Stairway to CEO

Description:

As an entrepreneur, it can be tempting to try to master every aspect of the business, but today’s guest is proof that playing to your strengths and finding a partner with complementary skills is a winning formula. Jake Karls is the Co-Founder and Chief Rainmaker of Mid-Day Squares, a chocolate company geared to revolutionizing the snack industry. Join us as we discuss Jake’s unique path to entrepreneurship success, the decision to manufacture Mid-Day Squares in an independent factory, and the effect of digital transparency on relationship-building. Don’t miss today’s high-energy episode! 

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AWESOME CX by Transcom provides high-touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

In This Episode You’ll Hear About:

• [02:21] Lessons of hard work and resilience he learned from his entrepreneurial father.
• [10:12] Jake’s first foray into entrepreneurship; running an outdoor boot camp.
• [12:10] Co-founding Mid-Day Squares with his sister and brother-in-law in 2018.
• [20:51] Defining the roles and navigating the relationships behind the business.
• [24:09] A year-by-year look at the growth behind Mid-Day Bars since its inception.
• [28:13] How transparency has supported the fundraising process.
• [33:10] What happens when envy and insecurity affect our attitudes toward others.
• [36:39] Jake’s two experiences with burnout and his recovery process.
• [40:06] The story behind Mid-Day Bars.
• [42:21] Advice for aspiring entrepreneurs and a glimpse into the future of Mid-Day Bars.

To Find Out More:

Jake Karls on LinkedIn

Jake Karls on Instagram

Mid-Day Squares

Lee Greene on LinkedIn

Awesome CX

Stairway to CEO

Stairway to CEO on Instagram

Quotes:

“I know [that] anything is possible as long as you work hard and you have that resilience, that grit and love and passion for what you do.” [0:03:36]

“If you work hard and put your effort and love into something, you have a chance of winning in that field.” [0:05:45]

“Through my [first] five years of entrepreneurship, I learned not to do what I’m really bad at, and to do what I’m really good at [instead].” [0:12:51]

“When you are yourself, truthfully, you are your best version and you are unstoppable because nobody can actually be you.” [0:16:30]

“Our strategy was simply not to talk about the product on social media, but to share the journey of how we built this business.” [0:24:32]

“We build out loud.” [0:28:57]

“I feel like I’m playing the game better than I ever have before because I lost that ability to be – envious or judgemental.” [0:35:35]

“My advice is block out the noise and be yourself.” [0:42:23]

“Being yourself is a superpower.” [0:42:43]

“We’re doing it by being ourselves which means that you can do anything by being yourself as well.” [0:43:20]

From completing an undergrad at Harvard to becoming a K-Pop sensation in Korea to founding and formulating his very own skincare line, Paul Baek’s journey has been nothing short of extraordinary. In this episode, we delve into the unexpected twists of Paul's life, discussing his courageous decision to break away from the norm and forge a path that led him to the creation of his skincare company, Matter of Fact. Join us as Paul shares how his upbringing shaped him, the gratitude he feels for his immigrant parents, the exhilarating experience of K-Pop stardom, and the pivotal moments and mentors that shaped his journey as an entrepreneur and skincare innovator.

AWESOME CX by Transcom provides high-touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

• [01:41] Paul’s upbringing in Florida, the touching sacrifices his parents made for their family, why he is so grateful to them, and the realities of being part of an immigrant family.

• [05:51] His early desire to become an artist and why this was a terrifying prospect for his parents.

• [12:30] The gratitude Paul feels for the teachers who believed in him, how they encouraged his aptitude for mathematics, and why his sister felt so protective of him.

• [14:44] Being accepted into Harvard, the culture shock he experienced, and the inspiration he felt being around so many talented students.

• [18:46] Paul’s love of music and K-pop; the incredible story of how he signed a deal with an agency in Korea and what it was like being a K-pop star.

• [33:43] Leaving behind a music career, going back to school to earn an MBA, and how Paul first entered the world of startups at Atom Factory.

• [37:24] Paul’s dermatological journey; from meeting one of his future mentors in South Korea to formulating his own skincare products and founding a company.

• [45:24] How Paul has evolved as an entrepreneur; the biggest challenges he’s faced and the most rewarding successes.

