Making It with Jon Davids 226 - He built a $6B business by blowing up one shelf | the story of Hobby Lobby
Nov 4, 2025
Discover how Hobby Lobby transformed from a single craft aisle to a $6B giant. Learn about the 'zoom in on one shelf' strategy that can turn any product into a specialty store. Dive into the importance of building customer habits for repeat business, as seen with brands like Sephora. Explore how identifying recurring needs can boost sales through effective merchandising. Finally, uncover the key to expanding your market and attracting new customers, as demonstrated by industry leaders.
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How Hobby Lobby Started
- Dave Green noticed craft supplies were shoved to a back aisle and customers kept coming back for them.
- He quit his job, opened a store called Hobby Lobby, and hit $40,000 in year one then scaled to billions.
Every Shelf Could Be A Store
- Every shelf in a store can become its own specialty store if you zoom in on a single customer need.
- Specialty retailers like Home Depot and Sephora grew by turning one aisle into a full category.
PetSmart And Home Depot Examples
- Jon Davids recounts Home Depot and PetSmart turning a single neglected category into massive retail chains.
- PetSmart began as Pet Food Warehouse and built services and community to scale into a billion-dollar brand.