The Next 100 Days Podcast

Kevin Appleby & Graham Arrowsmith
  • 5.0 (3)
  • Management
  • Updated Biweekly

The Next 100 Days Podcast is a leading UK business show. Through this podcast, Kevin and Graham reveal strategies you can use to improve your business and take it to the next level. In addition to featuring their own advice, Kevin and Graham host amazing guests from across the business world. Often the guests are successful, but lesser-known business owners and entrepreneurs, enabling the show to bring fresh content and stand out from many of the US based business shows. Graham and Kevin believe that business change comes about when a business owner focusses on just one thing that will make a real difference to his business. That might be product development, a new product launch or a marketing campaign. Focussing for less than 100 days, or focussing on too many things generally won't deliver the results you need, Equally, its difficult to maintain effective focus for much longer than 100 days without re-assessing priorities. The Next 100 Days Podcast is your source to learn how to move your business forward, with practical advice and guidance that you can put into action and make a difference in your own organisation within the next 100 days.

  1. 3h ago

    #547 - David Hori - Scaling Businesses

    David's story includes scaling businesses for 4 different founders (3 have exited in the past 5 years). These days, he's in the business of buying businesses and coaches a select group of business owners. Summary of the PodcastKey TakeawaysPodcast Guest: David Hori (Top Line Operators) discussed acquiring established businesses (e-commerce, water industry) and preparing companies for sale.Four Pillars of Sellability: To reduce risk and increase value, businesses must minimise owner dependency and customer concentration, document all processes, and ensure predictable financials. Podcast: David Hori on Business AcquisitionGuest Profile: David Hori, founder of Top Line Operators, acquires small and medium-sized businesses.Background: Grew three VC-funded startups from ~10 to ~60 people, leading to exits to Qualtrics, Opendoor, and Toyota.Current Strategy: Buy and hold established, profitable businesses (10+ years old) with a focus on two sectors:Physical E-commerce: Must be a product he can understand; avoids supplements, medical devices, and cannabis.Water Industry: Well drilling, pumps, filtration. A recession-resistant, foundational service. The "Four Pillars of Sellability":  Key risk factors that buyers evaluate. Owner Dependency: The business relies too heavily on the founder.Concentration: Over-reliance on a single customer or employee.Documentation: Processes are not documented and are trapped in individuals' heads.Financial Predictability: Irregular or unpredictable cash flow. Process Documentation ("Camcorder Method"): Record all recurring tasks (e.g., payroll) using Loom.Link videos in a central document to create a living, practical handbook.This ensures continuity and reduces risk, making the business easier to run and more attractive to buyers. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  2. Oct 9