• [56:36] Partnering with Sephora, key lessons around fundraising, and the gratitude Paul feels for the investors who joined before they launched.

• [1:02:16] What’s next for Paul’s company, Matter of Fact, and his advice for other entrepreneurs.

Matter of Fact

Matter of Fact on Instagram

Matter of Fact on X

Matter of Fact on Facebook
Paul Baek on LinkedIn
Atom Factory
Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

“I'm very proud of the hard work and sacrifices that my parents made in order to provide for their family. And of course, that's not something unique to me. That's true of so many parents, and especially immigrant parents. But it's something that I'm very grateful for.” [0:03:26]

“I wanted to be an artist, actually. But, of course, that scared the living daylights out of my parents who were living this hard immigrant life.” [0:06:48]

“For a very long time, I didn't think that it was possible to have a sustainable career and to spend time making things every day professionally. And so I do feel very, very lucky now that I am able to do that every day.”  [0:09:21]

“The joy of making things with my hands is something that has helped me. And, as a child [was] probably also [a] self-soothing mechanism – [a] way to deal with sometimes stressful environments.” [0:12:19]

“I was lucky enough in that environment to have really great teachers who believed in my ability to learn. And so I joined the math club and the trivia club – places where my teachers encouraged me, and I seemed to have at least somewhat of a natural aptitude for it.” [0:13:31]

“At the time, I thought, ‘hmm, the only thing that I've ever thought about starting was something in skincare.’” [0:37:37]

“One thing that I was really inspired by was founders who are willing to roll up their sleeves and do as much work on their own before they asked others to join them.” [0:38:29]

“I said, ‘I don't know if I'm allowed to do that, because it's not been my formal training, it's just been a hobby.’ And she said, ‘You can do whatever the heck you want. And by the way, I'm happy to mentor you.’ And that was incredibly generous and kind and encouraging.”  [0:40:05]

“We're the first and only vitamin C technology to do this: demonstrate clinical efficacy both at the beginning of the shelf life of the product and at the end of the shelf life of the product.” — [0:44:19]

“Every lesson has its counter lesson.” [0:48:21]

“When I left K-pop, there was a sense of new opportunities and freedom, there was also a sense of mourning because I didn't know whether I would ever get the opportunity to make a living doing anything creative ever again.” [0:50:35]

“How can we show that as such a small, young, early brand, that we may be small, but we're mighty.” — Paul Baek [0:58:00]

“My number one piece of advice would be to stay focused. Life is full of distractions, so many enticing attractive distractions. So it's important to stay focused on your goal – especially if that goal is starting a business because it's very difficult.” [01:03:26]

Samantha Coxe is the Founder and CEO of Flaus, a dental hygiene product revolutionizing floss as we know it. She joins us to share her story, from growing up as an Irish Twin in Orange County to creating such an innovative product, and the challenges she faced along the way, with manufacturing, investment, product development, and more. Join us for a candid look at Samantha’s entrepreneurial journey.

AWESOME CX by Transcom provides high-touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

• [01:20] Samantha Coxe’s journey, from growing up as an Irish Twin in Southern California to starting her electric floss brand, Flaus.

• [07:02] Her entrepreneurial tendencies, creative side, and golfing experiences as a child.

• [10:47] What prompted Samantha to study law and her experience working in Mergers and Acquisitions.

• [18:00] Coming up with the idea for ‘Flaus’ after a dentist’s appointment and running with it.

• [21:41] How an Indiegogo Campaign forced her to leave the law firm where she worked.

• [25:33] Choosing to run a crowdfunding campaign despite her doubts.

• [32:16] The role of angel investors in fuelling the manufacturing process.

• [37:35] Manufacturing glitches during the first product run.

• [43:23] Pivoting to a hard launch of the product.

• [44:30] Pros and cons of breaking up the manufacturing process.

• [46:30] Words of wisdom for other entrepreneurs.

• [48:36] What’s next for Flaus; including rolling out the second edition.

