312 | Maximizing ROI on Your Best Product | with Wes Horbatuck & Greg Orfe

Wes Horbatuck

I'd rather sell out than have inventory we can't sell. Then you have to be, all right, I guess it's 50% off for the next 6 months. 

Chase Clymer

Welcome to Honest Ecommerce, a podcast dedicated to cutting through the BS and finding actionable advice for online store owners. I'm your host, Chase Clymer. And I believe running a direct to consumer brand does not have to be complicated or a guessing game. On this podcast, we interview founders and experts who are putting in the work and creating real results. I also share my own insights from running our top Shopify consultancy, Electric Eye. We cut the fluff in favor of facts to help you grow your Ecommerce business. Let's get on with the show. 

Hey everybody, welcome back to another episode of Honest Ecommerce. I'm your host, Chase Clymer. And today I'm welcoming to the show not one but two amazing founders. We've got Wes Horbatuck and we've got Greg Orfe coming to us from Driftline. Welcome to the show, gentlemen. 

Greg Orfe

Thanks for having us. 

Wes Horbatuck

Thanks so much for having us.

Chase Clymer

Awesome. First things first, for those that are unfamiliar with Driftline, what are the product or products that you guys are bringing to market over there? 

Greg Orfe

We are a watersport apparel brand. Our main flagship product is we make wetsuit-lined board shorts, patented wetsuit-lined board shorts called Drifties. Then we make supplementary products like UPF sunshirts and hats and other gear for watersport athletes. 

Chase Clymer

That's rad. Now, take me back in time. Where did the idea for these products come from? 

Wes Horbatuck

I'll kick it off here first. I grew up surfing in Rhode Island and Maine. Never been a big wetsuit guy. I'm lanky. I'm tall. The idea came from one, when we both moved to Southern California, we were going for a surf. It was that time of year where it was too cold for board shorts, but it's too warm for a wetsuit. It's like that in-between season. It's actually pretty long here, both for the fall and spring here in Southern California and San Diego. All right, there has to be a better way. Literally work with some other connections that we've had conceptually stitched a wetsuit liner into an outer shell. Everyone knows what that two-in-one short looks like, but no one had done a two-in-one wetsuit board short. This is a really cool idea. Got some prototypes, everything made up and tested it out. This has some legs. This is like a really cool concept. 

Chase Clymer

When you say you tested it out, you gentlemen tested this product in your own adventures in the water. But were you also getting feedback from other surfers outside of just your friends and family? 

Wes Horbatuck

Greg and I still have a recording on my phone. But the first sample we have, Greg and I jumped in the pool that was in our apartment complex at that time, which was a colder time of year. It was a shock on our face because you couldn't feel the cold water between your knee and your waist because of the wetsuit liner. When we tested out, this is something. But we have to get it into other people's hands. We got into local surfers and other friends, but Greg was also a kayak tour guide at that time. He was able to test a lot of that product out as well.

Greg Orfe

Absolutely. I was out on the water pretty much daily leading kayak tours in the Hoya for travelers and tourists. I was rocking them daily and jumping out in the water and paddling people around and stuff. It felt like a real-life use case of not just using it for surfing because the product was born from surfing. But it was that realization of this could even just be. It's great for kayaking, just anyone who sits in water that likes to get outdoors. I think that's also a big moment because this could go so much far beyond one simple water spill. 

Chase Clymer

That's amazing. So you've tested this thing, you are starting to see the validation. What's next? 

Wes Horbatuck

I think proof of concept for us was a big deal. I think the next phase in the company was actually pretty funny. Because I'm an entrepreneur just like the way I was born. I've always loved this. I was always looking for something to do. I feel Greg and I were ready to jump in at the moment. It was actually so very kismet because Greg was in graphic design school at the time. It was me wanting to do something with my life on the side, product-related, create something that's valuable, something that I actually want to do. 

