How did two non-parents build one of the most design-forward, community-trusted baby brands in America and then blow the doors off retail with a 43-SKU Target launch?
Greg Davidson, co-founder & CEO of Lalo, breaks down the entire playbook.
This episode goes deep into consumer insight, design taste, category white space, SKU expansion, operational pain, retail rollout strategy, and the fundraising reality of a modern DTC/CPG brand. Greg is unusually transparent, especially about what worked, what didn’t, and what he’d do differently.
We get into:
Why Lalo’s original superpower was naivete and why it still matters
How two guys with no kids built a category-defining aesthetic
Designing baby products using zero baby-product inspiration
The “Mastige” positioning strategy: premium feel, mass-market appeal
Why Lalo’s mood boards never include competitors; only furniture, art, architecture
Building a connected product ecosystem (high chair → play kit → tableware → bathroom → whole home)
The real risks of SKU expansion: AOV compression, working capital drag, margin complexity
Innovation as marketing: why small functional tweaks can drive massive revenue spikes
The truth about retail: why Lalo skipped crawl/walk and went straight to sprint
What it takes operationally to land (and survive) a 43-SKU Target rollout
Fundraising reality: from $10K checks to major institutional rounds
The hidden cost: 25%+ of a founder’s mental bandwidth tied up in fundraising
If you want to understand how modern consumer brands scale through product, design, community, and distribution, this is a masterclass.
What actually makes a consumer brand break out and stay durable in a world where attention spans are collapsing and CAC is chaos?
Shamin Walsh has spent a decade underwriting early-stage consumer bets at BAM Ventures. She’s backed companies like Honey and Pretty Litter before they became household names and she breaks down exactly what separates the winners from everyone else.
This episode goes deep into how founders should think about product vs distribution, paid acquisition vs brand, fundraising sequencing, customer psychology, and why timing can make (or destroy) an outcome.
In this episode:
The biggest shift in founder–investor dynamics over the last decade
Why the best founders are deep psychologists of their customers
How Honey and Pretty Litter cracked consumer behavior in totally different ways
The real definition of “solving a problem” in CPG (it’s not what people think)
The pendulum swing back toward brand marketing and emotional resonance
When performance marketing matters and when it becomes a trap
How BAM evaluates pre-seed consumer companies without hard revenue thresholds
What’s actually changing in consumer behavior (nostalgia cycles, GLP-1 ripple effects, faster trend turnover)
Why timing the market is impossible and what investors look for instead
The truth about product innovation vs distribution: “If nobody sees it, it doesn’t matter.”
If you want to understand the next decade of consumer, this conversation gives you the map.
In this episode of In The Money, we sit down with David Gaylord, Co-Founder & CEO of Bushbalm, one of the fastest-growing skincare brands in North America and a case study in how disciplined, product-led consumer companies scale from zero to tens of millions.
David breaks down the real economics behind building a modern beauty brand, from pricing and margins to channel contribution and how Bushbalm engineered a high-retention, high-LTV product ecosystem in one of the most competitive categories in consumer.
We dive deep into:
How Bushbalm identified a massive underserved problem and built a category around it
The real margin structure of creams, serums, and body-care products
How the brand expanded from pure DTC into retail and professional channels
What contribution margin looks like across DTC, Amazon, pro, and retail
CAC, LTV, attribution, and the creative strategies that actually work
Why subscription only explains part of their LTV and what really drives the rest
How David thinks about scaling SKUs, line extensions, and operational complexity
What coming from Shopify taught him about building a brand from scratch
If you're a founder, marketer, operator, or investor looking to understand how real consumer brands build durable revenue, this is one of the most tactical conversations of the year.
In this episode of In The Money, we sit down with Andrew Barone at Rosenthal & Rosenthal, one of the leading privately held asset-based lenders. Andrew has financed hundreds of consumer and eCommerce brands through every stage of growth.
We dive deep into the real financial mechanics behind consumer brands:
inventory cycles, margin truth, receivables risk, retail payment terms, PO financing, seasonal cash crunches, and what actually happens when a brand runs out of runway.
Whether you’re a founder, CFO, investor, or operator, this is a masterclass in non-dilutive capital, credit underwriting, and how to fund growth without blowing up your balance sheet.
What We Cover:
How asset-based lending really works for DTC & omnichannel brands
When to use inventory financing, PO financing, or receivables factoring
How lenders evaluate risk: margin structure, customer concentration, and operational maturity
What causes working capital crises in consumer brands
The biggest mistakes founders make with cash flow forecasting
How “real margins” differ from Shopify dashboards
Why non-dilutive credit can outperform equity for certain brands
What lenders see in the market right now: demand, distress, consolidation
In this episode, I sit down with Amanda Schutzbank, Co-Founder and General Partner at Willow Growth Partners, one of the most thesis-driven and disciplined early-stage consumer funds in the market. Willow specializes in backing health, wellness, and essential-category brands in the $2m–5m revenue range, often before they’re household names. Their portfolio includes hits like Coterie, Goodles, Bubble, Parallel, and others that have since become category leaders.