Flaus

Samantha Coxe on LinkedIn

Samantha Coxe on Instagram

Rainfactory

Indiegogo

FOUNDERMADE

Finding Peace

SurveyMonkey

Doris Dev

Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

Awesome CX

“I discovered [that] flossing is a massive pain point for most people. It dropped right into my lap. I never thought I was going to work in oral care!” [0:19:25]

“Before I wanted to invest a single dollar into Flaus, I [wanted] to get some external validation into this idea other than my friends and family. So I actually sent out a SurveyMonkey.” [0:20:02]

“Customers on Indiegogo understand that they’re buying the first generation of a product. They understand that they are backing something innovative that’s being created.”  [0:26:32]

“Hardware is very much an iterative process so I knew that the first product was not going to be perfect.” [0:26:55]

“Working with a crowdfunding agency is really critical to having a successful campaign.” [0:28:43]

“Crowdfunding is all about the FOMO, you want to start off really strong.” [0:30:48]

“A lot of people get really focused on all [the] features you can add to things, but when you’re coming out with your Beta product, for us, we were so focused on the MVP.” [0:35:57]

“Luckily, because we were so small we could be so nimble. It was such a blessing in disguise.” [0:36:59]

“There’s no better investment than an investment in yourself.” [0:46:30]

“It’s so much more valuable to [build] with customer feedback than to build in secrecy.” [0:47:16]

“Finding mentors is so important.” [0:47:35]

“You can learn from other people’s successes and failures. You don’t need to reinvent the wheel.” [0:47:53]

Today, Lee sits down with Kate Flynn, Co-Founder and CEO of Sun & Swell Foods. In this episode, Kate shares her inspiring story of making her sustainable snack brand plastic-free and creating a company that is a force for good (as well as good food). Tuning in, you’ll also find out what Kate wanted to be when she grew up, the tough lessons on failure that came with changing careers (and being a consultant), why she doesn’t consider herself a “typical entrepreneur,” her take on when is the right time to go full time on your side hustle, and her advice for leaning into your authentic leadership style versus being the leader you think you should be. 

AWESOME CX by Transcom provides high-touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

•   [02:51] Kate’s “standard” upbringing in Ohio and her early love for consumer-end products.

•   [08:07] Why she changed her name and how moving to North Carolina helped her realize the value of surrounding yourself with down-to-earth people.

•   [14:08] Kate’s first job as a CPA and how her vision to be a businesswoman became a reality.

•   [19:03] From Deloitte to Harvard (for an MBA) to Kurt Salmon (now Accenture Strategy): Kate’s trial-by-fire introduction to the retail and consumer products industry.

•   [24:25] Tough lessons on embracing failure, being wrong, and getting over perfectionism that she learned a little later than most entrepreneurs.

•   [25:55] The origin story of Sun & Swell and when Kate knew to go all-in on her “side project.”

•   [32:31] How COVID strengthened her commitment to building a truly plastic-free brand.

•   [41:43] Unpacking what Sun & Swell means when they say their packaging is compostable.

•   [49:39] Insight into the battle between ego and authenticity in Kate’s fundraising journey.

•   [54:41] Kate’s evolution as a leader, her advice for entrepreneurs in the trenches, and more!

Sun & Swell

Kate Flynn on LinkedIn

Kate Flynn on Instagram

Lee Greene on LinkedIn

Lee Greene Email

Stairway to CEO

Stairway to CEO on Instagram

“There has been a connection to consumer-end products since I was really young. [There was] something that really resonated with me there.” [0:05:42]

“Surrounding yourself with people who bring you joy and make you a better person tends to serve you well in life.” [0:13:38]

“That vision of – being a businesswoman, I don’t even know what it meant. It was way too broad for me to understand, but that’s what I wanted to be. It wasn’t a teacher, it wasn’t a doctor – I wanted to be in the business world.” [0:15:51]

“I’ve learned as an entrepreneur to embrace failure, but it didn’t come until later in my entrepreneurial journey. I was not okay with failure for many, many years of my life.” [0:22:32]

“My whole journey as a consultant – was learning to get over perfectionism. It was learning to be okay with not being right all the time and be okay with failure. That was the first time I had to go through all those lessons, which ended up serving me well.” [0:25:05]

“[Transitioning to compostable packaging] is way harder than it sounds because of all the supply-chain differences between compostable and plastic.” [0:33:54]

“This is about a movement away from plastic, not just building a [snack] brand.” [0:36:10]

