Saatva’s Ricky Joshi On Retail Conversion: 80% Lift When Stores Anchor Regional Marketing

Ricky Joshi bootstrapped Saatva to $200 million in revenue with minimal overhead before ever taking outside money — and he's seen conversion rates run 80% higher in markets where the brand has a physical store versus digital-only. He breaks down the showrooms that double as customer service hubs, some generating $10 million a year, and the unit-economics discipline that early constraints forced on the business.