At the same time, Greg needed to create a product and a company at school. We have this, joining a melding of minds at the moment of 2 things. Do we actually want to just jump in and do it? The answer was yes. We love the product and concept. We're in SoCal. What a better way to embrace this amazing place than create a product that is made for this place. We jumped in and worked to get samples, and worked with a local guy to find a manufacturing process. 

Something we're so green on and didn't know anything about because I'm from finance and Greg is from the sales world. We just jumped in headfirst to figure this supply chain apparel world out. 

Chase Clymer

How long would you say it was from when you got those first samples made after that kind of like aha moment to where you got that final production sample and you guys are ready to start selling this? 

Greg Orfe

It took some time. I think part of our origin story is that we went through 15 to 16 different manufacturers before we could actually find someone who would work with us because like Wes said, we were a green company. We didn't have a website yet. People were trying to take a leap on us. But part of the difficulty was the actual construction of the product because combining neoprene to an outer shell, it really hadn't been done before.

It was also just at the start of the whole two in one, short concept for men in general. Just that combination of neoprene, people's needles weren't going through it or manufacturing needles weren't going through the two materials. It took us some time. Then the lead time for the product was also a few months. We were working on it once we got that first sample for at least five months until we eventually launched the actual business.

Wes Horbatuck

Keep in mind the concepts before that, we have probably six different samples of prototypes before we found one that we actually like. We're still tweaking to this day, years later. We want a half stretchy waistband to kick it off. Then I dove in the water and the first thing like my shorts came all the way down to my knees. Clearly that's not a good use case for it. We tried to find little tweaks here and there. 

The really complex thing is we're making a short that looks normal from the outside. It doesn't look kooky. It looks like this guy is just wearing normal board shorts. But underneath it has to hug in the right areas to prevent chafing, keep you warm, not ride, but give you full freedom of movement when you're doing your water sport. 

It's the complexity of having something that is tight and taut on your body while also having the complexity of looking natural. There was a lot of like in and out of stuff that Greg and I not only

had to learn on the fly, but then had to figure out how to tell manufacturers exactly what they were looking for. 

Chase Clymer

Absolutely. Greg, you alluded to launching the website and going like, can we talk about what was the go-to-market strategy? How did you put this thing out there into the world? 

Greg Orfe

Well, I think, to Wes's point, it was symbiotic in that I needed a school project. I was going to school at San Diego City College downtown. By the end of the semester, we had refined the logo, business cards, and a website wireframe mock-up and everything like that. And I think that was a big part of why we felt like we could bring this into life. From there, I was almost just copy pasting what we initially had onto a Shopify store, which is totally brand new to us. But the business cards and all that stuff, I was able to just send it straight to print. 

It really was through the school project that I think we were able to seamlessly go to market in that way. It was really just trying to figure out how to create an actual eCommerce store and what that all entailed because that was not something Wes and I were familiar with. They didn't touch on that at school. That was probably the biggest challenge at the time. 

Chase Clymer

I obviously we're going to get into all that. But I need to note, as the school called you back to speak to these students. 

Greg Orfe

I wish. I think that would be a really cool full circle situation. They do bring people back here and there. I have told my professors about it. But just waiting on the call. 

Chase Clymer

Absolutely. Send them this and they'll give them a little bit of a reminder. 

You guys build this Shopify store, you figure it out. That's what I think most modern entrepreneurs are doing these days. Just figuring it out. What happens when you go live? That's what I want to know. 

Wes Horbatuck

One thing that I've been really good at in my career is I'm a guerrilla marketing guy. I've always liked the boots on the ground, getting people excited about something, and then transferring that to digital. Greg and I, in true form, threw a big party. We went to a brewery, threw a big party, and got all friends there. People from the street were coming in and out of it. That day, we launched our site that morning too. 

We had done weeks like launching Instagram, having a tailored Instagram account, everything just kind of pushing to the site. We sold really well at the event. From there, it was all organic. Now at this time, this was just a testing side phase project that Greg and I were just doing. It wasn't like, we're living on ramen noodles now. Let's go all in on this thing. This is really cool. Let's see if we can do this. 

