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PODCAST

OPERATORS

In the world of eCommerce, a legendary WhatsApp group is rumoured to hold the secrets to unimaginable success. The catch? You must have nine figures in revenue to gain entry. The worlds biggest brands have denied its existence for years, until now. Three titans known as "Operators" are leaking the secret contents in an effort to share its wealth of knowledge with people like you.

business entrepreneurship

All Episodes

01:36:58

8 Failed Businesses Before Kitsch’s +$500M Beauty Empire

OPERATORS ·

2026/02/12

How did a married couple with $30k in savings and no business plan build one of the biggest beauty and accessories brands in America? Cassandra Thurswell (Founder & CEO of Kitsch) and Jeremy Thurswell (COO), join hosts Mike Beckham and Matt Bertulli for their first-ever joint podcast interview. Together, they unpack the full story of building a bootstrapped empire from a living room apartment to over 30,000 retail doors and more than 10 million ecommerce orders. Cassandra and Jeremy open up

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00:59:36

The Next $100B “Switch”: Inside COMFRT’s Affiliate...

OPERATORS ·

2026/02/11

How does a bootstrapped brand go from $0 to $600 million in three years — without raising a single dollar? Sean Frank, CEO of Ridge, and Matt Bertulli, CEO of Pela Case, break down the explosive rise of COMFRT, the anti-anxiety travel brand founded by Hudson Leogrande that has shattered every assumption about what’s possible in ecommerce. They unpack the tactics, the mindset, and the cashflow mechanics behind one of the fastest-scaling bootstrapped brands in history. The conversation dives into

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00:59:09

Thrasio Bought It, Ben Bought It Back: A Founder Who...

OPERATORS ·

2026/02/04

More than the incredible (true) story of one founder’s journey to turn around the company he created, this is a public coaching session on what it takes to win as a 6–7 figure brand. Sean Frank and Matt Bertulli sit down with Ben Leonard, founder of Beast Gear, a strength and conditioning brand he built from scratch in Scotland, sold to Thrasio in 2019, and bought back after watching it decline for years. Together, they dig into what went wrong, what Ben is doing to resurrect it, and why he’s

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01:46:56

Execution Monsters: True Classic’s Ryan Bartlett &...

OPERATORS ·

2026/01/29

Brought to you by Applovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits. https://www.9operators.com/applovin What does it take to build a ~$300M apparel brand from scratch? Matt Bertulli and Mike Beckham sit down with Ryan Bartlett, Co-Founder, and Ben Diamond, CEO of True Classic, for their first-ever joint interview. Together, they unpack how a professional poker player and a Meta executive became one of the most formidable partnerships

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01:03:04

“Fame Is Not a Business Model”: Celebrity Brands Exposed

OPERATORS ·

2026/01/28

What separates billion-dollar celebrity brands from total flopsSean, Matt, and Katy Mimari (CEO of Caden Lane) break down why some partnerships become massive exits like Rhode and Skims, while others like The Honest Company and Kylie Cosmetics struggle to survive. They dive deep into deal structures, red flags to watch for, and the real math behind putting famous names into your brand.The crew debates whether fame equals influence (spoiler: it doesn’t), why alcohol brands have an unfair advantage,

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01:02:59

8 Practical Money-Making Tips for 2026 (Part 2)

OPERATORS ·

2026/01/21

What’s the one thing holding your business back?Sean Frank, Jason Panzer, Mike Beckham, and Matt Bertulli reunite for part two of their 2026 predictions to deliver actionable money-making tips for ecommerce brands.The full squad shares why entrepreneurs have more opportunity than ever, then dives into tactics you can implement today: a corporate gifting platform generating thousands in daily passive revenue, the case for getting off Meta sooner than you think, why plain text founder emails crush

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01:19:56

Danny Yeung, CEO of IM8 & Prenetics: Operators Titans...

OPERATORS ·

2026/01/15

What does it take to go from high-school dropout to building a $100M+ brand with David Beckham?Brought to you by AppLovin. Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits (terms apply).https://9operators.com/applovinMatt Bertulli and Sean Frank sit down with Danny Yeung, co-founder and CEO of IM8. Danny shares his journey from immigrating to San Francisco at age five, to telemarketing at fifteen, to partnering with one of the world’s most

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01:08:02

2025 Ecommerce Data Exposed: DTC Spend, Revenue &...

OPERATORS ·

2026/01/14

What do the real numbers from 1,000+ DTC brands reveal about who actually won? Find out by downloading the full report.https://www.northbeam.io/ebook/2025-year-in-review-data-reportSean Frank and Mike Beckham sit down with Austin Harrison, CEO of Northbeam, and Andrew Kaszuba, Northbeam’s media strategist, to break down exclusive 2025 ecommerce data that nobody else has access to.Spend trends, revenue growth, and efficiency metrics across every major advertising platform as well as by business

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01:01:00

2026 Part 1: Macro Ecommerce Predictions & Big Bets

OPERATORS ·

2026/01/07

Sean, Mike, Matt, and Jason share their bull and bear cases for 2026, debating the economic shifts reshaping ecommerce — from a potential AI bubble to the frozen housing market to consumer pullback in a hidden recession.Discover why this moment might be the most pivotal in history for small businesses while threatening large institutions. The hosts cover the deflationary power of AI, macro trends in consumer, and the specific levers each is pulling to win in an uncertain economy: (1) pricing

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01:37:26

Operators Titans E008: DUDE Wipes (with Sean Riley)

OPERATORS ·

2026/01/01

“I’m building memories, not sales.” What if everything you thought you knew about creating a consumer brand was wrong?Matt Bertulli and Sean Frank sit down with Sean Riley, Co-Founder and Chief DUDE (CEO) of DUDE Wipes, to discuss how he and his co-founders grew to hundreds of millions in revenue — without relying on traditional ads.From going viral through gorilla marketing to landing a deal with Mark Cuban on Shark Tank to being students of culture, Sean reveals why doing what’s fun can be your

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01:04:21

From Grand Slams to Flatlines: Inside the Operator...

