# How I Built Resilience: Niraj Shah and Steve Conine of Wayfair

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2020-08-29
- Length: 27m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair

## Summary

Wayfair co-founders Niraj Shah and Steve Conine explain how the company achieved profitability during the pandemic by leveraging a pre-built logistics network and raising $535 million in liquidity, resulting in an 84% sales spike. They discuss managing supply chain disruptions, such as nationwide sell-outs of outdoor and kitchen categories, and implementing safety protocols in warehouses. The founders also address navigating employee protests regarding furniture sold to detention centers and responding to a baseless conspiracy theory about child trafficking in their products.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=0) Introduction: Wayfair's Resilience and Pandemic Response
- [1:24](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=84) Niraj Shah on Liquidity, Safety Protocols, and Remote Work
- [4:11](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=251) Steve Conine on the Shift from Slowdown to 84% Sales Boom
- [6:42](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=402) Shah on Logistics Investments, Bootstrapping, and Profitability
- [7:57](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=477) Supply Chain Challenges: Carrier Capacity and Stockouts
- [10:22](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=622) Shah on Market Softening, Historical Context, and Supplier Relations
- [12:20](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=740) Sustainability: Streamlining Supply Chains and Recycled Materials
- [13:42](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=822) Responding to the Baseless Child Trafficking Conspiracy Theory
- [18:52](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=1132) Conine on Employee Protests, Detention Center Furniture, and Voting
- [23:33](https://hardwarepodcasts.com/podcast/how-i-built-this/2020-08-29-how-i-built-resilience-niraj-shah-and-steve-conine-of-wayfair#t=1413) Advice for Entrepreneurs: Timing, Passion, and Partnership

## Topics

- [Scaling production](https://hardwarepodcasts.com/topic/scaling-production)
- [Logistics & fulfilment](https://hardwarepodcasts.com/topic/logistics-and-fulfillment)
- [Sustainability & circular products](https://hardwarepodcasts.com/topic/sustainability-and-circularity)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)
- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Security & privacy](https://hardwarepodcasts.com/topic/security-and-privacy)

## Most relevant to

companies scaling up

## Mentioned

- Wayfair (company)
- Niraj Shah (other)
- Steve Conine (other)
- U.S. Bank (company)
- Associated Press (other)
- Reuters (other)
- New York Times (other)

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- [#331: 28 Days To Save The World: Lessons Learned from a Pandemic Month of Supply Chain Issues](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2023-08-10-331-28-days-to-save-the-world-lessons-learned-from-a-pandemic-month-of-supply-ch) (Global Medical Device Podcast)
- [Founder Feature: Hannah Perez of SEEQ Supply](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-09-13-founder-feature-hannah-perez-of-seeq-supply) (The Startup CPG Podcast)
- [58: Nothing Can Stop Us Now](https://hardwarepodcasts.com/podcast/thoroughly-considered/2020-04-01-58-nothing-can-stop-us-now) (Thoroughly Considered)
- [EMS@C-LEVEL Season #1 Episode #5 with Liam Casey of PCH International](https://hardwarepodcasts.com/podcast/ems-c-level/2020-09-08-ems-c-level-season-1-episode-5-with-liam-casey-of-pch-international) (EMS@C-LEVEL)
- [#66 Sharing is Caring: How Alison Cayne & Haven's Kitchen share cooking confidence and industry knowledge](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-10-25-66-sharing-is-caring-how-alison-cayne-havens-kitchen-share-cooking-confidence-an) (The Startup CPG Podcast)

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