At the party itself, we sold a lot of shorts. People off the street came in and bought shorts. Keep in mind, this is in the heart of SoCal. People immediately understand the concept when they're touching it. They're like, This has never been done before. You guys should do this. We're like, well, we are doing this. It's live today. This is the launch day. From then, we saw pretty significant organic growth. Our product was just in our apartment. We had stacks of shelving units.

We're just trying to sell this thing organically. We're going to drop off products at people's doorsteps in our local town. We were told, own your backyard. The site went live and organically, we just started cranking and moving. We didn't put ads or anything for the first while because we want to make sure that this has true organic growth through the site and optimizing our SEO and optimizing through local press before we really test with some ad dollars.

Greg Orfe

Something that I think also worked was without really knowing SEO, it's kind of something you have to do when you're setting up your Shopify store and putting in the meta fields and stuff. I think we just nailed that. We kind of got lucky. It goes back to my point about the rise of the two-in-one short concept for men in athleisure, for Lululemon and stuff like that. 

We realized so many people are looking for just lined blank, especially in menswear. I think it was just a naturally lucky situation where there were even more people looking for something for water sports. We were the only product out there that had really kind of narrowed in on that. We were just showing really high on Google right off the bat. 

Chase

Absolutely. 

Greg Orfe

As Wes just said, no one's done this before. This is a really good idea.

Chase Clymer

I know that you guys have now patented the idea. Let's take a quick segue down that line. 

Talk to me about that whole process. 

Wes Horbatuck

The minute we started realizing this is something, I have a pretty heavy finance background. I know that the minute you should do something is  the first thing you do, you have to go search. You got to go search out their trademark infringements. Are there anything like any other competing products out there? SWOT analysis, all that kind of fun stuff. 

We did some research and there's nothing for a wetsuit line or shorts. Greg and I would definitely not be where we are today if it wasn't for just friends of friends. That's you just have to leverage that when you start a company. One of my old roommates when I first moved to San Diego's friend was the head of legal for a baby company. And he's like,  I'll take a look at your product and we can see if this is patentable.

That process just started right off the bat when we launched the product because something I did research was you have to apply for your patent within a year of the ideation. I was like, okay, let's get this thing moving then. We submitted the patent after tons of drawings, figuring out and that's the benefit of having Greg. He's a graphic designer. We had all these intricacies, technical drawings, and stuff just locked and loaded.

We just needed someone to describe what the patent would look like and how to apply, which is a whole massive undertaking. We had no idea. You can't say Velcro in a patent. It has to be like hook and seam. It's just a completely different language. We luckily had a friend that was able to just create a patent package for us and submit it. I know it sounds easy, but it was not.

Chase Clymer

Hey Shopify store owners, have you ever wondered if your store is leaving money on the table? Imagine increasing sales without spending more money on ads. Sounds too good to be true. Well, it's not. I'd like to introduce you to StoreTester. StoreTester is a done-for-you conversion rate optimization service for Shopify merchants.

Could your store benefit from increased conversion rates, higher average order values, and improved revenue per visitor? StoreTester could be the perfect partner for you. From ideation to implementation, this full-service A-B testing service takes all of the guesswork out of improving Shopify stores. StoreTester does all the work for you while offering month-to-month transparent fixed pricing. It gets even better. They believe in their service so much, they're offering the first test for free. for qualified merchants. Let me repeat. The first test is free for qualified merchants. Curious to see if you qualify for a free test? Reach out today. Visit StoreTester.com to schedule an intro call. That's www.store.com. Schedule an intro call today to see if you qualify for a free test.

