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Marc Lore

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2026-03-30
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2026-03-30
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  1. “I think I'd be happy. The path to get to where I am today was not a straight line. Like I said, you know, I'm in my early to mid-30s, you know, playing Dungeons& Dragons, you know? That wasn't what I had set out to do. But once I made the transition from mercenary to missionary and I really let values create the value. That's what happened. Values created the value. And I feel in a great place now. And I feel like I'm set up You said the next 20 years are going to be, I think, going to be a lot better than the last 20.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  2. “I think it's a combination of all three. I could think of things that where I did get lucky, where things could have gone a different way and I've been really screwed. But at the same time, the drive to keep coming, like the Terminator. I wouldn't accept failure. I just would keep going and going and going until the luck turned my way.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  3. “That's true. I mean, there's opportunities in retail, there's opportunities in healthcare, opportunities in NGOs now where I can really do something really disruptive that can have a lasting impact on the world. And that's what gets me fired up.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  4. “I do. I do feel good about it. Would I have liked to have done more, gone faster? Sure. But if I just take a step back, did we change the narrative? Yes. Did we dramatically accelerate top line sales? Yes. Did we create an incubator that's now building startups that could shape the future of retail? Yes. All things considered, given the size of the company and the fact that it's an aircraft carrier, not a speedboat, to move it the way we did. I feel proud of that. And I think that experience is going to make me a better entrepreneur going forward too, which I really appreciate.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  5. “Yeah, the high levels, the most strategic part of the plan was to change the narrative. I knew that we didn't have the talent inside of Walmart at the time to do what we needed to do. We had to attract the best people in the world. And at that point, honestly, that wasn't the place the best people in the world wanted to go. And so I knew we're going to go anywhere unless we changed the narrative, unless the people thought that Walmart was now going to be a contender. And Buying Bonobos was part of that strategy because that was a cool hip modern brand focused on millennials that was more premium product. It basically opened people's eyes and made him look at Walmart differently. And that was certainly not one thing alone, that one move, but it was all the moves that we made together. It all started to compound. And really in the last couple years, it really started to come together.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  6. “Yeah, it was very challenging, very challenging. I mean, I'd already had experience working inside Amazon, so I knew what to expect. And so I wasn't surprised by anything. In fact, I was probably pleasantly surprised at the culture of Walmart and the ability for me to make the moves we made with speed. But still, it's just hard. I mean, anytime you're in a big company like that, there's so many people to get on board to convince. And you have to educate people and you have to bring them along. It's not the entrepreneur away. The entrepreneur way is, you know, you just go and you can't do that.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  7. “What was it like for you? I mean, and this is now the third time you were acquired, right? You'd gone to work for tops, you'd gone to work for Amazon, now you're working for Walmart. But you're an entrepreneur. It has to be a little bit strange or hard to all of a sudden work an environment where You're not totally calling the shots.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  8. “I mean, yeah, Walmart was the number one responsibility. I think we basically took all the best people from Jet and put them on Walmart. We took the technology. We took the fulfillment centers. It was, I think, the goal was really clear. Like, let's turn Walmart.com into a formidable e-com player and use all the assets available to us. It didn't really make sense to have two mass market sites because we wanted emerged the best talent and put them all in Walmart.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  9. “Surprised, but at the same time, I got it. It made sense. And when Doug said, Mark, we want to give you and your team the keys to sort of pull this all together and run this and take us to the next level. That was empowering. Now I wanted to give Doug, Walmart, and their board the very best I've got because it was very different than the Amazon experience. Didn't feel like selling, by the way. It was very motivating. I was like, wow, now we've got, it's sort of like we're fighting there with guns. And then, you know, all of a sudden you see the big tanks roll in. You're like, yeah. Give me the tanks. I want the tanks. I want the. Air Force coming to back us up here.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  10. “I say it's the difference between selling out and selling the company. We didn't sell out. Yes, we sold the company, but the mission was very much intact and everything we had set out to do was now with a higher probability of success. And we had more capital to do it. We were going to get there faster.