In just three years, oral care subscription company Quip has gone from a small Brooklyn-based startup to selling its one-millionth toothbrush. Like most startups, Quip started out doing most of its operations in house. But after getting a contract with Target and having their product featured on the Ellen DeGeneres show, the company needed to scale while avoiding the operational pitfalls of hypergrowth.

In this far-reaching presentation, Quip’s head of Distribution, Marlon Nepomuceno discusses the importance of meeting customer expectations, how flexibility helped them scale their business and take it to the next level, and why customer loyalty in the subscription box market means more than adding SKUs to the mix.