Latest / The Foundr Podcast with Nathan Chan
687: I Broke Every DTC Rule and Built a $1 Billion Brand From My Garage
Sandra Oh Lin walked away from running eBay's fashion business in 2011 to pack craft boxes in her garage. She raised just $11 million in total - and never needed another dollar. KiwiCo has now shipped over 50 million crates, crossed $1 billion in lifetime revenue, runs profitably since 2016, and operates with a team of under 150.
The standard DTC playbook says outsource fulfillment, buy every customer with paid ads, and burn cash until you exit. Sandra broke all three rules and built one of the most capital-efficient consumer subscription businesses ever created.
In this interview, the…
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