Dollar Shave Club: Michael Dubin, From Zero to a Billion Dollar Exit in Five Years (December 2018)

It started with a massive pile of razors sitting in a Rancho Cucomonga warehouse, and Michael Dubin’s chance meeting of the man who wanted to get rid of them.In 2010, Michael was working in marketing in Los Angeles, producing online video content. As a hobby, Michael took improv comedy classes.At a holiday party, he met a man named Mark Levine. Mark was looking for ideas to sell razors he had imported, but didn’t know how to unload.Michael’s background in video and comedy helped him create a viral launch video for his spontaneous idea: an internet razor subscription brand called Dollar Shave Club.Five years after launching, Dollar Shave Club sold to consumer products behemoth Unilever for a reported $1 billion in cash.This episode was recorded in front of a live audience in Los Angeles.What you’ll learn:How Michael’s early career at NBC in New York exposed him to a world of video production - and comedyThe fateful party where Michael had to decide whether to start a company to sell razors - or to sell cake slicersHow Michael’s gut feeling was that shaving was a sector that could use disruption - even though it meant facing down daunting incumbent players like GilletteMichael’s viral launch video was so good, it brought investors on boardHow to DIY fulfillment to keep an overnight success on trackHow expanding their offerings into other men’s grooming products caught the attention of Unilever and led to an acquisition offerListen now to hear the amazing backstory of one of the best-known early DTC brands.------------Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call.We can’t wait to hear what you’re working on.—-----------This episode was produced by Casey Herman with music composed by Ramtin Arablouei.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

This week, Guy is joined by TRX exercise straps founder Randy Hetrick, chicken restaurant giant Raising Cane’s Todd Graves, and Chesapeake Bay Candle Company founder Mei Xu in a special episode of the Advice Line. We talk about how to navigate today’s crowded social media landscape... And ways founders can start thinking about AI.  First, Shireen from Pennsylvania wants to know how to do better getting customers to attend her cooking demos… Then, Valerie from Idaho wonders whether separate social media accounts amount to the best path for her brand... And finally, Avani from New Jersey needs help scaling her business. Thank you to the founders of Moji Masala , Large as Life puzzles, and Modi Toys for coming on the show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. This episode was produced by Rommel Wood with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo. You can follow HIBT on X & Instagram and sign up for my free newsletter at guyraz.com or on Substack.To hear our returning guests’ previous episodes:TRX: Randy Hetrick | Advice Line with Randy Hetrick of TRXRaising Cane's: Todd Graves | Advice Line with Todd Graves of Raising Cane'sChesapeake Bay Candle: Mei Xu | Advice Line with Mei Xu of Chesapeake Bay Candle and BluemeSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-infoSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

For decades, snack companies believed Americans wanted everything sweeter.More sugar. More chocolate. More indulgence.But what if that assumption was wrong?In this episode, a mother-daughter team set out to make a sleeker version of a chocolate almond— and nearly lose everything in the process.Val Griffith was a longtime TV producer in Seattle. Her daughter Breezy was bouncing between failing business ideas in Miami and New York. When a family tragedy brought Breezy back home, the two began talking about food, snacking, and why chocolate-covered almonds were always so… overdone.Their insight was deceptively simple: what if you used less sugar, not fake sugar — and a thin coating of chocolate instead of a fat one? Turning that idea into SkinnyDipped meant years of failed experiments, dipping almonds by hand, manufacturing out of a converted chicken coop, and demoing almonds one by one. When they finally got a breakthrough order from Target, they faced a near-disaster: 40,000 pounds of rancid almonds. What followed was a frantic race to save the deal — and later, a far more dangerous question: is this business ever going to make it?WHAT YOU’LL LEARN: How failing at micro-businesses quietly builds founder skillWhy manufacturing is often the biggest obstacle in food startupsThe nail-biting risk of saying yes to Target too earlyHow growth can mask deeply broken economicsWhat it takes to fix a business when funding disappearsTIMESTAMPS: 00:07:25 - How Breezy’s early forays into the food business failed — and why they mattered.00:11:00 - How a family loss brought Breezy and her mom together — and changed the direction of their lives 00:21:07 - Reinventing a stale bulk-bin snack: The road-trip conversations that sparked a new recipe: 00:31:20 - The Home Depot paint sprayer experiment: A brilliant idea that failed spectacularly.00:38:56 - SkinnyDipped’s first “facility:” one oven, no heat, no hot water             00:49:28 - How a chance meeting in a bar changed the company’s trajectory00:55:41 - Target takes the plunge and SkinnyDipped nearly drowns: how a chain-wide launch almost breaks the business01:7:47 - Growth without profit: How the founders recover after hitting rock bottom01:21:44 - The mother-daughter equation: wisdom + jet fuel01:26:13 - Small Business Spotlight —-----------------------Hey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call.We can’t wait to hear what you’re working on.