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  11. “It depends. So I think we could have refused it. But again, tying back to what I said before about mission and values, it was the conversation that I had with Doug McMillan, the CEO of Walmart, on a whiteboard in his office that sort of made the decision really easy for me. He basically said, listen, first of all, a lot of trust was built between us from the very beginning of every conversation. He did always did exactly what he said. And we also shared a similar vision of what we wanted to achieve in e-commerce. Walmart had an e-commerce site, Jedhead and e-commerce site. And we felt, hey, if we could bring the assets of both companies together, sort of the people and technology that we had built at Jet with the capital resources, the stores of Walmart and merge it together, wow, we could really, really become a formidable competitor. And this is where...”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  12. “No, I don't know. I just feel like it's usually good reasons. I definitely don't take it personal. It does feel good when there's a big exit and investors say, man, I should have listened to you. I can't believe I didn't invest. Know that definitely feels good, but it doesn't feel like I don't have anything. People make different decisions based on what's right for them and at the time. Accept that”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  13. “Oh, yeah. Way more no's than yeses, of course. Yeah. But I always had a great experience with venture capitalists. I think they added a lot of value to the company outside of capital. I have one of these entrepreneurs that says, you know, race as much money as you can. Get the best venture capitalists, the best people that can help you around the table. I never worried about control and all kinds of other things that people worry about. You have to trust people. People start from a place they just trust too much, and it's funny, the more you're able to let go and trust, the less work you do. Just have a lot more bandwidth to do a lot more. And I do that in my personal life, and it gives me an extraordinary amount of time. Just straight up trusting people.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  14. “It always came down to whether or not you can raise the capital you needed to create a really big business because you were going to burn a lot of money competing against Amazon until you got to scale. And so $3 billion was what I said. It could have been more. And they didn't know whether or not we'd go out and be able to raise $3 billion.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  15. “We were burning about $40 million a month. But the real key was raising. We did a $618 million series A. So we'd raise some money before that. And then we had the $600 million Series A. That was a really tough round to get done. At that time, we had negative gross margins. It was going up against Amazon. We needed to raise $600 million to get through the next 18 months basically.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  16. “I have to imagine that you knew you were going to burn through cash, but you were not worried about this because this was part of the plan. You had predicted this and you were okay. And with the money raised to $700 million, how much runway did you have? How much time did you have before you actually had to either raise more money or shut down?”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  17. “Just e commerce is all a scale game. You build the infrastructure, you build the technology, you get the people, and then you just need enough sales because the margin, the variable margin on sales is pretty low. And so you need a lot of sales to cover your fixed expenses.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  18. “No, I still continue to think to this day that that would have worked well. The problem was that started to, we knew we had to do a big round of financing and starting to read the tea lead from investors who said, you know, this membership, they really want to see what the retention rate's going to be. People buy the membership, do they stick with you? Do they renew and sort of got spooked by that, thinking we're not going to have enough time to prove that out. Same time, we're also seeing great traction without it. And so we sort of pivoted the business model in such a way that the math worked without a membership, but did not necessarily mean that that wasn't the right strategy for the business had we had the capital and had the time.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  19. “A little bit different because we weren't like had one product where we were so single threaded on, you know, diapers was such a high percentage of our sales and such a low percentage of their sales. So we would go in mass. They weren't going to be able to cut prices on everything”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  20. “It wasn't about beating Amazon, it was about a big, massive market that was growing fast and I was very excited to start a new culture and a new business with all the learnings from previous businesses. And we really honed a lot of the core values in the culture at Jet, like in really cool ways that I'm super proud of, you know, the transparency of salaries so everybody could see what everybody else is making, the fact that everybody in the company at the same level made exactly the same amount, you know, to really prevent unconscious bias from creeping in and things like that.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  21. “Massive, yeah. It all comes down to what I call VCP vision capital people. We had the vision. We needed to raise the capital. We need to hire the very best people in the world. And it was the people that made the difference, the people that we hired were incredible and empowered them, gave them the information, and let them run as fast as they could run. I mean, we got to a billion run rate in revenue within 10 months of the business. Lunching, which is, I think, probably unprecedented at the time.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  22. “So, with that $700 million, I mean, you had to build warehouses, you had to create the supply chain. I mean, you now had considerable experience in that space, but God, it just sounds like a huge undertaking.