DTC Podcast

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of All Killer, No Filler DTC Podcast, host Eric Dyck talks with Pilothouse's Technical Manager Richard about the expanding impact of California's CCPA/CPRA and evolving privacy laws across North America.Key moments to listen for:CCPA/CPRA 101 & penalties – Up to $7.5K per violation, private-data breach lawsuits, and agency enforcement Thresholds that trigger compliance – Revenue over $25M, 100K+ Californians' data, or data‑sale revenue ≥50%Multi‑state comparison – VA, CO, CT, and others have their own compliance standardsCompliance tooling deep dive – Shopify solutions (ConsentMo, Pandectis, SecurePrivacy) for banners, data access, and opt‑outsTracking vs. consent – Even server‑side tracking must respect opt‑outsCase study – A client lost 58% of Analytics data but only 4% of purchases after adding full compliance toolsFuture of data consent – How PIPEDA, GDPR-like shifts, and AI‑driven consent profiles are shaping privacyThis episode is essential listening for ecommerce and tech managers who need to navigate privacy law demands without compromising growth and analytics integrity.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps00:00 – Why eCommerce brands should care about CCPA02:55 – Overview of CCPA and CPRA regulations05:10 – Penalties for non-compliance with California privacy laws08:30 – Thresholds that trigger CCPA enforcement11:05 – What personal data qualifies under CCPA14:00 – Which US states have privacy laws beyond California17:00 – How to make your Shopify store CCPA compliant20:15 – Server-side tracking and compliance limitations23:30 – Real client example: Data loss vs purchase impact27:50 – Impact of consent banners on analytics and conversions31:10 – Managing existing customer data for compliance34:10 – The future of personal data and AI-managed privacyHashtags#consumerprivacy#ccpa#ecommercelaw#dataprotection#cpra#shopifycompliance#usprivacylaws#servertracking#retargeting#googleanalytics Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletter

To Subscribe to DTC Newsletter - https://dtcnews.link/signupThis episode dives deep into how a major global brand (Barilla) reimagined Back to Nature with a bold rebrand strategy anchored in nostalgia, joy, and simple ingredients. Hear why shifting from a plant‑based tagline to a "Better‑For‑You Remix of Classics" helped unlock broader consumer appeal, fortified by skinnier SKU range and sharp creative decisions.

To Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode, Braydon, Senior Content Manager at Pilothouse, dives into how he uses AI to streamline client calls, automate creative workflows, and reclaim time. Below are the standout tactical takeaways:

Subscribe to DTC Newsletter - https://dtcnews.link/signupTrevor Zacny from Shiti Coolers joins the DTC Podcast to share how he and his brothers transformed a napkin joke into a viral sticker business, and then into the world's first party cooler brand. This episode dives deep into humor-led branding, event-based growth, and the transition from parody to premium product.Shiticoolers.comYou'll learn:Why humor can be a powerful differentiator in product categories saturated with status and performance brandsHow Shiti Coolers went from $0 to $320K in sticker sales in year oneHow events like NASCAR and country music festivals became revenue powerhousesThe importance of maintaining product quality in a humor-first brandBuilding community through social, SMS, and in-person eventsLessons on cash flow, capital allocation, and surviving growing painsWhy storytelling and founder-led content is their next big opportunityIf you're thinking about growing a lifestyle brand, building a loyal following, or just want to learn how to make funny marketing actually drive revenue, this one's for you.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps00:00 - How Shiti Coolers Made $320K from Stickers02:00 - From Festival Joke to Full Lifestyle Brand05:00 - Launching the First Party Cooler07:00 - Lessons from the First Cooler Launch10:00 - Balancing Humor and Product Quality12:00 - Competing with Yeti Without Copying It15:00 - Building the Community Through Events and Social17:00 - In-Person Events vs. Paid Media Growth20:00 - Collaborations with Kid Rock, Realtree, and Bill Murray23:00 - Navigating Tariffs and Global Manufacturing25:00 - Working with Family as Co-Founders27:00 - Hitting a Cash Wall and Finding Strategic Investors30:00 - How They Choose the Right Events32:00 - Storytelling as a Growth Opportunity34:00 - Wholesale, Seasonality, and Global Expansion PlansHashtags#shiticoolers#dtcpodcast#founderstory#ecommercebranding#lifestylebrand#productlaunch#d2cmarketing#familybusiness#retailstrategy#tariffs#brandcommunity#humorinmarketing#eventmarketing#wholesalestrategy#coolerbrand Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupHow does a luxury cookware brand maintain a 40% repeat purchase rate?In this episode of The World's Best Retention and Marketing Podcast, Christina Chonody, Senior Director of Marketing at Hestan, shares the high-performance tactics behind their content-led retention strategy. From culinary storytelling and chef partnerships to plain-text emails that outperform flashy designs, Hestan proves that real value—not discounts—drives repeat purchases.Subscribe to TWBERP on Apply or Spotify here: https://open.spotify.com/show/30OswCnXzinWp0zBP1kenR?si=gFxF-OOsQY2FNh0Tc_1Q0A Listen to learn:Why HTML-light emails often outperform design-heavy onesHow Hestan aligns paid ads and retention messaging across the funnelWhat kind of content fails in acquisition but thrives in lifecycle marketingHow chef-driven storytelling builds trust and brand loyaltyWhether you're running retention or brand, this is a must-listen for high-AOV growth in the DTC space.