Ep 260 From Startup to Multi-Million Dollar Brand with Matt McLean

03/18/25 • 39 min

Profit Answer Man: Scaling with Profit First & Beyond

From Startup to Multi-Million Dollar Brand with Matt McLean

What does it take to turn a backyard business into a nationwide brand? How do you scale profitably while staying true to your mission? And what are the biggest mistakes entrepreneurs make when growing their companies?

This week on The Profit Answer Man, we dive deep with Matt McLean, founder and CEO of Uncle Matt’s Organic, America’s top-selling organic orange juice brand. With distribution in 20,000+ stores nationwide, including Walmart, Whole Foods, and Kroger, Matt has mastered the art of scaling a business while staying profitable.

But it wasn’t always easy. Matt’s journey is one of resilience, adapting to economic downturns, market competition, and supply chain disruptions while keeping his company thriving. If you’re an entrepreneur looking for real-world lessons on business growth, financial discipline, and staying ahead in a competitive market, this episode is for you.

In This Episode, You Will Learn:

How Matt McLean grew Uncle Matt’s Organic from 3 acres to a national brand.
The profit-first strategies he uses to maintain financial stability.
The #1 mistake most businesses make when trying to scale.
Why competition can destroy your margins—and how to fight back.
How to stand out in an overcrowded industry and build a loyal customer base.

Key Takeaways:

Why Every Business Needs a “Day One” Mentality. Even after 25 years in business, Matt still thinks of Uncle Matt’s Organic as a startup. He believes that success comes from constantly innovating, staying lean, and never becoming complacent—a mindset Amazon’s Jeff Bezos also champions.
The Hardest Part About Scaling? Profitability. Most entrepreneurs believe that more revenue = more profit. WRONG!. As Matt explains, when you create a highly profitable niche, competitors swarm in, driving down margins.
The Biggest Mistake That Kills Businesses. Matt shares how many businesses fail because they don’t plan for market fluctuations. After surviving industry downturns and major economic shifts, his advice is clear: “Always have a financial cushion. If you don’t manage your cash flow, you won’t survive long enough to see the next big opportunity.
The Secret to Standing Out in an Overcrowded Market. Organic food brands are everywhere. So how did Uncle Matt’s Organic dominate? Matt attributes their success to: Brand authenticity- Their commitment to real organic farming builds trust. Consistent quality- Cutting corners kills brands. Consistency wins, and Customer education- They don’t just sell juice; they educate consumers on health benefits.
Want to Grow Faster? Master These Profit First Principles. Matt credits financial discipline as the key to staying profitable.

About Matt McLean:

Matt McLean is a pioneer in the organic food industry, an entrepreneur, and an advocate for sustainable farming. A 7th-generation Floridian, his citrus-growing heritage inspired him to launch Uncle Matt’s Organic in 1999—before the USDA even had an organic certification.

Today, Uncle Matt’s Organic is the #1 selling organic orange juice brand in America, with products available in over 20,000 stores nationwide. Matt is passionate about organic farming, sustainability, and helping other entrepreneurs navigate the challenges of growing a business profitably.

Conclusion:

Matt McLean’s journey is a masterclass in resilience, smart growth, and financial discipline. If you’re looking to scale your business without losing sight of your bottom line, his Profit First approach is a game-changer.

Links:

Website: Uncle Matt's Organic – Organic Juices and Beverages | Love at First Sip

Media Kit: Matt McLean - Kitcaster

Instagram: https://www.instagram.com/#

Facebook: https://www.facebook.com/unclematts

Twitter: www.twitter.com/unclematts

Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman

Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page

Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst

Profit Answer Man Facebook group: https://www.facebook.com/groups/profita...

From Startup to Multi-Million Dollar Brand with Matt McLean

In This Episode, You Will Learn:

How Matt McLean grew Uncle Matt’s Organic from 3 acres to a national brand.
The profit-first strategies he uses to maintain financial stability.
The #1 mistake most businesses make when trying to scale.
Why competition can destroy your margins—and how to fight back.
How to stand out in an overcrowded industry and build a loyal customer base.

