tank, especially during today's times where people are spending more time at home. But for us going on Shark Tank was really, it's catapulted us truly. First off, we've had our first infusion of capital. I guess I can give away what happened. Joe: We received a million dollar investment from one of the guest sharks, Daniel Lubetzky, who's the founder of KIND Snacks. So, he's a very mission-driven investor who has a similar track record as us in terms of rolling up his sleeves and taking 10 years to build what he's built. And so, he's been through the trenches, but our experience in Shark Tank was, I mean, since Shark Tank, we've definitely seen a huge uptick in sales and we've been able to put some systems in place to really shift our business towards more of a direct-to-consumer model. Joe: And it's only been a month and a half since we were on the show. So, we're still living through a lot of the chaos that comes after you're on the show. Stephanie: Mm-hmm (affirmative). So what kind of unexpected chaos came? Because I'm sure you're like, "Oh, we're for sure going to get more sales," but what things happened or what surprising things happened after you were on the show or maybe during the show? Joe: Well, we honestly had no idea what to expect. We talked to some other entrepreneurs that have been on the show and have learned that it's different for everyone. It depends on what's going on in the world at the time that your episode airs. I talked to one person who was on the show during a massive snow storm and people were at home watching and he had a product that really fit the times. And so he did really well. Joe: And I talked to other people who were like, "Oh, it was okay." So, we just had no idea. And then going into this also, we're going through such a crazy time where we just didn't know if people are, how bad people are impacted economically. And so, we didn't know how to prepare inventory-wise, we didn't want to overinvest in inventory. That's been something we've really tried to hone in on and not hold inventory too long, have some of those kind of basic business principles baked in. Joe: But we've seen sales have far exceeded our expectations and it's broke a lot of the systems that we've had and created a lot of inefficiency now as we're trying to catch up. And going back to your question around the supply chain, on the one hand it's been a challenge, but we've also been able to catch up pretty quickly. And I think having a vertically integrated supply chain like we do and really great relationships with our weavers is what's allowed us to not lose out on, we're not leaving too many sales on the table and trying to take advantage of everything that's going on, keeping our foot on the gas. Joe: But it's been just the uptick in order volume within a short amount of time and sustained order volume has been something that's new to us. And so, it's been a fun challenge to work on. Stephanie: Yeah, that's amazing. Congratulations. Getting a million dollars from Shark Tank is awesome. And you went in only asking for 400,000, right? Joe: 400,000, yeah. Stephanie: That's crazy. Joe: Yeah, they have a great clip at the end where Kevin O'Leary goes, "It's never happened before in Shark Tank where someone comes in for 400,000 and comes out with a million." And honestly, we had no intention of raising a million dollars on Shark Tank. I think, yeah, we're still like, "Did that just happen?" Stephanie: Did it hit your bank account pretty instantly or was there a whole process behind it? Joe: There was definitely a whole process. You go through due diligence after, it's more of a handshake agreement on the show. And so, we ended up closing and then went to work afterwards just preparing to be on the show, making sure that everything was in place for us to have a successful airing. Joe: And this was before COVID existed, so we did not anticipate what the world would look like when the episode actually aired. But it's great to see some money in our account for the first time and actually be able to think a little more strategically, so- Stephanie: That's always a good feeling. Joe: ... definitely a different business today than, yeah. Yeah. Stephanie: So, what was the first thing that you invested in after that cash hit? Did you have a plan for it or what did that look like? Joe: So, we knew we needed to build our marketing engine. Prior to getting investment, we were very bootstrapped, we would reinvest all our profit and we were always getting pulled in a lot of different directions. And for once we can actually focus in on updating our website and really making sure we're telling our story and being a little more deliberate in the communications through our website. And so that was several months of a project and also focusing more on product development. We've got this new product called the hammock throne, which is a new category of its own. Stephanie: I need the throne because I consider myself a queen, so I like that. Joe: So, putting money towards that and making sure that we're positioned for this next phase of growth with product development and a really good Ecommerce experience was the first two things. And we're continuing to reinvest into those areas right now. Stephanie: Very cool. Do you ever test with the messaging on your website? And if so, what kind of testing do you do and what do you see works best to tell the story? Joe: Yeah, we've done some light testing. And the one thing we've tested the most, I would say, is how we message the product and the impact. And it's always odd to us if we ever lead with impact and the artisan story, it doesn't resonate as well as telling the product story. And so, we continue to test and we continue to iterate how we're communicating that because obviously impact is super important to us. It's baked into our business model, it's why we started, but the product is what makes it sustainable. Joe: And so, we're trying to really weave that into the storytelling more, but that's one thing we've, every time we test it, product story always wins. But we're starting to really get that striking a chord with more about how we tell the impact and how the impact story really contributes to making the product superior and what the benefit is to our customers. Stephanie: Yeah, that makes sense. I did go on your about page and I was watching more of the story of the weavers and I couldn't stop watching. It was like one of those addicting memes or videos where you're watching someone knit something and I'm like, "Oh, I can't look away." That's a really good video. Joe: Thank you. Yeah, and that's how we're now figuring out how to really tell that impact story of showing how it's made, showing the people that are making it. Every hammock is also signed on the label by the woman who made it. Stephanie: Oh, cool. Joe: And so, we really want to connect customers to, there are real people that are so enthusiastic about every single sale that we get. It's awesome. And we want to connect our customers with our weavers. And so, that video is something that it took us a while to get. Again, just not having raised money up until recently, everything came naturally and organically and over time, but those are things that we've tested out and seen how once we're able to show how it's made, that's one of our advantages. A lot of products are just made in I guess more of a boring way. I'm not sure, but just not in the same environment. And so, there's this beautiful craftsmanship that we want to showcase. Stephanie: Yep. Yeah, I probably would not watch how my office chair was made, but yeah, that I could not look away from. Joe: I did just get back from an office chair factory as we were figuring out the hammock [inaudible] that's was... I do think... Stephanie: What were you doing there? Joe: We were sourcing components for the hammock [inaudible] because we're getting into furniture. And I think that just showing how things are made should be done more. I think it creates more transparency and connects people to where things are coming from, which is important for sustainability and just awareness around that's important stuff. I would challenge that and say, even the way office chairs are made, at least maybe I'm just a geek around manufacturing and production, but I think there's some, I don't know, I saw some cool things that I thought other people would be interested in. Stephanie: Well, if you take a good video, I will be open to watching it and- Joe: Absolutely. Stephanie: ... seeing if it's as enticing as watching someone weave a hammock together. Joe: Yeah. Stephanie: So, when it comes to new products, you just mentioned that you guys are looking into getting into new products. But one thing I saw on your site was that you could actually build a custom hammock and it made me just think about, how did you decide that you would allow consumers to build a custom hammock and how does that get to the weavers? Because it seems like it would be easier just to have like, "Here's our three products, and this is what the weavers know how to do, and this is all you can order." What was that thought process like allowing a customer to create their own? Joe: Yeah. We had a lot of debate around whether or not we wanted to pursue that because it does add extra work for us. We figured out what would be the premium cost. I think it's a $50 premium to make a custom hammock. The process has evolved over time and we're getting more towards a tech-oriented solution in this next iteration. But there's a design guide that we share out with customers. Joe: Right now it's pretty manual. You order the custom hammock, we then email you a design guide, a PDF that you fill out. So you can't actually see the hammock, but we have a lot of examples in that design guide and you can see the different colors. And it's worked really well, but what inspired us to do that was more around just realizing we have the ability. Joe: We have a very design-oriented customer, or at least one segment of our customers are very, in that interior design world. We also were previously, we did a lot of collaborations with companies like Anthropologie — we made all the hammocks for Tommy Bahama and other brands and realizing that they wanted something unique to them and limited edition collections and things like that and that we have the ability to do that. We realized maybe individual customers also have that preference and to make something that really fits their space as they're designing that area in their home or backyard. Joe: And so, we tested it out and we got a pretty good response and realized it was something we can do. And it's allowed us to differentiate as well, but also just another way to add value to people. And I think there's this broader trend around customization and less mass market products and things that really represent your personality and your style and things like that. So, we really lean towards that and wanted to empower our customers to be able to do that. Stephanie: Yeah. That's awesome. So, are you guys in retail or are you only doing direct-to-consumer? Joe: When we first started the business, we basically were trying to get any sale we can get. There's that bootstrap approach, just hit profitability as quickly as possible. We weren't really deliberate about where our sales were coming from, didn't have the resources for one strategy or the other. And as we grew and started reinvesting and we became a little more strategic and we focused on, our business was at, a year ago, it was probably 50/50 between retail partnerships and Ecommerce. Joe: And we've obviously started