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps00:00 Repeat customer rate and long-term brand strategy02:00 Storytelling and chef partnerships at Hestan06:00 Why NanoBond cookware changes the cooking experience10:00 Building brand equity through email content18:00 HTML vs full design emails and their performance22:00 How paid and retention channels work together27:00 Email's dual role in CRO and branding30:00 Strategic use of SMS and loyalty programs33:00 Segmenting by product line to scale36:00 Email's impact on premium brand perceptionHashtags#emailmarketing#retentionmarketing#cookwarebrands#dtcpodcast#brandstorytelling#contentmarketing#luxurybrands#ecommercegrowth#customerloyalty#emailstrategy Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we're joined by Garrick Tiplady, Global Head of SMB Group at Meta, and Yingying Kuang, Head of Ecommerce and Growth at Kitsch. They share practical insights into how AI tools are reshaping media buying—not replacing it, but making it more efficient and creative.From Zuckerberg's recent comments about simplifying campaign setup to the real-world tactics Kitsch uses to launch 100 creatives a week, this episode is filled with straightforward strategies for scaling performance marketing. Garrick and Yingying discuss how Meta's Advantage+ and GenAI Creative tools support human creativity and free up media buyers to focus on strategy and storytelling.Key insights:Why creative is targeting, and how AI helps scale itHow Kitsch leverages AI for creative production, testing, and analysisThe balance between automation and human strategy in performance marketingMeasuring incrementality and understanding attribution beyond last-clickPreparing for Q4 with proven creative and campaign strategiesThis is a must-listen for media buyers and marketers who want to leverage AI tools without losing sight of strategy, customer connection, and real business impact.Find out more at https://www.facebook.com/business/news/meta-advantage-explained-in-two-minutesTimestamps00:00 – How Kitsch approaches Meta's automation and creative strategy02:15 – Why creative diversification outperforms targeting hacks04:30 – Retargeting strategy and why it's not one-size-fits-all07:00 – Meta's view on freeing up time for creative strategy09:15 – Using Gen AI to boost creative volume and performance11:30 – Measuring incrementality with Meta tools and Northbeam14:00 – Multi-channel attribution and retail halo effects16:15 – Testing Q4 offers early and holiday creative strategies18:30 – How creators and partnership ads drive 15–25% higher ROAS20:30 – Final advice for mastering Meta media buying in 2025Hashtags#dtcpodcast#mediabuying#metaads#genai#ecommercemarketing#kitschbrand#advertisingstrategy#q4planning#creatorads#digitalattribution#incrementality#performancecreative Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupToday we're joined by Charlotte Trecartin, the founder of Char Charms, a brand creating customizable accessories for drinkware. Charlotte's journey from handmade prototypes in her college dorm room to nationwide deals with Target and Dick's Sporting Goods offers a masterclass in category creation and scaling.In this episode, we dive into:Why starting scrappy can be your biggest asset in product development.How TikTok virality and LinkedIn cold outreach helped Char Charms secure major retail deals.Strategies for differentiating product lines between DTC and retail to maximize growth.The challenge of scaling production from handmade to mass manufacturing.Future plans including collaborations with major brands like Hello Kitty.Whether you're a founder, marketer, or entrepreneur, this episode offers practical takeaways you can implement today.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtc Timestamps00:00 - Launching Char Charms and early prototypes02:00 - How Charlotte connected with retailers like Target and Dick's04:00 - TikTok as a growth engine and content strategy06:00 - Insights from Charlotte's door-to-door sales background08:00 - Leveraging LinkedIn to secure retail partnerships10:00 - Target nationwide launch and SKU expansion12:00 - Challenges of launching into retail and margin management14:00 - Vision boards and goal-setting approach16:00 - The role of mentors in Charlotte's journey18:00 - Future plans: Collaborations with big brands and DTC focus20:00 - Key advice for entrepreneurs and TikTok consistencyHashtags#DTC #ecommerce #startupstories #retailstrategy #tiktokmarketing #entrepreneurship #hydrationaccessories #mentorship #growthmindset #brandcollaborations Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, host Eric Dyck welcomes Avery from Ad-venturous and Taylor Cain from Pilothouse to break down key takeaways from Mother's Day campaigns and how they inform Q4 preparedness.

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, Eric interviews Alex Yancher, Co-founder & CEO of Passport, a leading global ecommerce provider powering end-to-end growth for fast-growing DTC brands. Alex breaks down the seismic shifts caused by recent tariff increases, how duty drawback programs work, and why every DTC brand is now — whether they realize it or not — a global brand.Key Takeaways:The US tariff floor is rising to 30–50%, reshaping cost structures for brands.Duty drawback offers a refund path — but only if your inventory data is airtight.Smart DTC brands are moving inventory directly into high-performing international markets.Localizing checkout and language increases conversion rate abroad.DDP (Delivered Duty Paid) shipping avoids post-delivery sticker shock, improving customer experience and LTV.Learn how Passport is helping brands like Dolls Kill, HexClad, and others navigate this new era of global DTC.

