What To Do Next

Highbeam
  • 5.0 (1)
  • Business
  • Semiweekly

Successful founders share the decisions that can make or break your business, so you can anticipate what's coming and build your own competitive advantage.

  1. 1d ago

    He Had $400K in Debt and No Buyers. So He Killed Wholesale.

    What do you do when the stores stop buying, the bank account is nearly empty, and everyone in your industry says your backup plan can’t work? In this episode of What To Do Next, David Segal, founder of DAVIDsTEA and president of Highbeam, sits down with Bret Rasmussen, founder of KURU Footwear, who launched into retail right as the 2008 financial crisis hit. Bret explains why he refused to shut the company down, how a handful of customers calling in revealed what KURU actually was, and why he went 100% direct-to-consumer before “DTC” was even a term. They also dig into the $175 Yahoo ad voucher that sold his first pairs online, the platform migration that left KURU with $28K in the bank against a $150K monthly payroll, the “scrappy and smart” philosophy behind bootstrapping, and the $7-a-night guesthouse where he learned how shoes are made. In this episode, you will learn: Why survival, not confidence, drove KURU’s biggest decisions How to go direct-to-consumer when your industry says it can’t work What to do when customers tell you what your brand really is The difference between demand satisfaction and demand creation Why to be patient for growth but impatient for profit How KURU survived a cash crisis that should have ended the company Why getting curious beats getting defensive with an unhappy customer Sometimes the best decisions come from having no other choice. Learn more about Highbeam → highbeam.com Love the podcast? Don’t forget to subscribe and leave a review!

  2. 2d ago

    Why Most Celebrity Brands Fail (and How Homecourt Didn’t)

    What do you do when a celebrity hires you to launch a candle company, and you see a much bigger idea? In this episode of What To Do Next, David Segal, founder of DAVIDsTEA and president of Highbeam, sits down with Sarah Jahnke, CEO and co-founder of Homecourt, the “beauty for the home” brand she built with Courteney Cox. Sarah shares why she left L’Oréal mid-pandemic to take the CEO job before the company fully existed, how realizing Courteney was “Monica, the clean freak” turned a candle line into a new category, and why most celebrity brands fail when the product can’t stand on its own. They also cover doubling the business every year with fewer than five full-time employees, raising an $8 million Series A, growing into 300+ retail doors, founder loneliness, manufacturing in Los Angeles, and what a supplier failure taught her about single points of failure. In this episode, you will learn: Why a celebrity brand has to work even without the celebrity How to turn a product into a brand, and a brand into a new category Why to professionalize early and know your numbers How to make every new hire pay for itself When to walk away from a channel like TikTok Shop Why launching small with retailers can lead to a bigger launch How the ABC framework helps you scale What a supplier failure taught her about single points of failure You’ve got to know your numbers, even if you’re the creative. Learn more about Highbeam → highbeam.com Love the podcast? Don’t forget to subscribe and leave a review!

