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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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    Copyright: © OPERATORS

    • Apple Podcasts
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    Latest Episodes:
    E128: Building Two Brands: Jocko Fuel and Origin Aug 27, 2025
    Show notes

    In this episode, entrepreneur Pete details the complex and risky strategy behind scaling his two nine-figure companies, Jocko Fuel and Origin, at the same time. He reveals how for years he used the high-margin cash flow from his successful supplement partnership with Jocko Willink to fund a seemingly impossible dream: a vertically-integrated, "Made in America" manufacturing operation. This synergy fueled incredible growth, but the pressure of managing two fundamentally different business models eventually led to a crisis. After taking on a private equity partner, Pete faced his most challenging year as a leader, navigating millions in losses and a catastrophic inventory overage. To save the enterprise, he had to make a critical, unconventional decision that few founders would dare to consider. This is the unfiltered story of the brutal lessons of hyper-growth and the strategic thinking that led him to fire himself.


    Chapters:

    00:00 Introduction

    11:58 Building a Brand with Jocko Willink

    22:38 Shared Resources and Team Structure

    30:15 The Role of Private Equity

    39:47 The Emotional Journey of Brand Separation

    52:11 Leadership Challenges and Trust in Decision Making

    01:00:50 Learning The Importance of Data

    01:15:40 The Evolution of Customer Demographics


    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.

    Northbeam.

    https://www.northbeam.io/

    Postscript.

    https://postscript.io/


    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc


    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more



    Subscribe to The Marketing Operators Podcast here: https://www.youtube.com/@MarketingOperators


    Subscribe to The Finance Operators here: https://www.youtube.com/@FinanceOperatorsFOPS


    Sign up to the 9 Operators newsletter here: https://9operators.com/

    E127: The Real Cost of Chasing Growth Aug 20, 2025
    Show notes

    In this episode, the hosts explore the foundational financial strategies that underpin 8 and 9-figure e-commerce success. Drawing questions directly from the eCommerceFuel community, the hosts pull back the curtain on their distinct approaches to financial planning, forecasting, and capital allocation. The discussion navigates the complexities of annual budgeting, the critical decisions behind reinvesting profits versus taking dividends, and the intense debate over how to truly measure a good investment. This is an essential listen for any founder grappling with the transition from a scrappy startup to a mature, scalable enterprise. Tune in to hear how the leaders of major brands handle the financial discipline required for sustainable, high-level growth.

    Chapters:

    00:00 Introduction

    28:13 Navigating Product Development Timelines

    40:00 The Challenges of Forecasting and Demand Planning

    47:44 The Pressure of Growth and Stakeholder Expectations

    52:02 Leveraging Data and AI for Business Insights

    55:50 Balancing Growth and Returns

    01:02:50 Understanding Working Capital and Its Importance

    01:07:00 Return on Invested Capital


    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.

    Northbeam.

    https://www.northbeam.io/

    Postscript.

    https://postscript.io/

    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc

    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more

    Subscribe to The Marketing Operators Podcast here:

    https://www.youtube.com/@MarketingOperators

    Subscribe to The Finance Operators here:

    https://www.youtube.com/@FinanceOperatorsFOPS

    Sign up to the 9 Operators newsletter here:

    https://9operators.com/

    E126: Black Friday 2025 Aug 13, 2025
    Show notes

    In this episode, the hosts discuss the upcoming Q4, focusing on predictions, market challenges, and strategies for Black Friday. They delve into the impact of tariffs on pricing and supply chains, the importance of value engineering, and the necessity of optimizing inventory. The conversation also highlights the significance of creative investment in marketing and the need for effective audience engagement strategies. The hosts share actionable tips for brands to prepare for the holiday season, emphasizing the importance of planning and adaptability in a changing market.


    Chapters:

    00:00 Introduction

    04:09 Catch-up

    10:13 Navigating Tariffs and Supply Chain Challenges

    19:26 Market Positioning

    26:03 Value Engineering and Cost Management

    31:50 Consumer Trends and Market Outlook

    40:48 Pricing Strategies

    50:45 Creative Investment for Marketing Success

    56:04 Optimism for Q4

    01:01:49 Finding Talent and Building Effective Teams

    01:16:19 Margin Expansion Strategies for E-commerce Brands

    Powered By:


    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.

    Northbeam.

    https://www.northbeam.io/

    Postscript.

    https://postscript.io/

    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc

    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more

    Subscribe to The Marketing Operators Podcast here:

    https://www.youtube.com/@MarketingOperators

    Subscribe to The Finance Operators here:

    https://www.youtube.com/@FinanceOperatorsFOPS

    Sign up to the 9 Operators newsletter here:

    https://9operators.com/

    E125: Bold Creative Wins Where Budgets Can’t Aug 06, 2025
    Show notes

    In this episode the hosts interview Jacques, CEO of Raindrop Agency, discussing the agency's journey. Particularly their work with Dr. Squatch, which grew from a $3 million company to a billion-dollar sale. They explore the dynamics of creative advertising, the importance of storytelling, and the agency's unique approach to brand campaigns. The conversation also touches on the role of AI in creative production and the future of advertising, emphasizing the need for brands to invest in narrative-driven campaigns rather than relying solely on UGC.