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode, IQBAR founder Will Nitze shares his journey from burnout in the corporate world to launching a bar brand rooted in cognitive nutrition. He walks through the steps that took IQBAR from kitchen counter tests to Amazon bestseller and retail mainstay.What you'll hear is less about hacks and more about the fundamentals: why starting online mattered, how feedback drove product-market fit, and what it really takes to scale profitably in CPG today.Key topics include:Launching DTC to validate demand and iterate fastWhy clean label and plant protein were non-negotiablesPackaging shifts driven by real-world feedbackScaling into retail once logistics and cost structures were optimizedViewing DTC as one piece of an omnichannel puzzleIt's a grounded roadmap from someone who's done the work—no shortcuts, just thoughtful strategy.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps:00:00 – How IQBAR started from a personal health journey02:55 – From kitchen experiments to product-market fit07:10 – Why the brain-focused bar category was a white space12:10 – DTC vs Amazon vs retail: channel strategy evolution17:45 – Profitability, scaling, and efficient COGS in CPG22:50 – Brand evolution: packaging, messaging, and keto pivot27:10 – Retail shelf strategy and planogram insight31:25 – Podcast and display ads as top-of-funnel growth levers34:45 – DTC Twitter, omnichannel mindset, and business realism37:55 – Exit strategy, Mars dreams, and post-exit vision41:00 – Tariffs, supply chain chaos, and CPG realitiesHashtags:#IQBAR#dtcpodcast#consumerpackagedgoods#ecommercegrowth#omnichannelstrategy#dtcbrand#scalingcpg#founderjourney#brandbuilding#podcastmarketing#supplychainchallenges#cleanlabelproducts#retailstrategy#amazonads#shopifysuccess Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, Eric Dyck sits down with Dougie and Adam from Pilothouse to talk about how to properly structure YouTube ad campaigns for long-term brand growth.Dougie and Adam share the evolved Pilothouse perspective on YouTube—not as a direct response platform, but as a powerful top-of-funnel awareness channel. Learn how structuring campaigns based on funnel stages, matched with tailored creative and measurement, can lead to more efficient spend and more impactful marketing.Key Takeaways:Why 80–90% of YouTube spend should be top-of-funnelHow to segment users into unaware, aware, consideration, and actionThe importance of creative matching for each funnel stageHow to track impact via Brand Search Lift and Google measurement toolsWhy a minimum $10K investment is required to see true performance from YouTubeIf you're using YouTube like it's search or shopping, this episode might shift your entire approach.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps00:00 Scrappy content is outperforming polished YouTube ads02:00 Shift to demand gen campaigns and YouTube Shorts strategy04:00 Google's most impactful scrappy ad example07:00 Why organic-looking creative builds more trust09:00 Brands mimicking UGC for TV and YouTube performance12:00 Man-on-the-street ad formats and scripting tactics15:00 Best practices for capturing authentic reactions17:00 Key ad structures: hook, face, CTA, and humor20:00 How to retarget viewers and build down-funnel sequences22:00 Geo-targeting and brand saliency measurement toolsHashtags#YouTubeAds#UGCMarketing#DTCMarketing#PerformanceCreative#MediaBuying#VideoAdvertising#MarketingPodcast#CreativeStrategy#AdSequencing#BrandGrowth Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we sit down with Jeremy Foreshew from Talkable to explore how brands can leverage referral marketing to drive sustainable growth.Key Insights:The Decline of Traditional Advertising: Challenges with rising digital ad costs and the shift towards owned channels.Referral Marketing Mechanics: Understanding the components of a successful referral program.Innovations in Referral Sharing: Introducing Talkable Wallet for seamless mobile referrals.Case Studies: Real-world examples of brands achieving significant CAC reductions.Strategic Implementation: Best practices for timing, segmentation, and offer structuring.Takeaways:Referral marketing can dramatically lower acquisition costs.Personalized and timely referral offers enhance customer engagement.Innovative tools like Talkable Wallet make sharing effortless and effective.If you're a DTC brand looking to build effective referral programs that reduce acquisition costs, enhance customer loyalty, and simplify the referral process to drive sustainable growth, this episode is a must listen.Turn your existing customers into a high-performance revenue channel. Get connected with a Talkable referral expert at www.talkable.comTimestamps00:00 - Why referral marketing reduces risk and boosts ROI02:00 - The problem with paid acquisition in today's ad landscape04:00 - How referral loops drive compounding customer growth06:00 - $500M in revenue from one Talkable client case study08:00 - The Talkable Wallet and how it solves real-world sharing10:00 - Crafting irresistible offers that drive actual referrals12:00 - How white-glove service removes the need for internal headcount14:00 - Identifying the “moments of delight” for peak referral success17:00 - Referral marketing mistakes: set-it-and-forget-it, generic offers20:00 - Creative placement ideas: packaging, QR codes, yard signs22:00 - Viral loops and LTV: why referrals outperform paid ads24:00 - Framing referral marketing to get CFO and CEO