shifting heavily towards direct-to-consumer with stores being shut down, but other reasons as well, I think we were going in that direction anyway of being more direct-to-consumer. And the other thing that we're focusing on, thinking about more longterm is, I don't think we're going to not sell into retail. We're just going to be more strategic around who we work with and making sure that our story is really told well, the product showcased well, it's definitely a hard product to merchandise. And it's an easier story to tell on the internet with video like you mentioned and being able to really focus more on storytelling, which is a big part of our brand. Stephanie: Yeah. That makes sense. What kind of issues did you run into when you were going into retail, outside of COVID and everything, but what problems did you encounter? Joe: Well, taking up space on store shelves, packaging, we didn't really have retail ready packaging. And so, going through a couple of iterations of different displays, things like that, it took so much time to develop. Also, payment terms aren't flexible with most retailers, things like that. We pay our weavers immediately upon completion of the hammocks and some in advance. Joe: And so, just the whole retail business model wasn't really friendly for our art model. And we constantly were up against having to negotiate for better terms, having to figure out how to display the product in a store. And it's always just been so much easier to do it online. Stephanie: Yep. So, earlier you mentioned that when you started getting more orders, a bunch of things broke. What kind of things started breaking first and how did you go about fixing them? Or are there any best practices where you're like, "Well, when you have this happen, we saw this work, then this didn't?" Joe: So, I would say on the supply chain side, a lot of the efficiency that we had created just broke in the sense of... So, when we first were working with eight women, we were able to really go to someone's house and collect hammocks. And it was very manual and individual. As we grew to 200 weavers, we created a little bit more of a schedule around when we would drop off yarn, created a central location and standardized some of the things around collecting hammocks and payments. Joe: And after the Shark Tank appearance, our sales, we far exceeded what we expected to sell. And so, we ended up going on back order and still working through a lot of that right now as we speak and ended up having to go door to door again, completely lost all the efficiencies that we had, just trying to get the hammocks to the customers as quickly as possible. Joe: We started drop shipping directly from the communities where they're made in Thailand direct to customers homes. And so, a lot of the efficiencies just broke down and those things are compounded as you continue to stand back order. And so, that's one thing. The other is that when we relaunched our website in the beginning right before we went on Shark Tank, we had all these plans to continue innovating testing and a lot of those plans just fell by the wayside because we were putting out so many fires around being on back order, trying to get more yarn. Joe: There are so many challenges right now with global logistics. So, getting hit from a lot of angles. Stephanie: Yep. Do you see the industry evolving around logistics in the future? Because it seems like so many brands were maybe dependent on one location or these couple of factories or something. And if they're down for the count, you're in a pinch, how do you see things evolving in that part of the business going forward? Joe: Yeah, that's a really interesting thought to try to predict what will happen. But I definitely think a lot of brands are reliant on just one manufacturer and there's reasons to maybe figure out other backup solutions. I think we'll definitely start seeing that it's definitely wise to not just be fully dependent on one supplier. But it's going to be really tricky because in the U.S we're just not set up to manufacture a lot of things that people buy here. And so, it's not like it's going to be a sudden shift to bring manufacturing back. Joe: And globalization, personally, I feel like has had a positive impact on prices of products for people and accessibility to different things, but we're retracting a little bit, so I don't know. I'm definitely closely watching it and thinking about how do we look at different yarn suppliers and raw materials and maybe have more options just in case. Joe: But I think we're also inclined to not create a problem and just stick with the status quo. I think a lot of businesses are that way, so it's a little bit of a balance of putting some resources towards planning for worst case and also keeping your foot on the gas and keeping up with what's actually working now, but things will certainly be changing in the coming year. Stephanie: Yeah. Completely agree. So, with everything going on and all the chaos that you just mentioned, have you been able to focus on your content and marketing strategy? And if so, what does that look like for you all? Joe: Yeah, we've been definitely trying to scale up our content strategy. It's a little too early for us to report anything significant, but one of our, an area that I think we've done it really well in is having a lot of user-generated content. And if you look at our website, most of the photos on there are actually taken by our customers and this might have been a benefit of being bootstrapped and that we didn't have the resources to do a lot of these full-on photo shoots that bigger brands have been able to do. Joe: And that's allowed us to have real people in our products and to be able to show that to our customers, creating that relate-ability. And we're definitely wanting to continue that, and we're hiring now, trying to build out the content arm of Yellow Leaf more and focusing more around what a hammock represents in your life and relaxation and really shifting our mission a little bit more towards making relaxation a daily ritual in your life. And so, focusing our content strategy more towards that. Joe: And so, being a little bit more deliberate around our photography too and really showing the product in different places and how to use it. It's a little bit of a technical product in terms of how do you set it up? Where do you place it? And so, going forward, we're really focusing on being able to create content that showcases and answers a lot of those questions. Stephanie: Yeah. Yeah. That's definitely a good move. I also saw on the reviews, people were able to select where they place their hammock, and I thought that was so important because then you can be like, "Oh, she's like me and she put it in her backyard," or they put it in their kid's room. And it just helped you visualize, "Okay, it must not be that hard if a bunch of people are able to do it." Joe: Yeah, exactly. And that's where the user-generated photos that we have come into play. We also included a 12 page hammocking 101 guide book with every purchase. Stephanie: That's good. Joe: So, it has a lot of resources on how to hang it, where to hang it. Everybody sets it up a little bit differently. And so, as we look ahead, developing products that allow you to really be able to hang a hammock anywhere, there's more of our focus going forward. I think we've done really well with perfecting the woven hammock and now making sure that we can increase the amount of hammocks we can sell and the way people can use hammocks and making it a more integral part of our culture in the U.S. And so, that's the biggest focus for us in this next phase with solving that how to hang problem. Stephanie: So, when it comes to, you were mentioning UGC earlier, how do you encourage your customers to post those images? Joe: Well, I think for us, we're fortunate in that it's the type of product that people like to brag about. So, we definitely see a lot of people who are excited to use it. And so they're like, "Hey, take a photo of me," and they share it. And we try to really monitor social channels. I wouldn't say we have a massive audience compared to others yet. It's growing right now, but we try to really connect with people individually and have them share those photos with us directly so we can reuse them and just engaging with people one-on-one has helped. Joe: And then, more people see others sharing and they share. And so, it just builds on itself. Obviously, we send out the post-purchase review requests and anytime we communicate with customers we're always like, "Oh, we'd love to see your photos." And it makes our day to see that. And I think they're excited to share. And so, we try to keep that momentum going post-purchase. Stephanie: That's great. So, for a product that's pretty durable, probably going to last many years, what's your idea around increasing the lifetime value of a customer? How do you bring them back? How are you trying to get them to buy more than one product? What does that strategy look like? Joe: Yeah. With hammocks, it's obviously you would think a onetime purchase, and we were really surprised with our findings once we started really looking at the numbers behind our sales. And for us, it's about just under 20% repurchase rate within first year of purchase. And so, we were just shocked that for a hammock that we were seeing that. Joe: And what we learned was that this was such a great gift for people. And we started communicating that more once we discovered that so many people were gifting hammocks to a new, if someone, a friend buys a new home, get them a hammock. That's a great wedding gift. It's unique, it's different. And so, we've started really showcasing a lot of that gift giving more. And so, that's helped with the repeat sale. Joe: But that aside, we're also looking at how do we add more products? How do we build out, there's that space in your backyard that compliments the hammock? So, you buy a hammock, but there's other things. What else are you buying to create that space? And thinking about building more of a robust home and backyard brand centered around the idea of creating that relaxation space. And so, what can we do to add more value there? That's the product philosophy is more around hammock-inspired products, I guess. Stephanie: So, earlier you were talking about creating different messaging around relaxation or gift giving and things like that. What kind of marketing channels are you seeing success with? Joe: I would say right now, definitely the basics of being on Facebook and Instagram, especially for a very visual product like ours is great. We see a lot of success there and we've really tried to focus in on those. In the earlier days when we were starting to really focus more on digital marketing, we cast a little bit of a wider net. We found Google to be really expensive, really competitive and narrowed it down to, let's really figure out Facebook and Instagram before we start branching out elsewhere. Joe: And so, that's what our key focus right now. And we're also seeing with a lot of bigger brands moving off of Facebook right now with things happening politically, we're seeing prices come down a little bit. So, it's a smaller brand, it's honestly benefiting us. And so, we're trying to take advantage of that to be totally transparent. Stephanie: Oh, yeah. We've had a lot of brands, smaller brands say that as well, so you're not the only one. Joe: Okay. Yeah, and it's great. I mean, I think things are always shifting. The more people jump on a particular marketing channel, the cost increase, so you have to be