• 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

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• Annual Revenue: $24 Million in Rents
• Employees: 90
• Founded: 2013
• 1,800 multifamily units currently owned and $350 million in assets under management

✅ Real estate success stems from creating long-term systems, not chasing quick wins or syndication trends

✅ Vertical integration enables profit-per-unit optimization and complete control over property operations

✅ Understanding your money mindset and investing goals is crucial before scaling into multifamily real estate

In this episode, Gino Barbaro, co-founder of Jake & Gino, breaks down how he scaled his multifamily real estate portfolio from a single 25-unit property to 1,800 units and $350 million in assets under management. Gino emphasizes the power of vertical integration over rapid syndication, choosing to retain full control over property operations for better profitability and stability. He discusses the compounding effects of long-term strategy, mentorship, and smart capital deployment across real estate ventures.

Gino also explores the foundational mindset needed for financial success. He shares how transforming his relationship with money—from scarcity to stewardship—allowed him to grow as both an entrepreneur and investor. By emphasizing the importance of understanding your money persona and embracing smart leverage, Gino provides a practical playbook for any aspiring multifamily investor. This episode is a masterclass on investing frameworks, team building, and staying committed to long-term growth in real estate.

❓ What’s the current size and structure of Jake & Gino’s real estate portfolio?

👉 1,800 units owned with $350 million in assets and a vertically integrated team of 90+ full-time members.

❓ What mindset shift helped you grow from your first deal to hundreds of units?

👉 Understanding money as a tool, not a goal, and focusing on long-term investment strategies.

❓ Why did you choose vertical integration instead of third-party management?

👉 Vertical integration allows more control, higher profitability, and a stronger operational foundation.

❓ How important is understanding your “money persona” before investing?

👉 It’s critical—you need to know your relationship with money to make empowered, long-term investment decisions.

❓ What’s your outlook on the multifamily real estate market heading into 2025?

👉 It’s a buyer’s market with massive opportunity as trillions in commercial debt come due.

00:00 Intro

00:14 Company Stats

00:56 Building a Real Estate Empire

01:41 The Journey to Success: Early Challenges

03:57 Understanding Money and Mindset

08:06 Leveraging Debt and Market Insights

11:47 Connect with Co-founder of Jake & Gino

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• Founded: 2012
• Employees: ~350

✅ Chargebacks911 supports hundreds of thousands of clients worldwide, including banks, merchants, and tech companies.

✅ Benjamin attributes career growth to continuous self-development, problem-solving, and integrity in leadership.

✅ International expansion success starts with markets similar to your own and hiring local, culturally aligned teams.

In this episode, Benjamin Bridwell, President of Chargebacks911, shares his journey rising through the ranks of a global fintech company specializing in chargeback management solutions. With a client base reaching hundreds of thousands and a team of over 350 employees across multiple continents, Chargebacks911 has established itself as the leading solution in its industry.

Benjamin discusses the keys to scaling a business globally, including the importance of understanding cultural differences, hiring local talent, and dominating one market before moving to the next. He also shares personal leadership insights, including lessons from the book Good to Great, the importance of continuous improvement, and how striving to provide value across every part of the organization contributed to his rise from team member to president.

The conversation also explores the universal applicability of Chargebacks911’s solutions, given their relevance to any transaction involving Visa, MasterCard, Amex, Discover, or alternative payment methods. Whether you’re growing your career, expanding globally, or improving your business processes, this episode is packed with insights on leadership, scale, and global strategy.

Q: What helped Benjamin Bridwell rise to President at Chargebacks911?

A: Consistently showing up, solving problems, leading with integrity, and continuously developing skills and business acumen were key to his career growth.

Q: What is Chargebacks911’s client reach?

A: The company works with hundreds of thousands of clients globally, including major banks, merchants, and tech companies.

Q: How does Chargebacks911 approach international expansion?

A: The team begins with markets culturally and operationally similar to their own, hires local experts, and deeply respects regional business customs.

Q: What book has been pivotal in Benjamin’s leadership journey?