  3. Jul 21

    How HigherDose Built A Luxury Brand In A Commodity Market | Katie Kaps

    HigherDOSE began as a single infrared sauna spa. Today, it's a multi-channel wellness brand with products sold online and through high-end retailers. In this episode of What to Do Next, Katie Kaps, co-founder of HigherDOSE, joins host David Segal to discuss how that transformation happened. They explore the decisions that shaped the company's growth, from launching the sauna blanket and positioning a premium brand to choosing debt over additional venture capital, expanding into retail, managing inventory, and navigating the challenges of entrepreneurship. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ — Where to find Katie Kaps: • Instagram: https://www.instagram.com/ktkaps • LinkedIn: https://www.linkedin.com/in/katiekaps • Website: https://katiekaps.com Where to find David Segal:  • Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ — Timestamps: (00:00) Intro (01:02) HigherDOSE overview (02:13) Launching HigherDOSE (03:32) Retail partnerships (04:25) First location business model (05:50) The sauna blanket (08:02) Why products won (10:32) Pandemic product shift (13:07) Debt vs. equity (15:18) Raising prices (19:04) Brand over design (23:50) Saying yes (26:18) Landing in Sephora (29:03) Cash flow vs. inventory (31:42) Choosing products (35:37) Measuring product success (36:48) Why physical locations mattered (37:50) What's next (39:00) Entrepreneurship (42:48) Lightning round — Referenced: • HigherDOSE: https://higherdose.com • Sephora: https://www.sephora.com • Bluemercury: https://bluemercury.com • Nordstrom: https://www.nordstrom.com • Amazon: https://www.amazon.com • abc carpet & home: https://abchome.com • 11 Howard: https://www.11howard.com • Equinox: https://www.equinox.com • Clearlight: https://infraredsauna.com  • BIOHACK-HERS: https://www.youtube.com/playlist?list=PLtt3Vc8Sfqz2rWmxlkgDdcqUJp4fkWY1v • TD: https://www.tdsecurities.com • QVC: https://www.qvc.com • Ben Greenfield’s website: https://bengreenfieldlife.com • Tough Mudder: https://toughmudder.com • Will Dean on Instagram: https://www.instagram.com/foundingmudder • The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses: https://www.amazon.com/dp/0307887898

  4. Jul 7

    Bala's Max Kislevitz: How We Sold 3.5 Million Bangles After Almost Going Broke

    Max Kislevitz is the co-founder of Bala, the fitness brand that reimagined workout equipment through thoughtful design. Before launching Bala with his wife, Natalie, Max spent more than a decade in advertising, working with global brands, and applied those lessons to his own business. In this episode of What to Do Next, host David Segal speaks with Max about building Bala from a side project into a category-defining fitness brand. They discuss the company's early days selling weighted bangles, the momentum that followed its Shark Tank appearance, its expansion beyond its first product, and the lessons learned about branding, inventory, retail partnerships, and sustainable growth. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ — Where to find Max Kislevitz: • LinkedIn: https://www.linkedin.com/in/maximilian-kislevitz-12b147b • Instagram: https://www.instagram.com/mkislevitz • Website: https://shopbala.com Where to find David Segal:  • Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠  • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ — Timestamps: (00:00) Intro (01:04) An overview of Bala (03:42) Bootstrapping Bala as a side project (11:24) Being proactive vs. being reactive  (13:27) Dealing with knockoffs (16:44) The limits of design patents (18:29) Finding Bala's early customers (21:22) Knowing who your customer isn’t (23:55) Why they were comfortable with slow growth (24:52) How Shark Tank and COVID accelerated Bala (28:20) Working with Maria Sharapova and Mark Cuban (31:58) Bala's biggest early inventory mistake (35:09) Managing inventory and retailer relationships (37:49) Running a business with your spouse (40:23) From Bala Bangles to Bala (42:15) Knowing when to go full-time (45:22) Lightning round — Referenced: • Bala: https://shopbala.com • 72andSunny: https://www.72andsunny.com • Kickstarter: https://www.kickstarter.com • Shopify: https://www.shopify.com  • Murphy’s law: https://en.wikipedia.org/wiki/Murphy%27s_law • Goop: https://goop.com • Free People: https://www.freepeople.com • Anthropologie: https://www.anthropologie.com • Hermes: https://www.hermes.com • Shark Tank: https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23 • Mark Cuban on LinkedIn: https://www.linkedin.com/in/mark-cuban-06a0755b  • Maria Sharapova on LinkedIn: https://www.linkedin.com/in/maria-sharapova • Seth Godin’s website: https://www.sethgodin.com

