The Foundr Podcast with Nathan Chan 577: The Genius Referral Model Behind Burst’s Multi-Million Dollar Brand (Best of Foundr)
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Aug 8, 2025 Brittany Stewart, co-founder and President of Burst Oral Care, shares her journey in revolutionizing oral care through innovative eCommerce strategies. She reveals how the brand leveraged dental conventions and influential figures like Khloé and Kim Kardashian to explode in the market. Brittany discusses the importance of maintaining product quality and a customer-centric approach while tackling challenges like inventory stress and funding. She also emphasizes the value of community giving in branding, making this a must-listen for aspiring entrepreneurs.
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Launch By Testing Dentists In-Person
- They bought half a booth at a dental convention and staffed it frugally to test demand.
- The team sold out, signed many hygienist ambassadors, and replicated the model nationwide.
Dentist Validation Confirmed Product
- Brittany used the prototype and a dentist immediately said her teeth looked freshly cleaned.
- That real-world validation convinced the founders the product could deliver differentiated results.
First PO, Big Lead Times, Tight Terms
- The first PO was 5,000 units and manufacturing plus ocean transit created a 60–75 day lead time.
- Early factory terms required 50% down and forced tight cash planning during growth.