How Malcolm Fontier learned from a failed business to build a brand focused business – Malcom Fontier Ep79
Release Date: 04/13/2021
From $7M to $280M — How Whisker Scaled Smart with Jacob Zuppke
The 8-Figure Product CEO
In this episode of The Eight Figure Product Show, Luke Peters sits down with Jacob Zuppke, CEO of Whisker—the innovative brand behind Litter-Robot and other smart pet products. Jacob joined Whisker when it was a $7M company and helped scale it to over $280M by 2022. This is a no-fluff conversation about: Transitioning from operator to CEO Building a scalable product roadmap Partnering with a founder without friction What it really takes to grow a product business at speed If you’re a founder, product leader, or aspiring CEO—this is a masterclass in operational scale and...
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The New Cold War? What Tariffs Really Mean for U.S. Businesses
The 8-Figure Product CEO
In this episode, Luke Peters breaks down what most business owners and investors are missing about the new wave of tariffs on China. This isn't just a trade dispute—it’s a global reset in how business is done. You’ll learn: Why this is not about leveling the playing field—it's about national strategy The real reason behind rising tariffs and what the administration is signaling How U.S. businesses importing from China are at serious risk if they don’t adapt What Scott Bessent's remarks reveal about the shift from Wall Street to Main Street Why this could mark the start of a...
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Selling the World's First Privacy Company — Featuring Lance Cottrell
The 8-Figure Product CEO
In this episode of The Eight Figure Product Show, Luke Peters sits down with Lance Cottrell, a seasoned entrepreneur and expert in security, privacy, and scaling tech-driven businesses. Together, they dive into the tactics that actually work when building and exiting a successful company—from early product strategy to leadership evolution and preparing for acquisition. You’ll learn: The biggest mistakes founders make in early growth How to think about product-market fit in technical industries Why leadership structure determines scale And how Lance built and sold his company...
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Inbound vs. Outbound: Why Most SMBs Are Leaving Growth on the Table
The 8-Figure Product CEO
Most small to mid-sized businesses rely almost entirely on inbound sales—and it’s holding them back. In this episode, Luke Peters explains why companies stuck at $3M to $15M often plateau and how adding outbound sales can be the growth catalyst you’ve been missing. You'll learn: The two biggest reasons founders avoid outbound Why doing the same thing at $10M you did at $2M is a red flag How cold outreach can add real fuel to your growth strategy Why executive talent—not just hustle—is key to outbound success If you’re not hitting new revenue levels, this episode shows you...
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High Payoff Activities: What CEOs Should Really Be Working On
The 8-Figure Product CEO
Most founder-CEOs are stuck in the weeds—busy, overwhelmed, and still not moving the business forward. In this episode, Luke Peters breaks down what’s really holding you back: low margins, reactive thinking, and no system for focusing on what actually matters. You'll learn: Why low margins are the root of burnout and chaos What “high payoff activities” (HPAs) actually look like How to shift your mindset from task manager to strategist Why hiring a true sales leader is often the #1 growth lever A simple way to execute strategy using OKRs If you're grinding hard but not...
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Margin Expansion: The Overlooked Key to Selling Your Business for More
The 8-Figure Product CEO
Thinking about selling your business? If you're relying on a standard EBITDA multiple, you're probably leaving money on the table. In this episode, Luke Peters breaks down multiple expansion—how boosting margins and reducing risk can increase both your earnings and the multiplier buyers are willing to pay. You'll learn: Why recurring revenue and consumables drive higher valuations How improving from 10% to 15% EBITDA can boost your multiple The difference between running a lifestyle business and building a sellable asset Simple ways to shift your business model—without...
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What Are You Tracking? Why Most CEOs Measure the Wrong Things
The 8-Figure Product CEO
Too many founders obsess over dashboards and KPIs—yet still miss what actually drives long-term growth. In this episode, Luke Peters breaks down the difference between lagging indicators and the leading inputs that move the needle. You’ll learn: Why real financial truth comes from monthly accrual reviews—not real-time dashboards The most overlooked metrics that shape future success How tracking too much is just as bad as tracking too little And why a Garmin watch might be smarter than your KPI report If you’re a CEO stuck in the weeds, this episode is your blueprint for...