Amanda breaks down:
How consumer investing has shifted from peak 2020–2021 froth to today’s slow, selective, fundamentals-first environment.
What a “truly great asset” looks like: strong margins, authentic emotional resonance, real product differentiation, and the seeds of a platform brand.
Why community is the ultimate moat, from micro-influencers to insider Facebook groups to immersive IRL experiences.
The difference between venture-backable brands and “great but non-VC” lifestyle businesses and how founders should think about which path they’re really on.
How Willow evaluates founders: clear vision, ruthless execution, decisiveness, and the ability to hire an A-team early.
The consumer trends she’s most excited about: Gen Alpha, longevity, GLP-1 impacts, next-gen science-based VMS, and the next wave of cultural-led brands.
Why Amazon, TikTok Shop, and AI-enabled lean teams are changing early-stage consumer building forever.
What founders should prioritize heading into 2026 and why timeless fundamentals still separate enduring brands from “flash-in-the-pan” plays.
She closes with a call-to-action: Willow just closed its second fund and is actively looking for high-margin, high-repeat, health & wellness-aligned consumer brands raising their first institutional round.
How Wildgrain Built a Profitable, High 8-Figure Food Brand With Just 18 Employees
In this episode, I sit down with Ismail Salhi, co-founder & CEO of Wildgrain, one of the most impressive subscription food businesses of the last decade; profitable, high eight figures in revenue, and run by a shockingly lean team.
Ismail breaks down how Wildgrain escaped the classic DTC plateaus at $3M, $10M, and $30M+ by combining:- Subscription economics that smooth CAC volatility- Channel-by-channel marketing arbitrage (some channels only work two months a year)- Constant 1–2% improvements in AOV, COGS, retention, and pricing- Aggressive product innovation (e.g., gluten-free launch = massive CAC unlock)- A tech-first mindset; building internal tools for forecasting, CX, merchandising, shipping, and more- A ruthlessly lean team (just 18 people + automation + AI everywhere)
If you’re building a CPG or subscription brand or want a masterclass in resourceful, operationally excellent, AI-enabled eCommerce this one is a must-watch.
The consumer investing landscape has shifted and few people have a better view of that evolution than Drew Skolnik, Partner at KarpReilly, one of the most respected growth equity investors in consumer, retail, and CPG.
In this episode, Drew breaks down how capital discipline, focus, and brand fundamentals have become the new edge in consumer investing.
We cover:
How investor expectations have changed since the 2021 boom
Why sustainable growth now beats blitzscaling
The “hand-to-mouth tax” founders pay for undercapitalization
How KarpReilly evaluates brands between $20M–$100M in revenue
Case studies like Boxycharm, Spindrift, and Made In
Why protein is a durable macro trend and what GLP-1 drugs mean for food and beverage
The rising role of AI in portfolio operations and marketing
Drew also shares what he looks for in founders, the importance of execution as a moat, and why the best businesses are often built in tough environments.
What happens when one of the most iconic brand-building agencies in the world spins out its own venture capital business?
In this episode, I sit down with Daniel Faierman, Partner at Habitat Partners, the venture firm incubated out of Red Antler, the brand and creative powerhouse behind breakout names like Allbirds, Hims, and Casper.
We talk about how Habitat approaches investing at the intersection of brand, behavior, and capital, what they’ve learned from years of shaping cultural category leaders, and why today’s best early-stage consumer bets often blur the line between product and narrative.
Key topics we cover:
How Red Antler’s DNA shaped Habitat’s investment philosophy
The shift from brand-led to insight-led investing
What early signals make a founder or concept stand out in 2025
Why “brand is distribution” is no longer just a slogan, it’s a moat
Where the next wave of breakout consumer companies will come from
🎧 Tune in for a masterclass on how brand-first investing is evolving for the next decade.
Kevin Lee, co-founder of Immi, joins In The Money to talk about how he and his co-founder took one of the world’s most iconic comfort foods, instant ramen, and rebuilt it for modern consumers.
From tech to CPG, Kevin shares what surprised him about running a food brand, how Immi evolved from “healthy ramen” to a taste-first protein brand, and what he’s learned about navigating product innovation, retail expansion, and celebrity partnerships.
We go deep on:
How Immi pivoted its brand identity to feel authentic and founder-led
Why food brands must “live long enough to catch a trend”
What most founders misunderstand about food margins and channel mix
How Immi raised from top VCs and landed investors like Naomi Osaka and Usher
Why diversification beyond China was their biggest operational win
If you’re building in food, CPG, or modern consumer goods, this episode is a masterclass in brand building, discipline, and timing.
