Building a $200M Brand

How do you build a $200M DTC brand without VC money, Amazon, or trendy tactics?Meet Curtis Matzko, CEO of Portland Leather Goods—a contrarian who’s rewriting the playbook. Here’s how he did it (and what YOU can steal.

Author

Aaron Alpeter
August 06, 2025

Curtis shared how he grew Portland Leather from a garage project into a vertically integrated, cult-favorite brand now approaching $200M in revenue—all while ignoring the “standard” startup playbook.

💡 Three key takeaways for anyone serious about building a business worth buying:

  • Play the long game (and don’t play it safe): Curtis doubled revenues year over year not by chasing fads or playing defense, but by setting ambitious goals (sometimes only half believing in them!) and building systems for compounding growth. He’s relentless about thinking ahead and laying new tracks before the business “needs” them.

  • Profitability & vertical integration are your moat: Portland Leather owns its entire manufacturing process, keeping quality up and costs down, and reacts fast when markets change. This hands-on, values-driven approach is a huge part of why their margins and product quality outshine competitors.

  • Culture beats everything: Whether it’s attracting top talent, keeping customers coming back, or fending off copycats, Curtis believes the brand’s magic comes from its obsessive focus on people—team, customers, and community. The numbers are impressive, but he credits success to a “game” mindset and absolute transparency.

Head over to your favorite podcast platform, subscribe to Build a Business Worth Buying, and start listening today!

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Where to Market Your Skincare Product

If you’re launching or expanding a skincare brand, one of the biggest questions is: Where should I market my skincare product? While skincare may feel universal—moisturizers, SPF, serums—the way consumers engage with beauty routines varies widely by region. Culture, climate, science, and ritual all shape how people care for their skin.

  • Asia: Ritual, Prevention, and Skin Harmony

  • North America: Results, Speed, and Influence

  • Europe: Minimalism, Trust, and Pharmacy Culture

  • Latin America: Whole-Body Beauty and Daily Care