• Revenue: $5 million
• Employees: ~30
• Founded: 2015

✅ Ink’d Stores scales by shifting from a local retail swag shop to building on-demand company stores that manage and fulfill employee merch with no upfront cost.

✅ Jay emphasizes that action beats ideas. Cold calling, local events, and relentless experimentation are how you take a business from zero to one.

✅ The company wins in a $28B promotional products industry by focusing on corporate clients, service, and niche execution, not by trying to be “the Amazon of swag.”

In this episode, Jay Sapovits, President of Ink’d Stores, walks through the journey of pivoting from a fitness business into a thriving promotional products company. He explains how the company started as a physical retail swag shop and evolved into a B2B provider specializing in on-demand company stores for corporate clients. Operating in the $28 billion promotional products industry, Ink’d now generates around $5 million in revenue with just under 30 employees and celebrates its 10-year anniversary.

Jay dives into why reaching $1 million in revenue is statistically rare—only about 1% of U.S. businesses ever hit that milestone—and why entrepreneurs shouldn’t get distracted by unicorn headlines. Instead, he focuses on consistent, gritty execution: chamber networking, cold calling, knocking on doors, and even standing outside in a penguin costume to get attention in the early days. He shares how mugs, classic branded merch staples, still rank among the top gifts thanks to their low cost and high perceived value, and compares the industry to pizza: tons of local players can thrive simultaneously because demand is so broad.

The conversation also covers Ink’d’s major pivot from a walk-in retail model to hosting internal company swag stores that employees can order from on demand. Jay talks about “zero to one” mindset, surrounding yourself with strong people, and letting go of control so the business can scale. His main message to new founders: take shots constantly, analyze what happens, refine, and keep shooting—because every “no” gets you closer to a “yes,” and momentum only comes from action.

Q: Why did you pivot from a fitness company into promotional products?

A: Jay realized the original fitness product didn’t have the velocity he hoped for but learned how to decorate complex materials like PVC, plastics, and foam. That expertise led him to ask, “How do we decorate more things people actually want?”—which became the basis for Ink’d’s pivot into branded merchandise.

Q: Is there a specific industry or niche Ink’d focuses on for promotional products?

A: Ink’d primarily serves corporate clients of all sizes, rather than teams, schools, or leagues. The business model, service style, and systems are all optimized around recurring B2B relationships and ongoing company swag needs.

Q: Are mugs still a strong promotional product in today’s market?

A: Yes. Jay says mugs remain a massive category—low cost, high perceived value, and always present on someone’s desk. They consistently rank in the top promotional gifts because they’re practical, visible, and customizable.

Q: Why is hitting $1 million in revenue such a big milestone for small businesses?

A: Jay notes that only about 1% of U.S. businesses ever reach $1 million in revenue, pointing out that most local studios, vape shops, and boutiques never hit that mark. It’s a hard threshold to cross, which is why founders shouldn’t be jaded...

• Founded: 1993
• Annual Revenue: $17 million
• Employees: 195
• Locations: 9 cafes in Southeastern Wisconsin
• Co-ownership: Established in 2016
• Certified B Corp since 2022

✅ Stone Creek Coffee scales through B2B, grocery distribution, and e-commerce rather than new physical locations.

✅ Roast-level guided product lines make specialty coffee more accessible to everyday consumers.

✅ Certified B Corp ensures focus on employee wellbeing, ethical sourcing, and positive community impact.

Stone Creek Coffee began in 1993 as one of the first specialty coffee roasters in the United States, years before large brands entered the scene. Over three decades later, the company has grown to nine retail cafes, a thriving wholesale presence, and a rapidly expanding e-commerce division. With annual revenue reaching $17 million, Stone Creek Coffee stands out as a leader in quality, accessibility, and community-driven business practices.

Drew Pond, who joined as a café manager in 2014, became COO just months later and a co-owner in 2016. He has played a pivotal role in shifting the company’s growth strategy toward online and B2B sales while maintaining a commitment to craft and hospitality. By prioritizing roast levels and clear tasting notes, the company helps customers navigate specialty coffee in a relatable way. This innovation, combined with a certified B Corp ethos, positions Stone Creek Coffee uniquely within a highly competitive digital coffee marketplace.

