Building a $3,500,000 Business for a Stranger in 42 Mins | Ep 836
episodePreviously titled “Building a $3,500,000 Business for a Stranger in 42 Mins” — renamed by the publisher on Aug 2, 2026
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How did Trophy Outlet achieve $1.72 million in revenue?
What's up? How we doing? Good. Awesome. Let's talk about trophies. Yeah. So my name's Cody, Cody Shilson. I own Trophy Outlet. So last year we did about $1.72 million in revenue, mainly trophies and awards personalization, about $110,000 in profit, 6.4% net margin. And I'm third generation owner of the company. We've been in business for almost 40 years. That's amazing. Yeah. Kind of fun. So what's the goal? The goal is $3.5 million in revenue. I really want to double revenue going into this year. This year? This year, yeah. OK. I think we can do it. So who do you help? So mainly coaches, event organizers, as well as businesses and organizations, which is like HR departments,
What strategies are in place to reach $3.5 million in revenue?
business owners sales managers you know people like that okay as well as gag gift yeah purchasers I got that I got that vibe yeah okay so how do you help them so we offer free engraving fast shipping everything we do is personalized to the business or the individual something like that they go to the website to our platform purchase you know add the personalization info their logo things like that and then we fulfill it if it's a needs approval anything like that but most things ship in one to two days so Sweet. So how do you make money? How do we make money? All right. So on our website, direct on our website, most of our products kind of land in the $100 to $150 price point. We have products that range from $4 all the way up to $900. So it's a wide range. Most popular item is a four-, five-, and six-foot trophy, which kind of lands at about $89 to $130.
And then dash plaques, which are like little car show things that guys collect when they go to car shows. And yeah, so it's kind of, we sell them for $1.25. We sell minimum 50, but we sell thousands of them a year. I haven't even heard of that. Yeah. There's like these little pieces of metal that people just, they have these big boards that they set out of car shows. It's kind of funny actually. I'm always amazed how many ways to make money there are. Right. And that's one of the things our company was started on. So how do you get customers? Trophialis started in 1985, so almost, you know, this is our 40th year. And we've launched our Etsy business in 2019, and we did about $70,000 the first year. And then in 2013, or 2023, we launched Amazon and did about $300,000.
What are the different sales channels for Trophy Outlet?
And then last year, we launched TikTok Shop, and we did about $270,000 in revenue, but $250,000 of that came in December alone. So we had a video go viral with 20 plus million views. So we went crazy. So 250 of that came in one month. So that was kind of fun. And you sold those. We sold those, yeah.
How has TikTok Shop contributed to revenue growth?
And not quite family appropriate, but yeah, little death signs that people bought for their boss or whoever it was. So kind of fun. But I was a little crazy for December.
No, I love that.
And you were able to fulfill on the amount of orders that came in? Yeah. Yeah, we did about 13,000 of those. So do you have manufacturing set up? Yeah, we produce everything in-house. Oh, all right. So we engrave, cut, build it, all it, ship it. Sweet. Okay. Across four different channels, most of our clients come through. Online and internal is through SEO and Facebook ads. We just launched Facebook ads and meta about October, November with an agency. And then Amazon, we spent about $7,100 a month between agency and ads. And then Etsy and then TikTok, still kind of figuring that one out a little bit since it all happened in December, but about $2,000 so far in ads there. Got it.
Well, how many customers have you sold so far?
Yeah. So in 2024, direct on our website, and I have this broken out per channel in a couple of slides, but total visits is about 90,000 visits to our site, about 2,500 orders. There's a 2.8% conversion rate and about 781 products. So it's a lot of products.
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Chapters
8 chapters
1
How did Trophy Outlet achieve $1.72 million in revenue?
0:20–1:03
2
What strategies are in place to reach $3.5 million in revenue?
1:03–2:24
3
What are the different sales channels for Trophy Outlet?
2:24–2:47
4
How has TikTok Shop contributed to revenue growth?
2:47–3:54
5
What are the challenges with marketing and fulfillment?
3:54–5:17
6
What does the future hold for Trophy Outlet?
5:17–6:39
7
How is pricing structured at Trophy Outlet?
6:39–7:37
8
What are the benefits of transitioning to e-commerce?
7:37–42:26
Speakers
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