SaaS Interviews with CEOs, Startups, Founders
EP 360: Two 33 yo Men Selling Baby Products with HUGE Re-Order Rate at BabyMori.com
19 Jul 2016
Chapter 1: What is the main topic discussed in this episode?
This is The Top, where I interview entrepreneurs who are number one or number two in their industry in terms of revenue or customer base.
Chapter 2: What inspired Cam and Akin to start BabyMori?
You'll learn how much revenue they're making, what their marketing funnel looks like, and how many customers they have.
Chapter 3: How do Cam and Akin define their target market for BabyMori?
I'm now at $20,000 per top. Five and six million.
Chapter 4: What are the best-selling products at BabyMori?
He is hell-bent on global domination. We just broke our 100,000-unit soul mark. And I'm your host, Nathan Latka. Okay, Top Tribe, this week's winner of the 100 bucks is Daniel Al-Soudini. He's based overseas. He's an employee at a current company and can't wait to break free.
Chapter 5: What are the financial goals for BabyMori this year?
For your chance to win 100 bucks, Top Tribe, simply subscribe to the podcast now and then text the word Nathan to 33444 to prove that you did it. Again, text the word Nathan to 33444 to prove that you did it.
Chapter 6: How do BabyMori's subscription and gifting services work?
I give away 100 bucks every Monday. Okay, Top Tribe, this episode is brought to you by FreshBooks, the invoicing tool that I use to make sure I collect all my money in an efficient manner.
Chapter 7: What strategies contribute to BabyMori's impressive growth rate?
To claim your free month, go to nathanlatka.com forward slash FreshBooks and enter the top in the how did you hear about us section. Top Tribe, this is episode 360. Coming up tomorrow morning, you'll hear from Sam Couchy. He has 61 customers and 700 grand in 2015 revenue with the ultimate sales training tool. Don't miss it. Top Tribe, good morning. Our guests today are Cam and Atkin.
Chapter 8: How do Cam and Akin manage their product SKUs effectively?
They are with Baby Mori, which is a direct-to-consumer baby essentials brand offering the world's softest organic cotton and bamboo apparel and unique subscription and gifting services. Cam, Atkin, are you ready to take us to the top? Yeah, we are. All right, let's do this. Okay, first off, what are two young guys doing building this cute little baby brand?
Well, one interesting fact about the market is that actually three quarters of baby clothing spend is through gifting. And you would, especially in the first few years of a baby, a lot of the clothing comes from directly through gifting. So both Kem and myself being godfathers, we have been exposed to a gifting market quite a while now. Got it. It makes good sense.
So tell us real quick, what is BabyMori.com? The company name is Mori. What is it and how do you make money? We are an innovative and sustainable baby essentials brand. Think about a blend of Honest Company and Everlane with a gifting angle. We sell directly to consumer. We manufacture ourselves with trusted factories in Turkey and Europe.
in the top quality that we can and offer it directly to our customers either through gifting or parents buying online or even a subscription service. Okay. And in May, what was, just because I want to pick one specific thing to focus on on this call, in May, where did most of the revenue come from? You selling, you know, an individual yoga pant for 15 euros or subscription fees coming in?
It is parents buying directly. From our website. The bestseller product, one of the bestsellers are the yoga pants, yes. No, no. My question specifically is, are you making more revenue through the subscription service or through people buying one-off items? It's people through the one-off items.
Although I would say, Nathan, it's about 50-50 between gifters buying those one-off items for other people and parents buying that for themselves as well. Okay, so let's jump in because I mean, you guys have a bunch of, I like the combination of kind of Everlane, the example you guys gave earlier, and the Honest Company. How many individual SKUs do you guys have total?
SKUs are a bit complicated in baby clothing because the first three years is about eight sizes. And if you add the colors into it, it also gets a bit complicated. So from that point of view, we have about several hundred SKUs on the site. Well, that's exactly why I asked. How do you manage that? It is manageable. We have an in-house fulfillment team and warehousing team that deals with it.
And we work with factories with small minimum order quantities. And it is manageable. And what we do also is we don't launch collections. Sorry, we don't launch. Yeah, it is not like we develop hundreds of items and launch at the same time. But it's more about the product. We find the best cashmere and then launch a cashmere line. So it is phased out. Got it. Absolutely.
So really timeless and seasonless. So in that way, we are able to manage down our SKUs. So which one of these, because I want to go deep on the economics on one of them, which one of these pieces of clothing is your best seller right now? I would say the sleep suit front opening. Our sleep suits. Yep. The front opening sleep suit. So it looks like it's going right now for 22 euros. Is that right?
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