There's a specific point in every physical product business where the math flip and you become MUCH more profitable. Below it, you're working for free. Above it, every dollar comes in at your full contribution margin rate. That point, where you flip from losing money to making it, is what I call the Profit Inflection Point. And once you understand how it works, you start making completely different decisions about pricing, hiring, ad spend, and where to focus your energy. In this video I walk through the exact math, the formula to calculate yours, and the three levers that move it, so you can spend more time above it and less time grinding to break even. Timestamps: 00:00 - Why 50% margins are possible in DTC 01:45 - How profit really gets created (most founders have this wrong) 03:30 - The Profit Inflection Point: the formula and what it tells you 05:15 - The three levers that move your inflection point 07:00 - How this changes real decisions: hiring, pricing, ad spend 09:20 - The downside risk math (and why a lower inflection point = less stress) 10:45 - Where to go from here

Most consultants and agencies will tell you their process gets better results. I want to show you the MATH behind why mine ACTUALLY does. Timestamps: 0:00 - The unified system problem 3:45 - Contribution margin: why it comes first 7:20 - Acquisition economics and opportunity 11:00 - Lifetime value: high opportunity 15:30 - Operational efficiency and the lifestyle side 20:10 - Capital return velocity 24:00 - Running the actual math 31:15 - Why most businesses never do this 37:00 - Three ways to get started

I wasted somewhere between $300,000 and $500,000 on agencies over the years, and it wasn't because they were all "bad." It was because I had no idea how to set the relationship up for success. After I sold the company, I went back and figured out exactly what I was doing wrong, and once I understood the three core problems, everything about how I work with agencies changed. Timestamps: 0:00 - The $300k+ Mistake 1:45 - Problem 1: The Laziness Problem 6:30 - Problem 2: The Puzzle Problem 12:00 - Problem 3: The Incentive Problem 18:15 - Where to Start

Most DTC brands I look at are hemorrhaging profit in dozens of different places. They're tracking the wrong metrics and have no real attribution. They're pushing products that look profitable but actually aren't. And about 15 other issues I could mention. What I've found is a healthy DTC business doesn't happen by accident. There are a specific set of foundations that separate the brands that keep compounding from the ones that stall out. In this episode I break down exactly what those are so you know where you stand and what to fix first. Timestamps: 0:00 - Why Most DTC Brands Are Leaking Profit 2:15 - The Foundation (Mission, Values, Brand DNA) 5:30 - Data: Attribution, Exec Dashboard, and the Metrics That Drive Decisions 14:00 - Marketing Systems: Research, Creative, Offer, LTV, Hidden Profit Centers 32:00 - Operations: Hiring, Accountability, Inventory, and Concentration Risk 44:00 - Finance: Clean Books, Cash Flow, Budgeting, and Vendor Negotiations 52:00 - The Full Picture and What to Do Next

Quick question... how long does it take you to break even? Whatever number you just thought of is probably wrong. Not because you're bad at math, but because you're only looking at one piece of a three-part equation. The number that actually determines whether scaling creates cash or destroys it is longer than you think. And once you see how to calculate it correctly, you start making completely different decisions. Timestamps: 0:00 - Why cash flow kills DTC brands 3:12 - What Capital Return Velocity actually is 7:45 - The three components of CRV 12:30 - Inventory: the fastest lever to pull 19:15 - Acquisition costs and hidden profit centers 26:40 - Overhead per customer and lean operations 32:10 - How improving any lever improves CRV 36:55 - How to calculate your CRV right now

For most of my career, I was obsessed with acquisition and marketing and completely neglected the operational side. Then I implemented this stuff in my own business and saw how much money it saved, how much stress it removed, and how much more peace of mind it gave me. The framework I use comes down to four things: get the right people, put them in the right seats, have them working on the right priorities, and make sure they're doing all of it efficiently. When you nail all four, you can roughly quadruple the output you're getting from your team without adding headcount. When you get it, your overhead per customer drops, which directly raises your Allowable Customer Acquisition Cost (ACAC), which lets you generate more volume, which drops overhead per customer further. It creates a beautiful self-improving cycle. Timestamps: 0:00 - Why Operations Gets Ignored 3:10 - The Double-Double Framework 7:45 - Right People: How to Stop Hiring People You Like 14:20 - Right Seats: Zone of Genius Explained 22:00 - Right Priorities: The ICE Framework 31:15 - Efficiency: Context Switching, Focus Days, and Free Days 40:30 - How This Connects to the Five Levers

Most DTC founders don't know how long it takes for a dollar spent on ads, inventory, and overhead to come back as cash. And because of that, most decisions are based on guesses instead of data. This episode walks through the five metrics that tell you what's actually happening in your business, and why the ones most DTC founders rely on give an incomplete, expensive picture. Timestamps: 0:00 - Why ROAS tells you almost nothing 6:12 - Unit economics and contribution margin 14:28 - CM-ROAS: the metric that replaces ROAS 19:45 - Lifetime value by channel and timeframe 24:10 - Overhead per customer and your ACAC 28:33 - Capital Return Velocity explained