“We have two types of customers; one who is committed to zero-waste, they discover us because they’re trying to go plastic-free, and the other – who is just trying to make small steps in the right direction.” [0:47:00]

“The ideal state is no packaging – Ideally, you’re buying everything from your farmer’s market or [you have] a reusable bag and you’re going to your bulk store – The compostable solution is an interim solution to make it easier for people to make a step in the right direction if they can’t do the ideal state.” [0:48:58]

“It’s not about the end. It’s about the journey. Sometimes, the journey is way longer than you think. It’s usually very different than you think it’s going to be – If all you can focus on is the end goal – it’s not going to be a very fun journey.” [0:58:06]

Joining us today is Jesslyn Rollins, the dynamic CEO of BIOLYTE®, the world's first IV in a bottle. In groundbreaking fashion, BIOLYTE® boasts 6.5 times the electrolytes of traditional sports drinks while containing only a third of the sugar you’d normally ingest. With humor and candor, Jesslyn discusses her journey from an imaginative childhood in Atlanta to becoming CEO of their family business. She shares the inspiring story of how her father and sister developed BIOLYTE® over four years (in secret!) after her mother’s battle with cancer and how their product was designed to help individuals with serious hydration needs. Jesslyn also breaks down her experience as CEO and what she’s learned during her tenure, from the challenges of being part of a family business — where no one has a background in business — to stepping into her own as a leader. 

AWESOME CX by Transcom provides high-touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

• [01:59] Jesslyn’s upbringing in Atlanta, Georgia, the love and support she received, her rich imagination as a child, and how her sisters influenced her leadership qualities.

• [17:28] Attending a prestigious private school, the pressure she faced to attend an Ivy League university, and how she struggled with balancing work and fun at college.

• [25:45] The founding of their family business, the inspiration behind it, and how her father and her sister worked on developing BIOLYTE® in secret for four years.

• [32:05] The key differentiators between BIOLYTE® and other hydration drinks: why it’s the only true medical grade hydration supplement.

• [34:10] Why her father is uniquely suited to have created the first IV in a bottle and the many considerations that went into developing it.

• [36:55] The challenge of navigating family dynamics and hierarchies in business, how she became CEO, and how each year as CEO has demanded something different from her.

• [46:13] Jesslyn’s approach to managing hierarchies and how seeking out training has helped her as a leader.

• [48:48] Untangling leadership, aligning your vision for the company, and getting to the heart of BIOLYTE®'s core message.

• [57:46] Personality tools, recruiting, and the importance of hiring people who have a robust character and are a good fit for the company.

• [01:02:11] Some of the biggest challenges Jesslyn has faced as a CEO, the key lesson she learned from their first lawsuit, and what’s next for BIOLYTE®.

Jesslyn Rollins on LinkedIn
BIOLYTE

Vistage
Culture Index
Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

“I definitely think that having two older sisters that were very strong women helped me become a leader.” [0:10:12]

“My mom and my dad — instilled a lot of confidence in me and my sisters.” [0:11:37]

“There's a way to lead that is true leadership. And there is a way to lead that is pure dictatorship.” [0:16:41]

“The pressure was to go to an Ivy League, and be very smart, and be a leader of whatever you were doing.” [0:18:26]

“My mom was my idol for social. My dad was my idol for work.” [0:20:01]

“[My dad and my sister] had been working on it for four years in secret and told nobody about it.” [0:27:50]

“The thought of working with my family, the thought of working in this company, and having this product that never existed, was so freaking cool to me.” [0:28:26]
“BIOLYTE® is the only true medical grade hydration supplement.” [0:32:06]

“The ingredients in BIOLYTE® help your liver detoxify itself.” [0:33:56]

“My dad is uniquely suited to have created the very first IV in a bottle, because that's all he did for 43 years.” [0:34:11]

“I'm a huge believer of ‘to whom much is given, much is expected’.” [0:44:09]

“BIOLYTE® was started for a medical reason, and we're here to help hydrate people with serious hydration issues.” [0:49:18]

“There was no alignment. And now I have two VPs. I've got a new Vice President of Sales, and a new Vice President of Finance and Operations that are so aligned with my vision.” [0:52:03]

“Lean into your strengths and then hire for your weaknesses.” [01:04:38]

 Today on Stairway to CEO, Miki Agrawal, Founder of TUSHY, speaks passionately about her adventures in life and entrepreneurship, from her multicultural upbringing as an identical twin in Montreal, Canada, to playing soccer for the New York Magic to inventing products in taboo categories and creatively launching, marketing, and scaling them to $50 million and beyond. You’ll also hear about the setbacks, controversy, and revelations she had along the way, plus Miki lets us in on her top three ingredients for creating a successful brand.  

