Episodes
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How can a startup with a small, lean team institute a 4-day workweek? Especially one that has customer service at its core? Matt Hornbuckle, co-founder of Stantt, talks about how Stantt implemented a 4-day work week and what needed to change at his company to make it successful.
Topics:
How Stantt started the 4-day workweek as a trialWhy getting the team involved from the beginning was crucialHow Stantt set expectations with the teamWhat else need to change to make the 4-day workweek a success How the team manages customer service on FridaysWhen and why the company goes back to a 5-day workweek temporarilyHow Stantt is measuring success of the programWhy Matt wishes they had done this soonerMusic by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Everyone knows that markteplaces are hard to build. And apparel marketplaces are even harder. This episode features Trisha Bantigue, CEO of formalwear marketplace Queenly, who talks about how she built a fashion marketplace using tech innovation to create a better, stickier customer experience, in an apparel sector that has historically had low trust, low frequency and high return rates.
Topics:
How Trishaâs background made her uniquely qualified to start QueenlyWhy starting with power users was important and why she chose to start with a P2P marketplaceWhy and how adding brands to the marketplace made sense for QueenlyThe various technologies that Queenly has built and incorporated into the appWhy Trisha believes the tech Queenly built works well for themHow Queenly started selling their virtual try-on as an API to other brandsWhy your âwhyâ is so important in the startup journeyMusic by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Missing episodes?
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How do you craft a customer journey for brick and mortar retail? How do you get to know your customer deeply? How do you build a company with the customer at the center? This episode features Louisa Schneider, CEO and Founder of Rowan, who will talk about how Rowan built a focus on the customer, from the earliest days through their retail expansion to over 40 locations.
Topics:
How Louisa thinks about fundraising for a brick and mortar businessHow the Rowan model evolved based on the need for better branding and customer focusHow product and service problem areas became opportunities to improve the customer experienceWhy Rowan hired a firm to do customer research and the surprises they foundWhat the customer journey looks likeHow the brand reflects the customer experience and how that consistency is maintained across 40+ storesWhich metrics Rowan uses to track their customer cohortsLouisaâs advice to be present during the key foundational activities in your startupMusic by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
When youâre just starting up your company, it may feel too early to be thinking about a future potential exit. But how does that exit ultimately happen? This episode features Ju Rhyu, co-founder and CEO of Hero Cosmetics, who sold her company for $630 million dollars to a strategic acquiror. Ju will talk about the decisions she and her co-founders made along the way that ultimately led them to a great outcome.
Topics:
Why a focus on what your ultimate outcome is important for how you set up your business from the beginningHow bootstrapping and a deep focus on profitability set up Hero for successWhen and why Hero thought outside investors would be helpful The key metrics that the co-founders of Hero focused on to be ready for exitHow the co-founders decided it was time to exitHow the exit process works, including if founders stay post-acquisition or notThe emotional side of selling your startupWhy a focus on fundamentals is the most critical thing you can do in your own companyMusic by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
How can a startup with only two full-time employees sell their food product into Costco? This episode features Michelle Razavi, Founder & CEO of Elavi, a startup that specializes in gut-friendly, low-sugar dessert spreads. Michelle will tell us all about her journey getting her product into Costco.
Topics:
When in Elaviâs growth did Costco appear on their radarWhy Costco was a fit for Elavi, and how they got in the front doorHow Elavi managed diligence and leaned on advisors for helpWhat steps Elavi had to take to be ready to sell into CostcoWhat is a Costco roadshow and how Elavi managed itKey metrics that Michelle and her co-founder tracked during roadshow daysHow Elavi turned the roadshow into a purchase order What launching in stores required â including more financingWhy doing the research and being prepared is so critical when considering wholesale salesMusic by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
How do you build a successful large consumer brand without raising any VC dollars? Is VC the best fit for consumer brands? This episode features Sarah Kauss of iconic water bottle brand Sâwell and Amanda Herson, General Partner at Founder Collective â a founder and investor both talking about when VC is right for consumer brands, and when it isnât.
