Beardbrand Rebirths after a Powerful 12 months


Entrepreneurs have many causes for constructing a enterprise. Some construct for ego. Some to alter the world. Some to get wealthy.

I’m constructing for freedom. That’s what attracts me to entrepreneurship —  telling my very own story, serving clients I wish to serve, being round people I wish to be round, making merchandise I wish to make, and investing the time and assets I select.

I launched Beardbrand, a maker and vendor of males’s grooming merchandise, in 2012. This 12 months, 2023, has been amongst our hardest by way of gross sales.

This episode of Ecommerce Conversations just isn’t an interview. It’s simply me recounting 2023 up to now.

Beardbrand has no debt. We’re bootstrapped — no exterior traders. Listening to podcasts the place each visitor is doing outstanding issues is straightforward. It’s tempting to match your self to people doing eight or 9 figures in annual income. However behind the scenes these companies typically have warts. Large hurdles. Potential catastrophes.

Beardbrand’s challenges are in three major classes — product, advertising, and operations. It’s been an ideal storm of calamities for us this 12 months. Seemingly something that would go fallacious has. We’ve stacked losses month after month. It checks my will to proceed.


Many contract producers we’ve approached this 12 months have excessive minimal order portions for our quantity. Others had poor high quality management.

So it was a tradeoff between high quality management versus decrease order portions. We lowered our SKUs for larger per-item orders. We discontinued three of our fragrances and streamlined 4 merchandise into two, hoping we might undergo the stock and thus order extra.

However that technique didn’t work. Our producers elevated minimal order portions inflicting us to spend extra on stock, not much less.

I’m a believer in slicing off poor-performing merchandise. I like the concept of each product promoting one million {dollars} per 12 months. However that by no means occurs in fact. Nonetheless, it’s a great technique, though this 12 months might be the exception for us.

Goal was an enormous supply of gross sales. Our merchandise offered fairly properly there. We then took an aggressive method and retooled our items from fine quality to low price. That meant repackaging our gadgets into greater containers on the similar or decrease promoting worth. We dropped per-ounce costs when our rivals raised theirs. We hoped the technique would enhance gross sales and increase our minimal order portions with producers. We hoped larger quantity would justify the decrease margins.

We switched to aluminum packaging from glass and plastic. It made sense then, however we now notice it eroded belief with our clients.

Lastly, we’ve had sourcing points going again to Covid, which required prolonged manufacturing lead occasions and extra money tied up in stock. Plus, sure substances have been not out there.

Advertising and marketing

All through 2023 we’ve skilled an general decline in pay-per-click advert efficiency. We ultimately stopped these adverts fully as they weren’t worthwhile.

The opposite advertising problem was our natural content material. We rolled out among the finest movies we’ve produced. However YouTube shifted to Shorts, and ours have been lengthy. We had success with Shorts, however they didn’t drive model consciousness or gross sales. Views on our long-form movies went from about 5 million per 30 days to lower than 2 million.

We’ve gained market share from affiliate internet marketing. We’ve landed some good partnerships with notable publishers. Nevertheless it’s a slower funding. It’s not but breaking even contemplating the price of the particular person managing it. Affiliate internet marketing is a chance, however it’s not filling the highest of the funnel as we envisioned.


The lack of Goal resulted in success prices going by the roof. We paid primarily a month-to-month retainer for software program to sync Goal with our third-party success supplier. We’re nonetheless paying it, leading to an outrageous price for success — twice what we must be paying for choosing, packing, supplies, and delivery.

A variety of that is because of my errors. I’ve ordered many models of an merchandise with out realizing the way it impacts our success firm, or how a lot house it takes up.

The great and unhealthy information is we’ve a ton of stock. We’re targeted on promoting it, rising our Amazon channel, and making an attempt to generate income with our leftover Goal stock.

June was a greater month. We’re again at it. Our objective for the rest of 2023 is to fabricate and distribute our merchandise on our personal phrases, not with contract producers who don’t need our enterprise. There’s no worse feeling as an operator than working with a producer that doesn’t care. We wish companions who worth our enterprise and help us.


We’ve skilled in 2023 a drop in gross sales the likes I’ve by no means seen. It’s troublesome to pinpoint a single trigger as we’ve made so many modifications. Maybe it’s all of them.

But I’m grateful. I’ve my well being and my household. I’ve an excellent enterprise regardless of being smaller. I nonetheless get up with the problem of fixing issues. I’m energized, in rebirth mode.


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