AWESOME CX by Transcom provides high-touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

•   [02:40] Miki’s multicultural childhood in Canada, which she credits for her drive and ambition.

•   [06:26] Memories of creative problem-solving and what Miki wanted to be growing up.

•   [10:51] Her time as the “worst investment banker” in New York, why sleeping through her alarm saved her life, and how 9/11 prompted her to follow her dreams.

•   [23:44] How multiple ACL injuries indirectly led to Miki starting her first business: Wild.

•   [27:08] Taking NYC’s first alternative pizza concept from idea to marketable product.

•   [28:53] What running Wild by herself taught Miki about the value of partnerships.

•   [32:10] How the idea for Thinx was born during a three-legged race at a family BBQ and the important lessons she learned from marketing a taboo product.

•   [39:08] Addressing the controversy that Miki attracted while she was CEO at Thinx.

•   [42:36] Tiny and mighty: the benefits of hiring fewer, more senior people in the startup stage.

•   [43:37] Miki’s three-part formula for changing culture, what’s next for TUSHY, and her community-focused advice for aspiring entrepreneurs.

Miki Agrawal

TUSHY

Thinx

Wild

DO COOL SH*T

Disrupt-Her: A Manifesto for the Modern Woman

Miki Agrawal on LinkedIn

Miki Agrawal on Instagram

Miki Agrawal on X

Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

“[My parents] said, ‘If you see something that you don’t like, you’re somebody. You can go do it.’” [0:05:36]

“There’s no limit to your creative potential. You don’t have to have money, you don’t have to have resources, but you have creativity. That’s available to you at all times.” [0:07:15]

“The mystery of life is that you never know when it’s going to end. The time is right now to make every moment count.” [0:19:58]

“Pizza is a $32 billion industry. Americans eat 100 acres of pizza every single day. There was a huge opportunity – to take this beloved comfort food and turn it on its head and use gluten-free flours, hormone-free cheese, local seasonal toppings, etc.” [0:26:44]

“I learned about AB testing – by standing outside my restaurant and handing out pizzas for hours and hours, for years and years, and doing that day in and day out..”  [0:30:15]

“Bringing in someone who’s really good at the thing they’re good at and giving me space to focus on the thing that I’m really good at was such an epiphany for me.” [0:31:19]

“Meet people where they are, make it artful, and make sure the product is excellent: that has been a thesis that has [been] a throughline [in] all of my businesses.” [0:35:24]

“I prefer [a tiny and mighty team] over many people that can do one job each. Let’s bring in a senior person, pay them more, incentivize them, and get them to do this task at the startup stage. Then, as we grow, let’s bring in more people.” [0:42:57]

“How do you change culture? Best-in-class product; considered, artful design; and accessible, relatable language. That works.” [0:47:51]

“I’ve always known the importance of community and how cultivating your friendships means a lot.” [0:50:38]

Today, Lee is joined by the inspirational Ashley Thompson, Co-Founder and CEO of MUSH; an innovative overnight oats brand that tastes more like dessert than a healthy breakfast! Ashley shares her journey from the world of finance to entrepreneurship, how her father inspires her, her take on fundraising, and the challenges she’s faced. Tuning in, you’ll hear all about how Ashley has found success by staying in control of her mindset, managing her energy and emotions, and so much more! 

AWESOME CX by Transcom provides high touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

• [01:03] Introducing today’s guest, CEO of MUSH, Ashley Thompson.

• [02:34] Ashley tells us about how her entrepreneurial father inspired her, the early leadership skills she had, and the challenges she faced in childhood. 

• [15:52] Studying at Columbia University, her drive to work hard, realizing that she didn’t enjoy the world of finance, and finding her true passion.

