How to Scale to $10M with Zero Employees ft. Adam Callinan

I always have a saying that there's no point in being in business if you're not profitable.

And you guys deal entirely with the aspect of making people profitable, so.

Hi, I'm Adam Kalanian.

And I'm Matt Campbell.

We're cousins, best friends, and the founders of Bottlekeeper.

We built that business.

We got to get over 10 million in sales in the first three years.

No employees, no investors grew beyond that.

Went on Shark Tank, got acquired as an eight-figure brand in 2021 by Private Equity Group.

The easiest way to positively impact your net profit is to cut your fixed expenses,

like full stop.

Cutting $10 out of your payroll, your office, like whatever.

That $10 goes directly to net profit.

It's literally a dollar saved is a dollar earned.

Where exactly do finance and marketing speak different languages?

One speaks German and one speaks French.

They cannot speak the same language because the CFO wants the marketing team to do more with less ad budget.

And the marketing team is going, that's unrealistic.

I need more marketing budget to drive the revenue that you're trying to achieve.

They have like different mathematical structures.

They have different languages.

They have different KPIs they're going after.

So they just argue.

Where are the, I guess, most common areas that you right now are seeing that people are just like burning money that could just be money in their pockets?

There are three primary areas

I always have a saying that there's no point in being in business if you're not profitable.

And you guys deal entirely with the aspect of making people profitable, so.

Hi, I'm Adam Kalanian.

And I'm Matt Campbell.

We're cousins, best friends, and the founders of Bottlekeeper.

We built that business.

We got to get over 10 million in sales in the first three years.

No employees, no investors grew beyond that.

Went on Shark Tank, got acquired as an eight-figure brand in 2021 by Private Equity Group.

The easiest way to positively impact your net profit is to cut your fixed expenses,

like full stop.

Cutting $10 out of your payroll, your office, like whatever.

That $10 goes directly to net profit.

It's literally a dollar saved is a dollar earned.

Where exactly do finance and marketing speak different languages?

One speaks German and one speaks French.

They cannot speak the same language because the CFO wants the marketing team to do more with less ad budget.

And the marketing team is going, that's unrealistic.

I need more marketing budget to drive the revenue that you're trying to achieve.

They have like different mathematical structures.

They have different languages.

They have different KPIs they're going after.

So they just argue.

Where are the, I guess, most common areas that you right now are seeing that people are just like burning money that could just be money in their pockets?

There are three primary areas