really nimble. And for us, this is also new. We're also focusing more on Amazon these days. And so, I would say that's another really, it's been a great sales channel for us too. Stephanie: What was that process or what does it look like selling on Amazon versus B2C? What kind of things do you encounter while selling through their platform? Joe: Definitely very different. You lose a lot of control. Amazon's broken up between seller central and vendor central. And seller central you warehouse the product on your own either in your warehouse or put it in Amazon's warehouse so that you can offer prime shipping if you do that. But you have more control on that end. And on vendor central, they purchase direct from you and on the inventory and therefore their algorithm prices your product. Joe: And so, if you have a minimum asking price map pricing like we do, we never really discount our products. And so, you're constantly having to monitor and make sure that the product is represented the way you want it, which is really challenging. But at the same time, so many people are shopping on Amazon. Joe: And I think when we were first starting to shift more towards direct to consumer, we had a little bit of pride around thinking, "Oh, we're just going to be on our own website and some select retail channels." And really again, I don't think that's wise, I think you want to be where your customers are, particularly for your category. And for hammocks, we had an opportunity to really stand out on Amazon because it's such a commoditized category. Joe: And so, we definitely, yeah, we made this decision and it's worked out well for us, but there's definitely challenges around being in control of how your product is showcased and there's less customization and so forth, but a lot of people [crosstalk 00:43:39]. Stephanie: How do you stand out on Amazon? Joe: You can pay a little bit of money to be able to create your page. I think it's called A+ pages. And really you're still working with their templated sections, but really focusing in on like, what are the core things you want to showcase? And you have to stick within those walls. But trying to make that section mirror our website as much as possible and just having good customer service on Amazon as well is important. Joe: You do lose a lot of that control when you're selling on Amazon, especially if you have such a, you're trying to build a brand and not just another kind of a trinket type product. But again, if people are especially already aware of your brand, like for us, we saw after Shark Tank, people would go to our website, but also people would check Amazon just because Amazon has such a strong reputation for quick delivery, easy returns. And so, why compete against Amazon when you could be on there and increase your sales to reach more customers? Stephanie: Yup. That makes sense. So, how do you build, I mean, we've had a lot of our, we do a survey for some of our listeners and many people ask about selling on Amazon. So, what kind of optimizations do you do to your page, or are you experimenting with where you're like, "This is working really well or make sure you pay attention to this part." What kind of things are you looking at when it comes to creating a different page that gets found and it's enticing and still tells your product story and the background and all that? Joe: I would say we're still learning a lot, but one thing that's worked for us was to move all of our products under a single page so you can click through the different views all in one page. And for a while, we thought that would be a bad thing to do because if you're searching for a particular product and you only see one design, you might not click on it. We found that to not be true. Joe: Once you click on, you actually land on the product page, you can click through the different designs. And so, keeping people all on one page. And I guess you can apply this to your website as well. And Amazon obviously tests these things and we started just following whatever their best practices are. And it also allows you to have all the reviews for all of the products on all in that one page versus broken out across 30 plus views. Joe: So yeah, I mean, generally we're just trying to follow their best practices and take their advice on how to set your page up and just stick to the basics and good photography obviously is a given too, so that's been important. Stephanie: Yeah. A previous guest also mentioned that, let the algorithm do its job, or like you said, let Amazon tell you best practices, because he was just saying that a lot of people will try and just do something different because they think they know more and instead it's like stick with what works and what the brand is telling you what works and see how that goes first. So, yeah. Joe: Yeah. Yeah. Stephanie: That's good. So, earlier you were mentioning your website, is there any new tools or technologies that you're playing around with right now that you're seeing help conversions or maybe before you were seeing cart abandonment and now you're not, or you were dropping off traffic from the homepage and now you're not anymore? Anything that you've had success with on your website? Joe: For us having the live chat functionality is really great. And rather than having something that pops up and is in your face right away, just having a subtle message in a corner that you can click on and you can ask questions and if we're on, you can chat with somebody right away. Oftentimes it's been turned off lately just because we still have a pretty small team. Joe: But you can, instead of going to a contact us page, having that there, we learned that for our customers, that was really important. A lot of people have questions before purchasing. And so, making that readily available without a way that's super intrusive to their site browse-ability. And then having a popup with really good messaging around. What's the value to you to sign up to our newsletter and not just trying to throw another discount in your face, because again, for us we're not able to really discount heavily. Joe: And so, those two things have been probably the greatest for us. But we're continuing to develop our site more and add a little more functionality and features. And so, but yeah, we're just, again, sticking to what works and following... We oftentimes look at maybe what other brands are doing and get inspiration from them. Joe: If you're small like us, what we've learned is that there's no point in reinventing the wheel. And bigger companies like Amazon and other Ecommerce companies that have huge markets that are testing things constantly, you can really learn a lot by looking at what they're doing. And so, yeah, we're testing on our own, but also taking cue from others. Stephanie: Well, that's a good question then. What kind of other brands are you looking at? What Ecommerce companies do you keep an eye on? Joe: Definitely some of the big marketplaces like Amazon and Wayfair, very different from our website and they're more of a marketplace but just what their experience is like for customers is great. Actually, another company that we look at our category specifically, The Inside, who I think was on your podcast. They do an amazing job. We were looking at a lot of furniture and direct-to-consumer brands who are also selling products that require a lot of thought before purchase and how they're communicating some of the questions that people have when they're shopping for their home like Parachute Home, Floyd, or another furniture company. Joe: And also I would say some of the early pioneers and direct-to-consumer brands like Warby Parker, Away travel, who's done a really great job. And so, yeah, looking at the companies that have been able to raise a ton of money, grow super fast, build those departments out, what are they doing and how can we tailor some of those best practices towards our own business has helped. Stephanie: Cool. Yeah, I love that. So, before I move into a quick lightning round, is there anything that I missed that you were like, "Man, I really wish we had talked about this?" Joe: I mean, no, I think we covered so much. Stephanie: We did. All encompassing. Well, cool. Then we can move right into lightning round brought to you by Salesforce Commerce Cloud. So, this is where I ask you a question and you have one minute or less to answer. Are you ready to go? Joe: Ooh, great. Let's do it. Stephanie: All right. What's up next on your reading list? Joe: Ooh. I am really looking forward to reading something that is non-fiction. Honestly, I've had my head down for so long that I have not had a chance to actually kick back in one of our own hammocks. And maybe I have to do a little staycation. So, I'm looking for a book that can take me away from all the work stress and everything else. I can't say I have one right now. But I would encourage people to... I'm sure a lot of your listeners are always looking for ways to improve, innovate like I am. And I think I've always found value in trying to step away from that. And so, I would say I don't have a book on my list, but I would recommend A Gentleman in Moscow, which totally takes you to a whole different world. Stephanie: I like it. Joe: And that requires all sorts of great creativity when you do that. Stephanie: Yep, completely agree. What is your number one recommended spot when you go to Thailand that you would tell other people, "You have to go here?" Joe: I would say if you're going to Southern Thailand and doing more of the beach thing, take the extra step to go further from, a lot of people go to Phuket, which is great, but get on a boat, travel a couple hours further. And there's hundreds of islands to choose from. Honestly, pick any one of those. I would say Ko Lanta is great. It has a little bit of everything, but just, yeah. Go a little bit further, a little bit further away from the people and allow yourself to have that experience of truly being remote. Stephanie: Yeah. That's awesome. What is the favorite piece of tech that makes you more efficient? Joe: I would say, I mean, I love my MacBook Pro. Stephanie: Same. Joe: Yeah, thing is great, I take it everywhere. But everyone's got a computer these days. I would say, I don't know. Lately it's been just my computer because I've been staring at it for so long lately. Stephanie: Makes sense. Yeah. As is all of us. If you were to have a podcast, what would it be about and who would your first guest be? Joe: It would be around relaxation and how to live a more values-oriented life. And my first guest would probably be, I would say, Wim Hof, maybe. Stephanie: Ooh, that's a good one. Joe: Yeah. Stephanie: I was just watching a series about Iceland. It reminded me of him doing his cold plunges and yeah, he's great. Joe: Yeah. He's figured some things up. Stephanie: All right. Well, this was a great lightning round. Where can people find out more about you and Yellow Leaf Hammocks? Joe: So, our website would be the first place we recommend yellowleafhammocks.com and also our Instagram which is Yellow Leaf Hammocks. So yeah, looking forward to, yeah, seeing where things take us after this, but thank you so much for having me on. It's always a pleasure to share our story and hopefully add value to others. Stephanie: Yep. Yeah, it was awesome. Thanks so much for coming on Joe, and we will have to bring you back after all the Shark Tank craziness dies down and see how you're doing in six months to a year. So, that'd be fun. Joe: Yeah, that would be amazing, Stephanie. Stephanie: All right. Thanks Joe, have a great day. Joe: You too, bye.

