Eating Glass

Will Nitze (IQBAR) + Joe Lemay (Rocketbook)
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Eating Glass

Welcome to Eating Glass! It's a podcast where we ask startup founders the questions no one else will. Our goal? Reveal what it's actually like to start, scale, and exit a company. Hosted by Joe Lemay, who bootstrapped his reusable notebook company Rocketbook to a $50M exit and Will Nitze, Founder/CEO at IQBAR, a nutrition company he's taken to $40M+ in annual revenue.

  1. JUL 31

    Tom First (Nantucket Nectars & Culture Pop) | Juicing a $100M Beverage Brand

    We delve into the journey of Tom First, founder of Nantucket Nectars & Culture Pop. Discover the challenges and triumphs of building a beloved brand, the importance of authenticity in product development, and the lessons learned from navigating the beverage industry. Tom shares his experiences from the early days of creating a juice company that redefined the market to the strategic decisions that led to its success. Learn about the critical moments that shaped Nantucket Nectars, the philosophy behind making a product to be proud of, and the personal and professional dynamics of co-founding a business. Tom also discusses his new venture, Culture Pop, and how it continues his passion for creating innovative and healthy beverages. Sponsors: Ramp IQBar - Amazon Chapters: [00:00:00] Brand Building Challenges  [00:00:34] Meet the Hosts  [00:02:00] Introducing Sponsors  [00:02:45] Welcome Tom First  [00:04:00] Culture Pop Origins  [00:06:30] Early Business Lessons  [00:08:00] Nantucket Nectars Beginnings  [00:10:45] Defining Soda and Seltzer  [00:15:00] Early Business Challenges  [00:17:30] Competing with Big Brands  [00:20:00] Building a National Brand  [00:21:45] Importance of Storytelling  [00:24:00] Key Decisions in Business  [00:27:00] Impact of Selling Business  [00:31:00] Moving Beyond Nectars  [00:34:00] Investor Dynamics  [00:37:30] Post-Nectars Ventures  [00:43:00] Developing Culture Pop  [00:49:00] Market Positioning  [00:52:30] Raising Capital  [00:54:00] Future of Functional Soda  [01:00:00] Advice for Entrepreneurs  [01:02:00] Building a Strong Team  [01:05:00] Personal Impact of Business  [01:07:00] Defining Success Today ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with Tom: Culture Pop: https://drinkculturepop.com/X: https://x.com/drinkculturepop LinkedIn: https://www.linkedin.com/in/tom-first-532ab55/