• [20:51] How Ashley came up with the idea for MUSH and how people responded to her change in career.

• [28:32] How Ashley found her co-founder, the steps they took to develop their product, and their first ‘big break’.

• [34:31] Working with Shark Tank, Ashley’s take on fundraising, and the dangers of raising too much capital.

• [41:20] Ashley shares her toughest entrepreneurship moments; including her co-founder leaving, how she overcame them, and the important lessons she learned.

• [45:23] How Ashley manages her energy and emotions through reading, writing, talking, and staying healthy.

• [47:34] Why Ashley’s favorite MUSH flavors are chocolate and peanut butter chocolate and what’s next for the brand.

• [50:15] Ashley shares some advice about the power of mindset for aspiring entrepreneurs. 

MUSH

Ashley Thompson on LinkedIn

Ashley Thompson on Instagram

Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

“I always wanted to be the best, and I always wanted to leave a mark in some way shape, or form.” [0:09:40]

“I especially [gravitate] towards things that could help people or could make the world a better place.” [0:09:46]

“I really wanted to race out of college and start a job because I wanted to make money [and be] independent.” [0:16:44]

“Oatmeal is so ubiquitous, and no one knows what overnight oats are!” [0:22:16]

“Businesses need all of your time and attention!” [0:26:21]

“You want to get the basics right before you scale.” [0:30:22]

“There’s so many different [business] strategies, and execution plays a huge part in a winning strategy.” [0:32:53]

“It takes money to make money – and at the same time, raising too much capital [can cause you to] build the wrong company for the product by having too much capital at your disposal.” [0:37:49]

“You have to manage your energy and emotions appropriately to get through the really hard things.”  [0:44:25]

“The power of mindset is everything!”  [0:50:35]

Sarah Jahnke is the Founder and CEO of Homecourt, a home fragrance brand co-founded by Courteney Cox and made with non-toxic skincare-grade ingredients. During this episode, she joins Lee to share her story. Tune in to hear what it was like to meet Courteney Cox for the first time over Zoom, her journey to fundraising for the first time, how she has grown into her leadership role, and much more.

AWESOME CX by Transcom provides high touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

• [02:20] Sarah Jahnke’s story of growing up in Michigan and New York, starting her first business at 12 years old, and performing all her life.

• [10:14] Her career journey, including an internship at Sears e-commerce, a role at PwC, returning to Business School, and working for legacy fragrance brands.

• [15:49] Meeting Courteney Cox via Zoom in brightly colored linen.

• [18:46] How Sarah developed the concept for the brand from a candle brand to a luxury home fragrance brand; which includes skincare-grade ingredients.

• [20:17] Product and brand development through the lens of luxury beauty.

• [23:01] What ‘scentscaping’ means at Homecourt, and which fragrances Courteney prefers.

• [24:50] Starting at Homecourt on January 1st 2021, and fundraising for the first time.

• [28:55] How the brand has been received by customers and the press.

• [31:21] In-person points of discovery for the brand at gyms and hotels in LA.

• [32:37] The product and price range including everyday cleaning products and sustainable packaging.

• [33:50] How Sarah has experienced her first role as CEO.

• [40:41] Naming the business and what they had to keep in mind.

Jobi Capital

Sarah Jahnke on LinkedIn

Sarah Jahnke on Instagram

Homecourt

Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

“Having been in the fragrance market, I knew that there was a lot of opportunity to bring more prestige fragrances into new formats.” [0:19:43]

“I said, why don’t we disrupt the household products category with fine fragrance and this luxury beauty philosophy?” [0:20:00]

“If you get to experience our products, you’ll see a very high-end niche-style perfumery with very high-quality ingredients that would typically be reserved for Eau de Parfum.” [0:20:42]

“We use 100% post-consumer recycled material in all of our packaging; from the bottles to even the unit cartons.” [0:21:14]

“We’re really bringing fine fragrance into these new formats.” [0:22:44]

“I had so many great people in my corner through networking and meeting other entrepreneurs in LA who were able to help me and guide me.” [0:27:08]

“The press loves us and thinks that we are innovators in the space. We’re not pigeonholed as just another celebrity brand. It’s truly seen as authentic to Courteney.” [0:29:15]

