Podcast · 96 episodes
Operators
by OPERATORS · English
In the world of ecommerce, a legendary text group is rumored to hold the secrets to unimaginable success. The catch? You must have nine figures in revenue to gain entry. The world’s biggest brands have denied its existence for years, until now. Four titans known as the “Operators” are leaking the secret contents in an effort to share its wealth of knowledge with people like you. Sean Frank (CEO, Ridge), Jason Panzer (President, HexClad), Mike Beckham (CEO, Simple Modern) & Matt Bertulli (Founder, Pela Case x Lomi).
Latest episodes
How to Create Buying Moments: Give People a Reason to Buy All YearCreating “buying moments” outside traditional holiday demand using repeatable, non-discount promotional peaks (especially sweepstakes) to fill and clear the sales funnel throughout the year.30 Sep 2026 · 54 min
Ecommerce Subscription Playbook & Benchmarks: Operators Build (E6)Building and benchmarking an ecommerce subscription model, focusing on offer design (monthly vs quarterly), pricing/discounting strategy, conversion messaging in the buy box, cohort/LTV thinking, and…28 Sep 2026 · 1 h 23 min
How First Day’s Founder Alice Li Built a 9-Figure Kids Vitamins Brand From One SKUAlice Li, founder of First Day, explains how she built a nine-figure, mostly e-commerce family wellness brand (kids/teens/moms/dads) starting from one gummy kids multivitamin SKU in 2019, using…24 Sep 2026 · 1 h 23 min
All episodes
How to Create Buying Moments: Give People a Reason to Buy All YearCreating “buying moments” outside traditional holiday demand using repeatable, non-discount promotional peaks (especially sweepstakes) to fill and clear the sales funnel throughout the year.30 Sep 2026 · 54 min · 18 chapters
Ecommerce Subscription Playbook & Benchmarks: Operators Build (E6)Building and benchmarking an ecommerce subscription model, focusing on offer design (monthly vs quarterly), pricing/discounting strategy, conversion messaging in the buy box, cohort/LTV thinking, and…28 Sep 2026 · 1 h 23 min · 36 chapters
How First Day’s Founder Alice Li Built a 9-Figure Kids Vitamins Brand From One SKUAlice Li, founder of First Day, explains how she built a nine-figure, mostly e-commerce family wellness brand (kids/teens/moms/dads) starting from one gummy kids multivitamin SKU in 2019, using…24 Sep 2026 · 1 h 23 min · 33 chapters
30+ Black Friday Tips to Win the Holidays Like a 9-Figure Ecommerce BrandBlack Friday/Cyber Monday (BFCM) playbook for scaling 9-figure ecommerce brands: backup offers, bundles/upsells to raise AOV, pacing spend and calendars, creative reuse, inventory/supply-chain…23 Sep 2026 · 53 min · 25 chapters
Why the Hardest Part Starts After Launch: Operators Build (E5)The episode is a behind-the-scenes update on Winks’ delayed supplement launch and the “hardest part” after launch: scaling customer acquisition and proving product-market fit.21 Sep 2026 · 1 h 25 min · 37 chapters
Learning From Failure: 3 $100M+ Operators & Their Darkest MomentsThe Operators Podcast episode “Learning From Failure” focuses on three entrepreneurial operators (Curtis, Matt, Mike) sharing their darkest business moments and the specific lessons they…16 Sep 2026 · 1 h 4 min · 24 chapters
How to Design Packaging for Ecommerce Brands: Operators Build (E4)Designing ecommerce-ready packaging for Winx, a sleep powder/aid brand.14 Sep 2026 · 1 h 29 min · 33 chapters
Honeylove’s Betsie Larkin & Igor Lebovic: Building a $200M Company TogetherHoneylove’s origin and growth from a shapewear idea to a $200M+ direct-to-consumer intimate apparel company, emphasizing product obsession, customer feedback, and scaling/optimization.10 Sep 2026 · 1 h 28 min · 37 chapters
Ecommerce Therapy: 3 Nine-Figure Operators on Focus & Passion“Ecommerce Therapy” on staying focused and passionate while running fast-changing e-commerce teams in the Q4/AI era—how to choose high-leverage work, avoid organizational drift, and adjust planning…9 Sep 2026 · 56 min · 17 chapters