buy-inHashtags#referralmarketing#customeracquisition#dtcpodcast#talkable#ecommercemarketing#brandgrowth#retentionmarketing#d2cbrands#lifetimevalue#performancebranding#ownedmedia#viralgrowth#marketingstrategy#emailmarketing#customerloyalty Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we're joined by Steve Schwartz, founder of Art of Tea. From starting with a backpack and a phone bill to serving Google HQ and the White House, Steve's journey is rooted in deep product integrity and radical education.Listen in to discover how blending Ayurvedic principles with luxury sourcing has positioned Art of Tea as a quiet giant in the wellness beverage space.What you'll learn:The logistics of sourcing and storing elite-quality tea ingredientsHow subscription, loyalty, and a mobile app drive retentionThe unexpected ROI of writing a founder-focused brand bookWhy brand partnerships with Hollywood and the White House matterDid you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps0:00 Intro and Origin Story of Art of Tea2:30 The Hero's Journey: From Caregiver to Tea Entrepreneur6:10 Breaking into Hospitality: Wolfgang Puck and Caesars Palace9:00 The Truth About Supermarket Tea11:00 Tea as a Health Ritual and Mindful Practice14:00 Launching DTC with Dreamweaver and Early Lessons18:00 Blending Tea with Ayurvedic Principles21:00 Growing Through Education and Teaching at Conventions24:00 Subscription and Loyalty Programs That Work26:00 Using Events, PR, and a Mobile App for Brand Awareness29:00 Collaborations with Paddington, Dune, and the White House34:00 Long-Term Vision and Staying Mission-Aligned38:00 Final Advice for Founders and EntrepreneursHashtags#DTCpodcast #ArtOfTea #TeaBusiness #FounderStory #EcommerceStrategy #SubscriptionModel #TeaEducation #ConsumerBrand #SteveSchwartz #TeaCulture #WholesaleToDTC #BrandBuilding #MindfulBusiness #ProductQuality #SustainableGrowth Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, host Eric Dyck sits down with Kyle Hitchcox, founding partner at Pilothouse, co-founder of the DTC Newsletter, and now a builder behind Warpdrive, a performance-driven CRO tool. This conversation is a masterclass in how content can power agency growth. Kyle shares how Pilothouse grew from affiliate roots into a 180+ person agency, how DTC media became a top-tier lead source, and how LinkedIn is now driving qualified deal flow. If you're building an agency, running a service business, or scaling a DTC brand, this episode breaks down the tactical frameworks behind Pilothouse's success.Follow Kyle's LinkedIn Content Journey: https://www.linkedin.com/in/kylehitchcox/

Subscribe to DTC Newsletter - https://dtcnews.link/signupWelcome to the DTC Podcast! In this episode, Eric sits down with Tomer Tagrin, Co-Founder and CEO of Yotpo, the leading retention marketing platform for e-commerce brands. Tomer shares the behind-the-scenes story of Yotpo 2.0, a complete transformation across product, pricing, service, and marketing — built to serve the modern DTC ecosystem.Key Insights:How Yotpo rebuilt its product team to innovate faster in reviews, loyalty, and SMSThe real cost and payoff of changing a large SaaS company's cultureWhy AI will erase code as a competitive moat — and what brands should prioritize nowHow Yotpo is preparing brands for a future of one-to-one loyalty marketingThe strategic power of investing in agency partners beyond simple referralsIf you're building a DTC brand, working at an agency, or leading a SaaS platform, this episode is packed with practical lessons on what true business evolution looks like in 2025.Timestamps00:00 – Why Yotpo Had to Reinvent Itself02:15 – Tomer's Health Journey and Personal Transformation04:50 – Rebuilding Yotpo's Culture from the Inside Out08:10 – AI's Role in Yotpo's Product and Marketing Innovation12:30 – Competing with Klaviyo and the Future of ESPs16:00 – The Power of AI-Driven Loyalty and Reviews18:30 – Yotpo's CDP Acquisition and Vision for 1:1 Marketing21:00 – Why Agencies Are Critical to Yotpo's Ecosystem23:20 – The Marshmallow Test and Long-Term Thinking26:45 – Advice for Founders Navigating Economic Uncertainty30:00 – Yotpo's Future Vision and Personal Habits for Peak PerformanceHashtags#DTCpodcast #Yotpo #EcommerceStrategy #TomerTagrin #RetentionMarketing #AIBusinessTools #CustomerExperience #DirectToConsumer #SaaSInnovation #AgencyGrowth #EmailMarketing #SMSMarketing #CustomerLoyalty #FounderMindset #DigitalTransformationSubscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, Eric welcomes Jordan Narducci—former Global DTC lead at Kellogg and VP at fast-growing supplement brand Momentous. Now an independent consultant, Jordan shares tactical insights on how brands can transform their subscription and retention strategies to dramatically increase lifetime value (LTV).Key Topics:Why subscription design matters more than most marketers thinkHow Momentous grew subscription opt-in from 20% to 50%Common mistakes in welcome offers and retention emailsHow to use churn surveys, pause flows, and tiered discounts to prevent cancellationsLoyalty vs. cashback: What actually works in 2025The case for paid memberships as an alternative to subscriptionsToolkits: From Recharge to Loop and AI-powered CXJordan breaks down the analytics, experiments, and frameworks he uses to drive growth in mid-market DTC brands. Whether you're running a supplement brand or looking to scale retention in apparel or beauty, this episode is packed with actionable insights.