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Tony Nash — Steps To Starting & Growing A $240M Business Online

38 minutes

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How anyone can build a multi-million dollar business just like Tony Nash

For many small business owners, thinking of getting to $1M in revenue, let alone $10M or $100M, can be a daunting process, or even one that seems unachievable at times. And hearing stories of Australia's top entrepreneurs building multi-million dollar empires can often sound unlikely for the everyday business owner. However, these aren't overnight successes and the steps they take to succeed are steps you can take to make it happen too.

Let Tony Nash, Founder of Booktopia, Australia's #1 online book retailer, take you down the steps to how he's built a $240M business in a 'dead' industry, as well as how he's been operating his business in 2022 to stay ahead of the curve. Featuring clear strategies and tactics that you can replicate to create success no matter what level you are or how far 'behind' you think you might be, this episode of The Make It Happen Show is not to be missed. Check it out.

Questions asked in this episode:

  • 1:12 - What are some of the key lessons to making it happen over your past 20+ years in business?
  • 2:25 - Any mistakes along the way with recruitment that you're happy to share?
  • 3:12 - What's changed that this time around it's easier for your sales team?
  • 4:02 - Do you have a specific leadership style?
  • 10:24 - What are you doing particularly to make it a great environment for everyone to come to?
  • 11:43 - What are you seeing coming up or watching out for in these coming months?
  • 17:38 - To get into books, was your key differentiator that you knew you could do it in a way that the current people weren't doing it?
  • 21:36 - What are some of the markers you're attuned to that helps you catch the right wave?
  • 28:19 - Has there been the allure to go into international markets?
  • 30:17 - Make It Happen In A Minute


In this episode, you will learn:

  • The importance of understanding your teams' levels of motivation
  • When it's the right time or wrong time to increase team salaries
  • How to position your business for long-term success
  • Why a high barrier to entry in your industry is beneficial
  • Is there such thing as a lightbulb moment?
  • Why we need to be horizon point driven
  • And more!
Headshot of Tony Nash, Founder of Booktopia, on The Make It Happen Show

"Make sure that you have the cash coming through. Perhaps it's from the boring parts of the business that doesn't fire you up, but it's paying for you or your rent."

— Tony Nash




Great insight for business owners and super practical takeaways!

Bruce Casanovic

Amazing guests, great insights into their journey and what has helped make their businesses successful. Great to hear how some of the guests have navigated challenge as well. Loads of good practice takeaways.

Perfect for the Monday commute


Great to listen to on the commute to work on Monday mornings. Great content, well delivered and plenty of insights from industry leaders in a variety of fields. Good to see the entourage getting out there with a podcast series

Top-shelf guests. Top-shelf conversations.


This is so awesome, so helpful, and so fresh. Right from the get-go, the team at The Entourage have brought out the big names in the Aussie entrepreneur and business space to have conversations that every business owner should listen to. I can't wait to see who they bring on next.

Amazing guests


Loved the episode with Tim Fung, Airtasker CEO! You guys are getting some awesome guests in! Thank you!

Entourage on point again!

Adz Rodger

Great content again from The Entourage! Particularly like the 1st episode and the points Tim Fung made about making sure you make time to map out the future and don't get stuck on day to day 'work', as well as the observation that you really need to be strategic about your people management and not just try to save money. Two awesome take homes I have already taken action on!

For entrepreneurs and non-trepeneurs alike


Well this was one of the best things I’ve heard in a while. I’m by no means the target demographic, having zero business or entrepreneurial experience at all. Luckily the advice given for business growth and success is remarkably applicable to personal growth and success. Loved the conversational style, by the end of the podcast I felt like I knew both Tims personally, which is a great mark of engagement. And I loved hearing about the humble beginnings of Airtasker from the founder himself. Give this a listen if you’re craving a bit of personal or professional inspiration.


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