    1h 9m

  2. JUL 24

    Mike Beckham (Simple Modern) | Missionary turned $225M drink-ware mogul

    Join us as we sit down with Mike Beckham, the co-founder and CEO of Simple Modern, a company that has gone from challenger to incumbent in the drinkware industry with a unique blend of style, quality, and philanthropy. Mike shares his journey from the nonprofit world to building a $250M+ profitable business, emphasizing the importance of mission-driven entrepreneurship. Discover how Simple Modern's commitment to giving away 10% of their profits has not only shaped their company culture but also fueled their remarkable success. This episode is packed with insights on scaling, maintaining a strong organizational ethos, and the real meaning behind business excellence. Don’t miss out on this inspiring conversation that goes beyond business to explore deeper questions of purpose and impact. Sponsors: Ramp IQBar - Amazon Chapters: 00:00:00 - Scaling and Overstimulation  00:00:25 - Welcome to Eating Glass  00:02:45 - Introduction to Mike Beckham  00:03:45 - Nonprofit World Insights  00:05:45 - Business with Dual Purposes  00:07:45 - Impact of Previous Experiences  00:09:00 - Quality of Life Insights  00:11:00 - Money and Contentment  00:12:00 - Responsibility and Trade-offs  00:13:45 - Rapid Company Growth  00:16:00 - Working with Family  00:17:45 - Business Partnerships  00:19:00 - Product Longevity Surprises  00:21:15 - Breaking Growth Barriers  00:22:30 - Sales Channels Expansion  00:23:00 - Drinkware Market Fragmentation  00:24:45 - Fashion and Trends  00:25:45 - Domestic Manufacturing  00:26:15 - Oreo Principle  00:27:45 - Challenges of Growth  00:29:45 - Entrepreneurship Motivations  00:31:00 - Market Opportunities  00:33:45 - Customer Satisfaction  00:34:45 - Amazon Strategy  00:36:15 - Product Excellence  00:38:00 - Digital Tools Advantage  00:40:00 - Brand Evolution  00:42:00 - Pricing Strategy  00:43:00 - Operational Excellence  00:45:15 - Competitive Advantages  00:47:00 - Challenger Brand Strategies  00:49:00 - Value and Quality  00:51:00 - Growth and Inventory  00:53:00 - Product Trends  00:55:00 - Licensing and Customization  00:57:15 - Focus vs. Variety  00:58:45 - Scaling and Distribution  01:00:15 - Strategic Insights  01:02:15 - Direct Response Marketing  01:04:00 - Business Model and Philanthropy  01:07:00 - Motivating the Team  01:10:00 - Building Organizational Values  01:12:45 - Financial Discipline  01:15:00 - Banking Relationships  01:18:00 - Forecasting and Growth  01:20:00 - Collateral and Credit  01:22:45 - Rapid Fire Questions  01:24:15 - Entrepreneurial Truths  01:25:45 - Startup Myths  01:27:15 - Personal Value Proposition  01:28:45 - Biggest Mistakes  01:30:00 - Personal Life Impact  01:32:45 - Long-Term Impact  01:35:00 - External Validation  01:36:15 - Hiring Strategy  01:37:30 - Cultural and Character Moats  01:39:00 - Wrapping Up ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with Mike: Website: https://www.mikebeckhamblog.com/X: https://x.com/mikebeckhamsm Instagram: https://www.instagram.com/mikebeckham/ LinkedIn: https://www.linkedin.com/in/mikebeckhamsm/

    1h 39m

  3. JUN 26

    Peter Rahal (RXBAR & David Protein) | The $600M Man Gets Back Into Bars

    Joe and Will sit down with Peter Rahal, co-founder of RXBAR, to delve into his journey from a challenging school experience to creating one of the most iconic protein bars on the market. Peter shares how early adversity shaped his relentless drive, the innovative approach behind RXBAR's success, and the pivotal moments that led to a $600 million exit to Kellogg's. Tune in to hear valuable insights on product development, navigating the nutrition bar market, and the importance of embracing failure. Chapters: [00:00:00] Peter Rahal's early challenges [00:03:00] Harnessing adversity [00:08:00] The origin of RXBAR [00:14:00] The importance of product iteration [00:23:00] Scaling without external funding [00:32:00] The legendary rebranding of RXBAR [00:45:00] The decision to sell [01:00:00] Launching David [01:12:00] Rapid fire ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with Peter: Website: https://davidprotein.com/ Instagram: https://www.instagram.com/peterrahal/?hl=en LinkedIn: https://www.linkedin.com/in/peter-rahal-037bba43/

    1h 16m

  4. JUN 19

    Anne Mahlum (SolidCore) | Non-Profit to $100M+ Fitness Phenom

    In this episode of Eating Glass, we sit down with Anne Mahlum, founder of Back on My Feet and SolidCore. Anne shares her incredible journey from growing up in North Dakota with an addict father, to starting a running club for the homeless, and ultimately building a nationwide fitness empire. Discover how Anne’s personal struggles fueled her drive to create impactful businesses, and learn the secrets behind scaling and maintaining a successful company. Tune in to hear about her unique approach to community building, overcoming challenges, and her vision for the future. Chapters: [00:00:00] Anne's Early Life and Challenges [00:00:11] Podcast Introduction [00:01:40] Ramp Sponsorship [00:02:40] Anne's Background [00:04:15] Starting a Running Club [00:06:00] Scaling Back on My Feet [00:07:52] Discovering Pilates and SolidCore [00:09:55] Early Stages of SolidCore [00:11:00] Building Community in Fitness [00:12:15] Nonprofits vs. For-Profits [00:13:30] Marketing and Brand Niches [00:15:15] Retention and Success Metrics [00:16:30] Brick and Mortar Challenges [00:18:45] Scaling and Geographic Expansion [00:21:00] Vertical Integration and Innovation [00:23:00] Community Building Strategies [00:25:30] Trust and Customer Relationships [00:27:15] Fitness Trends and Resilience [00:31:00] Selling a Company [00:35:15] Taking Money Off the Table [00:39:00] Money and Success Philosophy [00:43:00] Future Aspirations and Advising [00:47:45] Selling to Private Equity [00:52:15] Problem Solving and Leadership [00:56:00] Rapid Fire Questions [01:00:15] Episode Wrap-Up ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with Anne: Website: https://www.annemahlum.com/ Instagram: https://www.instagram.com/annemahlum/?hl=en LinkedIn: https://www.linkedin.com/in/anne-mahlum/