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps00:00 – Why Most Brands Undervalue Subscription Offers02:15 – Lessons from Running DTC at Kellogg04:30 – Subscription Strategy in Premium Food & Beverage08:00 – Tripling Subscription Opt-ins at Momentous11:00 – Retention vs. Acquisition: The Overspend Trap14:00 – When Giving Too Much Increases Churn18:00 – Retention Tactics: Free Gifts, Rituals, and Habit Loops20:45 – How Subscription Reduces Reliance on Email & SMS24:00 – Creating “Black Friday Every Day” Offers28:00 – Churn Prevention via Smart Cancellation Flows31:00 – Paid Membership Models for Apparel & Non-Habitual Brands34:00 – Tool Stack & Platform Recommendations36:00 – The Power of Real-Time LTV Dashboards38:00 – Building a Consultancy & Website with AIHashtags#subscriptionstrategy #dtcpodcast #ecommercetips #retentionmarketing #ltvoptimization #dtcbrands #recurringrevenue #shopifyapps #customerloyalty #ecomgrowth Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode, we sit down with Zavire from Pilothouse's Google team to dissect a common problem many DTC brands face: Performance Max campaigns that stagnate after a few months of initial success.You'll hear exactly how Pilothouse helped Benji Sleep break out of this “PMAX plateau” by overhauling their campaign structure — and why the first move was to turn the campaigns off.Key Learnings:Why PMAX campaigns often stagnate after 3-4 monthsThe power of a 5-7 day PMAX "off period" to reset bidding algorithmsHow segmentation by product or audience unlocks better signal quality and performanceStrategic product feed enhancements that drive Shopping ROIThe myth of audience signals in PMAX and how to work around itHow scripts can provide campaign-level transparency across Google placementsHow a restructured PMAX approach delivered a 37% ROAS lift and 2.2x conversions for Benji SleepIf your Google Ads results are fading, this episode gives you a practical, tested playbook to turn things around.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps00:00 – Why PMAX Campaigns Plateau After 3-4 Months02:05 – Common Pitfalls: CPC Drops and Irrelevant Traffic04:15 – How to Reset PMAX: Turn Off and Rebuild06:30 – Campaign Segmentation for Product & Audience Clarity08:45 – Overcoming Performance Spiral With Strategic Breakouts11:00 – The Myth of Audience Signals in PMAX13:00 – Strategic Feed Optimization and Supplemental Data15:00 – Campaign Structure: Before vs After (Benji Sleep Case Study)18:00 – Breaking Out Asset Groups vs Full Campaigns20:00 – ROAS Lift + Conversion Volume Gains21:20 – Using Scripts to Track PMAX Placements & AttributionHashtags#pmaxstrategy #googleadsoptimization #dtcpodcast #roasgrowth #performancemarketing #ecommercetips #mediaoptimization #pilothouse #googleadscampaigns #dtcbrands Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupInside the Growth of Pins and Aces: Scaling a Golf Lifestyle Brand with Nicklaus MertzToday on the DTC Podcast, we sit down with Nicklaus Mertz, founder of Pins and Aces, a golf brand that grew from a side project to a $25M+ powerhouse. Nick shares the step-by-step tactics that fueled their expansion, including limited-edition drops, a focus on profitability, live selling innovations, and the acquisition of Edel Golf.Key Moments:How Pins and Aces started with $6K and a headcover ideaBuilding a brand beyond Alibaba sourcingLaunching viral products like the Beer Sleeve and Liquor StickOmnichannel expansion: Retail + DTC synergyGrowing without raising outside capitalLeveraging community feedback to design new productsAcquiring Edel Golf to move into hardwareTakeaways for Entrepreneurs:Start small, iterate fast, and evolve from customer feedbackCommunity building beats traditional influencer marketingDrops are a sustainable engine for long-term growthData-informed product development with tools like ParticleDid you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps00:00 – How Pins and Aces Started from a $6K Side Hustle02:00 – Turning a DIY Golf Product into a Real Business08:00 – Building a Brand vs. Drop Shipping Products14:00 – Collaborations with South Park and Hey Dude Shoes19:00 – The Bud Light Collab That Changed Everything22:00 – Drops, Content Strategy, and Creating Community26:00 – Exploring Live Selling and Whatnot Platform31:00 – Scaling the Brand While Maintaining Profitability35:00 – Exit Strategy and Potential Strategic Buyers38:00 – Using Particle to Track Competitor PerformanceHashtags#dtcpodcast #pinsandaces #ecommercegrowth #golfbrand #founderstory #productdrops #liveshopping #influencermarketing #dtcmarketing #brandcollabs Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupOn today's special solo episode of the DTC Podcast, Aves from Pilothouse shares a tactical breakdown of the most common — and costly — mistakes brands make in their paid social ad accounts. Based on years of auditing hundreds of accounts, Aves reveals exactly why many DTC businesses struggle to scale, and what to fix immediately.Key insights you'll learn:Why balancing branded and UGC-style content is critical for a healthy ad account.How underutilized founder stories are hurting DTC brand performance.Why too much "random" content without strategy will plateau your growth.The critical importance of platform-specific editing and quick hooks.Why brand storytelling IS performance marketing in today's DTC landscape.Takeaways for DTC founders and marketers:Start developing founder-driven content early — it scales with you.Build ads with both sales and brand identity in mind.Shorten your videos and frontload product clarity immediately.Always edit for placement — losing attention is losing money.Invest in building soul and identity into your ad library, not just clickbait.