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Now’s the Time to Hire: Why Downturns Are Gold for Finding Talent
The 8-Figure Product CEO
Most CEOs sit on their hands when the economy slows. Not Luke Peters. In this episode, he explains why this market is a rare chance to level up your team—especially when it comes to key hires like a Head of Sales or COO. You’ll learn: Why top talent is finally back on the market The mindset shift founders need to grow in tough times Why your bottleneck might not be your product—it’s your people And how hiring smart now can pay off when the economy rebounds If you're stretched too thin or stuck in a sales rut—this episode is your wake-up call.
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How to Lead Through Uncertainty: A CEO’s Take on Hard Times
The 8-Figure Product CEO
Uncertain times can crush a business—or create an opening. In this short episode, Luke Peters shares how he navigated major disruption, from tariffs to financial crises, and why most CEOs focus on the wrong things. He explains: Why optimizing a bad situation is a losing game How to avoid getting stuck in a red ocean The power of long-term thinking in short-term chaos And why starting a business during tough times can actually be a huge advantage If you're a founder or CEO dealing with market pressure, supply chain issues, or global noise—this episode is for you. Clear. Tactical....
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Your Margins Are Too Low! Here’s How to Fix Them Fast
The 8-Figure Product CEO
Most businesses struggle with pricing—charge too little, and you're stuck in a race to the bottom. Charge too much without offering more, and customers walk. So how do you set prices that maximize margins without killing demand? In this episode, Luke Peters, founder of a multi-million dollar appliance brand, breaks down value-based pricing—what works, what doesn’t, and the exact strategies he used to scale to $80M+ before selling to private equity. You'll learn: The real reason brands fail at pricing (and how to fix it) Why niching down boosts margins and lowers stress How to test price...
info_outlineWhy You Should Build A Business Around Your Passions
Thinking of starting a business, how about starting one that aligns with your passion? The truth is that you’re more likely to succeed in what you enjoy doing than in something you don’t.
In this episode of the Page One Podcast, Luke Peters speaks with Malcolm Fontier, an industrial designer environmentalist and the founder of Pakt & SeaHive. Pakt creates thoughtfully designed and responsibly sourced travel accessories, while SeaHive helps prevent plastic waste from entering the oceans. Malcolm explains the lessons he learned from a failed business and then designed a business built around his passions.
Listen in to learn the importance of a work-life balance to ensure you remain efficient and productive in both areas. You will also learn why having fewer options in your business will make it easier for you to operate it successfully.
Key Takeaways:
- The importance of developing a work-life balance to ensure efficiency and forward progress.
- Understanding how having fewer options in your business make running things easier and efficient.
- How to create a brand that is more human and is focused on creating great relations with its customers.
- The power of optimizing and delegating to be productive, not just busy.
Episode Timeline:
- [1:46] Malcolm explains the travel products his business produces, plus the direct-to-consumer business strategy they use.
- [4:16] He describes his small team and the tech tools they utilize to run the business.
- [6:10] How they give priority to profit margins, sales margins, and producing quality products as their three main KPIs.
- [9:00] Malcolm narrates what led to the failure of his first business and how it contributed to him venturing into sustainable travel bag production.
- [14:58] How Malcolm balances his work and life by giving his all to both.
- [17:18] Why he doesn’t think of his business as a lifestyle business but as something they can build and hopefully sell in the future.
- [19:37] Malcolm explains the few options that have made business operations easier for him.
- [21:59] How to establish a community of customers around good and long-term relationships.
- [26:18] He explains why they focus on being profitable on the first order and breaks down the conversion rate of their products.
- [30:59] Why you should pursue a business that aligns with your passion, plus work smart to free up your time.
Quotes:
- “Whatever business you’re going to pursue, make sure that the core business activity aligns you’re your strengths and interests.”- Malcolm [31:01]