$450M, 6 Brands & 4 Countries: Why Sunil Agrawal Refuses to Stop

“I feel this is bigger than dot com.” How does a $450 million publicly traded jewelry brand build a live shopping empire that predates TikTok by nearly two decades? Sunil Agrawal (Founder, ShopLC & VGL Group) sits down with Matt Bertulli (CEO, Pela Case and Lomi) and Katy Mimari (CEO, Caden Lane) to pull back the curtain on 46 years of building one of the most vertically integrated businesses in the world. He started as a gemstone lapidary and grew six retail brands without ever once considering an exit. Sunil runs a live shopping operation most DTC operators have never seen. He launches 100 new products every day. His top customers generate $20,000 in lifetime value. He fired his robots when the ROI math didn’t hold. He moved four brands to Shopify in five months because AI did most of the coding. And he still measures the business not in dollars but in meals delivered. Operators Titans is brought to you by AppLovin and Fulfil. Fulfil: The ERP built specifically for DTC and ecommerce brands, integrated with over 400 3PLs so your inventory, purchasing, and financials never fall out of sync. Ridge runs its entire operation on it. See why here: https://9ops.co/fulfil AppLovin: Get access to the Operators channel expansion playbook, online masterclass, and up to $5k in ad credits here: https://www.9operators.com/paid-growth. Or skip the waitlist and launch your ads today with our Operators-exclusive link: http://applovin.com/9operators. Chapters 00:00:00 $450 Million & Growing 00:04:20 Launching Home Shopping 00:14:08 The Toms Shoes Moment 00:19:26 Discovering Tanzanite 00:25:20 Moving To Shopify Fast 00:29:33 Why We Fired Our Robots 00:35:07 AI Bigger Than Dot Com 00:42:34 The Viral Bracelet Craze 00:47:33 The $20K Customer 00:55:45 Raising Founder Kids 00:59:44 How Sunil Runs His Team 01:07:34 Titan 10 Rapid-Fire Questions