Advice Line with Kip Tindell of The Container Store

Key takeaways

Steady, humble growth is often more sustainable than aggressive expansion.
Providing high-quality, personalized customer service creates lasting brand loyalty.
Leverage social media and influencer partnerships to maximize organic reach and awareness without large advertising spend.
Protect your intellectual property early, especially when your product gains viral attention.
Focus on your most successful sales channels for growth, rather than spreading resources too thin.
Patience and persistence are key when building a brand or scale, especially in competitive markets.
Retirement and leisure are valuable stages that offer freedom and perspective, enriching life beyond business success.

Summary

Introduction and Format of the Advice Line

The episode introduces the concept of the Advice Line on 'How I Built This,' hosted by Guy Raz. It features calls from entrepreneurs seeking advice on various issues, with former guests like Kip Tindell, co-founder of The Container Store, providing insights. The episode emphasizes community engagement by inviting callers to leave messages about their businesses and questions.

Kip Tindell’s Reflections on The Container Store’s History and Challenges

Kip Tindell discusses the founding of The Container Store in 1978, highlighting the revolutionary idea of selling containers in a retail setting. He reflects on the business's expansive growth, its public offering in 2013, and the subsequent bankruptcy and acquisition by Bed Bath & Beyond. Kip attributes the decline to retail changes, online competition, and challenges in finding suitable buyers. He emphasizes the impermanence of business success and advocates for patience, humility, and steady growth.

Evolution of Retail and Customer Service

The conversation explores how retail has shifted towards frictionless, online experiences, reducing the personalized service that once defined great retail, like the container store's expert salespeople. Kip notes the importance of human interaction, knowledgeable staff, and high-quality service in creating memorable customer experiences. He expresses hope that retail brands will continue to value and improve human customer service despite technological advancements.

Approach to Business Growth and Entrepreneurship Philosophy

Kip shares his approach to growth, emphasizing a conservative, sustainable rate of about 20% annually, and the importance of patience and humility. He warns against excessive growth, which can endanger stability, and highlights the value of focusing on channels that perform well. The discussion underscores that steady, humble expansion over time fosters long-term business health.

Post-Retirement Priorities and Lifestyle

Kip talks about his retirement, enjoying increased freedom, travel, and the companionship of working with loved ones. He advocates for making time for retirement to experience relief from stress and to enjoy life’s moments. He emphasizes that aging improves perspective and that embracing growth in older age can be enriching.

Calls from Entrepreneurs: Juliette, David, and Kaitlin

The episode features entrepreneurs seeking advice: Juliette wants to increase awareness for her innovative cooling wand without large advertising budgets, and is advised to leverage social media and influencer marketing; David seeks to expand the wholesale part of his personalized gift business, receiving recommendations to focus on smaller retailers, use sales reps, and protect his brand with patents; Kaitlin has experienced virality with her sleep product and is advised on brand building, potential patent issues, and expanding product lines for a comprehensive sleep brand. Kip stresses patience, focus on key channels, and protecting intellectual property.

Closing and Promotional Notes

The episode concludes with reminders to listeners about how to participate in the Advice Line, links to the original 'How I Built This' episodes, and mentions of the production team. The sponsors’ message is reiterated, emphasizing simplicity and reliability for small business owners.

Show notes

Today’s callers: Juliette in France wonders how to raise awareness of her “magical” cooling device—without a costly ad campaign. Then David in North Carolina looks to grow the wholesale channel of his engraved gifts business in light of thinning retail margins. And Kaitlin in California wants to leverage the virality of her supportive, bordered sheets and create an enduring sleep brand.
Plus, Kip reflects on The Container Store’s bankruptcy and acquisition, and plugs patience and persistence as the keys to sustainable growth.
Thank you to the folks at CoolaWand, Hazel Grove Customs, and Kaomi Sleep for being a part of our show.
If you’d like to be featured on a future Advice Line episode—where Guy and former show guests take questions from early-stage founders—leave us a one-minute message that tells us about your business and a specific question you’d like answered. Send a voice memo to hibt@id.wondery.com or call 1-800-433-1298.
And be sure to listen to The Container Store’s founding story as told by Kip and his wife Sharon in 2024.
This episode was produced by Alex Cheng with music by Ramtin Arablouei. It was edited by John Isabella. Our audio engineer was Jimmy Keeley.
You can follow HIBT on X & Instagram and sign up for Guy’s free newsletter at guyraz.com or on Substack.

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