Brian sits down with Ariel Kaye, CEO and founder of Parachute Home to discuss innovation in crisis as a home goods brand.

Bed. We spend a third of our lives there, and yet oftentimes, our beds, or what we put on them, become somewhat of an afterthought. Ariel Kaye sought to change that. After spending some years in advertising, Ariel came to a point where she was looking for more excitement, and more of a direct way to connect with people. She had always been passionate about interior design and home goods, going so far as to maintain her own blog on the subject in her free time. As she was pondering a change in career, it dawned on her that there were little to no direct to consumer options for bedding. That is when the idea for Parachute Home was born. Now in its fifth year and about to open the fifth brick and mortar (!), Ariel fondly recalls the early days when she would drive around in her car, delivering orders directly to buyers in Los Angeles. Growth and success have come with their own challenges. Here Ariel discusses entrepreneurial ups and downs, what makes her passionate about her company, and how at the heart of it all it’s really about building relationships. Thanks for listening! We love our listeners! Drop us a line or give us guest suggestions here, or visit https://anchor.fm/superwomen/messages on your desktop or phone to leave us a voice memo! Follow Superwomen on Instagram. Big Ideas The changes that come with viewing your business as relationship-based rather than transaction-based. [15:56] The invaluable importance of knowing your customer base well and growing with their needs. [17:27] --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/superwomen/support