—-----------This episode was produced by Kerry Thompson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Chris Maccini. Our engineers were Robert Rodriguez and Kwesi Lee.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Raising Cane’s founder Todd Graves joins Guy on the Advice Line to answer questions from three early-stage founders who are each considering a big, next step to grow their businesses.First, Evan in Texas wants to know if he should franchise drive-thrus for his coffee business. Then, David in St. Louis is trying to get around dents in his financial history to secure financing for his pasta company. And finally, Shane in Los Angeles is weighing the pros and cons of opening a brick-and-mortar restaurant for his focaccia sandwich retail and catering concept.Thank you to the founders of Whiskey Morning Coffee, Midwest Pasta Company, and Vesti for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.And be sure to listen to the founding story of Raising Cane’s as told by Todd on the show in 2022.This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Exploding Kittens began as a jerry-rigged version of Russian Roulette — a deck of cards hastily modified with a Sharpie. But what happened next is one of the most improbable success stories in the creator economy: a $10,000 Kickstarter goal that ballooned into nearly $9 million, a community that rewrote the rules of crowdfunding, and a company that has now sold over 60 million card and board games.Co-founder Elan Lee shares the story behind Exploding Kittens — from dismantling his brother’s toys as a kid, to helping design Halo, to walking away from Microsoft…twice. He reveals how burnout, curiosity, and an obsession with interactive storytelling set the stage for one of the most successful game launches of all time.This is a story about the genius behind good marketing, and how creative storytelling can build a cult-like audience — without spending millions.If you’ve ever wondered how a strange idea becomes a global phenomenon — this is that story.WHAT YOU’LL LEARN: How burnout can be a creative turning pointHow a Sharpie and a deck of cards can unlock breakthrough ideasThe storytelling strategy that powered one of Kickstarter’s biggest launchesHow to treat your fans like collaborators, not just customersWhy marketing should feel like playUnit economics to die for: make it for $2, sell it for $20How to power through the threat of a one-hit-wonderTIMESTAMPS:00:08:30 — The physics teacher who changed Elan’s life00:10:35 — How Elan touched up the floating door scene in Titanic00:13:03 — “You’re the worst program manager I’ve ever seen” — and the pivot to game design00:15:33 — Meeting Spielberg, riffing on the movie AI, and inventing a new kind of storytelling00:21:42 — Promoting Halo 2 with payphones 00:31:35 — The Hawaii getaway that sparked Exploding Kittens00:42:12 — The Kickstarter launch: most backers on record00:48:42 — Suddenly a real company — 700,000 decks and a manufacturing crisis00:53:45 — Marketing genius: a kitty-cat vending machine that dispensed burritos and more01:00:58 — New games that bombed — the one-hit-wonder dread01:07:04 — Throw Throw Burrito, and the road to stability01:19:05 — Elan’s 4-year-old daughter helps design new games01:30:31 — Small Business SpotlightHey—want to be a guest on HIBT?If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.So—give us a call.We can’t wait to hear what you’re working on.This episode was produced by Sam Paulson with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Noor Gill. Our engineers were Maggie Luthar and Kwesi Lee.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Tempur-Pedic founder Bobby Trussell joins Guy on the Advice Line to answer questions from three early-stage founders. Plus, Bobby talks about his new book, The Logic That God Exists.First, Lyf from Oregon asks about how to expand his fresh seafood business. Then, Colleen from Colorado has questions about where to focus her efforts in growing her whitewater paddleboarding company. And finally, Amanda from Illinois looks for advice on fundraising for her lifejacket brand. Thank you to the founders of Flying Fish Company, Hala Gear, and Line + Cleat for being a part of our show.If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.And be sure to listen to Tempur-Pedic’s founding story as told by Bobby on the show in 2018. This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Cena Loffredo.You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What happens when three outsiders try to reinvent access to money… during the worst financial crisis in decades?Before Kickstarter.Before GoFundMe.Before crowdfunding became a thing, there was Indiegogo, an idea born from frustration, inequity, and more than 93 rejections from investors.It was a funding platform built not for banks, studios or gatekeepers… but for everybody else.In this episode, co-founders Danae Ringelmann and Slava Rubin reveal the unpolished and often painful story behind Indiegogo — from digging into savings accounts, to fighting over strategy, to grinning and bearing it when their idea was dismissed as “cute.” You’ll hear how their mission was shaped by loss of parents, financial