In this episode of In The Money, we sit down with Ben Perkins, Founder of &Collar, the fast-growing direct-to-consumer menswear brand known for reinventing the classic white dress shirt.Ben shares how &Collar went from being overlevered and on the brink, with $10M in revenue and $2M in debt, to becoming a profitable, eight-figure business growing double digits year-over-year. He talks candidly about:- The painful lessons of taking expensive MCA debt and refinancing through an SBA-backed bank loan- How he drove accountability by assigning every employee a personal P&L- The discipline of cutting Meta spend by 35% and still growing revenue- Unlocking new growth through wholesale and Amazon while holding the DTC line- Building a “rule of 40” business, growth plus profit, instead of chasing unicorn outcomes- The art of focusing on your “white shirt” equivalent and scaling the product that truly drives profitBen’s story is a masterclass in turning around a consumer brand, from financial literacy to capital discipline to smart channel expansion. If you run a $5–25M consumer brand and are looking to build something durable and profitable, this one’s for you.
In this episode, I sit down with Alex Yancher, Co-founder and CEO of Passport Global, the logistics platform powering cross-border commerce for some of the world’s fastest-growing brands.Alex breaks down the new rules of international eCommerce as the U.S. ends the de minimis exemption and tariffs rise globally. He explains how brands can turn geopolitical risk into strategic advantage through localized operations, better contribution modeling, and thoughtful channel expansion.You’ll learn:🌎 What the end of the de minimis exemption means for global DTC brands📦 Why U.S. brands must rethink fulfillment, tariffs, and landed cost modeling📊 The “laddering” framework to scale from 1% to 30% of sales internationally💰 How to think about P&L resilience and contribution margin in a volatile trade worldWhether you’re a founder, operator, or investor, this episode is a masterclass in navigating global eCommerce in 2025.
In this episode, I sit down with Cam Mehr, Founder of Vital Plus, one of the fastest-scaling wellness hardware brands redefining the cold plunge category.Cam shares how he built an eight-figure eCommerce business with no outside capital and a lean team, proving that focus, efficiency, and operational discipline can beat headcount and hype.We cover:⚙️ How to run an ultra-lean DTC company that punches above its weight📊 Why reporting is a low-value task and what to do instead💡 How deep founder-level understanding of every function creates “alpha” in operations📈 The mechanics behind scaling cold plunge products globally, across four regions🌏 What Australian founders get right about entering the U.S. market🤖 How AI literacy is now a must-have in every new hireCam also explains his philosophy of “engineering the P&L,” reinvesting every operational efficiency back into growth and why staying small and obsessed with your category can be a superpower in consumer wellness.
Brian Berger, Founder and CEO of Mack Weldon, joins the podcast to share the story of building one of the most recognized DTC menswear brands.In this episode, Brian dives into:- The early days of Mack Weldon and the insight that sparked its launch.- How the brand evolved from basics into a full men’s lifestyle platform.- The shift from DTC performance marketing arbitrage to brand storytelling and omnichannel expansion.- What it takes to scale profitably in today’s environment and the mistakes to avoid.- How consumer preferences have changed since the early DTC boom.- The biggest wins and challenges he’s seen while steering Mack Weldon through a decade of growth.If you’re interested in DTC strategy, omnichannel retail, and the future of consumer brands, this episode is packed with lessons from one of the most seasoned operators in the space.
In this episode, I sit down with Jay Wright, Founder of Ecommerce Equation, to talk about scaling eCommerce brands in today’s environment. Jay shares insights from managing over half a billion dollars in annual ad spend and coaching thousands of brands.We dive into:- Why Meta’s evolving AI-driven ad platform is still the #1 channel for growth.- How creative and avatar diversification have become the new levers for scale.- Lessons from brands that went from mid-seven figures to nine-figure exits.- Why ads only solve “ad problems”, and the bigger challenges often lie in conversion, unit economics, cashflow, and infrastructure.- How Ecommerce Equation helps brands break through plateaus with clear playbooks and financial discipline.Jay also shares benchmarks from his community, including how 266 brands hit their first six-figure months and how the average member achieved 8 weeks’ worth of revenue in just one Black Friday weekend.
In this episode, I sit down with Caroline Weintraub of True Beauty Ventures, one of the most respected specialist investors in the beauty and wellness space. Caroline breaks down what she and her team look for when evaluating early-stage brands; from their “Five P’s” framework (Positioning, Product, People, Performance, Partnership) to the importance of strong omni-channel distribution and true differentiation in crowded categories.We dive into:- What milestones matter most before raising capital (2–5M revenue, Sephora/Ulta placement, retention & margins).- Why patented tech and expert-led brands (like K18 and Dew) are standing out.- How TBV’s portfolio flywheel creates advantages in retail, data, and partnerships.- Caroline’s perspective on the tight fundraising environment, and why bootstrapping early can lead to better outcomes for founders.- The convergence of beauty and wellness and where she sees opportunity next.- Why affiliate marketing is outperforming traditional influencer campaigns today.If you’re a founder in beauty, wellness, or consumer, this conversation is packed with practical insights on fundraising, positioning, and scaling with the right partners.