“I feel very proud that the quality of our product is what’s being recognized and is what’s bringing people to the brand and also keeping them there.” [0:29:46]

“Even with Courteney being the co-founder, and having millions and millions of followers, and really being the number one way people discover the brand, as a fragrance brand, it’s really important to also be able to try the products in person.” [0:31:37]

“Being an entrepreneur is my ultimate life lesson of letting go.”  [0:36:06]

“The why doesn’t matter. It’s happening. So how are you going to react to it?” [0:38:50]

“Trust the timing and how all the dots can connect.” [0:44:09]

Today Lee is joined by an incredibly innovative entrepreneur, the Co-founder, and CEO of Burrow, Stephen Kuhl. Burrow is a company that makes buying furniture simple with swift delivery, easy assembly, and a multitude of options. In this episode, Stephen shares his love for customer research and outlines how he was inspired to go to business school before delving into how he and his business partner came up with the idea to start Burrow. We discuss their incredible journey from rejection to massive success, their experience throughout COVID, what’s in store for them in the future, Stephen’s interesting leadership style, and so much more!

AWESOME CX by Transcom provides high touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats.

• [00:03:26] How Stephen’s passion for skiing made him accident-prone and pushed him into a traditional career path.

• [00:10:11] How the overwhelming desire to fall asleep at his bank job made Stephen realize it wasn’t for him.

• [00:13:17] Stephen’s first business venture, the ‘true start’ of his career, and his journey into investing.

• [00:18:21] How being part of investment inspired Stephen to apply to business school and his experience of it.

• [00:20:49] Meeting his Burrow co-founder, the start of their innovative furniture company, and Burrow’s unprecedented fundraising success.

• [00:27:35] Their gross margin challenges and ‘faking it’ to get factories to work with them.

• [00:37:55] Burrow’s milestones, how COVID-19 affected them both positively and negatively, and their ‘secret sauce’ to success.

• [00:37:55] What’s next for Burrow and why Stephen loves doing customer research the most.

• [00:47:46] The importance of having a coach as an entrepreneur and Stephen’s straightforward leadership style.

Burrow

Stephen Kuhl on LinkedIn

Stephen Kuhl on X

Stephen Kuhl on Instagram

Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

“If I didn’t care about the product that the company sold, it didn’t really matter what work I was doing.” [0:15:55]

“I – wanted to make more money so I went into investing.” [0:17:19]

“You know what’s better than investing in consumer companies? Working at [those] companies!”  [0:18:57]

“By second year [of college] I think half of my class [thought] I dropped out because I was living in New York [working on Burrow].” [0:26:52]

“You sort of just have to pretend that something is really good even though you’re not there yet.” [0:31:56]

“The fake it till you make it thing is real!” [0:32:19]

“Luck is huge, right? I think most people don’t give enough credit into how much luck plays into [success].” [0:33:11]

“If you bought furniture in 2020/2021, most companies were quoting you like six months to a year to deliver it – and for most [things] we pretty quickly got [delivery] back down to one to two weeks.” [0:43:04]

“We’re just scratching the surface with new products!”  [0:44:34]

“Give clear feedback, set clear direction, check in with people frequently, and then – you definitely need to empower people and accept that they won’t do things like you would do [them] but as long as the outcome is similar, you should not care.”   [0:50:07]

Sharing his story today is Dillon Ceglio, the Co-Founder and CEO of Chubby Snacks, a brand modernizing the classic peanut butter and jelly sandwich. Catching up with Dillon, we hear all about his upbringing in a small city in New Jersey and how it sparked a competitive mindset in him and cultivated his taste for entrepreneurship that would flourish later on in life. He also shares the story behind why he tattooed his SAT score on his body, highlighting the idea of stepping stones on life’s trajectory, and shares the story behind how Chubby Snacks came to be! To hear more about navigating retail challenges, exploring manufacturing options, and dealing with a cease-and-desist letter from Smuckers, be sure not to miss out on this episode!

AWESOME CX by Transcom provides high touch, personalized customer experience services to consumer brands of any size! Email Lee at [email protected] to learn more about their award-winning services and Awesome Coffee Chats. 

