Keep Going University: Managing Tariffs and Shipping for Hardware Startups
Based on our interview with Brian Sloan.
In this Keep Going University edition, we’re looking at something most founders don’t think about until it’s too late: how to survive a tariff shock. Brian Sloan’s company, AutoBlow, makes internet-connected pleasure devices. But the core of his story applies to anyone making physical products—especially those built with Chinese supply chains.
Keep Going: When 145% Tariffs Almost Killed a Business
NOTE: This podcast discusses adult themes but we are careful not to describe too much. It’s mostly about tariffs.
Earlier this year, a sudden 145% tariff hit Brian’s product category. What was once a duty-free import became a financial death trap. Brian had to either eat the cost, raise prices, or stop shipping altogether. In his case, he took the risk of continuing wholesale sales—at a loss—hoping the tariff would disappear. For five weeks, every day was a coin flip. Would the new tariff stay? Would they have to pay $300,000 on a $200,000 shipment just to clear customs?
Most businesses couldn’t survive that. Sloan’s margins saved him—but just barely.
What founders should take away from this:
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