Before Spinbrush became the top selling toothbrush in the U.S—and before Procter & Gamble paid $475M for it—John Osher was a teenager selling earrings for $4.99. 

In this episode, John walks through the strange, scrappy, but disciplined path that led to one of the fastest consumer-product breakouts ever: from a six-year stint in a commune (where he learned plumbing and carpentry), to selling baby products and battery-powered spinning lollipops. Finally, the big bet: a $5 electric toothbrush that was cheap enough to compete with manual brushes, and good enough to become a best-seller.

You’ll hear the make-or-break moment that many founders can’t survive: the decision to scrap 400,000 defective brushes before they hit the shelves. And then, the stealth move that turned a “licensing pitch” into a buyout —with one perfectly timed bluff.

What you’ll learn:

• Why pricing is about what the market will pay, not what your product costs
• The hidden power of packaging (How “Try Me” changed everything)
• How to recover from “entrepreneurial terror” 
• Why scrapping inventory can be the most important decision you’ll ever make
• The acquisition formula: you get a lot more money when they want to buy… than when you want to sell

Timestamps: 

07:01 - A pricing lesson that John used forever: The 19-cent earrings that sold for $4.99.

12:04 - Six years in a commune and the unexpected skill stack: plumbing and construction.

22:09 - “Entrepreneurial terror” and a lifeline from Toys R Us 

29:11 - Spinning lollipops lead to a $166 million Hasbro exit.

35:54 - What’s the real competition: $80 electric toothbrushes, or cheap manual ones?

38:42 - The design breakthrough: fixed + oscillating bristles.

55:43 - P&G admits: “We’ve bought three companies like yours… and ruined them all.”

58:07 - The earnout problem: What happens when Spinbrush performs much better than expected?  

Hey—want to be a guest on HIBT?

If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So—give us a call. We can’t wait to hear what you’re working on.

This episode was produced by Katherine Sypher, with music composed by Ramtin Arablouei.

It was edited by Neva Grant, with research by Rommel Wood. 

Our engineers were Patrick Murray and Kwesi Lee. 

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today’s callers: Mia from Germany wants to know how to balance her pottery business between an online shop and a YouTube channel. Then, Jen from Connecticut is looking for ways to reach more families with her print magazine for tweens and teens. And Anagha from California wonders how to convince people to embrace the time required for  her globally-inspired baking kits.

Plus, Julia reflects on Eventbrite’s recent acquisition announcement, and how in-person events can help brands and creators build community in today’s digital world.  

Thank you to the founders of Pottery to the People, Anyway Magazine, and Aunty Misri for being a part of our show.

If you’d like to be featured on a future Advice Line episode—where Guy and former show guests take questions from early-stage founders—leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298. 

And be sure to listen to Eventbrite’s founding story as told by Julia on the show in 2020.  

This episode was produced by Chris Maccini with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Netflix shouldn’t have survived.

In 1997, Blockbuster owned home entertainment—9,000 stores, a business fueled by late fees, and a brand that felt untouchable. Netflix was a scrappy DVD-by-mail experiment that almost sold itself off to stay alive.

So how did Netflix win?

In this conversation, Reed Hastings breaks down the behind-the-scenes decisions that helped the business thrive: the uncomfortable leadership choices, the culture blueprint that surprised corporate America, and a near-catastrophic misstep that could have blown the whole thing up.

Reed also talks about what shaped him long before Netflix: being a late-bloomer, teaching in the Peace Corps, learning humility from a former boss, and the painful management mistakes he made while building his first company.

This is a masterclass in: challenging the status quo, choosing a culture on purpose, and making big bets without pretending you’re always right.

What you’ll learn: 

• Why Netflix’s early “obvious” advantages weren’t enough—and how close it came to dying
• The leadership lesson Reed learned from a CEO who was admirable… but strategically wrong
• Why Reed says the best companies are like championship sports teams: if you can’t perform at peak, leave
• The “keeper test” and how it changed corporate culture
• The Qwikster fiasco: what went wrong, and how Netflix moved to prevent future missteps
• Building a House of Cards: How Netflix made the leap to original content
• Reed on the media landscape: The remote-control moment of truth, rival streamers, and the rise of AI

Timestamps:

• 00:08:06 — “I was a late bloomer.” Reed on why no one saw greatness coming
• 00:09:30 — Peace Corps in Swaziland, and the moment he nearly quit
• 00:11:23 — An unforgettable lesson learned from the CEO who washed Reed’s coffee cups
• 00:14:39 — Building his first company in a cold cabin—no internet, just obsession and proof of concept
• 00:16:48 — Reed’s early struggles as a manager: “Too busy chopping wood to sharpen the axe.”
• 00:24:11 — Blockbuster’s late-fee pain and an early bet on DVDs
• 00:44:47 — The dot-com crash… and the $50M LVMH round that saved Netflix (barely)
• 00:47:12 — A possible Blockbuster buyout: “We probably would’ve taken any offer.”
• 00:56:18 — The Netflix culture deck: “We’re not a family,” and why that shook people up
• 01:05:07 — The Qwikster crisis, and the backlash that humbled Reed
• 01:19:33 — The competition: Netflix is just <10% of TV viewing—and the real threat is YouTube

Hey—want to be a guest on HIBT?

If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So—give us a call. We can’t wait to hear what you’re working on.

This episode was produced and researched by Sam Paulson with music by Ramtin Arablouei. It was edited by Neva Grant. Our engineers were Patrick Murray and Robert Rodriguez.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, Jon’s take on why now is a good time to start a business — in spite of market uncertainty.   

Today’s callers: Dan from Washington considers new offerings beyond his core loose leaf yerba mate product. Then, Mike from New Hampshire wants to expand his woodworking business beyond his basement, without taking on debt. And Maggie from Georgia wonders how to respond to rising customer acquisition costs for her soccer-themed dog brand.

Thank you to the founders of Heretic Yerba, MTS Woodworking, and Floofball for being a part of our show.

If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Betterment’s founding story as told by Jon on the show in 2018.  

This episode was produced by Noor Gill with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Kwesi Lee.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In the late 2000s, two French mountain athletes set out to build a running shoe that captured the feeling of flying. 

Jean-Luc Diard and Nicolas “Nico” Mermoud had spent decades inside the innovation engine at Salomon—where product was obsession. In 2007, as Nico recovered from a brutal ultramarathon around Mont Blanc, the founders fixed on a problem that Big Footwear didn’t care about: downhill running was destroying bodies. Their solution: make the shoe bigger, softer, and shaped like a rocker.

At first, their prototypes looked like clown shoes. Runners who preferred minimalist footwear laughed at them. Retailers said no. But the founders kept doing the one thing that they knew could reverse things: they made people try them.

HOKA went from under $3M in sales in 2012 to more than $2B a year—and in this episode, you’ll hear how it happened: the risky design, the early cash crunch, and the strategic partnership that helped them win the U.S. market.

What you’ll learn:

• How to think of a shoe as a machine, not just a piece of apparel
• The go-to-market weapon that worked: relentless demo-ing 
• Why outside money can’t always solve a cash flow bottleneck (and what does)
• How HOKA used performance proof to avoid being dismissed as a gimmick
• Why HOKA partnered with Deckers—and why it wasn’t just about capital
• How to keep a “rebel” mindset as competitors start copying you

Timestamps:

(Timecodes are approximate and may shift depending on platform.)

• [07:12] George Salomon’s leadership lesson: the CEO who sought advice from an intern
• [11:11] Nico’s first day at Salomon: testing ski prototypes on a glacier
• [18:42] The ultramarathon race where Nico’s legs crumbled (and why)
• [21:29] A breakthrough insight: performance changes with surface (leaves, lava, snow)
• [31:25] Designing a sneaker as if it were a car: engine, tires, seat
• [40:00] The “clown shoe” prototype—and the first successful run 
• [47:22] Elite runners kickstart the brand 
• [49:02] The hard part nobody glamorizes: factory minimums, bank demands, anemic cash flow
• [53:31] Deckers enters: the minority investment that unlocks the U.S. (without killing the brand)

Hey—want to be a guest on HIBT?

If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So—give us a call. We can’t wait to hear what you’re working on.

***

This episode was produced and researched by Rommel Wood with music composed by Ramtin Arablouei.

It was edited by Neva Grant. 

Our engineers were Patrick Murray and Kwesi Lee. 

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info. 

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, Mark on his most challenging venture yet: revolutionizing the prescription drug market in America.

First we meet Lucy from Washington DC, considering an opportunity to bring her upside-down peanut butter brand into a big box retailer. Then Macy from Utah, wondering if her youth-safe skincare products are better marketed to kids or their parents. Then Dan from North Carolina, looking to reboot his pre-pandemic business selling hand-crafted wooden razors. And finally Kristen from Michigan, questioning if she should expand her children’s winter wear brand with gear for other seasons.

Thank you to the founders of One Trick Pony, Girlyish Skincare, Imperium Shaving, and Northern Classics for being a part of our show.

If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Mark Cuban’s original episode on the show from back in 2016.