Topics:
How Sarah started her brand Sâwell and how Amanda become a VCWhy Sarah didnât raise VC funding for her company â and how she thinks about that nowWhat Sarah had to do since she had no VC dollars (spoiler â she had to get to profitability)All the ways in which Sarah had to be scrappy How Sarah got into retail accounts early on Why Amanda and Founder Collective say that VC can be dangerous and is a âVC is a hell of a drugâWhen VC is a good fit for a consumer brand in the early daysWhat needs to change in the ecosystem to change the current investor hesitation around consumer businessesGreat advice from Sarah and Amanda on other options if VC doesnât work for your consumer companyWhy picking the right partners is so important â in venture and other areasMusic by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Selling into wholesale accounts is a really different proposition than selling through your own DTC channel. This episode features Niki & Ritika Shamdasani of Sani, an apparel brand inspired by South Asian culture. They walk us through how they built their brand, pitched to Nordstrom, made their launch at Nordstrom successful and so much more.
Topics:
How two sisters started the Sani brandHow they turned a warm intro into a pitch meeting by utilizing their strengthsHow they prepared for the first meeting at Nordstrom â and what went into their deckHow working with a big brand can be different than your expectationsWhy studying the Nordstrom supplier website was so critical for their successHow Sani set up their manufacturer for successHow Sani supported the Nordstrom launch How much time and effort it takes to work with a wholesaler like NordstromWhatâs next for SaniMusic by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Fundraising at the early stages is hard, and itâs been especially difficult over the last year or so â and even more so for a solo founder. This episode features Ann Wehren of In-seam, a private marketplace and sourcing toolkit for connectors whose relationships power the luxury fashion industry. She walks us through her step-by-step guide to raising a pre-seed round from VCs, from how she found warm intros, dealt with all the noâs, confirmed a lead investor and filled out her round. Note: this episode was recorded in November 2023.
Topics:
How Ann launched her company with friends and family fundingWhy she decided to raise outside capital versus bootstrapping â and managing timingWhy the financial models she built were critical in her decision-makingHow Ann prepared for the fundraising process as a solo founder How she built a list of 250 warm intros and how she sent them out How Ann managed the process (including the noâs) with investors to gauge interestHow she secured the lead investor she wanted - not the first one that offered termsWhat Ann did to keep herself motivated through the processResources Ann recommends:Class Rebel: Fundraising 101 ($99)Kelly Nylandâs How to Fundraise (free)Financial modeling help (hire someone if you donât have the excel skills)Music by Eino Toivanen, kongano.com
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
How do you do customer research before launching your product? This episode features Ann Rosenstein, CEO of Amante 1530, a newly launched aperitif brand. Ana tells us how she developed Amante 1530 from the ground up, based on the research she did early on â both with bartenders and end customers.
How Anaâs background led her to launching an aperitif brandHow she identified a hole in the aperitif marketThe critical research insights Ana gained from talking to bartenders and learning from them â on the product and the packagingHow Amante 1530's brand identity came out of intense study of other brands How Ana and the founding team came up with the name of the brandAnaâs previous startup failure â and how that helped her with Amante 1530How you should build a product that all the stakeholders (not just the end consumers) will loveMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Ever wondered how brands make the decision to implement a particular retail tech product? This episode features Monica Royer, Founder & CEO of Monica & Andy, a baby & childrenâs apparel brand. Monica gives us an inside look into how she thinks about technology, what types of solutions are interesting to her as a founder, and tips for retail tech founders in selling to brands.
