Gary Nealon took an existing cabinet business online, flipping an antiquated industry on its head by selling direct-to-consumer.

Before exiting, RTA Cabinet Store went from $30k/month to $42M/year and became an Inc 500 company due to its 1,504% growth over 3 years. It also made the Inc 5000 list 7 years in a row.

It’s worth noting that Gary’s first business failed miserably, he was swimming in debt, and was told that selling cabinets online wasn’t possible.

With no plan and no budget, he needed to convince people that there was a better way to buy cabinets.

I sat down with Gary to find out how reinvented an entire industry. You’ll learn his scrappy approach to building online traffic, his framework for developing a relationship with customers well before they’re ready to buy, and the marketing strategy he used to cut customer acquisition costs and boost conversions.

We also dig into the tech solutions he created that removed logistical problems for vendors, ultimately leading to a much bigger acquisition deal.

Tweetables

“We were a tech company, who just happened to sell cabinets.” – Gary Nealon

“How do we own the data so that when we decide to either expand our product lines or go buy a company, that we actually have intelligent information and we already have audiences available.” – Gary Nealon