    #546 - Robin Waite - Fearless Pricing

    Fearless Pricing author Robin Waite provides business coaching that improves the efficiency, profitability and potential of ambitious businesses throughout Gloucestershire, the UK and worldwide. He joins us for Episode 546 of The Next 100 Days Podcast. Summary of the PodcastRobin's BackgroundRan a small marketing agency in the Cotswolds for 12 years, growing it to ~£250k revenue before selling itFell into coaching accidentally after selling his business; most client conversations kept returning to pricing issuesHas dedicated the last ~10 years to understanding what motivates people and what stops them raising pricesAlso authored Online Business Startup, which sold ~25,000 copies and helped establish his personal brand Core Pricing Philosophy: Move from Hourly Rates to OutcomesRobin described the "sales cycle of doom": sell, deliver, sell, deliver — reaching month-end with no moneyHourly rates described as "fundamentally unethical" — they penalise expertise (the more experienced you are, the faster you work, the less you earn)Three-step framework for shifting to package pricing: Define the dream outcome or result for the client clearlyDetermine how long it takes on average to deliver that resultCharge a fixed fee for that outcome, not time "It depends" flagged as a warning sign that a business is too complex, working with too many client types, and delivering inconsistent results The Three Web Designer ExampleStuart: 50/hr, took 6 months, delivered a poor result — penalised for inexperienceRachel: also 50/hr, but expert — delivered better work in 10 hours; gets paid less for doing a superior jobGavin: charged £10k as a fixed outcome-based fee — guaranteed 10–15 warm leads in 30 days or full refund plus £1k compensationKey lesson: when value is articulated through outcomes, price becomes a secondary concern Pricing Mindset & PsychologyRobin experienced a personal pricing "glass ceiling" — moving from £1,800 to £3,200 flatlined his conversion rate; dropping back to £2,800 mentally unlocked progressKevin noted the psychological impact of crossing a price threshold (e.g., £2k to £3k feels larger than the actual gap)Breakthrough came when Robin started associating with higher-priced coaches and investing in one himself — experiencing the "tension" of buying at a high price helped him sell at oneRobin's coach (Michael) offered an outcome guarantee: "I'll work with you until you hit six figures" — demonstrating confidence through a process-driven system Market Context: Three Shifts Since 200412x more businesses registered in the UK than two decades ago — vastly more competitionBroadband enabled a global marketplace — now competing internationally, not just locallySocial media has added complexity and confusion to marketing without proportionate results Marketing: Partnerships Over Social MediaRobin challenged the over-reliance on LinkedIn and social media, noting most people spending 30–40 hours/week on it see little returnKey insight: one podcast appearance with YouTuber Ali Abdaal (~7M subscribers) generated 3,000 leads over 12 months — equivalent to 4.5 years of social media effortRobin's approach: identify 10 influential people whose audience overlaps with your target, lead with value (not commercial asks), and build genuine relationshipsCurrent high-profile partnerships include Daniel Priestley, Simon Squibb (~20M followers), and Chris Do (~3M subscribers)Robin also built the Stroud Entrepreneurs Network — grew to 80 events, 1,200 members — by focusing on education and quality speakers; validated demand first with a waitlist of 200 before launching AI & Digital ToolsRobin uses Lovable to rebuild his entire software stack, saving ~£1,000/month while improving lead generation and conversionRobin expressed measured caution about HeyGen (AI digital twin tool) — concerned about overuse feeling inauthentic, likened to "wearing a fake Rolex"Graham has been experimenting with HeyGen; a video was well-received by marketing thought leader Dr Flint McGlaughlin from MeclabsAI. Kevin and Graham discussed how AI has commoditised articles, courses, and presentations — making in-person human connection the true differentiator and the thing that must be priced correctly The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  3. Oct 2

    #545 Michael Diegelmann - Warren Wise

    Warren Wise is Michael Diegelmann's "agentic finance" tool for CFOs. It helps them pre-empt investor reactions to financial reports by simulating analysis from value investors (e.g., Warren Buffett). Summary of the PodcastKey TakeawaysWarren Wise AI: A tool for CFOs to pre-empt investor reactions to financial reports by simulating analysis from value investors (e.g., Warren Buffett).Core Value Prop: Enables CFOs to control their narrative and protect share price by identifying hidden risks (e.g., pension liabilities) that human analysts miss.Business Model: A subscription service, priced to reflect its value as a "synthetic stakeholder" and a secure, stable alternative to generic LLMs.Future Roadmap: Expand with more "synthetic stakeholders" like "Georgina Gecko Green" (an ESG/greenwashing detective) to address evolving reporting standards. The Problem: Biased & Incomplete Financial AnalysisThe capital market's "buyer's roundabout" provides CFOs with biased feedback, creating a perception gap between their narrative and actual investor sentiment.Investment Bankers: Have a bias to sell M&A, capital raises, or bonds.Sell-Side Analysts: Have a bias to increase trading volume, resulting in an unrealistically high percentage of "buy" ratings (60–90%).Buy-Side Investors: Often distrust sell-side analysis and conduct their own deep dives, including into report footnotes, which CFOs cannot easily anticipate. The Solution: Warren Wise AIConcept: A "synthetic stakeholder" AI agent for CFOs to simulate analysis from value investors (e.g., Warren Buffett, Benjamin Graham, Charlie Munger).Function: Analyzes pre-publication financial reports to provide unbiased feedback on how the market will perceive the data.Key Features:Risk Identification: Uncovers hidden patterns and potential issues (e.g., pension liabilities vs. cash reserves) that human analysts might miss.Narrative Control: Empowers CFOs to proactively sharpen their story and manage expectations, moving from reactive to active communication.Governance Support: Helps non-finance board members understand complex reports and footnotes, improving their oversight.Scenario Planning: Instantly models the impact of financial decisions (e.g., goodwill impairment) on debt structures. Business Model & FuturePricing: A subscription model with fees based on functions, not a low-cost SaaS.Rationale: The value delivered—a comprehensive assessment that could cost hundreds of thousands from a firm like KPMG—justifies a premium.Token Costs: Managed by a hybrid AI/coded architecture; generous token limits are planned, with a potential backdoor for excessive use.Security: Aiming for SOC 2 and ISO 27001 certifications to handle sensitive, undisclosed corporate data securely.Roadmap: Warren Wise is the first of several planned "synthetic stakeholders."Georgina Gecko Green: An ESG/greenwashing detective to address the growing importance of non-financial reporting (e.g., CSRD).Simon Chuck: A short-seller agent to provide a counter-narrative. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  4. Sep 25