A: Good to Great by Jim Collins helped shape his mindset around continuous improvement and refusing to settle for the status quo.

Q: How can businesses approach global markets more effectively?

A: Start with one similar market, learn its nuances, build localized teams, and then expand methodically to the next region.

00:00 Intro

00:09 Company Stats

00:41 Company Overview and Global Presence

01:20 Leadership and Personal Development

02:34 International Expansion Strategies

04:46 Keys to Career Advancement

06:20 Connect with Chargebacks911

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• Founded: April 2017
• Annual Revenue: $6M–$8M
• Employees: 40

✅ RCG Mortgage scales by staying purchase-centric and building long-term, value-driven partnerships with realtors.

✅ Social media strategy combines humor, education, and authenticity to turn a “boring” industry into relatable and viral content.

✅ Delegating tasks and buying back time helps Andrew scale operations while maintaining a high standard of excellence.

In this engaging episode, Andrew Russell, founder of RCG Mortgage, breaks down how he scaled his business to $6–8 million in annual revenue with a strong focus on purchase-driven mortgage origination. Leveraging his psychology background and experience as a guidance counselor, Andrew built RCG on a philosophy of trust, education, and relationship-first business practices—especially with realtors.

Andrew shares his journey of transforming the mortgage industry’s “boring” image into viral and educational content, amassing over 130K TikTok followers and 45K+ on Instagram. His social media strategy combines humor, real-life mortgage scenarios, and family content to establish brand trust and generate direct and indirect business leads. He also reveals the importance of delegation and team building, explaining how embracing 80% delegation efficiency allowed him to scale sustainably.

With insightful commentary on the current real estate market, the importance of consistency in content creation, and game-changing book recommendations like Buy Back Your Time and Atomic Habits, this episode is a masterclass in combining old-school hustle with modern brand building.

Q: What is a purchase-centric mortgage strategy and why does it matter?

A: It focuses on home purchase loans rather than refinancing, creating sustainable growth by building long-term realtor relationships that generate consistent referrals.

Q: How has Andrew used social media to grow RCG Mortgage?

A: He blends mortgage education with humor, family life, and real-life scenarios, growing to 130K+ TikTok followers and building brand trust across platforms.

Q: What helped Andrew delegate and scale his business operations?

A: Reading Buy Back Your Time helped him embrace the 80% rule, allowing others to take over tasks and free him up for growth.

Q: What are the best books that helped shape Andrew’s business mindset?

A: Atomic Habits for building repeatable success routines and Buy Back Your Time for learning to delegate and scale effectively.

Q: What trends is Andrew seeing in the mortgage and real estate market today?

A: Fewer licensed loan officers, reduced housing inventory, and the rise of tech like AI mean companies must hustle smarter and outwork the competition.

00:00 Intro

00:12 Company Stats

00:36 Scaling the Business

06:15 Key Books for Business Growth

08:37 Delegation and Team Building

10:43 Current Real Estate Market Insights

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• Founded: 2012
• Annual Revenue: $250 million
• Employees: ~1,000

✅ Filterbuy scales to $250M+ by owning its manufacturing and logistics, ensuring next-day delivery and minimal inventory waste.

✅ The company mastered Amazon early, leveraging its growth to dominate the air filter industry while maintaining direct-to-consumer control.

✅ Success in e-commerce comes from mastering one sales channel before expanding—Amazon was key for Filterbuy, TikTok Shops could be next.

In this episode, David Heacock, founder and CEO of Filterbuy, shares how he built a $250 million direct-to-consumer air filter brand by perfecting logistics, manufacturing, and e-commerce strategy. He explains how the first eight years were a grind, growing to $70 million before strategically expanding operations and scaling nationwide.

David emphasizes that Filterbuy is more of a logistics company than an air filter brand, with seven distribution centers and a just-in-time inventory model that ensures next-day delivery at scale. By keeping less than two weeks of finished goods inventory, Filterbuy operates more efficiently than traditional competitors. He also shares insights on the importance of focusing on a single sales channel—Amazon was the launchpad for Filterbuy’s early success, and today it generates over $160 million in annual sales.

