619: Airline Charged Me $65 - So I built a $250M Competitor | Adam Ewart

What It Covers

Adam Ewart built Send My Bag from a £50 airline baggage fee frustration into a $250M bootstrapped luggage shipping company operating in 145 countries, staying profitable through Brexit, COVID, and regulatory challenges.

Key Questions Answered

• •Scrappy PR launch strategy: Started with £100 website and zero ad spend by pitching local journalists on young entrepreneur angle, landed TV coverage that drove first customers, then replicated across UK, US markets for free customer acquisition.
• •Automation over headcount: Built custom systems since 2014 for customs processing, tracking, and customer service support that enabled handling 250,000 bags annually with only 32 staff, targeting 1 million bags with just 50-70% staff increase through systematic tool development.
• •Freight network arbitrage model: Partners with large international freight companies by taking messy personal effects shipments, standardizing customs documentation, and adding volume to their networks in exchange for wholesale rates that undercut airline baggage fees by 60-80 percent.
• •Negotiated media buying: Secured prime advertising placements including entire JFK immigration hall, Qantas in-flight pre-roll ads, and UK Christmas TV spots by meeting media sellers in person and negotiating rates far below multinational pricing through relationship building and payment reliability.