    #544 Peter Wardle - Intelligent Assessments

    Intelligent Assessments is Peter Wardle's company. He digitises intellectual property to provide actionable insights. Summary of the PodcastKey TakeawaysIntelligent Assessments digitises IP by converting manual frameworks (often in spreadsheets) into a SaaS platform, enabling consultants to scale their expertise globally and create recurring revenue.The platform provides actionable insights, not just scores. It analyzes answer patterns to generate specific, automated actions, moving beyond generic "red/amber/green" status reports.Its core value is enabling continuous improvement. The platform supports self-assessment, peer oversight, and independent assurance, creating a closed-loop system for tracking progress and benchmarking performance over time.AI is used to accelerate framework creation and power natural-language analytics. A future AI agent will automate evidence analysis for compliance checks, such as against the FCA handbook. The Problem: Manual, Inconsistent AssessmentsPeter Wardle's background is in recovering failing projects. His initial method involved manual interviews and spreadsheets, which were:Inconsistent: Dependent on the interviewer's mood and approach.Inefficient: Time-consuming for large, distributed teams.Limited: Provided a one-time snapshot, not a continuous improvement mechanism. The Solution: A Digitised Assessment FrameworkIntelligent Assessments (IA) was created to digitise and standardise this process, moving from a service model to a product model.Core Principle: Provide "delivery intelligence" to project managers, empowering them with tools for self-assessment and continuous monitoring, rather than relying on external audits.Methodology: A "three lines of defense" model, framed as: Self-Assessment: Project managers run health checks.Oversight: Peers or senior managers review work.Independent Assurance: For complex projects, a third party provides an objective view. Platform Capabilities & ValueActionable Reporting: Generates a "skill card" report that identifies strengths and weaknesses and provides specific, automated actions for improvement.Maturity Assessments: Measures organisational maturity on a 1–5 scale against a framework (e.g., asset management maturity for water companies).Evidence Tracking: The platform stores evidence for each score, enabling internal governance and external validation.Consultancy Enablement: Helps consultants digitise their IP, creating a sticky, recurring revenue stream and expanding their global reach.Benchmarking: Aggregates anonymous data to identify common weaknesses and benchmark client performance against peers. AI IntegrationIA uses AI in three key areas: Framework Creation: Accelerates the conversion of manual frameworks into the platform.Natural Language Analytics: Allows users to query data in plain English to generate custom dashboards.Evidence Analysis (Future): An AI agent will analyze evidence against standards (e.g., FCA handbook) to automate compliance checks.  The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  5. Sep 18