  5. Jun 23

    The Community Flywheel Behind Spikeball’s Massive Growth | Chris Ruder

    Chris Ruder didn't invent Spikeball. He resurrected it. After discovering that the game had disappeared from store shelves, Chris and a group of friends set out to bring it back as a side project. Eighteen years later, Spikeball has grown into a global brand, a thriving community, and a sport played everywhere from college campuses to ESPN tournaments. In this episode of What to Do Next, host David Segal talks with Chris about the decision to bootstrap the company, the challenges of navigating Spikeball's post-COVID inventory crisis, and what he's learned from nearly two decades of building the business. They discuss the psychology of entrepreneurship, what Shark Tank was really like behind the scenes, why community matters more than competition, and why Chris ultimately chose to separate the sport of roundnet from the Spikeball brand. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠ — Where to find Chris Ruder: • X: https://x.com/spikeballchris • LinkedIn: https://www.linkedin.com/in/chrisruder  • Website: https://www.spikeball.com Where to find David Segal:  • Website: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠  • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠  • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠⁠ — Timestamps: (00:00) Intro (01:13) How Chris resurrected Spikeball after it disappeared for 17 years (04:07) Why Chris chose slow, bootstrapped growth over outside capital (05:56) From record growth to excess inventory: Spikeball's post-COVID reckoning (11:20) Why Spikeball rewards community builders instead of winners (14:07) Why casual players are critical to growing the sport (15:46) From side hustle to going all in on Spikeball (20:03) Managing the highs and lows of entrepreneurship (25:29) Spikeball on Shark Tank (29:58) Lessons from managing inventory (32:40) The debate over discounting and brand value (35:38) How to build community by facilitating, not controlling it (43:48) Why Chris separated the sport from the Spikeball brand (49:57) Lightning round  — Referenced: • Spikeball: https://www.spikeball.com • Warren Buffett on X: https://x.com/WarrenBuffett • Live Nation: https://www.livenation.com • Graham Weaver’s website: https://www.grahamweaver.com • Shark Tank: https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23 • Mark Cuban on LinkedIn: linkedin.com/in/mark-cuban-06a0755b  • Daymond John on LinkedIn: https://www.linkedin.com/in/daymondjohn • Shark Tank Season 6 Finale: Spikeball, Shark Wheel & More: https://www.sharktankblog.com/shark-tank/shark-tank-episodes/shark-tank-season-6-episodes/episode-623-season-6-finale • NYC Roundnet on Instagram: https://www.instagram.com/nycroundnet • SD Roundnet: https://sandiegosocialleagues.org/spikeball • Titan set: https://www.spikeball.com/products/titan-set • Paris Saint-Germain: https://www.psg.fr • CrossFit: https://www.crossfit.com  • Rollerblade: https://www.rollerblade.com • Mary Horwath’s website: https://www.maryhorwath.com  • James Naismith: https://en.wikipedia.org/wiki/James_Naismith  • Yeti: https://www.yeti.com

  6. Jun 9

    Fired for Being "Too Disruptive"—Then Built America's Fastest-Selling Backpack | Marcus Harvey

    Marcus Harvey got fired from his first job out of college for being too disruptive. Instead of looking for another job, he decided to build something of his own. Before launching Portland Gear, Marcus bought the @Portland Instagram account and began building a community around the city he loved. What started as an Instagram page eventually became one of the Pacific Northwest's most recognizable lifestyle brands, growing from apparel and pop-ups into retail stores, travel gear, and a devoted customer base. In this episode of What to Do Next, host David Segal talks with Marcus about building a community before building a business, bootstrapping one step at a time, buying out his first investor, and expanding beyond Portland without losing the brand's identity. They also discuss Marcus's approach to evaluating opportunities, why he embraces disruption, why he has no regrets about the mistakes he's made, and the financial discipline that has helped Portland Gear grow on its own terms. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠ — Where to find Marcus Harvey: • X: https://x.com/marcusharvey  • LinkedIn: https://www.linkedin.com/in/marcusharveypdx • Book: Product of the People: How Portland Gear Harnessed the Pride of Rose City: https://www.amazon.com/Product-People-Portland-Harnessed-Pride/dp/1544536119 Where to find David Segal:  • Website: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠⁠  • YouTube: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠⁠  • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠⁠ — Timestamps: (00:00) Intro (01:06) Portland Gear’s origin story (04:51) Why Marcus started with an audience before a product (08:31) Why Marcus paid for the @Portland Instagram account  (10:38) Turning @Portland into a business (13:01) Buying out his first investor and rethinking fundraising (16:36) Finding support as a founder  (20:16) Why Marcus plays the long game  (21:46) Why Marcus embraces disruption (23:08) Why Marcus chose to open a retail store  (25:50) Why Portland Gear doesn’t manufacture in Portland  (27:20) Growing beyond Portland while staying true to the brand (29:22) How Portland Gear approaches growth opportunities (31:32) The pros and cons of working with a close friend (33:04) Why he has no regrets  (34:48) Minimizing losses from flawed inventory (38:33) Marcus's approach to financial discipline (42:17) Lightning round  — Referenced: • Portland Gear: https://portlandgear.com • Nike: https://www.nike.com • Wieden + Kennedy: https://www.wk.com • Columbia: https://www.columbia.com • Shark Tank: https://abc.com/show/535e2b07-18a9-4d94-9803-9ed8257b9d23 • WeWork: https://www.wework.com • Vistage: https://www.vistage.com • YPO: https://www.ypo.org • Shoe Dog: A Memoir by the Creator of Nike: https://www.amazon.com/Shoe-Dog-Memoir-Creator-Nike/dp/1501135910 • How Cuts Clothing Hit $400M by Mastering the One Thing Most Founders Ignore: https://www.youtube.com/watch?v=v97Y_0lcMLk

