Learn How to Build Consistent E-commerce Profit – With David Schomer

Most e-commerce stores don’t fail because of bad products or unmotivated founders. They fail because they can’t consistently turn traffic into sales or scale without draining cash. Founders get stuck in the weeds: managing expensive ad campaigns, wrestling with unclear data, and constantly chasing profitability. With rising acquisition costs, shrinking margins, and shifting platform rules, growing an online store now takes more than hustle or marketing hacks. It takes a system built for sustainable e-commerce profit.

In this episode of The Best Business Podcast, host Daryl Urbanski sits down with David Schomer. He is the CEO of Build Grow Scale and one of the leading conversion rate optimization experts for Shopify brands. From running a roadside corn stand in Iowa to managing over 300 SKUs across Amazon, Walmart, and his own storefronts, David’s journey is both grounded and data-driven. With 15+ years of experience helping founders double, triple, and even 10x their revenue. He shares the systems that turn uncertainty into consistent e-commerce profit.

Learn practical strategies to increase profit margins, streamline funnels, and unlock growth whether you’re just starting or already scaling. This episode offers a proven blueprint to regain control and build a business that prints predictable profit.

Here are three reasons why you should listen to the full episode:

1. Learn how to evaluate a product idea before ever spending a dime on inventory using David’s “Fail on Paper” framework.
2. Understand the biggest mistakes e-commerce businesses make and what separates 7-figure stores from stalled side hustles.
3. Gain insider insights into building e-commerce profit engines across Shopify, Amazon, and beyond from a seasoned optimization expert.

Resources 

• David Schomer: LinkedIn 
• Build Grow Scale: LinkedIn | Website | Facebook | Instagram | YouTube 
• Firing the Man Podcast: Website | Facebook | Tiktok | Instagram | YouTube
• “Traction: Get a Grip on Your Business” by Gino Wickman
• Best Business Podcast with Daryl Urbanski - Where you can find more insightful interviews like this one.

Episode Highlights

The Early Hustle Behind E-commerce Profit

• E-commerce profit doesn’t start on a spreadsheet; it starts with sweat equity and trust.
• David Schomer learned about pricing, customer flow, and inventory before age 12 at a roadside corn stand in Iowa.
• Later, he scaled that into a pumpkin business, learned traffic the old-school way, and discovered e-commerce via eBay Motors, solving problems for rural families like his.
• Now as CEO of Build Grow Scale, he oversees over 300 SKUs across Amazon, Walmart, and Shopify, optimizing stores with proven systems to unlock real profit.

Profit Before Product: Failing on Paper to Win in Reality

• David introduces the “Fail on Paper” method, a tool for modeling product profitability before committing a dollar.
• He shares the harsh math: A $15 landed product needs to sell for $60 just to stay alive in e-commerce.
• Why? Ads, storage, shipping, and platform fees quickly eat profit. He opens up about his biggest flop, a CPA study mug, and how he missed the addressable market size entirely.
• The takeaway? Never fall in love with an idea before it earns its spot on the spreadsheet.

From CPA to Shopify: One Founder’s Real Escape Plan

• David didn’t jump straight into e-commerce. He spent seven years in corporate investigating Ponzi schemes, valuing businesses, and modeling cash flow.
• While still working full-time, he woke at 4:30 AM to build a pet supply store on Amazon, applying CPA rigor to every part of it.
• He co-launched the Firing the Man podcast to hold himself accountable as he transitioned out of employment and into entrepreneurship.
• The leap took time, discipline, and reps. But it worked, and now he’s all in.

Launching Right: Matching Your Product to the Right Channel

• Not sure where to launch? David says Go where your customers already shop.
• For beginners without an audience, a mix of Amazon, Etsy, and Shopify covers reach, reviews, and brand control.
• Amazon = massive traffic and built-in trust. Etsy = kind buyers and more reviews. Shopify = full ownership.
• But don't fall for the “Field of Dreams” fallacy; traffic doesn’t show up unless you drive it.
• You need real eyeballs, whether from Meta ads, TikTok Shop, or direct PPC.

Avoiding Inventory Nightmares and Loyalty Killers

• Most failed e-commerce founders buy inventory on gut feel, not math.
• David urges sellers to model everything before ordering: shipping, tariffs, warehouse labor, and customer acquisition.
• He also shares his golden rule: Sell nice stuff.
• Middle-of-the-pack products are forgettable. But premium, thoughtful items generate reviews, loyalty, and word-of-mouth.
• Bottom line: If you wouldn’t gift it to your grandma, don’t sell it.

Sustainable Scale Starts with Margin Mastery

• The goal isn’t just sales, it’s profitability.
• David walks through the true ROI math: Cost per acquisition, average order value, and lifetime customer value must be known and tracked.
• He and Daryl swap stories about giving away gear to win loyalty, including a martial arts school promo that outperformed expectations.
• Selling at a loss “just to get customers” is a trap, unless it’s backed by real numbers and a long-term plan.

From DIY Despair to Paid Traffic Precision

• David admits he started like most founders: watching YouTube tutorials, trying to DIY PPC, and hiring cheap freelancers.
• After burning money and even getting fired by an agency, he finally found success through a high-performing team at AsteroidX, run by Pat Lum.
• His advice: Skip the pain and get pros. Good agencies know the algorithms, test faster, and drive better ROI.
• Advertising isn't just technical; it’s the engine behind real and consistent e-commerce profit.

Smart Habits for Long-Term Wins

• David credits the book Traction and the EOS system as game-changers for running lean, aligned teams.
• EOS helps set priorities, define roles, and keep businesses moving in the same direction.
• He also reverse-engineers his own shopping behavior to inform his product development and marketing.
• Keeps a swipe file of great packaging, inserts, and customer stories — and constantly studies what makes people buy.

No Delusions, Just E-commerce Profit Built Right

• Most failures aren’t caused by bad platforms — they come from skipping the unsexy stuff.
• David pushes against passive income fantasies, “Lambros,” and get-rich-quick traps.
• Ecommerce is early and the next wave of winners will be the ones who treat it like the real business it is.
• He closes with a call to long-term thinking, rigorous math, and staying human in a world full of noise.