How to Build a $100M Brand: 8 Rules from Leaders Who Did

**Matt Bertulli** (0:00)
Okay, guys, we are gonna talk just the top eight things, top eight, okay, no fluff, of what you think is most important for going from wherever somebody's at to $100 million in revenue in e-commerce, in retail, in 2026
I know you've prepped, and today we're gonna waste no time. Are we good to go?

**Jason Panzer** (0:22)
Let's do it. Let's roll.

**Mike Beckham** (0:24)
I'm groggy. I have a puppy.
I have a puppy that's in her second night, and she woke me up every hour last night, guys. But I'm gonna bring it. I'm gonna soldier through it. I'm here to bring points.

**Jason Panzer** (0:39)
Why are you stuck dealing with the puppy?

**Mike Beckham** (0:40)
Well, it's in a crate in our room, so my wife is too. But the first night, it actually did pretty well. And last night, it was on the hour.

**Matt Bertulli** (0:49)
You have another puppy?

**Mike Beckham** (0:50)
Yes. So we got our first puppy, and it's this adorable Cavachon biscuit. And one time, I was showing him to some people, and they were like, man, it would be great if you had a second one that was named Gravy.
And I told my kids this, which was such a huge mistake. And Gravy became like this almost mythical figure.

**SPEAKER_4** (1:12)
Oh, my God.

**Mike Beckham** (1:13)
We have to get Gravy. It's such a perfect name. Literally just the name made it, where we had to get the second puppy. And we've talked about this dog for, like, I don't know, a year and a half. And we kind of convinced him it wasn't going to happen, and we surprised him two days ago with Gravy. Gravy's in the house. Great dog.
But still a puppy. And so it's kind of like having a toddler around your house again, which is, like, an adjustment for me, because my youngest is now 11 But anyway, we're with you, Sean. I've kind of, like, in solidarity.

**Jason Panzer** (1:49)
You guys are crazy. Both of you.

**Sean Frank** (1:51)
Well, I'm having children, so I think there's no other way around it.

**Mike Beckham** (1:57)
Are you implying that's harder, Sean? Come on.

**Sean Frank** (2:00)
No, like, I was just going to recommend, okay, you need to get a night nurse. You need to get a nanny.

**Mike Beckham** (2:06)
There are levels to wealth, and the point where you have a night nurse for your puppy is, like, I don't know what level of wealth that is, but I'm not there yet.

**Matt Bertulli** (2:13)
Oh, Mike, that's your level of wealth. It's just a question of ego and stupidity.

**Mike Beckham** (2:20)
I want to staff a tent.

**Jason Panzer** (2:21)
All right, all right, let's go.

**Matt Bertulli** (2:22)
Okay, I think I just want to roll into these things. So we're going to go one through eight. We might have a couple of bonuses. Let's see how we do.
Sean, why don't you start us off, man? What is number one for you?

**Sean Frank** (2:34)
Okay, so today's episode is the eight most important rules for building $100 million brand in 2026 And my number one tip is something you've heard me say a lot. And if you look at the new cohort of fast growing nine figure brands, what do they all have in common? They are channel agnostic. They are selling wherever there are customers. And typically what that means is their TikTok shop first.
And they use TikTok shop as their growth engine, but they also have a Shopify store because that is what hooks up to their TikTok shop. That is where they're going to capture all that search demand. They are listing on Amazon early. And they are just trying to hit as many services as possible. You see these people going to walmart.com early.
Today, it was just announced that based, which is a TikTok shop like Men's Grooming Brand, is nationwide a target. So it's like, sell everywhere. If you want to make a lot of money, you have to give yourself as many chances as possible. And that just comes from being as many places as possible. So, point one, sell everywhere.

**Jason Panzer** (3:38)
Dawn, I love this point. I love that you brought it up because we talk a lot about cannibalization and being a DTC brand versus retail versus Amazon. I mean, for years, people have been asking me, oh, should I sell on Amazon? I mean, I think that's finally like a dead question because it's crazy not to. But how do you feel about cannibalization?

**Sean Frank** (4:00)
It's not real. Look into your own life.