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtcTimestamps:00:00 Common Creative Mistakes in Meta Ads02:10 Why Limited Creative Range Hurts Performance04:30 The Power of a Strong Founder Story07:00 Why Too Much Random Content Backfires09:20 Stop Using Long, Low-Impact Video Ads11:40 Editing for Specific Ad Placements is Non-Negotiable14:30 Why Soulless Ad Libraries Kill Your Brand17:00 Brand vs. Performance? They're the SameHashtags:#MetaAdsTips #DTCMarketing #PerformanceCreative #FacebookAdsStrategy #DigitalAdvertising #CreativeStrategy #MarketingMistakes #FoundersStory #BrandMarketing #MediaBuying Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn today's DTC Podcast, we sit down with Jeremy Horowitz, founder of Because Ventures, a private equity firm laser-focused on acquiring and scaling DTC brands doing $10M–$100M in revenue. Jeremy shares why VC funding often damages DTC brands and how PE can provide a more sustainable growth path for founders.https://because.ventureshttps://www.linkedin.com/in/jeremyhorowitz1/https://letsbuyabiz.xyz/subscribeKey Topics Covered:Why venture capital is usually a mismatch for DTC brandsHow PE firms like Because Ventures evaluate acquisition targetsThe #1 thing founders should do 6–12 months before sellingThe role of clean SOPs and financials in maximizing valuationHow WhatsApp marketing (through their acquisition of Coco AI) is the next SMS in EuropeBig Idea:VC is not designed for DTC brands; disciplined operations and a focus on profitable growth are the real success path.Timestamps00:00 - Top signals PE looks for when acquiring brands02:00 - Jeremy's journey from agency to SaaS exits to PE06:00 - What changed in the brand acquisition market since 202010:00 - Why VC isn't a great fit for DTC physical products14:00 - The dangers of scaling too fast with venture capital18:00 - How PE approaches growth differently from VC20:00 - Key traits of brands that are acquisition-ready24:00 - What founders should do 6–12 months before selling28:00 - The importance of industry benchmarks and P&L metrics30:00 - Inventory management, CAC payback, and repurchase rate32:00 - Inside Because Ventures' first acquisition: Coco.aiHashtags#DTCgrowth #EcommerceAcquisition #PrivateEquity #FoundersJourney #VentureCapital #CocoAI #BrandExitStrategy #ShopifyApps #WhatsAppMarketing #CashFlowTips Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we sit down with Peter Pernot-Day, Global Head of Strategy and Corporate Affairs at Shein, to explore the innovative strategies propelling Shein's global dominance in the fast fashion industry.Key Discussion Points:AI-Driven Supply Chain: How Shein utilizes artificial intelligence to optimize inventory management and forecast fashion trends, ensuring rapid response to market demands. Micro-Influencer Collaborations: The role of micro-influencers in Shein's marketing strategy and how these partnerships enhance brand reach and consumer engagement. Sustainability Initiatives: An examination of Shein's efforts to address environmental concerns and implement fair labor practices within its expansive supply chain. On-Demand Manufacturing: Insights into Shein's production model that starts with limited quantities to test consumer interest before scaling up, reducing waste and aligning with current fashion trends. Navigating Global Challenges: Strategies Shein employs to adapt to international trade policies and maintain its competitive edge in diverse markets.Join us for an in-depth conversation that reveals the intersection of technology, marketing innovation, and sustainability in Shein's approach to revolutionizing the fast fashion landscape.Timestamps:00:00 - How Shein Gamifies the App Experience02:15 - Shein's Approach to AI in E-Commerce04:45 - How Shein Uses Photo Search and Personalization07:00 - Shein's Circularity and Sustainability Initiatives09:15 - How Shein Prepares for Global Economic Challenges11:40 - Leadership Lessons from Shein's Corporate Affairs Leader14:00 - How Shein Encourages Serendipity at ShopTalkHashtags:#Shein #Ecommerce #AIEcommerce #Sustainability #CircularFashion #ShopTalk2025 #CustomerExperience #FashionInnovation #Leadership #DTCpodcast Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupJoin us for a dynamic fireside chat with Pilothouse CEO and Co-Founder Dave Steele about the inflection point that DTC brands find themselves facing with the global economy and Trump's tariffs. This session delves into on key areas such as consumer behavior, big-picture strategies, offline/online integration, product development, and crafting a powerful brand promise. We also discuss navigating challenges like gaining traction and building a successful aperitif category. This talk offers insights and strategies for anyone looking to thrive in the DTC space.Timestamps:00:00 - Introduction to Dave Steele02:00 - The Impact of Tariffs on Brands05:00 - Building Scalable Marketing Systems08:00 - Navigating Consumer Behavior Waves12:00 - Creative Concepts and Strategic PositioningHashtags:#DTC #MarketingEfficiency #TariffImpact #PerformanceMarketing #CreativeStrategy #AIinMarketing #ConsumerBehavior #BrandGrowth #DTCCommunity #EcommerceMarketing Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we sit down with Adil Wali, CPO at Klaviyo, to break down the future of consumer marketing and why Klaviyo is launching a new category: B2C CRM. Adil, a former ecommerce entrepreneur, shares his unique perspective on how brands can shift from chasing transactions to nurturing high-LTV customer relationships using first-party data, smarter segmentation, and product-led retention tools.We cover the key insights from Klaviyo's new “Future of Consumer Marketing” report, talk about why repeat customers