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  23. “And so this was going to be, if I'm right, kind of like initially a hybrid between an Amazon and a Costco, which was for 50 bucks a year, you got a membership, and then you would be offered the lowest prices on like 10 million items, more or less. Initially, that was the idea. And I guess, like Costco, because Costco really doesn't make money off the stuff they sell, they make money off selling memberships. That was the idea that you would make the money from all those people paying 50 bucks a year.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  24. “You could give the option to the customer to substitute that product for a product that was in the warehouse that could ship in the same box. They could save $6 in shipping and give $3 back to the customer. And so we built this real-time smart pricing engine that showed customers lower prices on things that would pull costs out of the supply chain. And so actually, if we did have scale, not Amazon scale, but enough scale by having a more efficient supply chain, you could actually have lower prices and lower costs. But I'd assume that you got to some level of scale, and so you needed to raise money enough money, a lot of money, to help bridge to that level of scale.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  25. “Not only more things at one time, but more things coming from the same location so they could ship in the same box. A lot of Amazon's packages will ship from different locations. Like what if somebody's building a basket of product and they're about to put a product in the basket that would not be available in that same warehouse to ship in the same box but was on the other side of the country?”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  26. “Just still continue to think that there was room in the market for another e-commerce player. Amazon didn't have any real formidable competition at the time and felt like I saw an angle. I saw the inefficiency that was brought about by people shopping on Amazon, buying things in one unit at a time, haven't shipped across the country and things and a lot of expense in that and came up with this idea that what if you empowered customers to and gave them the information to shop smarter to save money”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  27. “I just felt like those unfinished business meaning we had a vision and it got cut short. And so that vision we had, the mission that we had set out was still alive. Like we wanted to give it another shot.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  28. “Oh, for sure, definitely wasn't If I was still in my mercenary mindset, I might have felt differently, but I had made the transition by this point to be a full-fledged missionary. I've gone all the way from one side, all the way to the other, and I was driven and motivated by the bigger mission. didn't want to sell the business at that point. We definitely didn't want to sell the business. We basically sold out.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  29. “Yeah, basically, I think it was like 40 years old at the time. And we didn't have a lot of money saved either of us. And so it was a never need to work again kind of moment and we couldn't even celebrate. Had a vision for what we wanted to create. We put our heart and soul into it. And then our dream was sort of done. Like Amazon didn't even, when they brought us in, say, hey, we want you guys to run the mom, baby, parent category within Amazon. They said, you know what? Just keep doing what you're doing. Just continue to keep competing with us. Felt terrible”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  30. “Amazon and the employees more importantly. And so that's kind of the way we looked at it. So there was definitely like wasn't happy. So we were the day we sold the company, Vinny and I, you might have thought would go out and like have a drink to celebrate. We were depressed. We were depressed.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  31. “Let me just say, I mean, one thing we didn't talk about at diapers.com was just how Vinny and I really set that culture up and that value system in a way that the culture was everything. Our mission was to make lives easier for new parents Was really important to us, and we brought these people into this organization, and we felt a responsibility to the employees. One of the my personal core values is fairness. And I felt like even though I maybe wasn't happy about how that went down, we did accept the offer for $550 million. We did sell the company. And I just felt the right fair thing to do was to give it the best we got for both.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  32. “So now you're an Amazon employee. You are running quidsy, but now under the corporate umbrella of Amazon. And I'm just thinking if it was me, it would be a little weird. Here was this business that was kicking me in the butt for two years that I could not compete against because they were just so much bigger and they were going to crush me. And I surrendered, I had to, with a great outcome, financial outcome, but now I'm working for you. How are you able to Two weeks later, a month later, just become an Amazon employee. Was that hard for you”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  33. “You sell it to Amazon. You sell the business to Amazon. They buy it for $550 million or something like that. But that's a pretty good return. I mean, you had raised 50 million, but of course you were losing money every year. But did that mean that your investors, you know, sounds like they came out okay?”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  34. “Said, well, yeah, we're going to take the price of diapers to zero and we're going to, you know, then they made some analogies to some other use explicit language. Was pretty scary stuff. I'll just leave it at that.