    #543 - Kevin Appleby - Adopt AI in The Next 100 Days

    Kevin demonstrates ways you can adopt AI in the next 100 days Summary of the PodcastOverviewEpisode 2 of a mini-series within The Next 100 Days Podcast where Kevin Appleby and Graham Arrowsmith discuss how AI is influencing their workPre-recording conversation touched on football transfers (Nick Pope, James Trafford) before the formal recording beganKevin identified four or five distinct areas of AI usage he wanted to cover Claude as a Personal AI Assistant (Pre-Call Preparation)Kevin's primary personal AI tool is Claude Cowork, which he connects to email, Notion, HubSpot, calendar, Dropbox, and Google DriveUse case: 10 minutes before a client call, ask Claude to summarise all recent interactions across those sources — it surfaces outstanding promises, discussion topics, and what to raiseClaude can also draft emails into Gmail drafts (not sent), giving a ~90% ready version the user can refineGraham noted concern about integrating a Synology server; Kevin noted most personal data lives in Dropbox or Google Drive and Claude can connect to both AI Agents Running AutomaticallyKevin runs two scheduled agents without manual triggeringAgent 1 (daily): Scans calendar 30 days out and checks whether each diary entry has a corresponding task in Notion; creates missing tasks automatically, including a Notion page for notesAgent 2 (weekly): Scans upcoming 30 days for GrowCFO Show or Next 100 Days podcast recordings, researches the guest online, and appends notes (bio, website links, suggested questions) to the relevant Notion taskKevin deliberately ignores AI-suggested questions to preserve natural curiosity in conversation, but acknowledges suggested questions are useful for solo-host formatsThe same agent concept applies to client/partner meetings: an agent could automatically pull last interaction notes before any key meeting Adopt AI in Finance Operations (GrowCFO Context)GrowCFO's current quarterly theme is Intelligent Finance Operations — covering the end-to-end finance cycle from purchase orders to final accountsThree-way matching: AI can match purchase orders, goods receipt notes, and invoices automatically; if all match, the invoice is paid without human interventionFraud detection: AI spots anomalies far more effectively than manual reviewReporting: AI can generate board reports and dashboards from accounting systems; demonstrated in a GrowCFO webinar with tech partner Round Treasury using ClaudeKey value: AI removes grunt work so finance professionals can focus on what the numbers mean, not just crunching them AI's Impact on Finance JobsSignificant job displacement expected in transactional/lower-level finance roles; less so for senior finance business partners whose work is relationship-basedChallenge: AI often saves portions of multiple people's jobs rather than eliminating whole roles, making headcount reduction difficult — a pattern observed in shared services projects long before AISupply of finance professionals is falling, particularly FP&A specialists in the US; AI may initially ease recruitment pressure rather than cut headcountMost finance teams are still at the "chatting with ChatGPT" stage, not yet using agentic or Cowork-style toolsA live example of a fully agentic debt-chasing system: an AI agent that checks the debtors ledger, identifies overdue accounts, calls customers, and holds an intelligent conversation about outstanding invoices AI Connectivity LimitationsClaude's current integration with Xero is poor — only capable of producing basic debtor reports rather than actionable overdue listsCopilot and Gemini do not support Dropbox connectivity, limiting their use in Kevin's personal setupHallucination risk is reduced when AI operates within a well-defined, high-quality data "cocoon" — the importance of a single source of truth Faster Close and Rolling Forecasts"Faster close" — producing monthly accounts quickly rather than 10–15 days after month-end — has been a finance aspiration for 20+ years and AI now makes it achievableRolling forecasts with multiple scenarios (e.g., 0%, 25%, 50% tariff scenarios) can be modelled and run instantly by AI rather than taking weeks to build AI Governance in FinanceSegregation of duties must be replicated in AI workflows: different agents or human approvers for setting up suppliers, authorising accounts, and making paymentsA single "super AI agent" handling everything end-to-end is not yet appropriate or auditable Using AI for Research & White PapersKevin used ChatGPT Deep Research to read ~30 published documents from major consultancies (PwC, Deloitte, EY, Accenture, BCG, Forrester, etc.) on AI in finance ops in 15–20 minutes — work that previously would have taken two graduate trainees a fortnightHe gave both ChatGPT and Claude the same prompt and found ChatGPT produced a better overall result, though Claude surfaced some content ChatGPT missed; he combined bothAI is excellent at generating and researching text but structuring the final document, choosing diagrams, and making it consumable remains a human task Virtual Board / AI AvatarsA GrowCFO partner CFO used AI avatars of their board members to anticipate board reactions to finance reports before presentingKevin tested a "virtual advisory board" in AI, including public figures like Michael Heppell, and received useful diverse perspectivesThe deeper goal: frame board materials to open up discussion rather than trigger defensive reactions KAIOS — Kevin's AI Operating System (Personal Project)Started from a ChatGPT conversation: "What if everything you've been taught about time management is a lie?" — leading to the insight that most productivity systems just create more tasks rather than freedomEvolved into KAIOS (Kevin's AI Operating System): a Dropbox-based knowledge structure containing Kevin's values, StrengthsFinder profile, career history, stories, and frameworks — accessible by any AI model via instructions stored within the structureA book outline, introduction, and chapter frameworks have been drafted with ChatGPT's help; the project paused in favour of building KAIOS first so the book has genuine personal stories and IP embeddedGraham suggested this could be Kevin's biggest career opportunity — analogous to how MeclabsAI has built a multi-million pound business around systematised marketing knowledgeKevin noted he prefers positioning himself as an expert using AI in finance rather than as an AI expert per se, given how fast the field moves Career Reflection & Future DirectionBoth hosts reflected on the retirement vs. continued work question; Kevin expressed enthusiasm for staying engaged with AI developments and not wanting to reach the point where technology no longer makes senseKevin acknowledged competitors in the AI-for-finance space (e.g., Nicholas Boucher's AI Finance Club) but sees his differentiation in applying deep finance and personal IP rather than competing directlyGrowCFO Show is approaching episode The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  6. Sep 11