Starting & Formulating a Supplement Company: Operators Build (E3)How Ridge and partners are formulating and launching Winks, a family-oriented sleep supplement, focusing on custom formulation vs private label, target audience, ingredient selection, sleep-mechanism…7 Sep 2026 · 58 min · 17 chapters
12 Lessons These Ecommerce Founders Wish They’d Learned SoonerE-commerce founder “lessons” on building consumer brands for the long haul, including when to quit, how to use networks, how to validate products fast, and how to manage cash, hiring, writing, market…2 Sep 2026 · 1 h 1 min · 21 chapters
How to Create a Product From Prototype to Launch: Operators Build (E2)Product development from prototype to launch, focusing on product definition (prototype/MVP), market sizing and MOQ planning, and manufacturing/PO decisions (including co-manufacturing, ingredients,…31 Aug 2026 · 46 min · 16 chapters
eBay Resellers to 14M Pairs of Underwear: Shinesty’s Co-FoundersHow Shinesty’s co-founders built a humor-first underwear brand from reselling vintage/theme-party clothing to manufacturing and scaling “Shinesty Hammock” underwear, including the pivot to underwear…27 Aug 2026 · 1 h 36 min · 49 chapters
10 Best AI Use Cases for Ecommerce in 2026: Ranked by CEOsThe “AI Throwdown” episode ranks the best AI use cases for ecommerce in 2026, with each of four CEO-level operators arguing what’s most valuable, underrated, overrated, and least helpful.26 Aug 2026 · 1 h 6 min · 24 chapters
Every Step to Start an Ecommerce Business Revealed: Operators Build (E1)The first episode of “Operators Build” explains how a group of e-commerce operators are starting a supplement brand in public, beginning with “how to start an e-commerce business.” They discuss…24 Aug 2026 · 1 h 18 min · 33 chapters
Building Solo Past $1M in Only Year One: Help an Operator OutChristopher, founder/CEO of Home Plunge, shares how he built and grew a cold-plunge hardware product and asks for help diversifying growth beyond paid social.19 Aug 2026 · 1 h 14 min · 27 chapters
How Magic Mind Turned a Spreadsheet Into National Retail DominationThe episode is about how Magic Mind built a national retail brand for its daily mental-performance supplement shot, and how its product formulation and go-to-market evolved from a Silicon Valley…13 Aug 2026 · 1 h 42 min · 53 chapters
Why People Buy: A Practical Guide to Consumer Behavior in EcommerceConsumer behavior for ecommerce brands—why people buy, how to find the right customer and category, and how to craft offers and selling angles beyond conversion-rate tactics.12 Aug 2026 · 50 min · 20 chapters
How Ecommerce Founders Get Rich: Exits, Dividends, Debt & SalaryHow ecommerce founders get rich via five money paths: selling the business (exits), taking distributions/dividends, using debt (dividend recap or leverage), paying a salary (the “boring” way), and…5 Aug 2026 · 1 h · 24 chapters
Inside the Affiliate Marketing Strategy Behind BK Beauty’s GrowthHow BK Beauty built growth through an affiliate-like distribution strategy using beauty creators, why it focused on makeup brushes first, and how it handled major operational spikes (e.g., Ulta 21…30 Jul 2026 · 1 h 22 min · 35 chapters
How to Build a $100M Brand: 8 Rules from Leaders Who DidHow to grow an e-commerce/retail brand to $100M revenue using 8 rules (2026), focused on omnichannel growth, profitable scaling, market selection, retention, hiring, and building attention.29 Jul 2026 · 48 min · 19 chapters
Why Founders Have to Become Their Own Best MarketerFounders must market like their product is the hero—especially when they own a factory and face extreme seasonality.22 Jul 2026 · 1 h 11 min · 23 chapters
$450M, 6 Brands & 4 Countries: Why Sunil Agrawal Refuses to StopSunil Agrawal’s ShopLC/VGL Group story—how a vertically integrated jewelry and live-shopping retailer scaled to $460M revenue and 57,000 meals per school day, while repeatedly reinventing channels…16 Jul 2026 · 1 h 11 min · 37 chapters
Roman Khan: The Ecommerce Logistics Play Worth $10 BillionRoman Khan discusses why Hong Kong is an e-commerce “holy grail” for China-adjacent operators, then pivots to what he learned from his Hong Kong e-commerce summit (65 e-commerce operators) and how…15 Jul 2026 · 1 h 17 min · 36 chapters