The Next $100B “Switch”: Inside COMFRT’s Affiliate Playbook

**Matt Bertulli** (0:00)
This has been a company that makes no sense to me. I clearly know it's possible. Like, I know it's there. It just doesn't compute.

**Sean Frank** (0:04)
I'm going in with a 95% chance it fails for Rich, but I'm going to light a couple of hundred thousand dollars on fire because Facebook ads were zero dollars, now they're a hundred billion dollars a year. If this is the next switch, give it my best chance at making it work.

**Matt Bertulli** (0:16)
So just please, can you teach me?

**Sean Frank** (0:18)
It's like when you hear about some of these $600 million, you're like, that's a lie. It must be a scam. How the **** did we do that? Yeah, you don't get to triple your business without outside capital or without really awesome cash flow. Imagine if you had a pill or like every time you bought a Zempik, they also gave food to kids that are starving. It's like you'd find this mission of like, I don't want kids to starve, but I also, I don't want to be fat. And then paying affiliates after the sale, huge cash flow benefit that I don't think people talk about it.

**Matt Bertulli** (0:42)
There needs to be a mission. There needs to be margins. Funny, we always say this here. There's no margin, there's no mission. Hudson himself is just so charismatic.

**Sean Frank** (0:49)
You take too much. He's like, you get exiled from your group. He's like, they'll just cut you out of the conversations if all you do is take. They'll do like $600 million this year. So the third full year of business, $600 million in top line revenue.

**Matt Bertulli** (1:01)
That's mental.

**Sean Frank** (1:01)
We're talking in hex cloud level scale in a third of the time. When I first met him and I heard about that, I'm like, that's impossible. It's like meeting aliens for the first time.

**Matt Bertulli** (1:10)
Also selling things that are like a tenth of the price.

**Sean Frank** (1:12)
The question is, why is Hudson feel comfortable telling everybody now? It's like the guy in three years made basically a billion dollars in retail sales at margins, healthy margins, hundreds of millions of dollars in EBITDA, right? Why is he telling me?

**Matt Bertulli** (1:25)
There's like a law for this, right? It's like till somebody shows that something's possible, you think nothing is possible. It isn't. And then like as soon as one person does something, it's like, oh, now I get how he did it. And then everybody piles it.

**Mike Beckham** (1:35)
Welcome to the Operators podcast. My name is Mike Beckham and we are proudly brought to you by Fulfill, Aftersell, Richpanel, Northbeam, Saras Analytics and Postscript. We are a community for entrepreneurs that are building things. And if you want to be a part of this community, you can listen to the podcast, but you can also go sign up for our newsletter. A ton of awesome information in there. We also partner with eCommerce Fuel, a forum for you to connect with other entrepreneurs that are building businesses where we can learn from one another. So without further ado, on to the podcast.

**SPEAKER_4** (2:14)
Dealing with big box retailers means EDI connections, and that's often a trigger for needing an ERP system. We've been using EDI connections to Costco forever, and the only way that we've really solved that problem, make it seamless, is through Fulfill. EDI adds complexity to everything you do, and Fulfill solves that complexity with their connections to their systems. You need Fulfill to move from being just a DTC brand to being a true multi-channel brand, because big box retailers are gonna require you to connect to their systems using EDI. Let me tell you, it's way easier if you do it with Fulfill.

**Sean Frank** (2:47)
Welcome to the Operators podcast. This is gonna be episode 8001 I don't know the episode number. It's gonna come out. You're gonna love this content. Today we're here to talk about Comfrt hoodies, and we did a mastermind meetup in LA in early December. It was free to attend. You have to make a donation to a charity. I'm gonna tell you all about that event, if you wanna hear about it.

**Matt Bertulli** (3:07)
Yeah, dude, I wanna hear it, because I saw some photos. It looked like it was actually pretty well attended. Like, you guys drew out, like, quite the crowd. So the first thing is, whose house was it held at? I couldn't quite tell from the photo.

**Sean Frank** (3:20)
Yeah, so we were supposed to do it at our good friend Jeremy's house. Jeremy doesn't like people all that much. So he was...