The criteria for incorporating new tech products at various stages of the brandâs growthMonica & Andy's build vs. buy decision with technology productsWhy retail tech companies need to understand the brandâs internal stakeholders and capabilities when selling â and why alignment is keyHow the brand thinks about holistic cost analysis when contemplating new tech tools (long-term vs. short-term)When Monica & Andy is open to working with very early-stage retail tech vendors How the internal process at Monica & Andy works when evaluating tech productsHow tech vendors need to communicate during implementation, discuss expected ROI, and define success metricsHow retail tech providers should think about pricing their productTips for when the sales process or implementation gets stalled
Music by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Hi everyone, a quick Retail X Series update for you. There wonât be any new podcast episodes during the summer. Instead, Iâm going to take the summer to plan out and record episodes for the fall. But Iâd also like to hear what topics youâre most interested in hearing about in future podcast episodes. So if youâve got a topic or speaker youâd like to hear from, shoot me an email at [email protected] or reach out to me on Twitter @retailxseries. Iâm looking forward to hearing your thoughts. And in the meanwhile, have a great summer!
Learn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Marketplaces are notoriously hard to build. This episode features Jaclyn Grauman, CEO of The Verticale, a social shopping platform that enables customers to discover brands that align with their values. Jaclyn discusses her journey building a DTC marketplace that is focused on brand discovery, the challenges of connecting customers to brands, and the pivots along the way.
Using community and word of mouth as a tool to build customer acquisition Partnering with brands in a different way versus typical B2C marketplacesUtilizing customer and creator feedback as a tool to iterate the platformWhy dropshipping didnât fit with their modelGaining customer engagement and sharing brand stories through videoBuilding a marketplace that is optimized for the consumerFundraising for a marketplace (spoiler: itâs not easy!)Focusing on one consumer segment and why thatâs criticalMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
For many founders, raising outside capital, including venture capital, is the accepted path. But is this always the case? This episode features Leigh Sevin, co-founder of Endear, a retail clienteling software startup. Leigh and I talk about her fundraising journey, choices theyâve made and how to think about VC versus other fundraising options.
Raising early-stage funding for a tech startup with a profitability-first mindsetThe difference between pre-seed angels and VCs and how they think about investing at the early stageThe concept of âportfolio of oneâ and potential alignment or misalignment with VCsFinding your own right path for fundraisingWhat alternatives exist to VC, because you still probably need to raise at least some outside capital When different kinds of debt make sense for startupsExit considerations for founders, and the importance of cap tablesUse your founder network to get help throughout the processMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Cracking the code on B2B sales, particularly in retail tech, is not easy. This episode features Casey Golden, CEO of Luxlock, an omni-retail experience platform startup. Casey talks about how she targeted her first customers, utilized her network, and how she is now scaling sales after those first efforts.
How to utilize your network to build relationships before you start sellingWhich brands to target in the early daysTrying an unusual approach to get product feedback Getting that first customer â and the trial and error processWhy retail tech sales are so hard as a startup Who to target for sales at brands and retailersThe âwaterfallâ of sales in retail techWhy Casey doesnât like warm introsConsidering free versus paid pilots and how to price pilots and your annual contractsThe customization trap and how to avoid itSales cycle considerations and how to manage itHiring your first salesperson and some resources that can helpMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Most new brands today want to be omnichannel right from the beginning. This episode features Vanessa Dawson, Founder & CEO of Arber, a startup that specializes in organic plant biologicals. Vanessa talks about why an omnichannel approach was important for her company right from its launch, how she has gotten into wholesale accounts from tastemakers, to independents to Walmart, and how she measures success in a seasonal category. Topics:
What organic plant biologicals are, and why theyâre importantWhich distribution channels were most critical at firstGetting those early accounts and education around the productPreparing the brand and product for wholesale distributionSetting pricing for omnichannel distributionWhen product bundles make sense and when they donâtAdding educational content and creating customer connection at wholesaleKey metrics for retail channels and measuring successMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Building a beverage brand from the ground up? Then this episode is for you. This episode features Lan Pham, who recently founded Sang, a ready-to-drink Vietnamese coffee brand. Lan talks about how she raised money pre-launch, how she thought about distribution, and the marketing activities she planned for launch.