    Chapters:

    00:00 Introduction

    05:24 Jacques and the Raindrop Agency

    10:00 The Dr. Squatch Success Story

    20:40 Creative Philosophy and Agency Operations

    36:10 The Ideal Client and Brand Building

    54:39 Campaign Strategy and Timelines

    01:09:13 The Role of AI in Creative Advertising


    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.


    Northbeam.

    https://www.northbeam.io/


    Postscript.

    https://postscript.io/


    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc


    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more


    Subscribe to The Marketing Operators Podcast here:

    https://www.youtube.com/@MarketingOperators


    Subscribe to The Finance Operators here:

    https://www.youtube.com/@FinanceOperatorsFOPS


    Sign up to the 9 Operators newsletter here:

    https://9operators.com/

    E124: Winning Big In Consumer With Grüns' Founder Chad Janis Jul 30, 2025
    Show notes

    In this conversation, Chad Janis shares his journey from investment banking to entrepreneurship, detailing his experiences in the consumer goods sector and the founding of Grüns. He discusses the importance of understanding consumer behavior, managing customer acquisition costs, and the challenges of scaling operations. Chad emphasizes the significance of team culture and the need for innovation in product development, particularly in the supplement industry. He also shares insights on financing growth and maintaining quality and trust in a competitive market.


    Chapters:

    00:00 Introduction

    04:03 The Entrepreneurial Mindset - Insights from Chad's Background

    08:44 Understanding Consumer Behavior - Lessons from Investment

    14:00 Customer Acquisition Costs - The Key to Sustainable Growth

    20:41 Balancing LTV and CAC - Strategies for Success

    28:21 Product Development - Crafting the Perfect Gummy

    36:16 Scaling Challenges in Operations

    42:46 The Importance of Operational Backbone

    50:07 Rapid Growth Strategies

    57:17 Navigating the Supplement Industry's Challenges

    01:03:01 Navigating Quality and Safety in Supplements

    01:08:28 Financing Strategies for Sustainable Growth

    01:15:34 The Importance of Control in Business

    01:27:13 Building a Strong Team for Long-term Success



    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.


    Northbeam.

    https://www.northbeam.io/


    Postscript.

    https://postscript.io/


    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc


    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more


    Subscribe to The Marketing Operators Podcast here:

    https://www.youtube.com/@MarketingOperators


    Subscribe to The Finance Operators here:

    https://www.youtube.com/@FinanceOperatorsFOPS


    Sign up to the 9 Operators newsletter here:

    https://9operators.com/

    E123: The Meta Incrementality Report: Lessons from 640 Haus Experiments Jul 23, 2025
    Show notes

    This week on the Operators Podcast, Olivia Kory from Haus joins the hosts to talk about incrementality in digital advertising, particularly focusing on Meta's role and effectiveness. Olivia shares insights from over 640 incrementality tests, revealing how Meta ads significantly impact business performance.


    The conversation also touches on the challenges of measuring organic demand, the importance of proper testing methodologies, and the operationalization of incrementality in marketing strategies. The hosts explore personal journeys in e-commerce and the implications of relying heavily on Meta for advertising success.


    Chapters:

    00:00 Introduction

    19:07 The Role of Incrementality in Marketing Strategy

    28:59 Challenges and Opportunities in Marketing Measurement

    36:46 The Science Behind Incrementality Testing

    40:03 Diving into the Meta Report

    49:14 Understanding Meta's Impact on Brands

    54:18 The Power of Omni-Channel Marketing

    01:04:03 The Future of Advertising with AI

    01:21:32 The Shift from Manual to Automated Strategies

    01:26:31 Mid Funnel Testing

    01:39:32 The Future of Marketing Beyond Clicks


    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.


    Northbeam.

    https://www.northbeam.io/


    Postscript.

    https://postscript.io/


    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc


    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more


    Subscribe to The Marketing Operators Podcast here: https://www.youtube.com/@MarketingOperators


    Subscribe to The Finance Operators here: https://www.youtube.com/@FinanceOperatorsFOPS


    Sign up to the 9 Operators newsletter here: https://9operators.com/

    E122: Selling Your Business Jul 16, 2025
    Show notes

    In this episode of the Operators Podcast, the hosts discuss various topics including the current trends in M&A, particularly focusing on minority deals and the role of private equity. They delve into the importance of understanding deal structures, the significance of brand age in valuation, and provide practical tips for navigating the deal process. The conversation emphasizes the need for businesses to be prepared and informed when engaging with private equity firms and the complexities involved in selling a business.Chapters:00:00 Introduction05:42 Host Catch-up08:17 M&A Trends and Insights18:45 Understanding Minority Deals27:57 The Role of Private Equity37:24 Navigating the Deal Process46:54 The Importance of Brand Age in Valuation56:14 Final Thoughts and TipsPowered By:Fulfil.io.https://bit.ly/3pAp2vuThe Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands. Northbeam.https://www.northbeam.io/Postscript.https://postscript.io/Richpanel.https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdescSaras.https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_moreSubscribe to The Marketing Operators Podcast here: https://www.youtube.com/@MarketingOperatorsSubscribe to The Finance Operators here: https://www.youtube.com/@FinanceOperatorsFOPS Sign up to the 9 Operators newsletter here: https://9operators.com/