LHI's latest Industry podcast features Jesse Genet, CEO and Co-Founder of LA-based packaging start-up Lumi. Jesse Genet supplies the packaging for some of the top e-commerce companies that have launched with direct-to-consumer businesses. If you’ve ever received a box from FabFitFun, BarkBox, MeUndies or Parachute Home, then you’ve touched some of Genet’s products. Genet has been an entrepreneur since 16 when she started her first company, printing t-shirts, in her parents Michigan basement. She studied Product Design at Art Center College of Design in Pasadena and lives and works out of downtown Los Angeles. Featured Quotes: "I feel pretty bullish that a great business-minded person can start almost any type of business. There are businesses that are super contacts-dependent or others where you just need to jump in because it’s really about the actual experience. The beginner’s mindset can be very helpful in this case. I think that having lived through the problem, we had powerful insight because we weren't guessing at some of the pain points. We then jumped into the world of heavy pack packaging and manufacturing and tried to learn about what success looks like. We learned it, we hired for it, and we figured out the rest of the stuff out as we went.""We know that simple things like getting your worries down on paper can help download them from your mind. We know that focusing on why you should succeed rather than why you should fail works as well. Talking to someone who can help you talk through these things can be really important too. Our thoughts can get the best of us and instead of worrying, we can actually harness them in a way that can be productive." "I’d say prepare less and do more – this will serve you well." Check out the interview on the LHI publication here.