Ever wonder why scaling ads feels impossible no matter what creative you test? Most founders are obsessed with optimizing ads when the real problem is sitting upstream in the offer itself. I've helped create at least five offers that hit eight figures, including my own, and across my career I've generated over $200 million in revenue. When writing The Scalable Profit Model, I condensed what I learned into a framework called the Scalable Offer Score. It's ten components across three categories, and it tells you exactly where your offer is broken and what to fix first. In this episode we do a deep-dive into that framework so you can have a step-by-step system for improving your acquisition economics. Timestamps: 0:00 - Why your offer is the real constraint 2:14 - Pain severity and who you're targeting 6:45 - Market timing as a tailwind 11:30 - Reading the competitive landscape 14:22 - Perceived value: the three factors 19:10 - Outcome speed and believability 23:45 - Ease of results 27:18 - Certainty and proof 32:40 - Offer uniqueness 36:55 - Economic scalability and ascension

A 30% increase in lifetime value (LTV) can produce a 90% increase in profit, with no new customers, no new ad spend, and the same business, the same products, and the same traffic. That number surprises a lot of people when I ran the math on it, but once you see how the math actually works, it makes complete sense. The problem is most founders are measuring LTV completely wrong, and making major acquisition decisions based on a number that doesn't mean what they think it means. Timestamps: 0:00 - Why doubling customers is the hard way 2:15 - The three problems with how most measure LTV 8:30 - What contribution margin-adjusted LTV looks like 14:00 - Breaking LTV down by cohort and channel 20:45 - The profit math: a 30% LTV improvement 26:00 - The three pillars of increasing LTV 38:15 - The hybrid product model and why it matters

Ever hit a point where you're spending more on ads and somehow making less? There's a reason for that, and it's not your creative. The real answer is your acquisition economics. The combination of your conversion efficiency, economic efficiency, and allowable cost per acquisition. I break it all down in this episode. Timestamps: 0:00 - Why ROAS Gets You in Trouble 1:45 - CM-ROAS: The Metric That Actually Matters 3:30 - Conversion Efficiency vs. Economic Efficiency 5:15 - How to Calculate Your Real ACAC 8:00 - Four Levers to Raise Your ACAC 16:00 - Why Your Agency's Incentives Work Against You 18:45 - Where to Start

If you don't know your contribution margin, you're flying blind. And unfortunately, most of the clients I work with don't even know what contribution margin is, let alone have an accurate number for it. This episode walks you through why contribution margin is so crucial, why it's a much better metric than gross margin for DTC founders, how to calculate it, and mistakes to avoid when doing so. Timestamps: 0:00 - Gross margin vs. Contribution margin 4:15 - Every variable cost you're probably missing 9:30 - The 14% margin story 14:00 - How pricing actually moves profit 20:45 - Promotions, discounts, and where the money actually goes 27:00 - How to run your own contribution margin audit Output 2: Episode Notes (Markdown) If you don't know your contribution margin, you're flying blind. And unfortunately, most of the clients I work with don't even know what…

Most entrepreneurs have a giant list of things they could be working on. And the problem isn't the list, it's that they have no way of knowing which things on that list actually move the needle versus which ones just feel productive. In this episode, I walk through the mental model I use with every client to cut through the noise and find the two types of opportunities that matter: leaky buckets quietly draining profit you've already earned, and hidden profit centers sitting dark because nobody built them yet. Timestamps: 0:00 - The two buckets that control every priority 4:15 - Leaky buckets: where profit disappears before you see it 9:30 - The 62% SKU problem 14:00 - Hidden profit centers: adding profit that isn't there yet 20:45 - The call center that added 50-75% more profit 27:00 - How to prioritize leaks vs. Profit centers 32:15 - The…

In this episode, I break down what a Profit Model is: the full journey a dollar takes from the moment you invest it into acquiring customers until the moment it comes back as usable cash and profit. Most people can't map that journey, yet they're making scaling decisions every single day without it. I walk through all five levers that control profit in a physical product business. Contribution Margin, Acquisition Economics, Lifetime Value, Operational Efficiency, and Capital Return Velocity, and show you exactly how they connect as one system. The math on this is striking: a 10% improvement in acquisition alone grows profit roughly 35%. The same 10% improvement across all five levers gets you somewhere in the range of 150-175% profit growth. That's nearly five times the result from the same amount of effort. If your revenue is growing but profit…

Welcome to the Scalable Growth podcast! In this first episode is me telling you exactly who I am, why I built this podcast, and what you're actually going to get from it. That means walking through my career including writing direct response copy, running an 8-figure portfolio company, launching and selling Peak Biome, and learning more about how physical product businesses work than anything else I've done in 18 years. It also means breaking down the five levers that control every dollar in your business, why most founders only pull one of them, and what that gap costs you. If you're doing $1M to $20M in physical products and you've ever grown revenue while your profit shrank, I built this podcast for you. Timestamps: 0:00 - Why I Built This Podcast 3:10 - From Copywriter to Entrepreneur 8:45 - Running an 8-Figure Business 14:20 - Launching Peak Biome 20:05 - The Five Profit Levers 38:00 - Where You Are and What It Means 45:30 - What's Coming on This Podcast