This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineers were Robert Rodriguez and Jimmy Keeley.

You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A bright blue guitar covered in orange koi fish vanished from a museum display … and Swifties immediately knew what it meant.

That distinctive guitar—the one Taylor Swift used to record Speak Now—had been a gift. Hand crafted, by the founders of Taylor Guitars. When she brought it back on stage during her Eras tour, the fans went wild.

In this episode, Bob Taylor and Kurt Listug tell the unlikely story behind one of the world’s most respected acoustic guitar brands—how it grew from a tiny San Diego repair shop doing $30,000/year into a global business with nine-figure revenue. And how it survived every challenge that should’ve ended it: a distributor deal that didn’t add up, a brutal market crash in the disco era, and such slow growth that—five years into the business—the founders could barely pay themselves a salary ($15/week).

It’s a story about serendipity, obsession, and the quiet power of a partnership where each person knows their lane—Bob with relentless craftsmanship, Kurt with the discipline to turn it into a massive business.

Plus: the purple 12-string featured in Prince’s “Raspberry Beret” … the MTV Unplugged boom that boosted the business … and why the founders eventually chose to convert the business to 100% employee ownership.

What you’ll learn:

• The operating principle that changed Taylor’s production: one finished guitar beats 10 half-finished ones
• How to make a slow-growth business survivable (and why Bob saw it as “education”)
• How to recognize a bad distribution deal
• The design innovations that drew musicians to Taylor guitars
• Why Bob got a call from Taylor Swift’s dad when she was 14—and the iconic guitar her fans grew to love
• How the business managed demand shocks during COVID
• Why an ESOP can be a founder’s best “succession plan” decision
• What a great partnership looks like in practice

Timestamps:

(Timecodes are approximate and may shift depending on platform.)

• 00:06:39 – The high school moment: “I didn’t have $175 … so I thought, I’ll just make a guitar.”
• 00:07:14 – The American Dream shop: the hippie setup that became a launchpad
• 00:10:20 – The “baseball bat neck” problem with guitars—and Bob’s happy-accident innovation
• 00:11:59 – Buying the shop for $3,700 … then realizing it didn’t include the name (or phone number)
• 00:22:31 – The sentence that changed everything: “Would you rather have 10 half-done guitars or one done guitar?”
• 00:26:28 – The distributor deal that ended in layoffs: good sell job, bad math, and what they learned
• 00:38:30 – Buying out the third partner: why the business doubled when “the brakes were off”
• 00:59:52 – Before Taylor Swift was Taylor Swift: a phone call from a proud dad, and a promotional concert that almost went unheard
• 01:09:36 – The inflation economics of guitar building

***

Hey—want to be a guest on HIBT?

If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So—give us a call. We can’t wait to hear what you’re working on.

***

This episode was produced by Alex Cheng with music composed by Ramtin Arablouei. It was edited by Neva Grant with research help from Rommel Wood. Our engineers were Patrick Murray and Maggie Luthar.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Plus, how candor has been a more effective press strategy than talking points for (the literal) Mrs. Meyers.

First we meet Allison in California, seeking marketing ideas for her novel wig designs which aren’t done justice by photos alone. Next, Nick in Idaho wonders whether retail expansion or content development is best to grow his children’s toy and book franchise. And finally, Ben in Virginia considers options like acquiring a nearby company to grow his chandelier cleaning business. 

Thank you to the founders of Encelia Hair, Randimals and Chandelier Cleaning VA, for being a part of our show.

If you’d like to be featured on a future Advice Line episode — where Guy and former show guests take questions from early-stage founders — leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to the founding story of Mrs. Meyers Clean Day as told by Monica on the show in 2025.

This episode was produced by Kerry Thompson with music by Ramtin Arablouei. It was edited by Andrea Bruce and John Isabella. Our audio engineer was Cena Loffredo.

You can follow HIBT on X & Instagram and sign up for Guy's free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Before Gymboree became a cultural icon in the 80s and 90s, it was just one lonely new mom trying to find connection. Joan Barnes started hosting weekly playgroups for parents… and demand exploded. What began as a diversion became a business. Then a franchise. Then a brand everyone seemed to know, with its padded playrooms and parachute games. 

From the outside, it looked like a runaway success: hundreds of locations, glowing press coverage, celebrity buzz. But inside, the franchise model was failing. A potential Hasbro rescue vanished overnight. And Joan—while smiling for the world—was breaking under the pressure.

Then came a major pivot that helped turn Gymboree around. The company was going to survive, but Joan realized she might not. She stepped away for good, to fight for her health. 

