# Boll & Branch: Scott and Missy Tannen

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2024-11-11
- Length: 1h 09m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen

## Summary

Scott and Missy Tannen, co-founders of Boll & Branch, explain how they launched a luxury bedding company by demanding full supply chain traceability and organic certification, despite having no prior industry experience. They detail the critical decision to mortgage their home for a $2 million advertising campaign on Howard Stern, which drove explosive early growth but led to severe cash flow crises due to operational mistakes and rapid scaling. The episode covers their journey from garage-stage prototyping to scaling production with Indian partner Rajat, managing quality failures like the ivory sheet color issue, and securing institutional investment from firms like Silas Capital and El Catterton to stabilize the business.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=0) Introduction: Scott and Missy Tannen and the Howard Stern Bet
- [3:41](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=221) Background: Fun Tank, Candy Stand, and the iPhone Disruption
- [12:56](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=776) Pivot to Physical Products: Consulting and the Bedding Idea
- [18:15](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=1095) Supply Chain Discovery: Tracing Organic Cotton and Factory Ethics
- [28:34](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=1714) Manufacturing in India: Working with Rajat and Quality Failures
- [40:34](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=2434) The Wall Street Journal Breakthrough and Initial Sales
- [51:06](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=3066) The $2 Million Howard Stern Advertising Campaign
- [57:55](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=3475) Cash Crunches: Box Order Mistake and Emergency Fundraising
- [1:04:48](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-11-boll-branch-scott-and-missy-tannen#t=3888) Scaling to Enterprise: Institutional Investment and Family Dynamics

## Topics

- [Crowdfunding & preorders](https://hardwarepodcasts.com/topic/crowdfunding)
- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Manufacturing partners & offshoring](https://hardwarepodcasts.com/topic/manufacturing-partners)
- [Sourcing & supply chain](https://hardwarepodcasts.com/topic/sourcing-and-supply-chain)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Fundraising & investors](https://hardwarepodcasts.com/topic/fundraising)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)

## Most relevant to

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

## Mentioned

- Fun Tank (company)
- Candy Stand (product)
- Publisher's Clearing House (company)
- Alton Lane (company)
- Warby Parker (company)
- GOTS (other)
- Fair Trade (other)
- Pacific Wave (company)
- Wall Street Journal (other)
- SiriusXM (company)
- Howard Stern (other)
- Silas Capital (company)
- El Catterton (company)

## Related episodes from other shows

- [Founder Feature: Lindsay Hancock of My Better Batch](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2026-02-27-founder-feature-lindsay-hancock-of-my-better-batch) (The Startup CPG 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)
- [024: Aligning passion & business with Terry Lin of Forever Home Blankets](https://hardwarepodcasts.com/podcast/product-startup/2016-10-25-024-aligning-passion-business-with-terry-lin-of-forever-home-blankets) (Product Startup)
- [019: Organic haircare products with Susana Stewart & Caroline Maina of Fro Butter](https://hardwarepodcasts.com/podcast/product-startup/2016-09-20-019-organic-haircare-products-with-susana-stewart-caroline-maina-of-fro-butter) (Product Startup)
- [Founder Feature: Sean Knecht of Tantos!](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2026-05-08-founder-feature-sean-knecht-of-tantos) (The Startup CPG Podcast)

## Citing this page

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