Year & Day is changing the way people shop for tableware. With its modern, minimalist dishes, flatware, and glassware at attainable prices, the year-old, direct-to-consumer startup has already made fans out of Eva Chen and Mandy Moore. Founder and CEO Kathryn Duryea, a Stanford MBA who previously worked in brand management at Tiffany & Co., wants to do for tableware what Warby Parker has done for eyewear or Parachute Home has done for bedding: offer a defined aesthetic at reasonable prices. Kathryn met up with Alli and Michael (and newly-minted Year & Day devotees) to discuss the intersection of curation and marketing, rethinking the upscale homewares category for Millennials, and the renaissance—not death—of brick-and-mortar retail. Keep up with the brand at yearandday.com and @yearandday. And don't forget to follow @alliwebb for #BTS of Raising The Bar and subscribe and rate us!   Produced by Dear Media.

Parachute Home is a popular direct-to-consumer home essentials company. Today we're going behind the scenes with Luke Droulez, CMO of Parachute and employee #1. Listen now to learn how Parachute grew from 0 to over 100+ employees while taking the marketplace by storm. The 5-Minute Ecommerce Email Marketing Hack Stop leaving money on the table. Without great email marketing, you're missing out on 6-7 figures per year of revenue and profit. Download this checklist, go through it, and in less than 5 minutes you'll know exactly what you need to do to increase your email revenue. This is our secret sauce and we're giving it all away for free, no strings attached. Click here to download the checklist for free. Links: Wavebreak Parachute Home Listen on iTunes Learn more about Wavebreak This episode is sponsored by... Klaviyo — Over 10,000 innovative brands are growing their businesses by listening and understanding to cues from their customers--easily turning that information into valuable marketing messages used to build highly segmented, automated email campaigns, such as win back campaigns or abandoned cart emails and more.

On today's episode of All in the Industry®, host Shari Bayer's guest is Ellen Bennett, Founder & Culinary Creator of Hedley & Bennett, a Los Angeles-based handcrafted apron company. While working as a line cook at Bäco Mercat and 2-Michelin starred Providence in LA, Ellen realized the drab, essentially disposable aprons that served as their uniforms needed a major upgrade. She continued working both line cook jobs and threw herself into growing her apron business, spending time at farmers markets on the weekends and busting into kitchens and introducing herself to chefs from all over. Her approach has always been a straight up hug and real talk. R&D happened in real kitchens and she was able to really listen to what was needed to make a better apron. Aprons led to chef coats which led to work shirts. Hedley & Bennett now makes aprons in a ton of different styles, chef coats for men & women, work shirts, kitchen linens and the MISE knife bag, outfitting over 6,000 restaurants, operating a direct-to-consumer retail business and selling via wholesale partners including Williams Sonoma, Sur La Table and Whole Foods. Ellen has collaborated with brands across categories, with events or products in collaboration with Vans, Samsung, Pellegrino and Parachute Home. All Hedley & Bennett products are manufactured in its 16,000 square foot LA location, where Ellen has also created an immersive, playful community space. Today's show also features Shari's PR tip, Speed Round, Industry News discussion, and Solo Dining experience at Bunna Cafe in Bushwick, Brooklyn, NYC. Listen at Heritage Radio Network; subscribe/rate/review our show at iTunes, Stitcher or Spotify. Follow us @allindustry. Thanks for being a part of All in the Industry®! It's HRN's annual summer fund drive, this is when we turn to our listeners and ask that you make a donation to help ensure a bright future for food radio. Help us keep broadcasting the most thought provoking, entertaining, and educational conversations happening in the world of food and beverage. Become a member today! To celebrate our 10th anniversary, we have brand new member gifts available. So snag your favorite new pizza - themed tee shirt or enamel pin today and show the world how much you love HRN, just go to heritageradionetwork.org/donate Image courtesy of Ellen Bennett. All in the Industry is powered by Simplecast.

Before you roll out your next product, there are a few things you need to have in place. In this episode, Jaclyn Johnson is speaking with Ariel Kaye, founder of Parachute Home about all things she’s learned about developing high quality products that her customers love. From finding the right manufacturing teams to having stellar customer service, running a successful product line takes a lot of work. We tapped our expert Caroline Lee, to bring in some of the party. Caroline is a creative multi-hyphenate queen and she’s sharing her tips for manifesting creative ideas and establishing a workflow that helps you bring your products to life.

Online retailers are opening at least 850 bricks-and-mortar stores within the next five years. James Cook talks with Taylor Coyne about the details of a new study that tracks this expansion.  They visit a Parachute Home store in the Silver Lake neighborhood of Los Angeles, the bath and bedding digital retailer's fourth physical location. They also explore other retail sights and sounds in Silver Lake and neighboring Echo Park. Subscribe: Apple Podcasts | Spotify | Android  Listen: WhereWeBuy.show  Alexa: Say "Enable the Where We Buy skill" Tweet: @JamesDCook Email: jamesd.cook@am.jll.com  Instagram: @jamcoo Leave a message on the Where We Buy hotline. We may use it on an upcoming show. Call (602) 633-4061  Read more retail research here. James Cook is the director of retail research in the Americas for JLL.  Taylor Coyne is a research manager for JLL. Theme music is Run in the Night by The Good Lawdz, under Creative Commons license.

Ariel Kaye has known from a young age that she wanted to learn, improve and move forward in all aspects of life. Today, she talks with us about her journey in starting Parachute Home, a popular direct consumer brand offering bed and bath linens as well as other home essentials for the modern home. We discuss the challenges and rewards of fundraising, how to build a collaborative environment and ways to tell a story in a big, bold and undeniable way.