Key Takeaways:

Why Every Business Needs a “Day One” Mentality. Even after 25 years in business, Matt still thinks of Uncle Matt’s Organic as a startup. He believes that success comes from constantly innovating, staying lean, and never becoming complacent—a mindset Amazon’s Jeff Bezos also champions.
The Hardest Part About Scaling? Profitability. Most entrepreneurs believe that more revenue = more profit. WRONG!. As Matt explains, when you create a highly profitable niche, competitors swarm in, driving down margins.
The Biggest Mistake That Kills Businesses. Matt shares how many businesses fail because they don’t plan for market fluctuations. After surviving industry downturns and major economic shifts, his advice is clear: “Always have a financial cushion. If you don’t manage your cash flow, you won’t survive long enough to see the next big opportunity.
The Secret to Standing Out in an Overcrowded Market. Organic food brands are everywhere. So how did Uncle Matt’s Organic dominate? Matt attributes their success to: Brand authenticity- Their commitment to real organic farming builds trust. Consistent quality- Cutting corners kills brands. Consistency wins, and Customer education- They don’t just sell juice; they educate consumers on health benefits.
Want to Grow Faster? Master These Profit First Principles. Matt credits financial discipline as the key to staying profitable.

About Matt McLean:

Conclusion:

Links:

Website: Uncle Matt's Organic – Organic Juices and Beverages | Love at First Sip

Media Kit: Matt McLean - Kitcaster

Instagram: https://www.instagram.com/#

Facebook: https://www.facebook.com/unclematts

Twitter: www.twitter.com/unclematts

Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman

Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page

Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst

Profit Answer Man Facebook group: https://www.facebook.com/groups/profita...

Previous Episode

Ep 259 Profitable Entity Structures with Alex Langan

Profitable Entity Structures with Alex Langan

In this episode of The Profit Answer Man, we sit down with Alexander Langan, an attorney and financial advisor who brings a unique perspective to wealth management and strategic financial planning. As the Chief Investment Officer of Langan Financial Group, Alex is well-versed in helping business owners build sustainable financial strategies.

Our conversation covers the importance of aligning financial, tax, and legal strategies, the impact of business entity structures on profitability, and how business owners can adopt a Profit First mindset—even if they don’t realize they’re already doing it.

If you're looking for ways to improve your business's financial health, ensure your advisors are working together effectively, and make smarter financial decisions, this episode is for you.

In This Episode, You’ll Learn:

Why business owners need a cohesive financial team consisting of a CPA, attorney, financial planner, and a business strategist.
How entity structures impact tax savings and long-term financial growth.
The hidden financial pitfalls that could be draining your profitability.
Why a Profit First approach can simplify financial management—even if you don’t formally follow the system.
How to set up multiple bank accounts to manage cash flow more effectively.
How financial advisors and business strategists can work together to maximize your bottom line.

Key Takeaways:

Your Business Needs a Financial Dream Team. Alex emphasizes that business owners should have a CPA, attorney, financial planner, and profit coach who communicate regularly. Without alignment, owners can end up making costly decisions—like structuring their business in a way that benefits their CPA or attorney but hurts their long-term wealth.
Entity Structures Can Make or Break Your Finances. Choosing the right business entity isn’t just a legal decision; it’s a profitability decision.
Financial Planning Isn't Just About Investments. Most business owners think of a financial advisor as someone who just manages stocks and retirement funds. But Alex brings a broader perspective—financial planning should start at the business level.
Optimizing tax strategies, structuring cash flow, and ensuring liquidity in business operations are just as important as planning for personal wealth.
Profit First Is a Mindset, Not Just a System. While Alex wasn’t formally using Profit First, he realized he was already following many of its principles. Even if you’re not implementing Profit First exactly as written, adopting a cash flow allocation strategy ensures you’re setting aside money for taxes, profit, and future growth before spending.
Simplicity Wins When Managing Finances. A complicated financial plan is one that doesn’t get followed. Whether it’s investing, tax strategies, or cash flow management, the simpler the system, the more effective it is.