    1h 1m

  5. JUN 5

    Will Nitze (IQBAR) | Blitzscaling Brain Food to $50M+/year

    We're getting meta as Joe interviews Will! Will Nitze is the founder and CEO of nutrition company IQBar. He shares his unconventional journey of growing his CPG business. Will discusses the importance of focusing on operational excellence and scaling quickly by taking calculated risks. He also dives into his contrarian approach to hiring, fundraising, and going to market, emphasizing the value of trust and taking advantage of opportunities others may deem too early. Throughout the conversation, Will offers candid insights on the challenges and rewards of entrepreneurship, the future of IQBar, and his personal aspirations beyond this venture. [00:00:00] Introduction[00:03:04] Will's background and starting IQBar[00:08:45] Early days of product development and manufacturing[00:14:35] Fundraising strategy and dilution[00:17:37] Measuring repeat purchase rate and customer retention[00:18:50] Marketing strategy and growing the business[00:20:21] Using Kickstarter[00:24:19] Expanding product lines[00:29:30] Breaking conventional wisdom[00:34:50] Building a team and thoughts on nepotism[00:38:17] LinkedIn strategy [00:40:39] Thoughts on selling[00:50:28] Rapid fire questions ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with Will: IQBar: https://www.eatiqbar.com/ LinkedIn: https://www.linkedin.com/in/will-nitze/X: https://x.com/willnitze

    55 min

  6. MAY 29

    Chris Hunter (Four Loko & Koia) | An Alcohol Icon Hard-Pivots to Health

    Chris Hunter, of Four Loko & Koia, shares his wild entrepreneurial journey. From the meteoric rise and regulatory battles of Four Loko to launching the plant-based protein drink Koia, Chris gets personal about the challenges of building businesses in highly regulated industries. He discusses lessons learned from tumultuous business partnerships, the decision to vertically integrate, and how personal growth and reflection have shaped his leadership style. Chris also opens up about his upbringing and how it instilled the grit and resilience needed to overcome entrepreneurial adversity. Tune in for a candid conversation on the realities of building iconic beverage brands. Chapters [00:00:00] - Introduction[00:02:58] - Chris Hunter's Background and Companies (Phusion Projects and Koia)[00:05:04] - How Success Has Changed Chris[00:12:56] - Chris's Early Years and Troubled Past[00:16:39] - Grit and Resilience in Entrepreneurship[00:17:46] - Navigating Identity as the "Four Loko Guy"[00:21:36] - Lessons Learned from Business Partnerships[00:29:26] - Operating in Highly Regulated Markets[00:33:57] - Challenges of the Ready-to-Drink Beverage Industry[00:36:20] - The Decision to Vertically Integrate[00:40:51] - The Koia Journey: Vision and Evolution[00:44:51] - Humility, Ego, and Confidence in Entrepreneurship[00:50:45] - Harnessing Emotions as Entrepreneurial Fuel[00:58:28] - The Role of Coaches, Peer Groups, and Psychedelics in Personal Growth[01:03:11] - Writing a Candid and Personal Book[01:11:17] - Rapid Fire Questions[01:14:16] - Conclusion ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with  Chris: Chris' Book: https://www.amazon.com/dp/1963678028?ref_=cm_sw_r_cp_ud_dp_PY8TMGHWK9J8Q4ARPF1WKoia: https://drinkkoia.com/ LinkedIn: https://www.linkedin.com/in/christopher-hunter-890a2315/

