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Co-founders Justin Soleimani and Zach Dannett saw a need for a better kind of rug and took action. Their company, Tumble, focuses on creating innovative, easy-to-handle rugs.

The journey began in fall 2019, roughly 18 months prior to their official launch in April 2021. Soleimani and Dannett initiated a crowdfunding campaign, collaborated with sewists, and worked closely with suppliers to refine their product.

Today, Tumble boasts mid-eight-figure revenues and is on track to reach nine figures. In this Side Hustle Spotlight Q&A, Soleimani (34) and Dannett (35) share their story. The two met at Emory University and founded Tumble, which specializes in machine-washable, spill-proof rugs, achieving over $20 million in revenue within just 2.5 years. The team has grown to 10 members, with revenues steadily increasing. Their responses have been edited for clarity and brevity.

What were your jobs before Tumble?

Justin Soleimani: I worked as a consultant at Bain & Co., advising Fortune 500 companies across various industries, including biotech and consumer goods.

Zach Dannett: I was the head of merchandising at Noble House, where I helped grow the company into one of the largest e-commerce home furnishing retailers.

When did you start Tumble, and what inspired you?

JS & ZD: We began developing Tumble in fall 2019, driven by our frustrations with traditional rugs, which were often hard to maintain, and their washable alternatives, which had their drawbacks. After consulting with numerous customers and reviewing extensive feedback, we pinpointed issues like inadequate cushioning and difficulties keeping rugs flat. While many washable rugs promised convenience, they often required significant furniture rearrangement, complicating the process. Our solution focused not only on stain resistance but also on using safe, non-toxic materials with environmental certifications for the safety of children and pets.

How long did you work on Tumble before going full-time?

JS & ZD: We spent about a year working nights and weekends before launching our crowdfunding campaign. During this time, we engaged with sewists in Los Angeles for prototyping and went through multiple iterations with suppliers in Asia. We remember carrying large rugs down the streets of LA during those early stages—definitely a hands-on experience that paid off.

Throughout that year, we concentrated on essential tasks like securing manufacturers, refining prototypes, filing patents, and conducting customer research. We committed to Tumble full-time just six months before our official launch in April 2021.

What were the key steps in launching and growing Tumble?

JS & ZD: Crowdfunding was crucial for our launch, allowing us to test product-market fit, gather customer preferences, and raise funds for larger orders. Our aim was to quickly distribute our products to gather feedback efficiently.

We bootstrapped the business, investing our personal savings along with crowdfunding revenues for our initial orders. We’ve maintained a focus on profitability, never seeking outside capital and keeping full ownership within the founding team and our employees.

Initially, we operated without full-time staff for the first two years, relying on contractors and agencies. Despite the challenges posed by COVID-19—like supply chain issues—we remained profitable. After two years, we started building our core team to strengthen our operations and prepare for future growth, including new product lines and international expansion.

What challenges did you face while building Tumble?

JS: The COVID-19 pandemic severely impacted our supply chain. As a new company, we navigated fluctuating regulations affecting manufacturing and shipping, along with rising costs and port closures.

ZD: The inability to engage with international suppliers during the first two years complicated matters. We relied heavily on our international team to ensure timely shipments and quality control. Strong communication and collaboration were essential to overcoming these hurdles.

How does Tumble’s growth look now?

JS & ZD: We’re proud to report that Tumble has achieved mid-eight-figure revenues, with a clear pathway to nine figures—all within four years. Looking ahead, we plan to introduce new product categories in 2025 and explore additional sales channels and markets.

What do you enjoy most about running Tumble?

JS: I love bringing new ideas to life and watching them resonate with customers. The process of brainstorming and seeing products come to fruition is incredibly rewarding. I also take pride in building a team and fostering a workplace where everyone feels valued.

ZD: Running a business is a rollercoaster ride—there are always ups and downs. The challenges present opportunities to learn and grow. As we navigate a rapidly changing business landscape, I can confidently say this is the most exciting time for Tumble.

What advice do you have for aspiring entrepreneurs?

JS: Be ready to fully commit to your idea, even without guaranteed success. Choose something that resonates with you and take the leap, being open to how your concept may evolve. Timing is crucial; we spent a year preparing before diving in, allowing us to build confidence in our idea.

ZD: Don’t fear failure. Many view business as a binary outcome, but success often involves learning from setbacks. Approach challenges as opportunities, and if you focus on solving more problems than you create, you’ll increase your chances of success.