Why Is Your Best-Selling Product Losing You Money?

Yarin Gaon started his first company at 14, built and sold Israel’s largest military-goods e-commerce platform, and now helps founder-led businesses make smarter decisions about growth. On Right About Now, he joins Ryan Alford to explain why so many companies stall after reaching $1 million to $5 million in revenue and how “growth by subtraction” can improve profitability.

Their conversation covers profit mapping, unprofitable bestsellers, ideal customer profiles, leadership alignment, and the hidden risks of building custom technology. Yarin also explains why entrepreneurs should establish predictable cash flow before raising outside capital and why keeping equity can matter more than chasing a bigger revenue number.

This episode offers a practical framework for business owners who want stronger margins, fewer distractions, and a company that actually pays them more.

TOPICS COVERED

Starting a software business at 14

Building and selling an Israeli e-commerce company

Why custom-built technology can hurt a business exit

The difference between revenue, profit, and EBITDA

Why founder-led companies stall between $1 million and $5 million

Growth by addition versus growth by subtraction

Finding negative-margin products through profit mapping

The plumbing company whose popular service lost hundreds of thousands