How Lan found the right investors for a beverage business pre-launchWhy using a paid advisory brand incubator was a good move How using expert advisors helped with finding the right co-packersCold messaging on LinkedIn Figuring out which products to launch with â and how manyLanding on the right pricing and understanding your marginsMaking sure that the packaging is appropriate for retail accounts Dealing with supply chain issues pre-launchThe chicken and egg dance with distributors and retailersLaunching in both DTC and retail â and the marketing to support bothMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Building an apparel brand, particularly in womenswear, is incredibly challenging. This episode features Siyana and Andy Huszar, who founded and scaled Marcella from zero to success by prioritizing slow, profitable growth. Siyana and Andy talk about their early moments on Etsy to dealing with a COVID pivot to fundraising in difficult environments. Topics:
Why Etsy was a great place to learn about retail and launch a proof of conceptEarly keys to success on EtsyHow starting small with production and making small mistakes was important for early testingMoving off Etsy onto their own DTC channel Why they took the slower growth approach and how that has paid off nowHow the COVID curveball resulted in a pivot to face masks â and a test of wholesale partnersProduction planning tips to reduce inventory riskThe challenges of fundraising for an apparel business, and what has worked for Siyana and Andy to date (spoiler: profitability!)Music by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
Should early-stage founders sell their brands on Amazon? And if so, how? This episode features Annalisa DeMarta, who founded and scaled a childrenâs brand on Amazon, and is also the founder of Ridgeline Insights an agency focused on helping brands succeed on the Amazon platform. Annalisa talks through how built her brand on Amazon, and tips sheâs learned along the way.
Why Amazon is an important channel for early-stage brands Why understanding your productâs fit on Amazon is critical â and how to figure out your fitDo you have the âright to winâWho is your customer on AmazonCompetitive analysisThe importance of early reviews for social proof, sales and more - and how to incentivize themDriving consumers to your brands on Amazon from outside the siteHow to balance sending traffic to Amazon versus your own websiteThe keys to successful fulfillment and Amazon PrimeWhy knowing your numbers is so criticalHow long it takes to find real success on Amazon (spoiler â approximately 3 years!)The biggest mistakes to avoid and Annalisaâs best advice for brandsMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
How do you build successful partnerships with big brands when youâre still a startup? This episode features Trisha Goyal, Founder & CEO of Break the Love, an early-stage marketplace that connects lovers of racket sports with underused spaces. Trisha talks through how she built some key B2B partnerships with large, marquee brands by starting small and being focused. Topics include:
How strategically to use B2B partnerships to build consumer demand for a marketplaceFiguring out your âwhyâ Why testing a partnership with a smaller brand is key before going after larger brandsHow LinkedIn + a consultative approach work in the early days of partnershipHow case studies of early partnerships can lead to partnerships with bigger brandsMeasuring success â for both your company and the brand partnerCreating a playbook over time for how B2B partnerships will work for your companyThe biggest challenges in creating B2B partnerships â and how to avoid them Why your traction is critical in signing B2B partnersMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. -
How do you raise a seed round? This episode features VC Anna Palmer, General Partner at Flybridge Capital. Anna talks through how the fundraising market has changed, why founders need to seek out âtrue believers,â and how to build relationships with VCs. Don't miss this informative episode, whether youâre a pre-seed or seed stage founder (note: this episode was recorded in late October 2022).
What has changed in the seed fundraising environment in the fall of 2022How valuations are shifting at seed stage versus later stages â and the implications for pre-seed valuationsWhat seed stage founders are doing to adjust to the current environmentHow investors are viewing metrics at the seed stage Why founders should seek out their true believers What preseed founders should be doing now to set up for a seed fundraising round in the futureHow to build relationships with VCs even when youâre not ready to raise The biggest mistakes founders make when pitching VCsAnnaâs best advice to keep in mind when pitching a VC â especially around foundersâ mental healthMusic by Eino Toivanen, kongano.com
Edited by Deven ShahLearn more at Retail X Series and follow @retailxseries on Twitter and Instagram.
To submit a pitch or to find out more about Sapna Shah, check out Red Giraffe Advisors. - Show more