Hey everybody. Today's podcast is brought to you by IntelliGems, the ultimate profit optimization tool for Shopify merchants. I'm telling you this. Obviously, you know I own an agency. We use IntelliGems when we're running split testing and CRO stuff for all of our clients. Are you looking to maximize your profits? IntelliGems offers data-driven solutions to optimize your content, prices, discounts, and shipping rates. Join over 500 happy clients who have seen significant improvements.

With IntelliGems, you gain control over your Ecommerce economics, boosting your profit per visitor by an astonishing 36%. But that's not all. IntelliGems users report a 54.62% increase in revenue per visitor and a remarkable rise in conversion rates. How does IntelliGems do it? Through a suite of tools that allows you to A-B test everything on your Shopify store, from landing pages to product prices and shipping rates. 

Imagine testing new layouts, offering even a new Shopify theme with ease. We're testing a new landing page for our client on a new theme versus an old landing page on their old theme right now. IntelliGems empowers you to find the perfect price point for your products and optimize your shipping strategy. But there's more. Boost your average order value with customized campaign offers and discover if your customers prefer free shipping or a lower list price. With over $100 million in incremental profit generated, they have over 1.5 billion transactions ran through their software. They have over 400 million shoppers that have gone through their tests. IntelliGems is not a tool. It's a game changer for your business. Are you ready to transform your Shopify store's profitability? Book a demo today at IntelliGems.io. Empower your brand to reach new heights. Again, that's IntelliGems, giving superpowers to your customer acquisition, retention, and overall profitability.

Chase Clymer

No, absolutely. But it worked out. You guys do have that patent now. How long did that process take from start to stop? 

Wes Horbatuck

For a little over 4 years. Then the last year was the worst because you almost forget about it when you're patent pending. It's public at that point. People can search it up. But you're first in line. 

The minute that it gets given to the USPTO representative, you then have to defend your patent against that person. The craziest part is you want to go really broad. We are connecting a liner to an outer shell. Then her job to defend the US patent was like, no, there are 300 other patents that already do that. Let's refine ours a little bit. You go back and forth for like 16 times.

It finally gets to a point where we can both agree that we're in the right position. We finally got to a point where we are a rubber soluble material integrated with an outer shell, which is still amazingly broad for us. It was really a good job that our patent attorney did, but you're fighting for everything. 

You get tooth and nail on little seams. It's a pretty crazy process, but it makes it all the more worthwhile once you get it because now we're pretty ironclad with this thing. 

Chase Clymer

That's amazing. Now let's jump back to the actual scaling of the business. You guys are selling this thing organically. You're starting to see some traction, especially locally but also through SEO. When did you start to pour a little bit more gas on the fire and start to take marketing and advertising a little bit more seriously? 

Wes Horbatuck

I think a couple things happened. Year 2, Greg and I started to do a lot more in-person events. We started to get a lot of people being like, dude, you should give this to this person or you should sponsor this event. We made some huge mistakes that year, giving away a lot of free products to these big organizations that promised so much. But some good came out of it because people did get the word out there. 

We started testing around ads and doing these things. We saw that there was like an ROI, but we missed the boat on leaning in full on to get like a huge ROAS for ad spend. But what did happen for us is we got enough eyeballs that like Shark Tank became a huge thing that people told us to keep going for. That was not something that we were ready for or thought about really doing until like the hundredth person was like, dude, go on Shark Tank. This is a crazy idea.

The ad dollars, I think in year 2 or 3, we spent like $10,000 in ads. Minimal stuff for an Ecommerce site that's doing pretty well and selling out of most of our products. But what did happen is then all of a sudden, the shark tank 8-month process of us trying to apply really took up a lot of our time. We focused all organically on selling our product and then trying to get on that show. 

Chase Clymer

Spoiler alert. You did? 

Wes Horbatuck

Spoiler alert, we did. 

Chase Clymer

You want to talk to us about that? 

Wes Horbatuck

Sure. I'll go first and I'll pass it to Greg. But Greg and I self-funded this project. We didn't need the money to scale. We were very nimble from the beginning to the point where we were breaking even by like year two and a half because we were doing small batch.