Looking ahead, Stone Creek Coffee plans to expand its roastery operations while continuing to refine its e-commerce and wholesale strategies. Its model of small-batch craftsmanship, employee empowerment, and ethical sourcing ensures the brand maintains both authenticity and scalability in the specialty coffee industry.

Q: What makes Stone Creek Coffee’s approach to retail expansion different from other coffee companies?

A: Instead of opening more cafes, Stone Creek focuses on B2B partnerships, grocery distribution, and e-commerce growth for scalability.

Q: How do you help customers choose the right coffee if they are not familiar with tasting notes?

A: Stone Creek simplifies the process by organizing coffee around roast levels, making it easier for consumers to find a flavor profile they enjoy.

Q: What role does being a Certified B Corp play in your company’s mission?

A: Certification validates Stone Creek’s commitment to employee wellbeing, sustainable sourcing, and long-term community impact.

Q: What challenges do you face in competing within the digital coffee marketplace?

A: With thousands of online roasters, differentiation comes from clear product presentation, consistent quality, and building customer trust.

Q: How does Stone Creek balance small-batch craftsmanship with scaling operations?

A: By maintaining smaller production lines and focusing on quality first, even as they expand distribution and e-commerce.

00:00 Intro

00:31 Company Stats

01:23 Business Model and Expansion Strategies

02:23 Challenges and Differentiators in the Digital Space

04:24 Exploring Coffee Varieties and Tasting Notes

08:01 Stone Creek's Ethical Practices and Future Plans

12:01 Connect with Stone Creek Coffee

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✅ Bissinger’s maintains 350+ years of chocolate-making tradition through small-batch, handcrafted methods

✅ Direct-to-consumer growth has surged with integrated catalog and online marketing strategies

✅ Scaling is achieved by adding small production lines while preserving artisan quality and product consistency

In this episode, Dan Abel, Chief Chocolate Officer at Bissinger’s, shares the legacy and evolution of one of the world’s oldest confection brands. Founded in 1668 in Paris, Bissinger’s has preserved its commitment to hand-crafted, small-batch chocolates across centuries. Dan’s family, with chocolate-making roots dating back to 1981, acquired the brand in 2019 and has since honored its ethos while accelerating its growth.

The conversation dives into Bissinger’s unique production philosophy, where even as demand grows, each confection remains handmade in 100-pound batches on compact, artisan-style lines. Dan discusses the importance of balancing wholesale, direct-to-consumer, and retail strategies, including partnerships with Barnes & Noble and expansion into brick-and-mortar storefronts. This episode reveals how staying true to tradition, while evolving with technology and consumer behavior, can build a premium brand that stands the test of time.

Q: How old is the Bissinger’s brand and when did you acquire it?

A: Bissinger’s was founded in 1668 in Paris, France. Dan Abel’s family became the seventh owner in 2019.

Q: How did Bissinger’s scale production without compromising quality?

A: The company adds small artisan-style production lines, each operated by a team of three, to maintain handcrafted consistency as they scale.

Q: What led to the growth of your direct-to-consumer channel?

A: A combination of print catalogs, a strong online strategy, and a new enterprise tech stack helped drive 160% growth from 2020–2022.

Q: What is the brand’s approach to retail and wholesale partnerships?

A: Bissinger’s is stocked in Barnes & Noble, Dillard’s, and over 1,000 specialty stores while expanding its own storefronts from one to three locations.

Q: Why did you continue producing in small batches despite scaling up?

A: Small batches ensure optimal caramelization, product quality, and uphold the brand’s artisan ethos—even as demand increases.

00:00 Intro

00:29 Company Stats

01:01 The Acquisition Journey

03:17 Navigating Challenges and Growth

04:41 Direct to Consumer Expansion

07:38 Manufacturing and Production Insights

09:45 Connect with Bissinger's

OUR WEBSITE

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