• [00:02:48] Where Dillon calls home now, about his hometown, some childhood memories, siblings, and what he was into as a kid.

• [00:04:15] What sparked his competitive mindset, his first exposure to entrepreneurship, early jobs, and what he aspired to be when he grew up.

• [00:06:00] Dillon’s childhood challenges, being cut from his first sport, his struggle through tough formative high school years, and why he tattooed his SAT score on his body.

• [00:08:40] His college story, dropping out of state school, switching his mindset, viewing community college as a business opportunity, and a life-changing moment he experienced.

• [00:10:35] Gaining confidence in who he was, the track he was on for his career, and looking at college and his degree as a stepping stone in his life’s trajectory.

• [00:12:40] The journey behind what inspired him to get into entrepreneurship, how he created his first app and started his first company.

• [00:17:30] His evolving journey from a digital marketer and landing on performance marketing for e-commerce brands.

• [00:18:45] How he came up with the idea for Chubby Snacks and shifted gears from e-commerce to food and beverage.

• [00:21:28] What it was like being hit with a cease-and-desist from Smuckers, how they navigated the entire situation, and why they decided on a cloud-shaped sandwich.

• [00:25:21] How they came up with the name Chubby Snacks and how their operations have been the differentiator for their product.

• [00:32:30] He talks about fundraising and finding investors by showcasing their story, work ethic, and vision. 

• [00:34:10] The challenges they’ve overcome, dealing with B.S., and maintaining perseverance.

• [00:36:08] What it was like getting into retail, focusing on moving products already on the shelf, and why they’re all moving to San Diego.

• [00:40:52] Dillon’s advice to aspiring entrepreneurs and what’s next for Chubby Snacks!

Dillion Ceglio on LinkedIn

Dillon Ceglio on Instagram

Dillon Ceglio on X

Dillon Ceglio on TikTok

‘Threatened By Smucker And Facility Closure, Chubby Snacks Amasses $3.25 Million To Launch Superfood Peanut Butter And Jelly Sandwich Nationwide’

Chubby Snacks

Chubby Snacks on Instagram

Chubby Snacks on TikTok

Chubby Snacks on Facebook

Lee Greene on LinkedIn

Stairway to CEO

Stairway to CEO on Instagram

“My mom was a personal trainer and spin instructor as a kid, so I got to see firsthand what it meant to be in the best shape of your life at a very early age, and I thank my mom a lot for instilling very healthy habits for me.” [0:03:20]

“[Being an athlete growing up] ultimately created this competitive mindset for me, which I think I carry very closely to me at this point in my life.” [0:04:17]

“I actually have my SAT score tattooed on me because I did terribly on my SATs — as a constant reminder that it didn’t mean anything.”[0:07:13]

“What sticks with me the most is that it doesn’t matter where you start; it matters where you finish.” [0:08:16]

“I looked at junior college [or] community college, as a business opportunity.” [0:08:50]

“I saw [college] as more of a stepping stone, I didn’t necessarily go to college with the expectation that whatever my degree was, I was going to end up in that field after — it was another one of the building blocks that ultimately led to gaining more confidence.” [0:11:55]

“I have the ability to think differently and think logically, so why can’t I come up with an idea that can ultimately be turned from an idea into a reality?” [0:13:41]

“With a name like Chubby Snacks, the cloud-shaped sandwich, we think we’ve done a really good job at ultimately putting our sandwich at the forefront of grocery stores.” [0:24:47]

“You hear a name like Chubby Snacks and you’re going to remember that. It doesn’t matter in what capacity, but when you think of a peanut butter and jelly sandwich you’re either going to think about the Uncrustable or you’re going to think about Chubby Snacks!”  [0:25:27]

“I can’t possibly take myself too seriously, I sell peanut butter and jelly sandwiches for a living, right? Why not have fun with this!” [0:26:18]

“We laugh and joke and say that we are the Albert Einsteins of peanut butter and jelly manufacturing. There’s not joke, we are. We’ve tried 100 different ways to make these things and we cracked the code time and time again!” [0:29:46]

“We constantly showcased our abilities to be good problem solvers, and I think that carries a lot of weight in order to be able to get people to really buy into what it is that we are doing.” [0:33:26]