    #542 - Graham Arrowsmith - Lead Conversion AI

    Kevin Appleby interviews Graham Arrowsmith about AI applications, such as the lead conversion AI he offers through MicroYES. We also discuss personal productivity. Summary of the PodcastKey TakeawaysAgent Delivery Systems (ADS) drive conversion by providing immediate value before asking for contact info, following the principle "Anonymous until irrelevant.""Intelligent Websites" are the next evolution, using a conversational interface to dynamically reshape the page with personalized content, moving intelligence from the user to the site.AI enables systematization for exit planning, allowing founders to capture their expertise in a "brain library" to reduce key-person dependency and increase business value.AI-enabled organizations face a new key-person risk: the ability to do more with less makes individual expertise a critical vulnerability. The Challenge: Ineffective Chatbots & User FrustrationMost chatbots are ineffective because they force users into a rigid flow, demanding contact info before providing value.This approach fails to meet user needs for direct answers and frustrates high-value prospects, who will simply avoid the tool. The Solution: Agent Delivery Systems (ADS) - Lead Conversion AICore Principle: "Anonymous until irrelevant."Provide immediate value through conversation.Ask for contact info only when it's logically required for the user's next step (e.g., booking a call).Built on MECLABS Institute's 30-year conversion methodology.Architecture:Expert: Sophisticated prompts guide the agent to listen, present arguments, and steer the conversation toward a conversion goal.Libraries: A contained, proprietary knowledge base ensures accurate, controlled answers, preventing "internet infection" and protecting IP.Apps: Embedded tools (e.g., calculators, booking widgets) allow the agent to perform actions within the conversation.LLM Agnostic: Can swap in models like Gemini, Grok, or ChatGPT based on client needs for speed vs. depth.Use Cases:Compliance: Acts as a gateway for regulated content (e.g., high-net-worth investments) by confirming user eligibility before sharing details.Lead Routing: Directs inquiries to the correct department (e.g., family law vs. commercial law).Phone-to-Agent: Answers calls and routes to a live human, creating a seamless experience. The Next Evolution: "Intelligent Websites"Concept: A conversational interface (voice or text) that dynamically reshapes the webpage with personalized content in real-time.Mechanism: The ADS architecture runs in the background, interpreting user intent and generating a unique page layout.Impact:Personalization: Replaces static pages built for a single avatar with a dynamic experience tailored to each user's specific query.Conversion: Increases conversion rates by delivering highly relevant information instantly.Insights: Captures user questions to reveal unmet needs and inform business strategy (e.g., a hotel discovering demand for wedding packages). Personal AI Use & Exit StrategyPersonal Productivity:Uses Claude as a primary tool, valuing its memory of past conversations.Applies AI to review legal agreements, getting tailored feedback relevant to GrowCFO's business model.Exit Planning:Goal: Systematize the business for a 3-year exit, making it less dependent on the founder.Method: Create a "Graham Arrowsmith library" to capture 40+ years of expertise, enabling an AI system to handle ~65% of the founder's tasks.Test Case: A 3-week cruise to Japan will test the business's ability to operate autonomously.  The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  7. Sep 4

