Case Study: How Brian Made $1,000 in the First 30 Days With $0 Personal Investment

by Verena
4 replies
  • |
Pre-sale is a tactic that is hardly ever discussed in this forum.

Pre-sales is selling the product before it's even produced.

I stumbled upon Brian Pulliam’s online store at; loved how he got started with ecommerce using the presales tactic.

I asked Brian if he would be okay with my sharing his story here on the Warrior forum.

Got his green light and here goes:

Brian injured his back and during rehab, came to understand importance and value of how good posture eliminates pain and fatigue.

As he sat at his desk all day at work, he decided to design a product that would help him sit up straight and remove the strain of a painful bent back. When he realized how much his product was helping him, he wanted to help others too.

Brian’s product helps his customers improve their posture. His perfect customers are people sitting at a desk all day.

In his first month Brian, was up $1000 in revenue with zero investment of his own money.

His secret?


He didn’t scour Alibaba, doing market research and wondering if people will buy from him.

Instead, he validated his idea by asking people to buy BEFORE he started making his product.

Early customers were friends and family.

He received feedback from a group of physical therapists that he knows.

He reached out to colleagues whom he knew had back and neck pain.

Things like that.

Once a few people in the office had the product, others started asking about it.

Brian had a goal to make $1000 and he achieved it.

He reached out to many of the experts he mentions on his site, sent them free samples, and got valuable feedback.

Most of his sales were earned with real work, reaching out to 5 people every day for months.

Lessons Brian learned:

While pre-sales is a great way to mitigate risk, selling product still requires real daily work.

Brian learned that if you don't feel embarrassed by your first version of the product, you waited too long to sell it.


Post below and I might get Brain to share some of his site metric here on this thread.
#brian #case #days #ecommerce advice #ecommerce case study #investment #made #personal #study
  • Profile picture of the author DPS96744
    Interesting, thx for sharing. But how do you know people will actually buy it once he makes it? What people say and what they do often isn't the same thing.
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    • Profile picture of the author brianpulliam
      Hi DPS. Pre-sales is not asking someone IF they would buy it, because as you point out, what they say and do are very different. Pre-sales is about actually collecting money from your customers, and then committing to building what they paid for.
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  • Profile picture of the author Verena
    DPS, Brian is right. Presale is actually collecting money. Brian collected money from his customer before making his products. It's unlike most ''presell'' we read on marketing pages pitching info products
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  • Profile picture of the author Importexport
    Pre-selling is not a new idea.

    When I started importing in 1987 after 9 years as an exporter, I pre-sold products that I had custom made in China. All were customized for individual business and government customers. I obtained a small deposit from all my customers, and that deposit was enough to cover the full landed cost, so my risk was nil.

    Selling B2B in that way is easier than selling B2C as Brian does. If you are selling generic products that you buy from China, your customers will have to wait while you accumulate enough orders to justify placing your order with the manufacturer. If you can pre-sell big value orders the system could work quite well on a B2C basis, provided your customers know and will accept that there will be a delay in delivery.

    It appears that Brian produces the product himself by a simple foam molding process, so he can produce them in very small numbers and there would be very little waiting time for his customers.

    My importing business, using this pre-selling system grew a lot faster than Brian's business and I had to cope with expansion by selling franchises of the business. Eventually I had franchisees in four countries.

    I never bought through Alibaba and I avoid them like the plague. In fact when I started importing, Alibaba didn't exist, so I had to make frequent visits to China, but the high profit margins more than covered the cost.

    In summary, I would say that pre-selling is most likely a good business model if:
    • If you can sell B2B, either getting small value orders that involve customizing for each customer, or else high value orders.
    • If you can manufacture locally with a short lead time.
    Walter Hay.
    For answers to sourcing and importing questions see: Ask Me Anything About Product Sourcing And Importing For Profit. ― Veteran Importer Here.
    Use emotions and perceptions to build a great brand. Ask me about my book LabelsThatExploit. For safe sourcing and easy importing from 41 countries globally, see
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