How I Built This · 21 May 2020 · 31m
Tony Xu, founder of DoorDash, explains how the platform became an essential service during the pandemic, pivoting restaurants to takeout and accelerating the launch of grocery delivery to serve vulnerable populations. Marcia Kilgore, founder of FitFlop and Beauty Pie, discusses how FitFlop’s retail model suffered from canceled orders while her direct-to-consumer brand Beauty Pie thrived as consumers sought affordable luxury and self-care during lockdowns. Both founders reflect on the importance of resilience, authentic connection with customers, and viewing crisis as an opportunity for innovation and skill-building.
companies scaling up
Other shows on the same ground, closest first.
Hannah Perez, co-founder of SEEQ Supply, explains how the brand launched clear protein during the pandemic after co-founder Ben’s job offer was revoked. They navigated supply chain delays and sold out their initial 4,000-unit inventory by leveraging viral TikTok content and pre-orders. Now scaling to nine employees, SEEQ is raising funds to support a strategic shift into retail distribution while maintaining its DTC roots.
Marilyn Yang, co-founder and CEO of Popadelics, explains how she and her husband pivoted their pandemic-era shiitake mushroom chip brand from a DTC model to a retail-focused business, now present in over 3,000 stores including Whole Foods and CVS. Yang details the rigorous product development process with R&D consultants, the strategic decision to hire a branding agency to create an edgy identity, and the operational challenges of reformulating the product for retail shelf life and natural market certifications. She also discusses the company's self-funded origins, the decision to seek outside capital only after proving traction, and the difficulties of managing the 'hot and cold' timeline of securing major retail placements.
Jenifer Shwartz, founder of Freezecake, explains how a health crisis led to the creation of the first freeze-dried cheesecake brand. She details the pivot from a brick-and-mortar bakery to self-manufacturing, the challenges of supply chain disruptions for dairy ingredients, and the strategic decision to relocate production to New York to reduce costs. Shwartz also discusses leveraging TikTok Shop for viral growth and the upcoming launch into Whole Foods.
Host Daniel Scharff interviews Rebecca Styn of Blind Tiger Spirit Free Cocktails, Dava Guthmiller of A Dash of, and Andrew Schundler of CH Matcha about their 2026 brand resolutions. Rebecca resolves to eliminate noise by saying no to unaligned opportunities like expensive celebrity gifting, focusing instead on strategic regional growth. Dava aims to step into the spotlight by sharing her personal story and passion for salt terroir to build authenticity, rather than just curating others' products. Andrew plans to double down on retail execution and in-person tastings for his canned matcha brand, learning from early data to avoid stretching the business too thin.
Edouardo Jordan, founder of Food with Roots and a two-time James Beard Award-winning chef, explains how the pandemic pivot from his Seattle restaurants to CPG led to products like his award-winning pimento cheese and Southern cornbread mixes. He discusses the strategic decision to lead with product quality rather than Black identity to appeal to a broader retail audience, detailing his distribution in Whole Foods and Pacific Northwest markets. Jordan also shares his vision for coast-to-coast expansion into California and Texas, while highlighting his nonprofit Soul of Seattle's model of paying vendors to participate in events to support youth of color.
The summary, chapters and topics are generated from the episode’s audio by this directory, not written by How I Built This. The episode itself belongs to its publisher.