are more important than ever, and dive deep into how marketers can drive loyalty without relying on constant discounting.Key Takeaways:Why B2C CRM is the missing layer in modern DTC marketingHow brands can use first-party data to fuel loyalty loopsThe strategic pivot from acquisition-heavy tactics to retention-first thinkingTactics for building long-term customer value without eroding marginsHow Klaviyo's roadmap is evolving to meet the biggest challenges DTC brands faceTopics Covered:Adil's journey from ecommerce founder to CPO at KlaviyoThe core idea behind B2C CRM and why it's built for DTC brandsThe shift in consumer behavior from transactional to relationship-drivenActionable ways to drive retention and build repeat customersWhat Klaviyo is building next to support this new marketing realityWhether you're a growth marketer, brand operator, or founder, this episode gives you a playbook for building stronger, longer-lasting customer relationships in a world where CAC is rising and loyalty is everything.Timestamps:00:00 - Why Klaviyo is a data company at its core02:05 - Adil Wali's journey from ModCloth to Meta to Klaviyo06:10 - What B2C CRM really means and why it matters now09:15 - The convergence of marketing, service, and analytics13:00 - Building long-term customer relationships with data16:30 - Loyalty beyond discounts: What brands are missing19:20 - How Klaviyo helps brands tackle rising CAC22:30 - Real-world wins: Klaviyo success stories from top brandsHashtags:#DTCMarketing #KlaviyoCRM #EcommerceStrategy #CustomerLoyalty #B2CMarketing #ShopTalk2025 #MarketingPodcast #RetentionMarketing #EmailMarketing #AdilWali #DirectToConsumer Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode, we sit down with Nick Saltarelli, co-founder of Mid-Day Squares — one of the most disruptive brands in functional CPG. Nick dives deep into how they broke a Costco sales record, built a new refrigerated snack category in mass retail, and fought margin collapse during a global cocoa crisis.

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode, Eric welcomes back Rob and Clifford from Pilothouse's Amazon Brain Trust for a tactical breakdown of two timely Amazon topics: the impact of new tariffs and the challenge of balancing ad spend with organic rank.Key topics include:What brands should do right now if they're affected by tariffsHow sellers with U.S. inventory are seeing a strategic edgeWhy increased ad spend can harm organic rankingsThe ripple effect of the end of de minimis exemptions on Amazon sellersSmart ways brands are clogging the SERP while keeping key listings organicHow conversion rate is becoming the most important metric on AmazonThis is a must-listen for any Amazon-focused brand looking to thrive in a shifting landscape of international trade and algorithmic pressure.Timestamps00:00 - Why new tariffs could cause a massive customs backlog02:15 - The hidden fees behind cheap drop-shipped products04:20 - How high ad spend can hurt your Amazon organic ranking06:45 - The inverse relationship between ad spend and rank09:10 - Strategies to boost conversion rate without increasing spend11:30 - Juggling paid and organic placements on Amazon13:40 - How Amazon separates paid and organic algorithms15:30 - Prime Day inflation and endless sales events17:00 - Why streaming services are sneaking ads into paid plansHashtags#AmazonStrategy #eCommerceTips #TariffsExplained #AdSpendOptimization #PrimeDay2025 #AmazonAds #PaidVsOrganic #DTCInsights #StreamingAds #DTCpodcast Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, host Eric Dyck welcomes back Constantine Yurevich, founder of SegmentStream, for a tactical conversation on modern marketing measurement and how to truly optimize media budgets—especially on Meta.Most brands are chasing growth using metrics that mislead, tools they don't understand, and platforms that aren't incentivized to show the truth. Constantine breaks down exactly why most advertisers are flying blind and how to get back on course.Key Takeaways:ROAS ≠ Profit: Learn why marginal ROAS, not average ROAS, is the metric that should govern every media dollar.The Meta Algorithm Explained: Get a clear look into how Meta's multi-layered ML models (account, pixel, event, creative) actually work—and how to feed them properly.Controlled Budget Shifts: Constantine introduces the concept of “destabilizing analytics” to reveal real campaign performance.Diminishing Returns in Practice: Why most brand search and retargeting campaigns look profitable on paper—but are losing money in reality.Creative Testing Best Practice: Don't isolate creative tests. Instead, inject them into live campaigns to take advantage of trained models.When to Diversify Beyond Meta: Not before ~$1M/month in spend. Most DTC brands diversify too early, sabotaging growth and signal integrity.If you're a growth marketer looking to scale Meta profitably, this episode is a must listen.Learn more about SegmentStream:SegmentStream Website – Learn how their marketing intelligence platform automates budget allocation using marginal ROASConstantine Yurevich on LinkedIn – Connect directly with Constantine for deep-dive insights and updates Constantine on X (@weird_ceo) – Tactical posts, growth takes, and algorithm breakdownsMarketing Science Newsletter on LinkedIn – Constantine's unfiltered weekly deep dives into marketing measurement (https://www.linkedin.com/newsletters/7189209704512860160/_Previous DTC Podcast Episode with SegmentStream – Constantine declares that attribution is well and truly dead, so why not use AI to short-circuit the whole process? Timestamps00:00 – Why