    1h 15m

  7. MAY 22

    Sean Riley (DUDE Wipes) | The $150M+ Man Wiping America’s Asses

    Sean Riley, CEO and co-founder of Dude Wipes, shares the story of how he and his friends started the company from their apartment with the goal of creating a better way to wipe. He discusses the challenges of bootstrapping the business, building the bold and irreverent Dude Wipes brand, and scaling the company to over $150 million in revenue. Sean dives into topics like viral marketing, focus and saying no, hiring, company culture, and his long-term vision for Dude Wipes. An insightful and entertaining look at building an iconic CPG brand. [00:00:00] - Intro and Origin Story[00:04:21] - Starting Dude Wipes[00:08:12] - Bootstrapping Out of Necessity[00:11:10] - Founder Dynamics and Goals[00:13:00] - Developing the Dude Wipes Brand[00:18:25] - Hiring Consultants vs Employees[00:23:15] - Dude Wipes Company Culture[00:25:11] - Word of Mouth Marketing[00:28:46] - Making Butt Wipes Fun[00:31:13] - Brand Positioning and Moats[00:33:00] - Evolving Brand and Gender Dynamics[00:36:56] - Defining the Dude Wipes Enemy[00:39:30] - Personal Branding Benefits[00:42:51] - Building to Sell vs Cash Flow[00:48:00] - Acquisition Interest and Market Trends[00:52:06] - Focusing on the Core Business[00:57:45] - Rapid Fire Questions[01:04:56] - Wrap Up ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with Sean Riley: DUDE Wipes: https://dudewipes.com/ LinkedIn: https://www.linkedin.com/in/spriles/

    1h 6m

  8. MAY 15

    Chris Savage (Wistia) | Building a $100M Software Startup from Scratch

    In this episode of Eating Glass, we dive into the rollercoaster journey of Chris Savage, co-founder and CEO of Wistia, as he takes us behind the scenes of building a successful video marketing platform from scratch. From failed viral ideas, living on a shoestring budget to discovering product-market fit and growing a loyal customer base, Chris shares the ups and downs of bootstrapping a tech company in the early days of online video. Tune in for valuable insights on pivoting, marketing strategies, and the power of perseverance in the face of entrepreneurial challenges. Don't miss this inspiring story of turning a passion for video into a thriving business. Chapters: 00:00:00 - Intro 00:02:56 - Motivations for starting a company00:05:18 - Early failed ideas and pivots00:11:04 - Surviving on a shoestring budget00:16:50 - Building a simple solution for customers 00:20:35 - Raising angel money00:22:29 - Navigating 200800:24:02 - Marketing strategies and content creation00:26:40 - Growing the team and revenue00:33:48 - Personal content creation00:37:12 - Keeping creativity alive00:41:40 - Balancing family and work00:43:00 - Dealing with burnout and stress00:49:43 - Trial and error as the best strategy 00:52:07 - Avoiding boredom00:57:27 - The Next Decade01:02:56 - Rapid-fire questions01:13:13 - Wrap-up ABOUT THE HOSTS: Will Nitze is the Founder & CEO at IQBAR - America's leading "brain + body" nutrition startup. With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to 10,000+ doors and a projected $50 million in sales in 2024. Joe Lemay founded Rocketbook with business partner Jake Epstein. After being featured on “Shark Tank”, where the sharks passed on a chance to invest – Joe would go on to grow Rocketbook and sell it to BIC for 40 million dollars just three years later. Connect with Chris Savage: Chris' Podcast: https://wistia.com/series/talking-too-loudWistia Website: https://wistia.com/ LinkedIn: https://www.linkedin.com/in/cjsavageX: https://twitter.com/csavageInstagram: https://www.instagram.com/csavage

    1h 14m
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About

Welcome to Eating Glass! It's a podcast where we ask startup founders the questions no one else will. Our goal? Reveal what it's actually like to start, scale, and exit a company. Hosted by Joe Lemay, who bootstrapped his reusable notebook company Rocketbook to a $50M exit and Will Nitze, Founder/CEO at IQBAR, a nutrition company he's taken to $40M+ in annual revenue.

Information

  • Creator
    Will Nitze (IQBAR) + Joe Lemay (Rocketbook)
  • Years Active
    2K
  • Episodes
    13
  • Rating
    Clean
  • Copyright
    © Will Nitze, Joe Lemay
  • Show Website
    Eating Glass

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