How To Establish a Profitable Company Around Competitive Products with Luke Droulez September 14, 2018 How do you build a brand around competitive products? Luke Droulez is the CMO of Parachute Home, a modern bedding and bath product company. They have prioritized branding and profitability to stand out among the more well known competition. In this episode, Luke talks about how Parachute Home has become a profitable bed and bath company. He explains the customer experience and customer relationship strategies they use to continue to grow their brand and social presence. He also walks us through their backend supply chain and technology and how Parachute Home uses it to automate as much of their processes as possible. This is the Lean Commerce Podcast. In this episode, Luke teaches us: How to successfully transition from Head of Operations to Head of Digital to Chief Marketing Officer The strategy Parachute uses to educate their customers on materials in bedding and ingredients in bath products, and how they use it to increase sales How to optimize backend supply chain and technology for physical products The techniques Parachute uses to acquire new customers “Modern marketer is responsible for the full customer journey.” “We are in this interesting time where, it's easier than ever to start a business, but it's harder than ever to stand out.” Connect with Luke: Luke on LinkedIN

How To Establish a Profitable Company Around Competitive Products with Luke Droulez September 14, 2018 How do you build a brand around competitive products? Luke Droulez is the CMO of Parachute Home, a modern bedding and bath product company. They have prioritized branding and profitability to stand out among the more well known competition. In this episode, Luke talks about how Parachute Home has become a profitable bed and bath company. He explains the customer experience and customer relationship strategies they use to continue to grow their brand and social presence. He also walks us through their backend supply chain and technology and how Parachute Home uses it to automate as much of their processes as possible. This is the Lean Commerce Podcast. In this episode, Luke teaches us: How to successfully transition from Head of Operations to Head of Digital to Chief Marketing Officer The strategy Parachute uses to educate their customers on materials in bedding and ingredients in bath products, and how they use it to increase sales How to optimize backend supply chain and technology for physical products The techniques Parachute uses to acquire new customers “Modern marketer is responsible for the full customer journey.” “We are in this interesting time where, it’s easier than ever to start a business, but it’s harder than ever to stand out.” Connect with Luke: Luke on LinkedIN

The term ‘retail store’ isn’t in Ariel Kaye’s vocabulary. The founder and CEO of Parachute Home prefers to use “community centers” when referencing the digital-first bedding and bath brand’s physical locations. In true clicks-to-bricks fashion, Parachute is focused on cultivating its consumer community and providing value outside of just its European-made product. In this interview, Kaye shares how she built Parachute and its cult-like following, while also acknowledging the challenges of running a startup and the isolation that can come with being a sole founder. This episode is sponsored by Fuigo.

In this episode of Making the Brand, Billy interviews Ariel Kaye, the founder and CEO of Parachute Home. Parachute, based in Venice Beach, CA, is a home goods brand best known for their sheets and towels. Ariel talks about the growing direct-to-consumer home goods market, and the truth behind thread count. See acast.com/privacy for privacy and opt-out information.

Ariel Kaye is the Founder and CEO of Parachute Home, a retail business with the mission of supplying consumers with the best sheets, bedding, and home essentials on the market, as well as inspiring a community around sleep, wellness and creating a comfortable home. Ariel and I discussed how her background in branding and advertising really informed her ability to thoughtfully and methodically build her business from one sheet to entire home goods and lifestyle brand. Music edited from 'Something Elated' by Broke For Free. freemusicarchive.org/music/Broke_Fo…mething_Elated From the Free Music Archive. CC Attribution 3.0 Produced by Rachel James. Positively Gotham Gal is proud to be made in NYC -- this episode was recorded on location in Venice, CA.

One weekend while studying abroad in Italy, Ariel Kaye checked into a boutique hotel on the Amalfi Coast and got into bed after a long day of travel. She felt sheets that were softer and more luxurious than anything she had ever experienced. The experience stuck with her. Ariel went on to graduate from NYU before spending ten years at an agency in brand development and advertising. In 2012, she was shopping for bedding and was faced with overpriced monotonous products. So in 2014, with those Amalfi Coast boutique hotel sheets in mind, she launched Parachute, a direct to consumer home essentials brand that offers quality, non-toxic bedding, bath, and table linens. In addition to their e-commerce site,the brand also now has their own hospitality line and in 2016 opened The Parachute Hotel. In this episode, Monica chats with Ariel about how she got started, how she best utilizes the advice and expertise of her investors, the importance of evolving with your customer and the number one thing you need to know about building a team.

My guest today Jessie May Wolfe describes HeartRise as plugging into the radiant, integral, soul energy (R.I.S.E)... the electricity of the heart. Her presence empowers those around her. Spreading light and energy, her infectious spirit connects many beautiful souls around the world. With a strong creative & corporate background in fashion, publishing & marketing, Jessie May's experience coaching & empowering thousands of creatives, entrepreneurs, and change-makers worldwide, along with her training in various modalities with renowned teachers, led her to develop the unique impactful HeartRise Method. As a speaker, mentor, and inspirational guide, Jessie May brings the HeartRise Method to organizations, communities and companies across the world. Her corporate clients include Soho House, Gen Art, Wework, Wanderlust, Amazon, GOOP, Westside Collective, Parachute Home, Nick Fouquet, Juice Served Here, Health-Ade, Sakara. Jessie May's heart holds a torch for everyone. Today we'll dive into HeartRise Method and Jessie May's new book High On Heart: The HeartRise Method. In this episode you'll learn How you can win the battle between your head and your heart. Identifying your negative go-to thoughts that take up precious time and energy. Why the modern world is in desperate need for more heart centered intelligence. Strategies to calm and quiet the incessant chatter in your mind. Why it's easier to relate and connect with others when you come from the intelligence of the heart. How to release negative energy and tap into good vibrations.