instability, and a fundamental belief in fairness.How the 2008 crash nearly killed the company before it began.And how in the end, Indiegogo helped spark a massive cultural shift—proving that anyone, anywhere, could bring an idea to life.WHAT YOU’LL LEARN: How gatekeepers underestimate outsiders’ ideasHow grief and personal history shape entrepreneurial courageHow to recover from 93 “no’s” Why making money matters, but maintaining your values matters even more How co-founder conflict can sharpen (or break) a companyWhy Indiegogo didn’t become Kickstarter — and what founders can learn from thatHow to know when it’s time to walk away from your own companyTIMESTAMPS: 0:05:34 - Slava’s childhood, and the deep loss that shaped his worldview0:09:00 - Danae’s first lesson in leadership… from her dad’s moving business0:12:43 - “Hollywood Meets Wall Street:” the emotional spark that led to Indiegogo0:18:43 - The Golden Gate conversation where Slava asked, “Why not put this on the internet?“ 0:32:56 - Building Indiegogo: mismatched personalities, big arguments, and the first 10 campaigns0:40:22 - The 2008 crash hits: 93 investor rejections and many moments of truth0:46:53 - Expanding beyond film: the inevitable pivot that ignited explosive growth0:54:04 - Internal evolution: roles, titles, hires, and the first taste of real scale 0:59:56 - Why the founders eventually stepped away — and why some opportunities were squandered1:05:19 - The legacy: how Indiegogo reshaped culture, creativity, and opportunity1:09:44 - Bonus: Small Business Spotlight This episode was produced by Katherine Sypher, with music by Ramtin Arablouei. It was edited by Neva Grant, with research help from Chris Maccini. Our engineers were Patrick Murray and Jimmy Keeley.Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYouTube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.comSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

CEO and co-founder of Boll & Branch, Scott Tannen joins Ring founder Jamie Siminoff and Guy on the Advice Line to answer questions from three early-stage entrepreneurs. Plus, Jamie and Guy talk about how creating repeat customers often comes from creating social good.  First, we hear from Melita in Toronto who's wondering whether to continue bootstrapping her organic clothing business. Then Eric in the Sunshine State asks which direction to take to grow his sunscreen apparel lines. And Chris in Alpine Meadows, California, is trying to figure out how to get his sleek binoculars into the hands of more people.Thank you to the founders of Q for Quinn, L Cubed Lifestyle, and Nocs Provisions. If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.And be sure to listen to the story of how Jamie founded Ring from our episode back in 2020, as well as his appearance on the Advice Line in 2024.. And how Scott and his wife Missy started Boll & Branch, a story they told on the show in 2024.This episode was produced by J.C. Howard with music by Ramtin Arablouei. It was edited by Andrea Bruce. Our audio engineer was Jimmy Keeley.You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Khan Academy offers hundreds of free tutorials in fifty languages, and has 170 million monthly global users. It all began in 2009 when Sal Khan walked away from a high-paying job to start a business that had no way of making money. His idea to launch a non-profit teaching platform was sparked while helping his young cousins do math homework over the computer. When he started posting his tutorials on Youtube, the world took notice.  You will learn: Not just cat videos: How Sal discovered the early power of YouTube. How a book by Isaac Asimov lay the foundation for Khan AcademyWhy Sal said no to a for-profit business modelHow Sal got discovered by Bill Gates–and other wealthy donors  How Sal defines ambition: Free world class education for anyone, anywhere Listen now to hear how Khan Academy has grown to become one of the most trusted teaching tools around the world. This episode was produced by Jed Anderson, with music composed by Ramtin Arablouei. It was edited by Neva Grant. Follow How I Built This:Instagram → @howibuiltthisX → @HowIBuiltThisFacebook → How I Built ThisFollow Guy Raz:Instagram → @guy.razYoutube → guy_razX → @guyrazSubstack → guyraz.substack.comWebsite → guyraz.comSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jane Wurwand, co-founder of the global skincare brand Dermalogica, joins Guy on the Advice Line, where they answer questions from three early stage founders. Plus, Jane shares her philosophy on the importance of customer education for building a trusted brand. First we meet Camille in Virginia, who’s wondering how to scale her vegan baby food company without compromising on quality. Then Molly in Maine, who’s trying to build a community of new parents for her baby-friendly workout classes. And Sarah in Connecticut, who’s considering whether to expand beyond her core performance underwear product.  Thank you to the founders of Chunky Vegan, Baby Booty and Paradis Sport for being part of the show.If you’d like to be featured on a future Advice Line episode, leave us a one minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.And be sure to listen to Dermalogica’s founding story as told by Jane on the show in 2016. This episode was produced by Katherine Sypher. It was edited by John Isabella. Our audio engineer was Neal Rauch.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.