    E121: Building a $100M Brand. AGAIN. Jul 09, 2025
    Show notes

    00:00 Introduction

    11:12 Starting from Scratch: Building a $100 Million Brand

    16:59 Choosing the Right Category for Success

    22:34 Product Development: Better vs. Different

    28:21 Marketing Strategies for New Brands

    30:06 The Importance of Distribution and Marketing Strategies

    33:21 Understanding Capital Requirements for Consumer Brands

    37:31 Navigating the Challenges of Starting a Brand

    40:39 Building a Strong Team and Finding Co-Founders

    45:27 Scaling Operations and Outsourcing Functions

    55:22 The Growth Milestones of a Business

    01:00:35 Understanding the Role of Marketing in Business

    01:07:31 The Importance of Advertising Skills

    01:10:13 Avoiding Common Pitfalls in Business Growth

    01:14:01 The Realities of Sustainable Growth


    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.


    Northbeam.

    https://www.northbeam.io/


    Postscript.

    https://postscript.io/


    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc


    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more


    Subscribe to The Marketing Operators Podcast here: https://www.youtube.com/@MarketingOperators


    Subscribe to The Finance Operators here: https://www.youtube.com/@FinanceOperatorsFOPS

    Sign up to the 9 Operators newsletter here: https://9operators.com/



    E120: How being likeable can make you rich. Jul 02, 2025
    Show notes

    In this episode, Sean and Matt discuss the significance of soft skills in business and leadership. They explore how being likable and developing interpersonal skills can lead to greater financial success and better workplace relationships. The conversation also touches on personal experiences, career reflections, and the importance of networking in achieving business goals.



    00:00 Introduction

    07:28 The Role of Soft Skills in Business Success

    12:44 Building Relationships and Networking

    20:31 Creating a Positive Company Culture

    28:00 Turning Soft Skills into Financial Success

    39:53 The Importance of Soft Skills

    44:05 Building Relationships in Business

    49:42 Career Reflections and Mistakes

    01:01:05 Data Management and AI Integration



    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.


    Northbeam.

    https://www.northbeam.io/


    Postscript.

    https://postscript.io/


    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc


    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more


    Subscribe to The Marketing Operators Podcast here: https://www.youtube.com/@MarketingOperators


    Subscribe to The Finance Operators here: https://www.youtube.com/@FinanceOperatorsFOPS

    Sign up to the 9 Operators newsletter here: https://9operators.com/


    E119: "You’re losing $20 million a year... and don’t know your LTV?” Jun 25, 2025
    Show notes

    This week, the Operators are joined by Mehtab Karta, to discuss hiring strategies, remote work dynamics, product development, compensation philosophy, and market dynamics. The hosts share insights on the importance of hiring A-players, and the challenges of remote work. They also discuss strategies for smoothing revenue through product development and the significance of having a clear compensation philosophy to attract and retain talent. Additionally, the conversation touches on the current state of retail and e-commerce, emphasizing the need for businesses to adapt to changing market dynamics.



    00:00 Introduction

    05:56 Hiring Strategies for A-Players

    09:10 Recruitment Techniques and Inbound Hiring

    14:47 Remote Work Dynamics and Team Management

    18:08 Global Hiring Trends and Talent Acquisition

    30:12 The Psychology of Fraud and Controls

    33:55 Building a Talent Pipeline

    39:48 Employee Retention and Career Growth

    47:41 Compensation Philosophy and Transparency

    50:05 Building a Data-Driven Business

    58:10 Using Product to Smooth Revenue

    01:00:08 Diversification Strategies in Product Categories

    01:03:21 Leveraging Partnerships for Revenue Growth

    01:06:04 Innovative Product Development and Market Expansion

    01:10:54 Navigating Retail Challenges in a Changing Landscape

    01:16:54 The Importance of Market Size in Product Strategy



    Powered By:

    Fulfil.io.

    https://bit.ly/3pAp2vu

    The Only Cloud ERP Designed to Efficiently Scale 8 and 9-Figure Brands.


    Northbeam.

    https://www.northbeam.io/


    Postscript.

    https://postscript.io/


    Richpanel.

    https://www.richpanel.com/?utm_source=9O&utm_medium=podcast&utm_campaign=ytdesc


    Saras.

    https://saras-analytics.typeform.com/to/T8jpuAEb?utm_source=9operator_lp&utm_medium=find_out_more


    Subscribe to The Marketing Operators Podcast here: https://www.youtube.com/@MarketingOperators


    Subscribe to The Finance Operators here: https://www.youtube.com/@FinanceOperatorsFOPS

    Sign up to the 9 Operators newsletter here: https://9operators.com/


    Previous 1 8 9 10 11 12 23 Next

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