The Guest: Parachute Home Edited by George Drake, Jr. Music by Lucas Brahme — About Loose Threads — Subscribe to our weekly newsletter for the latest analysis and podcasts: http://eepurl.com/buLQY9 Twitter Full Transcript The Loose Threads Podcast explores the intersection of consumer, retail and commerce. Hosted by Richie Siegel, the founder of Loose Threads, each episode features an in-depth conversation with one guest about their founding story and how it fits into the current state of the industry. Guests come from all different backgrounds, spanning the consumer goods, fashion, retail and technology industries. The unifying thread is always the rapid change facing the industry and how entrepreneurs are responding. You can listen to the podcast on any player of your choice, in addition to on LooseThreads.com.

Today we are spotlighting Devin McGaughey of Parachute. Parachute makes modern Bedding and Bath essentials for a more comfortable home. This episode is powered by Refill Fuel, https://www.refillfuel.com/ (use promo code “wearelatech”) a concierge gas service that helps you and your employees save time and money through wholesale gas prices and on site fuel delivery. Connect with us at wearelatech.com/podcast and tweet @WeAreLATech and @EspreeDevora. What is your ask from the community? I would love to see more investment and businesses here in LA. https://www.parachutehome.com/ https://twitter.com/wearelatech https://twitter.com/espreedevora

Ariel Kaye became the founder and CEO of Parachute Home by being obsessed with learning about bed sheets. She shares details about her incredible business success. “When you’re building a business, you want to go go go and go really fast and grow really fast. And I think for me, it’s being about to shift that a bit and focus on, not perfection, but progress.” - Ariel Kaye. Learn more about this episode of She's Got Moxie with Joy Chudacoff at www.JoyChudacoff.com/05

In order for a brand to reach great heights, there's got to be a cozy cohesion between brand messaging and content. We chat with Rebecca Prusinowski, Director of Content at Parachute Home, about content strategy. Tune in as we break down building + establishing content, maintaining a disruptive brand, and creating content that has a longtail effect.

Interior designer and TV personality Taniya Nayak confesses to Jaime and Amy that she probably did some damage to the ozone layer in her youth, but it’s OK because she won first place in a high hair contest. With endearing candor, she opens up about childhood bullies, her struggles with fertility and how she defines success. Plus, while filming, she accidentally found a sex toy in a teenager’s bedroom, ew. Images and more from our guest! Please say Hi on social! Twitter, Instagram and Facebook - @CleverPodcast, @amydevers, @designmilk If you enjoy Clever we could use your support! Please consider leaving a review, making a donation, becoming a sponsor, or introducing us to your friends! We love and appreciate you! Many thanks to this episode’s sponsor: Parachute Home - To excel, sometimes you've got to venture bravely outside of your comfort-zone, right? That's why it's so important that when you return to your *actual* comfort zone, it's awesome. That's where Parachute Home comes in, with their dreamy bed sheets, bathrobes and towels... cozy and Clever-approved! Clever is created, hosted and produced by Amy Devers and Jaime Derringer, aka 2VDE Media, with music from El Ten Eleven and editing by Chris Modl. Clever is proudly distributed by Design Milk.

Parachute Home redefined how we think about sheets. Turns out, thread count doesn’t matter, patterns are overrated, and all we really wanted was a comfortable place to sleep. Ariel Kaye founded Parachute for that reason and now they’re expanding their brand to bring comfort to the entire home. On this episode, she gets into the nitty gritty of what it takes build brand loyalty and manufacture comfortable home goods.

*Greg Bettinelli* ( https://upfront.com/people/greg-bettinelli ) *is a partner at* *Upfront Ventures* ( https://upfront.com/ ) *. Upfront Ventures is a Los Angeles early-stage venture capital fund has been integral to the LA emerging tech ecosystem, with investments including GOAT, Bird, Parachute Home and Ring. Prior to Upfront, Greg was the CMO for LA-based HauteLook, EVP of Business Development and Strategy at Live Nation and held a number of leadership positions at eBay, including Sr. Director of Business Development at StubHub. He is Mr. #longla and we talk about how LA's ecosystem has evolved, how he thinks about founder-market and product-market fit and much much more. It was simply terrific chatting with Greg, so without further ado, here is Greg.* *You can follow Greg @gregbettinelli If you'd like to follow along behind the scenes of the show, you can follow me @mikegelb and @consumervc. For all episodes, please visit theconsumervc.com.* *A book that impacted Greg is* *Moneyball* ( https://www.amazon.com/gp/product/0393324818?camp=1789&creativeASIN=0393324818&ie=UTF8&linkCode=xm2&tag=theconsumervc-20 ) *by Michael Lewis* *On this episode you will learn:* * *What attracted Greg to the world of venture capital and startups from his impressive career at eBay, Stubhub, Live Nation, and Hautelook? What were some of the learnings, working at these tech companies that have influenced you as an investor?* * ** * *What are some of the differences when investing in consumer vs. enterprise? Why do you focus on investing in consumer and what makes you excited about consumer in this current investment landscape?* * ** * *What's the average check size at Upfront ventures and what stages does he focus on? What are some metrics that you focus on in your due diligence? How does he evaluate if a company has found product-market fit? How does he approach founder-market fit? How does Greg think about good growth vs bad growth?* * ** * *What was the Los Angeles venture capital and startup scene like when he started investing and the transformation?Why is Los Angeles becoming such a hotspot for consumer companies and innovation? What are some consumer trends that he is most excited about? How important is it where you are based geographically as an investor since you have lots of different online communication options and are able to invest in different parts of the world?* * ** * *What is something that he would change when it came to venture capital? What is one company that you either invested in or worked with that you are proud of?What is one company that is on his anti portfolio? What is one piece of advice that you have for founders of consumer companies?* * **