  7. May 26

    The Playbook Behind Original Grain’s 8-Figure Growth: Kickstarter, Facebook Ads, and Brand Storytelling | Ryan Beltran

    Ryan Beltran moved to China to learn how products get made, immersing himself in the manufacturing world long before he had a clear business idea. That experience became the foundation for Original Grain, the watch brand he co-founded that went on to become one of Kickstarter’s largest fashion campaigns at the time. In this episode of What to Do Next, host David Segal talks with Ryan Beltran about his decision to move to China and learn manufacturing from the ground up, the moment he discovered the idea that became Original Grain, and the lessons he’s learned building the business. They discuss early pricing and marketing decisions, what Ryan would do differently if he were starting today, how he approaches supplier and licensing relationships, and how he is thinking about testing new categories and influencer partnerships. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠ — Where to find Ryan Beltran: • X: https://x.com/ryanbeltran • LinkedIn: https://www.linkedin.com/in/ryan-beltran • Website: https://www.originalgrain.com Where to find David Segal:  • Website: ⁠⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠⁠  • YouTube: ⁠⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠⁠  • LinkedIn: ⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠⁠ — Timestamps: (00:00) Intro (00:52) An overview of Original Grain (01:55) Why Ryan moved to China to learn manufacturing (05:47) Meeting “China Mike” and building connections in China (08:18) Ryan’s early ideation process (10:58) Discovering the sample that sparked Original Grain (13:12) Selling at the Canton Fair and launching on Kickstarter (16:55) Why Original Grain initially sold product bundles (18:38) Early pricing and marketing strategies (20:36) What Ryan would do differently today, and what held him back early on (24:46) Building relationships with suppliers (26:20) Original Grain’s brand partnerships and how licensing works (32:02) How Original Grain got into reclaimed materials  (35:20) The challenges of licensing the Golden State Warriors (37:50) How licensing deals work (38:53) An early mistake with leather watch bands (40:11) Balancing expansion into new categories with doubling down on the core business (42:00) The typical sales cycle of a generational watch brand (43:42) Ryan’s new approach to influencer partnerships using Trybe (46:25) Lightning round — Referenced: • Original Grain: https://www.originalgrain.com • The Portland Trail Blazers: https://www.nba.com/blazers • The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich: https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357 • Alibaba: https://www.alibaba.com • Canton Fair: https://www.cantonfair.org.cn • CES: https://www.ces.tech • Kickstarter: https://www.kickstarter.com • Andrew Beltran on LinkedIn: https://www.linkedin.com/in/andrew-beltran-15344597 • Original Grain Kickstarter Video: https://www.youtube.com/watch?v=FA-qOuU40dc • Fossil: https://www.fossil.com • Seiko: https://www.seikowatches.com • Casio: https://www.casio.com • Timex: https://timex.com • Swatch: https://www.swatch.com • Shopify: https://www.shopify.com • Jelly Roll’s website: https://jellyroll615.com • Jelly Roll joins OG: https://www.tiktok.com/@original_grain/video/7484373355844652334 • Bob Marley Exodus watch: https://www.originalgrain.com/products/bob-marley-exodus • Rolex on Acquired: https://www.acquired.fm/episodes/rolex • Trybe: https://jointrybe.com • Lukas Pakter on LinkedIn: https://www.linkedin.com/in/lukas-pakter-402117204 • Ridge Wallet: https://ridge.com • Real Tree: https://realtree.com • Seth Godin’s website: https://www.sethgodin.com

