# Diapers.com & Jet.com: Marc Lore

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2021-05-17
- Length: 1h 14m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore

## Summary

Marc Lore, co-founder of Diapers.com and Jet.com, explains how he built an e-commerce empire by selling diapers at a loss to acquire customers, then scaling through high-margin baby products and efficient logistics. He details the aggressive tactics Amazon used to force the $550 million acquisition of Diapers.com, and how he subsequently launched Jet.com with a dynamic pricing engine to compete directly with Amazon before selling it to Walmart for $3.3 billion. Lore reflects on his transition from a mercenary banker to a mission-driven entrepreneur, his experiences working inside Amazon and Walmart, and his current focus on urban air mobility with Archer.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=0) Introduction: Marc Lore and the Diapers.com Story
- [4:06](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=246) Early Life, Banking Career, and the Bobsled Detour
- [19:12](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=1152) The Pit: Sports Stock Market and Dot-Com Crash
- [25:24](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=1524) Founding Diapers.com: The Loss-Leader Strategy
- [35:10](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=2110) Scaling Diapers.com: Logistics, Quidsy, and Expansion
- [42:56](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=2576) Amazon's Aggressive Tactics and the $550M Acquisition
- [53:27](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=3207) Launching Jet.com: Dynamic Pricing and Competing with Amazon
- [1:04:45](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=3885) Selling Jet.com to Walmart and Transforming E-commerce
- [1:10:54](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-17-diapers-com-jet-com-marc-lore#t=4254) Reflections on Entrepreneurship, Culture, and Future Ventures

## Topics

- [Starting a product company](https://hardwarepodcasts.com/topic/starting-a-company)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Growth, exits & acquisitions](https://hardwarepodcasts.com/topic/growth-exits-and-acquisitions)
- [Scaling production](https://hardwarepodcasts.com/topic/scaling-production)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)
- [Fundraising & investors](https://hardwarepodcasts.com/topic/fundraising)

## Most relevant to

founders before launch, early-stage companies, companies scaling up, large enterprises

## Mentioned

- Diapers.com (company)
- Jet.com (company)
- Amazon (company)
- Walmart (company)
- Quidsy (company)
- Wag.com (company)
- Soap.com (company)
- Procter & Gamble (company)
- Kimberly-Clark (company)
- BJ's (company)
- Sam's Club (company)
- Costco (company)
- Bonobos (company)
- Archer (company)
- The Pit (company)
- Tops (company)
- WizKids (company)
- U.S. Bank (company)

## Related episodes from other shows

- [#258 - How Dossier Disrupted the Fragrance Industry](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2026-07-21-258-how-dossier-disrupted-the-fragrance-industry) (The Startup CPG Podcast)
- [078: Selling Products Direct to End-Users via Shopify](https://hardwarepodcasts.com/podcast/product-startup/2021-06-02-078-selling-products-direct-to-end-users-via-shopify) (Product Startup)
- [199: Selling a New Product Successfully on Amazon](https://hardwarepodcasts.com/podcast/product-startup/2023-10-28-199-selling-a-new-product-successfully-on-amazon) (Product Startup)
- [#127  Launching on Amazon with Leon Lewis](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-02-06-127-launching-on-amazon-with-leon-lewis) (The Startup CPG Podcast)
- [044: Turning customizable jackets into a multi-million dollar business, Elyse Daniels of Exodus Wear](https://hardwarepodcasts.com/podcast/product-startup/2017-03-14-044-turning-customizable-jackets-into-a-multi-million-dollar-business-elyse-dani) (Product Startup)

## Citing this page

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