Trying to sell out very conservative colors and we knew our demographics. We're just hitting that with this organic local sale. That process just started where we applied for Shark Tank with that same mindset. We don't really need the money. We just want to get onto the show to actually connect with someone who can enhance our supply chain. Because that was always our biggest thing and still to this day is a parallel supply chain with lead times sucks. It's brutal.

We want to work with a shark who has connections to better manufacturing, better supply chain, and better access to inventory management. We just kept going down that path. After 8 months of interviews, we finally got to the position where this is like, you guys are going to be on the show. 

We recorded and it went really well to the point where they're like, we can't guarantee that you're going to be airing but it was a 2-hour recording for 8 minutes of airtime. Finally, after months, 2 weeks before May, they were like, hey, by the way, you're going to be airing. We had no inventory. We had to pause all inventory on our sites. It was a whole mess. We aired on Shark Tank.

within 24 hours had sold 90% of our product that we had remaining for the remaining part of the year. Year 3 was a crazy situation for us. 

Greg Orfe

In terms of the experience itself, I think we went through that 8-month process so much longer than we expected. Then we were just sitting and waiting for 6 months or however long it was. It had been a whole year. We were just like, what the heck? 

But when we filmed, I think we can only share so much but there were just a lot of bright lights. You're in a dark room and you're assigned like a production manager essentially. They're working directly with each business that's there. There's probably like five or six businesses at the date that we aired. You go up, you do the pitch, there's the countdown, your heart is absolutely pounding out of your chest. You actually do walk through those double doors.

You come and you're staring at the sharks. There's like a 60 second standoff with them where they're just kind of taking photography. The funny thing was, we finished our pitch, we talked to them for like 45 minutes and our segment was about eight minutes. They really slimmed it down. After we were done, they put all of our assets outside the garage or whatever. Guys, please exit the studio.

We just left right after it was done. We were driving down the five back to San Diego, just silent because you just, there's so much buildup a whole eight months of that. You film for an hour and then they kind of kick you out and you're just driving home and you're just like, Oh my God, what was that? It was really wild to have all that work. It just kind of is over in a flash. 

Wes Horbatuck

A funny side note, it was actually the same weekend as my bachelor party was planned.

Then we had to cancel my bachelor party. Greg was my best man. We had to call up the whole crew.

Greg Orfe

I can't tell you really why we're canceling this bachelor party, but it's gonna be potentially for a good reason in like six months from now. 

Wes Horbatuck

It all worked out then. 

Chase Clymer

Absolutely and the episode's aired already? 

Wes Horbatuck

Yeah. 

Greg Orfe

Yep. About a year and a half ago. 

Chase Clymer

Gotcha. Now, are you allowed to tell people whether or not you made a deal?

Wes Horbatuck

We actually ended up turning down 2 deals. They wanted like 30% of the company. We were still pretty young at that point. Knowing that by turning it down, we might not air. But we weren't going to give away a third of our company just to have someone potentially come in and honestly not a lot. The investment option just kind of disappeared when we left. 

But once we got the call, the exposure aspect was way bigger than Greg and I even expected. We just made sure we had tracking capabilities, email signups, retargeting ads, all that stuff was locked and loaded. That was 2 weeks before the airing. How can we make sure we optimize our site? And then our email list grew by 10x. It was a crazy moment for us and an inflection point for the company. 

Chase Clymer

Absolutely. I've had multiple Shark Tank guests on the show. The Shark Tank bump is real. Now, you still see stuff with reruns? 

Wes Horbatuck

Greg and I will be having a beer. I'll have dinner with my wife and all of a sudden, my phone will just go like oars will just pump through. We definitely see those little bumps here and there. But I think the Shark Tank effect that not a lot of people talk about, especially in apparel is it messes up your supply chain for a good 8 months. 