  8. May 12

    I Quit a $500K Salary to Sell Supplements — Here's What No One Tells You About Starting Over

    Novisa Petrusich, CFO and co-founder of Graymatter, left a high-paying career in finance to help build Graymatter, a plant-based cognitive supplement company offering a natural alternative to traditional stimulants for improved focus and mental clarity. In this episode of What to Do Next, Novisa joins host David Segal to talk about the operational realities of building a modern consumer brand. He shares how Graymatter navigated a manufacturer's bankruptcy shortly after the founders went all in on the business, how the company approaches forecasting and inventory risk, and why customer segmentation became central to its growth strategy. Novisa also reflects on applying his finance background to the realities of operating a consumer business, what he has learned while scaling Graymatter, and how the company thinks about brand, positioning, and long-term growth. — Brought to you by: Highbeam—Grow your brand with Highbeam’s cash management platform: ⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠ — Where to find Novisa Petrusich: • Instagram: https://www.instagram.com/novi_p  • LinkedIn: https://www.linkedin.com/in/novisa-m-petrusich-ba5358118 Where to find David Segal:  • Website: ⁠⁠⁠⁠⁠⁠https://www.highbeam.com/⁠⁠⁠⁠⁠⁠  • YouTube: ⁠⁠⁠⁠⁠⁠https://www.youtube.com/@wtdn.podcast⁠⁠⁠⁠⁠⁠  • LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/david-segal-80b6079⁠⁠⁠⁠⁠⁠ — Timestamps: (00:00) Intro (01:15) An overview of Graymatter (02:25) Novisa’s background (03:30) How Novisa met Jim and cofounded Graymatter (07:58) Quitting their jobs to go all in on Graymatter (14:38) Saving their manufacturer after a bankruptcy crisis (18:54) Graymatter’s contingency plans (20:47) How Graymatter’s forecasting limits inventory risk (23:20) Maintaining safety stock with the supplier (25:20) How Novisa and Jim complement each other across product, finance, and go-to-market (27:15) How Graymatter identified its three ICPs (34:49) Turning customer data into insights  (35:38) How Novisa learned to think like a CFO (39:24) The value of a beginner’s mindset (41:19) What’s next for Graymatter (43:00) Graymatter’s backup plans if channels fail (45:02) Leveraging AI to scale  (47:04) Novisa’s strengths, and what he’s still learning (50:56) Lightning round — Referenced: • Graymatter: https://trygraymatter.com • PwC: https://www.pwc.com • Shopify: https://www.shopify.com • Klaviyo: https://www.klaviyo.com • Jim Phillips on LinkedIn: https://www.linkedin.com/in/jim-phillips-5978827 • Charm: https://info.charm.io • Jimmy Hugill on LinkedIn: https://www.linkedin.com/in/james-hugill • Driver: https://www.driver.ai • The Way: https://www.thewayapp.com • Athletic Greens: https://drinkag1.com • Nik Sharma’s website: https://www.nik.co

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About

Successful founders share the decisions that can make or break your business, so you can anticipate what's coming and build your own competitive advantage.

Information

  • Creator
    Highbeam
  • Years Active
    2026
  • Episodes
    14
  • Rating
    Explicit
  • Copyright
    © Highbeam
  • Show Website
    What To Do Next