OPERATORS ·

2025/12/31

“What do you do when you stop winning?”In this episode, Sean and Matt drop the highlight reel and talk candidly about what it actually feels like when a once high-flying brand stalls, hits flat revenue, or even starts shrinking.They unpack why every business has a “natural size,” why top-line obsession is the laziest definition of winning, and how to think more clearly about margin compression, momentum, and your own financial security as a founder.From redefining success beyond horsepower-style

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01:37:03

Operators Titans E007: Utopia Deals (With CEO Jabran...

OPERATORS ·

2025/12/26

How do you build one of the top-five Amazon businesses in the world? Matt and Mike sit down with Jabran Niaz, co-founder of Utopia Deals and Utopia Industries. From packing boxes by hand for less than $15 an hour to running a global manufacturing operation with $770M in annual revenue and +15k employees, all without outside capital or taking on debt.This is the largest brand we’ve ever had on the show. They get into the early days of Amazon, why Utopia focused on value instead of premium pricing,

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01:08:33

E145: From Affiliate Hustler to Hydration Empire:...

OPERATORS ·

2025/12/24

“You make your money on the customer, not the acquisition.” In this episode, Sean sits down with Jordan, the media-buyer-turned-founder behind Instant Hydration, to unpack how he went from affiliate marketer—only eating what he killed—to helping scale multiple 8‑figure CPG brands into 9‑figure powerhouses using Meta ads, tight payback models, and a true growth engine mindset. They talk about why red‑ocean markets like electrolytes are actually a signal of demand, how to think about LTV,

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01:03:52

E144: Do smaller teams = bigger wins?

OPERATORS ·

2025/12/17

The operators discuss the critical balance between executing a high-stakes Q4 and planning for the upcoming fiscal year. They debate structured versus unstructured planning methodologies, with Sean and Matt favoring quarterly rocks and 18-month outlooks, while Jason relies on continuous, fluid strategic discussions driven by financial models. The conversation covers the specific role of the CEO during peak season, moving from the field to the budget office, and how to identify non-obvious growth

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01:09:05

E143: Q4 Sales Are Wild!

OPERATORS ·

2025/12/10

In this episode the operators break down their actual results from Black Friday and Cyber Monday, analyzing why some brands experienced record growth while others saw shifts in consumer behavior between the US and Canadian markets. They debate critical holiday strategies, such as the benefits of starting sales early versus maximizing profit during high-intent windows, and explore the theory that inflation is driving consumers back toward durable goods over expensive experiences. The discussion also

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01:24:31

E142: Hedge Your Ad Spend

OPERATORS ·

2025/12/03

The operators talk about the complexities of channel expansion, debating the strategic trade-offs between doubling down on digital ads versus pushing into physical retail. They discuss how pricing power acts as a form of marketing and why a $30 customer acquisition cost is becoming the floor for most brands. The conversation also explores the nuances of brand versus performance marketing, the hidden risks of international expansion into Europe compared to the US market, and how AI is reshaping

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01:18:30

E141: Cash Flow Keeps Us Rich

OPERATORS ·

2025/11/26

In this episode, the operators discuss the financial realities of scaling an e-commerce brand, discussing the discipline required to manage cash flow and the strategic decision-making behind reinvesting profits versus taking distributions. They explore the critical timeline for when a business can realistically generate free cash flow, debating the merits of allocating capital toward inventory, product development or team expansion. The conversation also covers advanced financial strategies like

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01:01:23

E140: Black Friday Just Got Wild

OPERATORS ·

2025/11/19

In this episode, the operators dive deep into the current holiday shopping landscape, analyzing Black Friday Cyber Monday strategies and the shifting behavior of consumers in a soft economy. They debate the merits of starting sales early versus waiting for the "Cyber Five," discuss the complexities of inventory management, and share insights on forecasting growth for 2025 and 2026.The conversation also explores the difference between "sexy" trend-based growth and durable

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01:11:36

E139: The future is members only fashion brands.

OPERATORS ·

2025/11/12

Jon Buscemi joins the podcast to discuss his journey from trend forecasting at DC Shoes to founding his iconic luxury sneaker brand. He shares the inside story of selling his brand to private equity and how their strategy to create an attainable luxury diffusion line was the "kiss of death", violating the rules of luxury pricing. Buscemi argues that fashion's monoculture is dead, replaced by micro-communities, and that social media has killed the discovery aspect of fashion. He details

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01:16:39

E138: Why Winners Go Broke

OPERATORS ·

2025/11/05

Cash is king, period. In this episode, the operators get real about why cash flow matters more than your P&L, EBITDA, or vanity revenue numbers. They share their worst "cash crunch" war stories, like pushing payroll or having to choose between buying inventory and paying taxes. To prove a hard lesson: even profitable businesses go bankrupt all the time. You'll learn the backward-sounding truth of e-commerce: rapid growth bleeds cash, while slowing down can actually fill your bank

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165 results

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