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    Business

    Operators

    In the world of ecommerce, a legendary text group is rumored to hold the secrets to unimaginable success. The catch? You must have nine figures in revenue to gain entry. The world’s biggest brands have denied its existence for years, until now. Four titans known as the “Operators” are leaking the secret contents in an effort to share its wealth of knowledge with people like you. Sean Frank (CEO, Ridge), Jason Panzer (President, HexClad), Mike Beckham (CEO, Simple Modern) & Matt Bertulli (Founder, Pela Case x Lomi).

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    Latest Episodes:
    Away’s CEO & New DTC Playbook: Amazon, TikTok Shop, and 300% Over Plan Oct 08, 2026
    Show notes

    “It’s about closing the imagination gap, not what it can do.”

    Jessica Schinazi (CEO, Away) joins Matt Bertulli (Founder, Pela Case & Lomi) and Curtis Matsko (CEO, Portland Leather Goods) to break down how she took the reins of a decade-old DTC pioneer and opened it to new channels in 18 months.

    Away builds luggage to last 7 to 10 years, which Jessica calls a horrible business model. She chases new buyers: Up to 9% of her Amazon category and a $400 suitcase sold out on TikTok Shop. Now she has to bring each customer home before a day-one startup steals them.

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    Podqi

    https://9ops.co/podqi

    AppLovin

    https://www.9operators.com/paid-growth

    https://applovin.com/9operators

    Shoplift

    https://shoplift.ai/operators

    Shiphero

    https://9ops.co/shiphero-titans

    How to Raise Capital for Your Brand: TJ Bongiorno (Founder Outgoing Co) Oct 07, 2026
    Show notes

    “You can have anything you want, but you can’t have it all at once.”

    Should you raise money when your only problem is working capital?

    Help an Operator Out (HAOO) is a series where real business owners join the podcast with live questions. In this episode, TJ Bongiorno (Founder, The Outgoing Co) brings two questions: when to raise capital and how to price the round. As a solo founder, he 4X’d the business to nearly $4M in a year.

    Nearly 90% of TJ’s revenue comes from powder, yet his cans perform 100X better on TikTok Shop. The hosts push him to choose which product leads his pitch. Matt makes the case for a price where investors win easily. Caught between seed funds and VCs, TJ needs a deal the right investors will take.

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    Postscript

    https://9ops.co/postscript

    Aftersell

    https://9ops.co/aftersell-operators

    Richpanel

    https://9ops.co/richpanel

    Fulfil

    https://9ops.co/fulfil

    Northbeam

    https://9ops.co/northbeam

    Saras Analytics

    https://9ops.co/saras

    Operators Portal

    https://portal.9operators.com/dashboard

    Operators Newsletter

    https://9operators.com/

    Every AI Tool We’re Using & 4 Pillars to Guide You: Operators Build (E7) Oct 05, 2026
    Show notes

    “They’re the most capable ever, but not trained on your business.”

    What pillars should every AI-first brand build, and which one comes first?

    Matt Bertulli (Founder, Pela Case & Lomi) and Cody Plofker (Advisor & fmr. CEO, Jones Road Beauty) open up the playbook behind Winks, a brand where AI does the grunt work and humans make the calls. Piece by piece, they break down the four components that make that split work.

    1. Company brain: Context, memory, skills

    2. Operating system (OS): Human interface

    3. Software and tools: Existing tech, SaaS

    4. Agents: Researcher, writer, analyst, etc.

    The era of “prompt engineering” is over. Company context lets agents upload ads and match landing pages without being told twice. Yet AI tools still misread research, which leaves one question: How much can you trust them?

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    https://9ops.co/motion-runneth

    Skio

    https://9ops.co/skio-9operators

    Omnisend

    https://9ops.co/omnisend

    TBAR Partners

    https://9ops.co/tbarpartners

    OuterSignal

    https://9ops.co/outersignal

    Operators Portal

    https://portal.9operators.com/dashboard

    Operators Newsletter

    https://9operators.com/

    How to Create Buying Moments: Give People a Reason to Buy All Year Sep 30, 2026
    Show notes

    “You’re never gonna make a big impact on Black Friday.”