Because we actually sold out of all of our products, we had no product for the holidays. What a disaster. People get so mad at you and you're sold out for a long period of time. We had to expedite the ship to get the product. That eats into your margin because we're flying products across the world. It's just all of a sudden, you can't recuperate. 

You're trying to figure out how to spend dollars that all of a sudden got really quick. We have so much cash on hand. You have to actually spend that correctly. It really messes you up for about 8 months. Finally, we're back on a re-correction standpoint where we're back on a true agenda. 

Greg Orfe

Yeah, it was a great problem to have, but it was a problem at the same time. 

Chase Clymer

Absolutely. So post Shark Tank, what's going on these days? How are you driving people to your website in 2024 that's different from that organic growth that you were doing historically? 

Wes Horbatuck

Once we got our supply chain re-corrected, we did all the right things to scale the company, in my opinion. We're still trying to figure things out. But we have a social media-like ad team. We have an organic team. Then Greg and I mainly handle marketing and Greg is handling all ops.

I'll speak specifically from the marketing side because that's what I own and the brand. Then I'll let Greg talk about operations and margin. But our website, we are working on optimizing for next year. But right now, the goal is to capitalize on all of our current emails, make sure that we're on all social media platforms, and test out organic with athletes. That was a big thing for us. We started finding influencer athletes that have their own sales channels.

We would utilize them and still are to this day as our salesmen. What they do is they generate content for us. We give them links and stuff for our website. They generate content for us. We put that content in a folder. Our organic team takes that content, repurposes it for social media across all channels. Then our ads team sees what's successful from that content that is posted across all the channels.

They put money behind it and then so on and so forth. Then that just repeats and repeats. It's worked out really well for us. We have multiple tiers of athletes that produce content, pay some of them more than others. We've just created this machine that kind of focuses on sales. Then Greg is focused on inventory management to make sure that we have enough product to keep up with the machine, which has been our biggest issue. 

Greg Orfe

We just kind of hit a point where we knew we needed to level up. Because we still really are the two that are handling everything with the business. But when we hit the point where we were drowning in it all, I think once we built a small team to delineate roles, that's when we really started thriving. Because again, Wes would handle all the marketing. And me, for example, to his point in terms of operations and inventory, I just completely started owning, making sure that we were ramping up the quantity of our purchase orders, the styles available, and then finding the best manufacturers that got us the best margin. 

For example, we've recently switched to a new manufacturer that not only is more flexible in terms of their minimum order quantities, but they're also sourcing the best materials in the world. We now have Yamamoto neoprene, which is some of the best neoprene in the world from Japan. That is the new liner for our trunks. It's like just trying to make sure that we're finding the best partners to work with globally. I think this delineation of roles is available. 

Wes Horbatuck

To add on to one thing that Greg mentioned is like the margin aspect of the new manufacturer is Greg actually negotiated new pricing terms. Like for an apparel manufacturer, specifically an apparel business, cash is king, right? Being able to utilize cash on hand for ads to make sales and then being able to get those sales to repay off your merchandise versus having to pay when the product hasn't even left the manufacturer, that has completely freed up cash flow for us. 

Now our cash flow is dialed to the point where we're paying things at 30 to 60 day increments after we receive them and allowing us to repay that money back and then pay for future orders. Now we'll have a true calendar that we stick with throughout the year, allowing us to do a lot more with our money. 

Chase Clymer

Absolutely. Two things there I want to highlight is first, is without saying it, something that really stood out to me is you guys have delegated and delineated lines in the sand as to what each partner is responsible for. Looking back towards my agency, I feel once my partner, Sean, and I did that, things drastically changed. Because if two people are responsible for one thing, it just will not get done, in my opinion. 

Greg Orfe

Totally agree. 

Wes Horbatuck

We're very different thinkers too. You need to have one person making the decision, but we definitely still go to each other for everything. We've known each other for freaking 20 years. We're college roommates. It's crazy. We know how each other thinks. I think it's just good to have that because that sets boundaries too. Personal and business boundaries where that's your thing, man. Go learn about it, go own it. I'm gonna do the same thing. Then we optimize those areas of business. It's great. 