Looking forward, Filterbuy is expanding its retail and B2B presence, recently launching in 550+ Walmart stores. David also advises new entrepreneurs to find a high-growth sales channel and dominate it first, suggesting TikTok Shops as a potential goldmine for today’s startups.

Q: What made Filterbuy stand out in the competitive air filter industry?

A: The company controls its entire manufacturing and logistics process, allowing for next-day delivery, minimal inventory waste, and unmatched variety in filter sizes.

Q: What sales channel was most crucial to Filterbuy’s success?

A: Amazon and Filterbuy.com were the biggest early drivers, with Amazon alone generating over $160M annually—David advises new brands to master one channel first.

Q: How does Filterbuy keep inventory so lean?

A: The company keeps less than two weeks of finished goods, instead stocking raw materials that can be quickly converted into final products in seven distribution centers.

Q: What’s the next big opportunity in e-commerce?

A: David sees TikTok Shops as a fast-growing sales channel that startups should master early, just like Amazon was a decade ago.

00:00 Intro

00:19 Company Stats

00:47 Scaling Up: From Startup to $250 Million

01:11 Navigating Challenges and Opportunities

01:59 Mastering Logistics for Competitive Advantage

05:10 Sales Channels and Early Success

07:17 Connect with Filterbuy

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• Founded: 2009
• Total Transaction Value Processed: Over $1 billion
• Annual Transaction Volume: Around $200 million
• # of Employees: 75

✅ Flippa has processed over $1 billion in digital asset sales, democratizing online business exits.

✅ AI-powered matching and data integrations ensure trust and transparency in business transactions.

✅ YouTube channels, AI-powered businesses, and KDP publishing are among the fastest-growing categories on Flippa.

In this episode, Blake Hutchison, CEO of Flippa, shares insights into how Flippa has transformed into the world’s largest marketplace for buying and selling digital assets. Since its founding in 2009, Flippa has evolved from a bootstrapped startup to a $1 billion+ transaction platform, facilitating over $200 million in trades annually. Blake highlights the importance of marketplace integrity, buyer-seller trust, and AI-driven matching as key factors in Flippa’s growth.

Blake discusses how digital assets—especially e-commerce stores, SaaS companies, AI businesses, and YouTube channels—are in high demand, with transactions ranging from $25K to $1M+. He explains why business buyers are looking for more than just high subscriber counts on YouTube—views and engagement matter most. Flippa has also expanded into partial stake sales, allowing entrepreneurs to sell a percentage of their business instead of a full exit.

Looking ahead, Flippa plans to introduce new digital categories like Chrome extensions and Slack plugins, while enhancing its Flippa University to help both buyers and sellers navigate the acquisition process effectively. With growing investor interest in online businesses, Flippa is positioning itself as the go-to marketplace for digital entrepreneurs seeking liquidity.

Q: What is the most common price range for businesses sold on Flippa?

A: The majority of businesses sell in the $250,000 to $500,000 range, catering to both first-time buyers and acquisition entrepreneurs.

Q: How does Flippa ensure trust between buyers and sellers?

A: With AI-powered matching, financial integrations with Shopify, QuickBooks, and AdSense, and mandatory buyer onboarding, ensuring data accuracy and acquisition fit.

Q: What are the fastest-growing categories on Flippa?

A: AI-powered businesses, YouTube channels, and Kindle Direct Publishing (KDP) are among the most in-demand assets right now.

Q: Why are YouTube channels becoming a popular asset to buy and sell?

A: Buyers value view history over subscribers because past engagement predicts future revenue, making it a strong media asset for investors.

Q: What’s next for Flippa?

A: Expanding into new digital categories (Chrome extensions, Slack plugins) and partial stake sales, allowing business owners to sell a percentage of their business instead of a full exit.

00:00 Intro

00:45 Flippa's Growth and Professionalization

02:10 Building Trust and Marketplace Integrity

04:08 Enhancing Buyer and Seller Experience

06:32 Trends and Popular Asset Types on Flippa

10:31 Future of Flippa and New Categories

12:33 Connect...