    #541 - Stephen Somers - Selling on Whatnot

    You'll remember that Selling on Whatnot guest Stephen joined The Next 100 Days a while back to talk about building an Amazon business from scratch. Since then, things have moved on quite a bit. Stephen's been deep into a newer side of the business, live selling on Whatnot. The team has been selling trading cards (Pokemon, specifically) and pulling in over $400,000 in the last seven months alone, teaching complete beginners with zero collectibles background to do the same. This podcast features a discussion with Stephen Somers and his evolution from Amazon to the Whatnot live-selling platform. Summary of the PodcastKey TakeawaysBusiness Model Shift: Stephen's company, Marketplace Superheroes, evolved from importing from China to a brand-direct wholesale model on Amazon and a live-selling strategy on Whatnot.Whatnot's Live-Selling Model: The platform combines live video with rapid auctions, creating an interactive, social shopping experience.Pokemon Card Strategy: The company's Whatnot success comes from selling foreign-language Pokemon cards to adult collectors (avg. age 33–38) who view them as an investment.Platform Economics: Whatnot charges shipping directly to the buyer and offers same-day payouts after a seller makes 1,000 sales, significantly improving seller cash flow. Business Evolution: Amazon to Selling on WhatnotAmazon Strategy: Evolved from importing from China to a brand-direct wholesale model.Process: Partner with smaller brands → improve their Amazon marketing → buy wholesale from them.Rationale: As brand sales grow, wholesale orders increase, creating a mutually beneficial relationship.COVID-19 Challenge: A freight company venture faced an 8x increase in shipping costs, creating a $1.1M problem.Resolution: The profitable training business offset the losses, providing a critical lesson in risk management.Whatnot Expansion: The company's first expansion beyond Amazon in 12 years, driven by the belief that live social commerce is a major trend. Whatnot: The Live-Selling PlatformPlatform Concept: A hybrid of QVC, Instagram, and Tinder, focused on live, interactive auctions.Core Functionality:Live Streams: Sellers host live video shows to auction items.Rapid Auctions: Bids are placed via a "swipe right" feature during short (e.g., 5-second) auctions.Buy-It-Now: An option for immediate purchases is also available.Growth & Competition:Revenue: ~$8–11B globally in 2025.Competitors: TikTok (with a new auction platform) and eBay (with eBay Live). Whatnot Case Study: Pokemon CardsNiche: Foreign-language Pokemon cards, chosen for their high value and appeal to adult collectors.Auction Process: A sealed booster pack is shown live.Viewers bid on the pack.The pack is opened live to reveal the cards.The winner receives all cards from the pack. Key Metrics:Sales: >£400k since Oct 2025.Profit Margin: 25–35%.Orders: >60,000 with zero returns, as buyers see the exact product they win.High-Value Finds: One card pulled was worth £800, increasing to >£1,000 after professional grading. Getting Started on WhatnotInvestment: £500–£1,000 for initial stock and setup.Seller Account: Free to create.New Seller Bonus: Whatnot offers cash matches on first-week sales (e.g., £150 bonus for £150 in sales) to attract streamers.Recommended Approach: Use a company entity for Amazon to appear professional to brands; a sole trader is sufficient for Whatnot initially. Next StepsListeners: Visit marketplacesuperheroes.com for free training on the Amazon and Whatnot models. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