Chase Clymer

Absolutely. And then the second thing is I feel like if you're going to think about the stages of an Ecommerce business from a really, just like a thousand-foot view, it's like going from zero to one.marketing or advertising channel that can predictably give you customers. Figuring out product-market fit is like zero to one. Then one to two is scaling the business and creating an actual revenue and actually creating a real business. 

Everything that you built from zero to one is going to break into zero to two. Then going from two to three is when you've fixed a lot of stuff about how the business operates but it becomes more about money and managing money and doing exactly what you described there is you get better terms, and your cash flow is more predictable and it unlocks so much for managing the business. 

Wes Horbatuck

I think something about Greg and I is we're part of an organization here in San Diego called STSI, which is San Diego Sports Innovators. There's some really big brands that are part of this. We have some really amazing mentors from Trek and Electro Bikes to Sunbomb to Callaway Golf. It's really cool. It was really interesting because we were a small brand during COVID. 

To see the crazy influx of orders a lot of these bigger brands got. Then all of a sudden, they had so much inventory and no cash. Then those orders dropped after COVID. They're like, dude, we are cash poor but inventory rich. They had to do so much messing around. I think one thing that Greg and I have always been very conservative for is for better or worse is our cash flow is so tight for us. 

We want to make sure that that is like our number one focus. We never overextend ourselves in terms of inventory. Maybe we sell out, but I'd rather sell out than have inventory we can't sell. Then you have to be like, all right, I guess it's 50% off for the next six months. We don't do a lot of discounts, which capitalize on margins, because we never have to overextend ourselves with inventory. We keep cash as the number one thing for us.

Chase Clyner

Absolutely. Now, I've had a fantastic time talking with you two gentlemen today. Is there anything I didn't ask you about that you think would resonate with our audience? 

Wes Horbatuck

I think an interesting thing that we're going through right now is we talked a lot about our main product. We have one big product. It's about product expansion and company growth. It's like that inflection point of when you choose to go all in on that one product.

Has that been your only thing? Or do you expand to other products and try to create other verticals and other demographics that you try to target? I think that's one thing that's the point in the business that we're at. I'm wearing one of the shirts right now, Cuts Clothing. But they had a really interesting thing where they did a t-shirt for 8 years. They maxed that out and then they did other products. Greg and I are trying to figure that out right now. We're working on designs for women. We just launched our youth product. We're testing out where do we allocate dollars to do that to expand the product or do we try and I don't know, really own this one segment and go all in on Drifties and continue to just hit the market to try and capitalize on new prospects and new clients. It's tricky. 

Chase Clymer

Absolutely. It is a tricky thing. Obviously, you guys have an amazing product, a patented product, a Shark Tank featured product. If I'm listening to this and I'm like, that sounds awesome. I need to buy a pair. You're not sold out. Where do they go? 

Greg Orfe

They can check us out at driftline.co. Check us out on social media as well. The same handle. We're really ramping things up. We've got a lot of new products for the holidays. I think next year is going to be our biggest year yet in terms of purchase order size. We're super stoked for what's ahead. 

Chase Clymer 

Awesome. Wes and Greg, thank you so much for coming on the show today. 

Wes Horbatuck

Thanks for having us, Chase.

Greg Orfe

Thanks, Chase. Appreciate it.

Chase Clymer

We can't thank our guests enough for coming on the show and sharing their knowledge and journey with us. We've got a lot to think about and potentially add into our own business. You can find all the links in the show notes. 

You can subscribe to the newsletter at honestecommerce.co to get each episode delivered right to your inbox. 

If you're enjoying this content, consider leaving a review on iTunes, that really helps us out. 

Lastly, if you're a store owner looking for an amazing partner to help get your Shopify store to the next level, reach out to Electric Eye at electriceye.io/connect.

Until next time!