How I Built This with Guy Raz Gymshark: Ben Francis. From pizza delivery to billion-dollar fitness brand.
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Nov 17, 2025 
Ben Francis, co-founder of Gymshark, transformed a university project into a billion-dollar fitness brand, starting from his roots as a pizza delivery driver. He discusses the power of building relationships with YouTubers, which helped legitimize Gymshark before influencers became mainstream. Francis shares insights on community-driven branding, learning through doing, and his leadership evolution. He also reflects on overcoming imposter syndrome and the importance of focus and authenticity in business as Gymshark continues to thrive.
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Community Before Ads
- Ben Francis saw gym culture becoming a global, online community and built a brand for that identity.
- He prioritized relationships with creators over paid ads to grow organically.
First Sale, Big Feeling
- Gymshark's first sale was £52 with a £2 profit, and Ben danced in his bedroom.
- That tiny win validated the idea and motivated continued effort.
Switch To Higher Margins
- Try making higher-margin products instead of low-margin dropshipping items.
- Reinvest profits into product and inventory to create real growth fuel.