Guest Bio:

Alex Langan is the Chief Investment Officer of Langan Financial Group, a leading financial planning and wealth management firm. As a second-generation leader in the family business, Alex specializes in strategic investments, business finance, and wealth-building strategies.

Alex holds a Doctor of Law from Widener University and serves as an Adjunct Professor of Law. He has been featured in major media outlets, including MarketWatch, Yahoo Finance, and ABC 27. Beyond his work in financial planning, Alex is also a Board Member for multiple nonprofits and is passionate about helping business owners build long-term financial success.

Conclusion:

If you’re a business owner struggling to connect the dots between accounting, legal strategy, financial planning, and business growth, this episode is a must-listen. Aligning your advisors, choosing the right business structure, and adopting a Profit First mindset can transform your financial success.

Links:

https://www.linkedin.com/in/alexander-langan-26017b40

https://langanfinancialgroup.com/

Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman

Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page

Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst

Profit Answer Man Facebook group:

Next Episode

Ep 261 Increase Profit and Cash Flow with Paul Maskill

Increase Profit and Cash Flow with Paul Maskill

Are you a business owner looking to scale your operations without drowning in the chaos of daily management? Paul Maskill, a seasoned entrepreneur and financial expert, joins us on The Profit Answer Man podcast to reveal how systematizing your business can lead to sustainable growth and financial freedom. With years of experience in owning and selling service-based businesses, Paul now serves as an outsourced CFO, helping blue-collar businesses create predictable, positive cash flow.

If you’re tired of feeling like your business owns you instead of the other way around, this episode is for you. Learn how to shift from technician to leader, attract the right talent, and implement the financial systems necessary for lasting success.

In This Episode, You Will Learn:

Why systems and processes are critical for freeing up your time and scaling your business efficiently.
How treating employee recruitment like customer acquisition solves staffing challenges.
Why most business owners struggle with cash flow management—and how to fix it.
How Paul transitioned from corporate finance to building, scaling, and selling multiple businesses.
The biggest financial mistakes business owners make and how to avoid them.

Key Takeaways:

You Must Systematize Your Business to Scale. Paul emphasizes that many business owners get trapped in the "technician mindset" (a concept from The E-Myth by Michael Gerber). Instead of focusing on high-level strategy, they’re consumed by daily operations. The solution? Implementing repeatable systems and processes.
Recruiting Should Be a Constant Process. One of the biggest challenges business owners face is finding good employees. Paul flips the script and treats recruiting like business development.
Cash Flow is King—Understand Your Numbers. Paul explains that many business owners don’t truly understand their financials. They mistake revenue for profit and fail to manage their cash flow effectively.
The Power of Fractional CFOs for Small Businesses. Most small businesses can’t afford a full-time CFO, but they still need financial strategy and oversight. That’s where fractional CFOs like Paul come in.

About Paul Maskill:

Paul Maskill is an entrepreneur, financial strategist, and the founder of Blue Collar Business Advisors. After leaving corporate finance in 2010, he built and sold multiple service-based businesses, including an electrical service company that scaled by over 500% in three years. Now, he helps blue-collar business owners increase profitability, improve cash flow, and create businesses that don’t depend on them.

Conclusion:

Scaling a business doesn’t mean working harder—it means working smarter. By implementing systems, hiring strategically, and managing cash flow effectively, you can create a thriving business that runs without you. Paul Maskill’s insights are a game-changer for business owners who want to break free from the daily grind and achieve financial freedom.

Links:

Email: [email protected]

Website: thebluecollaradvisors.com

LinkedIn: LinkedIn/paulmaskill

Instagram: @paul_maskill

BusinessFreedomFormula

Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman

Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page

Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst

Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/

My podcast about living a richer more meaningful life: http://richersoul.com/

Music provided by Junan from Junan Podcast