E176: How to Build a $100M Brand: 8 Rules from Leaders Who Did

“Scale is not going to fix your problems.”

What separates a hundred million dollar ecommerce brand from the rest?

Sean Frank (CEO, Ridge), Matt Bertulli (CEO, Pela Case & Lomi), Jason Panzer (President, HexClad), and Mike Beckham (CEO, Simple Modern) break down the eight rules to build a 9-figure ecommerce brand in 2026. No theories. Real growth strategies from real DTC leaders.

Mike breaks down why Trevi chased profitable unit economics for a year before scaling. Sean calls reorder revenue the ultimate cheat code, and explains why he built Ridge around chasing it. Jason closes on hiring rigor, where a LinkedIn check now decides every offer.

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Postscript
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Aftersell
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Chapters
00:00:00 Meet Gravy the Puppy
00:02:34 Rule 1 Sell Everywhere
00:09:07 Rule 2 Unit Economics
00:13:17 Rule 3 Your Finances
00:16:21 Avoid Predatory Debt
00:21:15 Rule 4 Sell to Rich & Old
00:23:06 Rule 5 Recurring Orders
00:27:15 Rule 6 Huge Market (TAM)
00:33:52 Time Your Market Entry
00:40:19 Rule 7 Ruthless in Hiring
00:46:08 Rule 8 Attention Engine