On this BizBlend episode, host Sana digs into the real story behind “call 496.” After 495 rejections, entrepreneur Ethan Dowie landed Zappos as Indigo Promotions’ first major client—then parlayed that momentum into work with brands like MGM Resorts, Bloomberg, and MAC Cosmetics. We unpack what it actually takes to keep dialing, how to turn frustration with late shipments and bland swag into a tighter operations stack, and where persistence can tip into stubbornness. Clean, direct talk on B2B sales, cold calling, branded merchandise logistics, multi-item dropship complexity, and founder readiness when big names say yes. If you’re building pipeline, scaling fulfillment, or rethinking your merch program, this conversation gives you practical, repeatable moves you can use today.
About the Guest:
Ethan Dowie is the founder of Indigo Promotions, a branded merchandise partner known for quality, speed, and execution across complex, multi-touch projects. He’s a builder who still picks up the phone, tests messaging in the wild, and keeps clients for the long haul.
Key Takeaways:


Cold calling still works when you lead with relevance. Ethan learned the message by making the calls; the script emerged from reps, not theory.


Do things that don’t scale at the start. Early, focused outreach accelerates learning loops and reveals what prospects actually need.


Complex merch needs real ops. Multi-item kits, mixed packaging rules, and global dropships demand process discipline, not just design flair.


Winning a big logo is step one; keeping it requires craft. Product/service quality must justify the seat at the table—name-dropping isn’t a strategy.


Persistence vs. stubbornness. Keep going, but keep learning; iterate your pitch, target accounts precisely, and know when to switch lanes.


Be realistic about readiness. Landing a major brand too early can expose gaps; build skills and systems so you can deliver under pressure.


Mindset that lasts. Don’t take rejection personally; treat it as data and refine the next call, email, or offer.


Leverage momentum. One flagship client can unlock rooms you couldn’t access before—if your delivery is airtight.


Connect with the Guest


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


Message with the text “brand consultant” to request a quick brand/merch assessment and a call.



Want to be a guest on BizBlend? DM on PM - Send me a message on PodMatch


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