Guy Raz hosts the advice line with returning guest Che Wang, co-founder of Boxed, the online bulk retailer that went public in 2021 before filing for bankruptcy in 2023. Wang now runs Pelgo, an AI-focused outplacement service he co-founded with former Cognizant CEO Frank D'Souza after a stint at the World Economic Forum.

Three entrepreneurs call in seeking guidance on scaling their businesses: Alec from Surfing Cow (beef tallow skincare), Jessica from Tail Cinch (equine products), and Eli from Makor Coffee (anti-inflammatory coffee blends). Each faces unique manufacturing and distribution challenges as they transition from early-stage operations to sustainable growth models.

From Garage Startup to Public Company Bankruptcy

Wang reflects on Boxed's journey from his parents' garage to a billion-dollar public company that ultimately filed for bankruptcy in 2023, calling it 'wild, traumatic' but worth it for 'the people I've met, the people we've helped, the things I've learned.'

The company faced 'really tough' macroeconomic factors as 'a new issuance of public stock' that was 'unprofitable, small-ish cap' during post-COVID market conditions when 'people get spooked, your vendors get spooked.'

BlackRock acquired Boxed's software business while the e-commerce operation shut down with '$20 million cash left in the bank,' though the brand has since been resurrected under different ownership.

Scaling Beef Tallow Skincare Beyond the Kitchen

Surfing Cow's Alec produces mineral sunscreen and moisturizer using beef tallow, growing from zero to $74,000 last year with projections of $220-250k this year, all manufactured in his home kitchen.

Wang emphasizes urgent need for professional manufacturing: 'Your number one job right now is to make sure this thing can scale so the wheels don't fall off in the coming months.'

Sunscreen regulation presents significant barriers as an 'OTC drug' requiring '$50,000 to $80,000 per SKU' and 'nine to 12 month process' for FDA-registered facilities.

Wang advocates for modest outside investment: 'Most businesses are quite binary... you don't want it to be a zero-dollar business because you didn't want to give up 15% of the company.'

Equine Products in a $20 Billion Market

Tail Cinch's Jessica creates reusable Velcro tail ties for polo ponies, replacing wasteful electrical tape with products featuring 'faux leather strip on the outside' and 'silicone grips on the inside.'

Despite generating consistent '$60-80k annually' for four years, Jessica struggles to grow beyond that plateau while expanding her product line beyond the hero tail ties.

Wang supports platform distribution strategy: 'As long as you're not losing money... it can be an excellent way to get the brand out there, especially if you have other products.'

The equine products market represents '$20 billion' in total addressable market with customers who are 'not cost-conscious' - similar to pet owners where 'money is no object.'

Anti-Inflammatory Coffee's Brewing Challenge

Makor Coffee's Eli blends '93% coffee' with 'organic turmeric, Ceylon cinnamon, chaga mushroom, cayenne pepper, and ginger' but faces overflow issues when brewing more than six cups due to fine ingredient particles.

With '300 monthly subscribers' and '$200-300k' projected sales, Eli must balance ingredient potency with brewing functionality for mass market adoption.

Wang suggests office distribution potential: 'I can see like the button in front of you saying, Do you want the regular coffee or the anti-inflammatory one?'

Raz proposes single-serve innovation inspired by Justin's Nut Butter pouches: 'A single-use freeze-dried coffee pack that also has... 10% freeze-dried herbs and spices' for portable consumption.