In this episode, I sit down with Justin Seidenfeld, Co-founder and CEO of Canopy, the beauty-meets-wellness hardware brand redefining humidifiers, shower filters, and home rituals.Justin shares his unique journey from agency operator at Doris Dev, where he worked with breakout brands like Magic Spoon and Pattern, to going all in on Canopy. We cover:- Lessons from his early career at Quirky and Gravity, and why many high-growth consumer startups don’t make it to the big exit- Why Canopy was incubated inside Doris Dev and the aha moment that reframed humidifiers from “sick-day appliances” to skin-health beauty devices- The importance of capital efficiency, and how raising only angel/strategic funding (not big institutional rounds) shaped Canopy’s DNA- How the brand is navigating omnichannel growth with Sephora, Target, and DTC, plus the hidden complexity of driving sell-through at retail- The role of product innovation in expanding the platform into shower heads, tub filters, and aroma diffusion- What Justin believes founders often get wrong about product innovation and how to build holistically for long-term defensibility- His biggest wins of the past 12 months, and why the next phase of growth is all about retail expansion + new products
In this episode, I sit down with Andrew Kitirattragarn, Founder of Dang Foods and now a restructuring expert at Sherwood Partners. Andrew’s story is a rare one: he built a beloved, nationally distributed snack brand that raised over $12M in venture funding, scaled into thousands of retail doors - and ultimately didn’t deliver the big exit he had hoped for.We dive deep into:The rise and fall of Dang Foods, and the hard lessons learned from scaling a CPG brandWhy raising venture capital can sometimes push founders into unsustainable growth pathsThe emotional and financial realities of winding down a consumer businessHow those experiences led Andrew to Sherwood Partners, where he now helps distressed brands restructure or find new paths forwardThe warning signs founders should watch for in their own businesses, and what to do before it’s too lateThis conversation is equal parts founder therapy and hard-nosed playbook for surviving in consumer. If you’re building a DTC or CPG brand, you won’t want to miss Andrew’s candid perspective.
In this episode, I sit down with Mollye Santulli, Investor at Springdale Ventures, an early-stage VC firm focused on backing the next generation of consumer brands. Springdale reviews nearly 1,000 deals a year and invests in just 5–10, making Mollye’s perspective invaluable for founders navigating the fundraising landscape.We cover:- How Springdale filters opportunities, from first pitch deck to investment decision- The founder traits and proof points that matter most at the seed stage- Why community, repeat behavior, and authentic brand love are crucial signals for investors- What separates brands that make it from Seed to Series A in today’s tighter capital environment- The role of celebrity/influencer-led brands and retail-first launches- Consumer trends Mollye is most excited about, including Gen Z entering parenthood and the rise of superfan-driven brand communities- Her advice for founders: focus on capital efficiency, know your levers, and choose your investors as carefully as they choose youIf you’re a consumer brand founder or operator, this conversation is packed with tactical insights on what VCs really look for and how to scale in 2025.
In this episode, Brad Plock of WRK Marketing shares the frameworks and playbooks he uses to help brands get unstuck and scale sustainably.
We talk about:
Why a “good” ROAS in 2025 depends on margins, contribution dollars, and payback windowsHow to diagnose a mid-seven-figure brand that’s plateaued, from MER vs. CAC splits to repeat revenue drivers
Creative frameworks that actually move the needle like persona-led landers and raw UGC review ads
The surprising power of retention campaigns on Meta to double repeat revenue
Where AI adds leverage in ad creative, landing page congruency, and ops; and where humans still matter most
Real-world examples: growing an internal brand from $0 to $1.5M in six months, and helping clients leap from $150K to $700K/month
If you’re operating a DTC or CPG brand, this episode is packed with practical tactics, financial discipline, and a few hard truths about what really works in eCommerce today.
Allie Egan, founder and CEO of Veracity, is rethinking what the future of consumer health looks like.
In this episode, we dive into:
Why Veracity pivoted from at-home hormone testing to building its hero product, Metabolism Ignite, and what that shift taught Allie about consumer adoption in health
How she sees the “fashionization of supplements”, making wellness products not just about function, but also about identity, design, and cultural resonance
Why Allie believes the future of health is “deprescriptionization”, helping people reduce long-term dependence on medication
The evolving weight management landscape in the age of GLP-1s and where Veracity fits in
Her advice for founders building brands at the intersection of science, trust, and consumer demand
If you’re curious about how consumer health is being reshaped by science, design, and shifting behaviors, this episode is for you.