Brian Sugar Margin Is the New Mojo
This piece by Brian is not for everyone. But it is for the founders with deep conviction and desire to build a real brand. Brian makes the following points:
→ The most dangerous delusion in consumer is believing you can outgrow your way to profitability.
→ “financial discipline doesn’t constrain ambition, it unleashes it.”
→ “financial architecture as part of product development”
→ Performance marketing is the addiction that kills brands.
“You didn’t build a brand. You gamed an algorithm.”
“[you have built] rental agreements, not relationships.”
→ The best brands
“own mindshare. They charge premiums because they’ve earned trust.”
and they are “impossible to imitate, because they built something that can’t be copied: emotional territory.”
→ “Vision without economics is a hallucination. Economics without vision is a commodity.”
Brian’s message is super powerful.
- Financial discipline and unit economics must be designed and built in from the very beginning.
- These unit economics then enable the capital and time the founder needs to build their brand using emotion and trust with the customer in order to reshape their categories and achieve exceptional outcomes.
Brian Sugar Margin Is the New Mojo
Brian Sugar AirSugar | Brian Sugar | Substack
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