  8. Aug 28

    #540 - Guy Bartlett - Buying Businesses

    Guy Bartlett is ex military, but now helps others when they are buying businesses. He is the author of Business Magic. In his 30 years he's closed more than 200 deals, sitting on both sides of the table. He will buy, operate and grow UK businesses and help founders do the same. Guy Bartlett discusses M&A strategy for founder-led businesses. Summary of the PodcastKey Takeaways"Done-for-you" M&A Service: Fidelis Advisory acts as a fractional M&A director for founders, providing a lower-cost, lower-risk alternative to full-time hires."Triangle of Success" Philosophy: Prioritizes the business's health alongside buyer and seller needs to ensure a stable, long-term outcome for all stakeholders.Seller's Emotional Exit: The process starts by defining the seller's post-exit lifestyle needs, then structuring the deal to meet that financial goal.AI as a Force Multiplier: AI's value is in improving efficiency and augmenting human capital, not in acquiring standalone AI companies. Guy Bartlett's Background & ServicesBackground: 41 years in the Army Reserves.Services:Fidelis Advisory: "Done-for-you" fractional M&A director service.Business Buyers Club: "Done-with-you" coaching and network.Experience: 150+ transactions, from £200k to €15M.Client Profile: Ambitious founders (late 30s–mid 50s) of businesses with £5M–£20M turnover.Fidelis Advisory network (5k+ database, 18k+ LinkedIn followers) The "Triangle of Success" M&A PhilosophyCore Principle: A successful acquisition balances the needs of three entities: the buyer, the seller, and the business itself.Seller-Centric Process: Define Lifestyle Needs: Determine the financial sum required for the seller's desired post-exit life.Value the Business: Conduct an independent valuation.Bridge the Gap: If the valuation is lower than the required sum, structure the deal to bridge the difference (e.g., earn-outs). Buyer-Centric Criteria:Passion: Genuine interest in business, not just profit.Financial Literacy: Basic understanding of P&L, cash flow, and the balance sheet.People Skills: Ability to work with all stakeholders.Balance Sheet Health Check:Inverted Pyramid: A healthy balance sheet has high current assets and low liabilities.Shareholder Funds: A gently rising curve indicates stability.Asset Scrutiny: Verify the true value of assets like stock. Acquisition Strategy & AIStrategic Fit: The primary driver for an acquisition is cultural alignment, not just financial metrics.Example: A failed M&E group acquisition was due to cultural mismatch and geographic distance.AI in M&A:Current Role: A force multiplier for efficiency (e.g., pricing, contracts).Future Role: Unlikely to involve acquiring standalone AI companies, as the market is too volatile and lacks a dominant player.SaaS Vulnerability: Traditional SaaS models are at risk from AI-powered, bespoke solutions. The Next 100 Days Podcast Co-HostsGraham ArrowsmithGraham founded Finely Fettled in 2014 to provide data from The UK High Net Worth Database to marketers targeting affluent and high-net-worth customers. He's the founder of MicroYES, a Partner for MeclabsAI, creating lead generation AI Agents & Workflows and introducing the MeclabsAI Platform. Graham is an inCruises Independent Partner, and is building up interest from people around the world in the World's Largest Travel Membership - inCruises. You can sign up and access 21,000+ cruises, hotels and tours by clicking HERE Kevin ApplebyKevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com

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About

The Next 100 Days Podcast is a leading UK business show. Through this podcast, Kevin and Graham reveal strategies you can use to improve your business and take it to the next level. In addition to featuring their own advice, Kevin and Graham host amazing guests from across the business world. Often the guests are successful, but lesser-known business owners and entrepreneurs, enabling the show to bring fresh content and stand out from many of the US based business shows. Graham and Kevin believe that business change comes about when a business owner focusses on just one thing that will make a real difference to his business. That might be product development, a new product launch or a marketing campaign. Focussing for less than 100 days, or focussing on too many things generally won't deliver the results you need, Equally, its difficult to maintain effective focus for much longer than 100 days without re-assessing priorities. The Next 100 Days Podcast is your source to learn how to move your business forward, with practical advice and guidance that you can put into action and make a difference in your own organisation within the next 100 days.

Information

  • Creator
    Kevin Appleby & Graham Arrowsmith
  • Years Active
    2016 - 2026
  • Episodes
    546
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 Kevin Appleby & Graham Arrowsmith
  • Show Website
    The Next 100 Days Podcast