    Should you worry if frequent promotions will hurt your brand equity?

    Sean Frank (CEO, Ridge), Matt Bertulli (CEO, Pela Case and Lomi), and Mike Beckham (CEO, Simple Modern) break down how Ridge manufactures demand instead of waiting for it. A slow summer becomes an 8-figure-plus sales season, anchored by a Lamborghini sweepstakes with Tony Hawk.

    Sean walks through how the campaign evolved from a $100K MVP into a five year, celebrity backed giveaway with a grand prize built in. He explains why a 45-day window beats trying to own a single day like Black Friday. The hosts continue to cover why a wider product catalog creates more natural sales peaks throughout the year.

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    Saras Analytics https://9ops.co/saras

    Postscript

    https://9ops.co/postscript

    Operators Portal

    https://portal.9operators.com/dashboard

    Operators Newsletter

    https://9operators.com/

    Ecommerce Subscription Playbook & Benchmarks: Operators Build (E6) Sep 28, 2026
    Show notes

    “You almost feel stupid buying the product as a one-time customer.”

    Why do some subscription brands retain customers and stack LTV while others lose them?

    Matt Bertulli (CEO, Pela & Lomi) and Cody Plofker (Advisor & fmr. CEO, Jones Road) sit down with Aidan Thibodeaux (CEO, Skio) and Bernard Meyer (AI Operations Manager, Omnisend) to ask the questions every subscription brand needs answered.

    Aidan argues that the offer matters more than anything else. He pushes quarterly plans and free gifts over discounts. Discounts train customers to wait for deals. He sets targets of 65% or higher for subscription take rate, 80–90% retention into the second order, and 35% at six months.

    Bernard lays out the post-purchase basics, including a welcome email that sets expectations and check-ins after delivery. The group also debates when to ask for reviews, roasts Winks’ current buy box, then closes with quick skip buttons, subject line tests, and win back emails built on cancel flow data.

    The question every subscription company needs to answer: What exactly are you promising a subscriber with recurring orders?

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    OuterSignal

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    Richpanel

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    Runneth

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    Skio

    https://9ops.co/skio-9operators

    Omnisend

    https://9ops.co/omnisend

    TBAR Partners

    https://9ops.co/tbarpartners

    Operators Portal

    https://portal.9operators.com/dashboard

    Operators Newsletter

    https://9operators.com/

    How First Day’s Founder Alice Li Built a 9-Figure Kids Vitamins Brand From One SKU Sep 24, 2026
    Show notes

    How did First Day raise $1M and then build a 9-figure brand?

    Alice Li (Founder & CEO, First Day) joins Matt Bertulli (CEO, Pela Case & Lomi) and Jason Panzer (President, HexClad) to unpack how she has sold over half a billion gummies and built a family wellness empire around kids’ vitamins.

    After years of turning down retailers, First Day launched nationwide and became the number one kids vitamin in the country.

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    Shiphero

    https://9ops.co/shiphero-titans

    SARAL

    ⁠https://www.getsaral.com/special-guided-walkthrough-for-operators⁠

    30+ Black Friday Tips to Win the Holidays Like a 9-Figure Ecommerce Brand Sep 23, 2026
    Show notes

    “The best Black Friday offers don’t just increase orders, they increase AOV.”

    Sean Frank (CEO, Ridge), Matt Bertulli (Founder, Pela Case x Lomi), Jason Panzer (President, HexClad), and Mike Beckham (CEO, Simple Modern) share the Black Friday & Cyber Monday tips they rely on every year. Every tactic comes from hard-won experience over decades of combined holiday wins and losses.

    They break down why every Black Friday deal needs a backup, sometimes even a worse one, ready to launch. Mike explains why spotlight bias makes old creative beat anything new. Matt shares the upsell that added a million dollars. Small moves like these are what separate a good quarter from a record one.