In this episode, Joan talks frankly about building Gymboree, losing control of it, and learning some vital lessons about ambition, balance, and humility. 

What You’ll Learn

• The hidden math of franchising: when scale makes you weaker, not stronger
• How—years before social media—Joan used the media as her marketing engine 
• The moment Gymboree nearly died—and the brilliant pivot that saved it
• What it feels like to be celebrated publicly while privately falling apart
• Why “more hustle” can be a trap

Timestamps: 

(Timecodes are approximate and may shift depending on platform.)

• [08:20] “Lonely and isolated”—The new-mom need that sparked Joan’s first playgroup
• [13:43] The early days: parachute games, circle songs, and connecting with other parents
• [16:59] The first, $3,000 investment, and expanding to new venues.
• [23:08] Learning the hard way: “I didn’t even know what franchise meant.” 
• [38:40] Joan discovers her business model has a terrifying Catch-22
• [45:05] A humiliating gut punch: Hasbro calls off a life-saving deal 
• [50:15] The pivot to profitability: play centers + clothing stores
• [1:03:00] Success on the outside, collapse on the inside: panic, addiction, treatment 
• [1:14:17] After Gymboree: yoga studios, recovery, and redefining success

Hey—want to be a guest on HIBT?

If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth?

Every Thursday on the HIBT Advice Line, a previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free.

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive.

So—give us a call. We can’t wait to hear what you’re working on.

This episode was produced by Chris Maccini with music composed by Ramtin Arablouei.

It was edited by Neva Grant with research by Rommel Wood.

Our engineers were Jimmy Keeley and Patrick Murray.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Warby Parker co-founder Neil Blumenthal joins Guy on the Advice Line, where they answer questions from three early-stage entrepreneurs. Plus, how AI integrations with glasses are helping us see the world in a whole new way.

First we meet Kimber in Utah, who wants to take her chewable toothpaste gummies mainstream. Then Brian in California, who’s wondering how to vet franchisees for his light therapy studios. And Tanner in Tennessee, who needs help building a team he can trust to scale his country club-inspired lifestyle brand.

Thank you to the founders of Pearl Pop, Salt and Light Wellness, and Cowboy Country Club for being a part of our show.

If you’d like to be featured on a future Advice Line episode, leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to [email protected] or call 1-800-433-1298.

And be sure to listen to Warby Parker’s founding story as told by Neil and his co-founder Dave on the show in 2016.

This episode was produced by Sam Paulson with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Cena Loffredo.

You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

When Todd Carmichael and J.P. Iberti met at a grunge concert in Seattle in the 1980s, they were an unlikely pair. But they shared a love for great coffee, and the two friends began to dream about opening a cafe and premium roastery that would produce coffee at a higher quality than anything in the U.S. at the time. A few years later, Todd and J.P. co-founded La Colombe in Philadelphia, and went on to play a leading role in the third wave of specialty coffee in the U.S. Today, their coffee drinks are sold in stores across the country, and in 2023, La Colombe was acquired by Chobani for $900M.  

TIMESTAMPS: 

• 0:11:22 - Learning barista basics: like being a DJ  
• 0:25:25 - Todd squats at JP’s place, they set out to sell coffee
• 0:29:48 - How La Colombe gets its name
• 0:32:40 - Launching the business in a city they've never visited
• 0:35:49 - The first roastery: no ventilation, visits from the fire department
• 0:40:29 - Pitching the coffee–uninvited–at a top French restaurant 
• 0:46:48 - The trick to making a perfect espresso
• 0:53:30 - Todd takes a sabbatical: “I was suffering from my brain.” 
• 0:57:40 - Expanding to more cafes and a shift from roasting to hosting
• 1:01:17 - An impasse with investors, and a bailout from Chobani’s founder 
• 1:09:38 - Small Business Spotlight

Hey—want to be a guest on HIBT?  

If you’re building a business, why not get advice from some of the greatest entrepreneurs on Earth ?

Every Thursday on the HIBT Advice Line, A previous HIBT guest helps new entrepreneurs work through the challenges they’re facing right now. Advice that’s smart, actionable, and absolutely free. 

Just call 1-800-433-1298, leave a message, and you may soon get guidance from someone who started where you did, and went on to build something massive. 

So—give us a call. We can’t wait to hear what you’re working on.

—------------------------------------------

This episode was produced by Casey Herman with music by Ramtin Arablouei. It was edited by Sarah Sarasohn. Our audio engineer was Jimmy Keeley.

You can follow HIBT on Twitter & Instagram and sign up for Guy's free newsletter at guyraz.com and on Substack.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.