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  35. “From what I read, it would have meant that if you guys at diapers.com sold a case of pampers for $45, you could get it for $30, the same product for fifteen dollars less. I mean, there's no company. There's no competing against”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  36. “Now you just barked my memory, but that's when they told us that they were launching Amazon mom, which was a program designed to get moms into their membership program. And it was really driven by diapers.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  37. “We were just like, yeah, they're coming after us. They're clearly targeting us. Now they want to talk? Are they softening us up to before the surrender? You drop a couple bombs and then have the talk about surrendering. It felt like that. That's what it felt like.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  38. “It was really like we were gearing up to battle to raise that money. But at the same time, Amazon had asked us to go out to see them in Seattle. So we did that.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  39. “Yes, we had only raised 50 million, 55 million dollars up until that point, which was pretty modest amount of money raised compared to today's standards. But we went out and we needed another 100 million. Keep all the websites going and to really blow it out. It started putting some feelers around the market, but everybody said, hey, listen, Amazon's coming after you. That's too risky for us.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  40. “No, I mean, when you say nervous, it was definitely something that we had to seriously focus on figuring out how we were going to combat that. Anytime you have a company that size that's targeting you.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  41. “It definitely slowed our growth rate. You would have thought it would have a much bigger impact. We would actually shrink in size, but all it did was slower growth rate. The customer base we had was very loyal and we didn't lose many customers. Which I think was surprising to Amazon.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  42. “It was unheard of at the time, the idea that a commodity product that already lost money, it's already a loss lever, that you would lose another 30%. That's unheard of, unprecedented in the history of retail.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  43. “Yeah, quit seat. We changed the corporate name to QuidSee, but we wanted to keep the specialty stores because we felt that was sort of the magic as opposed to just a mass merchant where you sold everything. But we had one shared shopping cart. So you can shop on diapers.com, add stuff to your cart, you can click on the wag tab. It turns to wag.com. Now it feels like a pet specialty shopping experience, but you're heading to the same cart and you check out.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  44. “Yeah, we hit to have every cost advantage we could find. But the vision was even bigger than just selling everything for that moms and dads would want for baby. It was we're going to sell parents everything. So we launched another website that was wag.com for pets and soap.com for household supplies. Beautybar.com.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  45. “I like to talk about this sixth gear because that's the only thing I can say is that I didn't know it at the time. I was working in banking, working really hard, working really long hours, but I never got out of fourth gear. It's only when you have your life on the line and you can't afford to lose can you find the sixth gear. And when you're in that sixth gear, at least for me, it's like a out-of-body experience. It is like you don't have time to worry, think, be anxious, just have time to do.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  46. “Yeah, no, at a seven year old, at a four year old, and I had all my family and friends invested in the business, losing money every day. And I just always thought, like, what do we need to figure out? What do we need to do? What's the problem? What's the next hurdle? Like, what do we have to do? And I was like motivating me. You know, it was, it was sort of like a challenge. Always came down to like, are we going to be able to make payroll? So it was, it's never been easy. Yeah.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  47. “No. Once again. Much harder than you possibly could imagine trying to convince retailers to sell you product. I had no idea. I was never a retail. And we had to fight really hard to get manufacturers to sell us products.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  48. “Think we just built a really good user experience online. We had everything that mom and dad could possibly want for their baby. They were all first party. So we didn't have third party sellers. Everything was handpicked by us and we had all the products that moms would want. And we organized it in a really convenient way. Everything was covered”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  49. “You could make money because the way shipping works is if you're shipping a box of diapers to someone and you have empty space in that box, the marginal cost to ship the next thing you put in the box is very, very small, very low. Like it might be you put something that weighs a pound into that same box. It might cost you 10 cents of incremental shipping. So the margin. On the margins was great.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT

  50. “Dimensions, yeah, the dimensions instead of the weight. So we notice that there was still a lot of empty space in every box. We put diapers, we put formula, we put baby food, whatever, and then you look at what percentage of the box were those products actually taken up. It was like maybe like 40%. And so we thought, what if we had 20, 30 different box sizes and we could build what we called boxum was basically a way to figure out exactly what box certain items can fit in. So you pick the box as soon as you knew the items and what configuration they need to be packed in the box to fit.”

    2026-03-30 · How I Built This with Guy Raz · diapers.com: Marc Lore. The ecommerce visionary who lost to Amazon but still made billions (2021) · IDENTIFIED FROM THE TRANSCRIPT