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    https://9ops.co/postscript

    Aftersell https://9ops.co/aftersell-operators

    Richpanel

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    Northbeam

    https://www.northbeam.io/

    Saras Analytics

    https://bit.ly/4a3gzVv

    Operators Portal

    https://portal.9operators.com/dashboard

    Operators Newsletter

    https://9operators.com/

    Why the Hardest Part Starts After Launch: Operators Build (E5) Sep 21, 2026
    Show notes

    “The amount of effort that we put in to start does not have any meaningful correlation with the success at the end.”

    When you get delayed and deprioritized by your co-manufacturer, your timeline slips by almost a year, and you still have zero sales, what do you have to show for 18 months of work?

    Matt Bertulli (CEO, Pela & Lomi), Mike Beckham (CEO, Simple Modern), Sean Frank (CEO, Ridge), Curtis Christopherson (Chief Growth Officer, Ammortal), and Cody Plofker (Advisor & fmr. CEO, Jones Road) reunite one month from launch to close the loop on everything that went wrong.

    Physical product is in hand. Five thousand units for their very first purchase order. Now, the hard part.

    Sean raises the question nobody wants to answer: is powder still the right format in 2026? Mike does the math on what 14,000 families means for a nine-figure exit. Cody challenges the team to hit $200 CAC in month one. Then drop it to $100.

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    TBAR Partners

    ⁠https://9ops.co/tbarpartners⁠

    Aftersell

    https://9ops.co/aftersell-build

    Skio

    ⁠https://9ops.co/skio-9operators⁠

    Runneth

    ⁠https://9ops.co/motion-runneth⁠

    Omnisend

    ⁠https://9ops.co/omnisend⁠

    Richpanel

    ⁠https://9ops.co/richpanel⁠

    Operators Portal

    ⁠https://portal.9operators.com/dashboard⁠

    Operators Newsletter

    ⁠https://9operators.com/⁠

    Learning From Failure: 3 $100M+ Operators & Their Darkest Moments Sep 16, 2026
    Show notes

    “We were not going to make payroll next week.”

    How did three ecommerce CEOs turn rock bottom into their biggest lesson?

    Matt Bertulli (CEO, Pela Case & Lomi), Mike Beckham (CEO, Simple Modern), and Curtis Matsko (CEO, Portland Leather Goods) each share the darkest moment of their ecommerce careers. What came after built the self-awareness that changed how they lead.

    Curtis walks through the week Wells Fargo pulled a $20M line of credit after Silicon Valley Bank collapsed. Matt breaks down the hubris that nearly cost him payroll one Christmas. Mike shares the night a two-year venture fell apart. Their comebacks outweighed the crises, driven by a growth mindset none of them had before.

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    ⁠https://9ops.co/postscript⁠

    Aftersell https://9ops.co/aftersell-operators⁠

    Richpanel

    https://9ops.co/richpanel

    Fulfil

    ⁠https://9ops.co/fulfil⁠

    Northbeam

    https://www.northbeam.io/

    Black Friday Resources

    https://www.9operators.com/black-friday

    Operators Portal

    https://portal.9operators.com/dashboard

    Operators Newsletter

    https://9operators.com/

    How to Design Packaging for Ecommerce Brands: Operators Build (E4) Sep 14, 2026
    Show notes

    “They have just shown how packaging can be so much of a differentiator.”

    What does a professional DTC packaging design process look like in practice?

    Chris Ganz (Senior Creative Director, Trevi) sits down with the Winks team to tackle one of packaging’s hardest problems: standing out on a crowded shelf. The group debates naming, mascots, and color palettes before testing real designs on real families.

    Chris opens with a full competitor audit, sizing up Ollie, Vicks, and Beam. Three distinct concepts turn into five packaging directions, each with its own typography and color story. The team weighs a winking semicolon against a plush sleep monster, and one child’s smile carries real weight.

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    https://www.irisfinance.co/operators

    Skio

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    Omnisend

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    Richpanel

    https://9ops.co/richpanel

    Runneth

    https://9ops.co/motion-runneth

    Aftersell

    https://9ops.co/aftersell-build

    Operators Portal

    https://portal.9operators.com/dashboard

    Operators Newsletter

    https://9operators.com/

    1 2 3 23 Next

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