ROAS is misunderstood02:45 – The real danger of average ROAS06:30 – Understanding marginal ROAS vs. average ROAS10:15 – Budget allocation mistakes DTC brands make16:05 – How to avoid wasting spend on awareness campaigns22:00 – Why Meta's machine learning dominates27:15 – How to train new conversion events properly34:00 – When machine learning does exactly what you told it to (and that's bad)38:10 – The myth of omnichannel for lower-spend brands41:55 – Why Meta wins and where other platforms fall short44:10 – How to properly test creatives inside Meta46:15 – Will AI replace media buyers? Constantine's hot takeHashtags#MarketingAttribution #ROASExplained #PerformanceMarketing #MetaAds #MediaBuying #DTCMarketing #DigitalAdvertising #MarketingAI #EcommerceGrowth #SegmentStream #MarketingPodcast #PaidMediaStrategy #FacebookAds #GrowthMarketing Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupToday on the DTC Podcast, Rick Cadotte of Four Sigmatic joins for a rapid-fire, tactical discussion about how smart DTC operators should respond to tariff changes, commodity volatility, and geopolitical instability.Key Topics Covered:How Four Sigmatic keeps prices stable despite rising costsWhat tactical levers to pull before touching priceWhy customer trust is eroded with checkout tariff chargesWhy AI, new legislation, or "macro theory" shouldn't distract your teamSupply chain reality: why immediate reshuffling isn't feasible or smartCreative messaging that actually builds trust during uncertain timesRick breaks down his practical framework for decision-making in times of uncertainty and offers a real-world example of cost strategy without consumer disruption.Timestamps: 00:00 - Why raising prices can hurt product-market fit02:15 - How Four Sigmatic responds to supply chain volatility04:20 - The impact of tariffs on sourcing and pricing decisions07:05 - Geopolitical strategy and long-term economic trends10:30 - Should brands react quickly to tariff news?13:00 - Creative messaging during economic uncertainty16:45 - Brand trust, tariff surcharges, and transparency18:50 - Negotiating with suppliers during tariff changes19:55 - Final thoughts: avoid shiny objects and focus on fundamentalsHashtags:#DTCPodcast #RickCadotte #FourSigmatic #TariffImpact #EcommerceStrategy #ProductMarketFit #SupplyChain #BrandMessaging #MarketingEfficiency #GeopoliticsAndBusiness #Doomscrolling #CoffeeEconomics #ConsumerTrust #DigitalCommerce #PodcastClips Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupThis episode features a special cross-platform panel from Pilothouse, with experts from Meta, Google, creative, and strategic teams breaking down how the market is responding to recent tariff headlines.Key Takeaways:Why CPMs are down and how to capitalize on cheaper trafficReal-time creative strategies for meeting the momentThe risks of over-indexing on blended ROAS metricsWhat smart brands are doing (and not doing) in response to economic volatilityThe difference between incremental and marginal ROAS—and why it matters more than everWhether you're managing a multi-platform spend or just trying to make sense of the volatility, this tactical roundtable offers grounded insights you can act on today.Timestamps:00:00 - How tariffs affect brand messaging and ad strategy02:00 - Meta and Google ad performance trends during tariff news04:30 - Consumer behavior shifts due to tariff uncertainty07:00 - Creative strategies for addressing economic anxiety10:00 - How brands are adapting supply chains and ad spend13:00 - Why marginal ROAS matters more than ever16:30 - Navigating Meta volatility and maintaining performance19:00 - Smart targeting and price strategy during uncertaintyHashtags:#DTCMarketing#TariffImpact#PerformanceMarketing#MetaAds#GoogleAds#EcommerceStrategy#MarketingTips#CreativeStrategy#CustomerAcquisition#ROAS Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, host Eric Dyck speaks with Anthony Sardain, founder of Cavela, a virtual sourcing agent using AI to help DTC brands drastically cut sourcing costs and navigate the new era of global tariffs.With geopolitical shifts and new tariffs hitting brands hard, Cavela's AI agents act like a 24/7 procurement team—sourcing, vetting, quoting, and coordinating production with over 200,000 suppliers across 40 countries. The result? Brands save up to 40% on costs while reducing sourcing work by 95%.

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we sit down with Andy Hoang, the founder of Aviron, a connected fitness company merging casual gaming with home exercise equipment. From bootstrapping with home equity lines to pivoting from B2B to DTC during COVID, Andy's journey is a case study in high-consideration product growth, investor navigation, and multi-channel marketing.Key Highlights:Why hardware/software hybrid brands require longer go-to-market timelinesThe real story behind getting into Y Combinator after years of rejectionWhy attribution doesn't work for $2K+ purchases—and what doesScaling creative production for UGC, influencer, and AppLovin performanceHow Aviron uses direct mail to connect with 45+ customersWhy expanding SKU options drives down CACIf you're scaling a complex DTC product or navigating the tricky world of funding, this episode is a goldmine of tactical lessons.Timestamps:00:00 – How Andy Hoang bootstrapped Aviron's early days02:45 – Pivoting from B2B to DTC during the pandemic05:10 – Getting into Y Combinator and what changed08:00 – Marketing a $2,000 fitness machine with no clear attribution10:30 – Why Aviron doubled down on gamified fitness13:00 – Competing with Peloton and building defensible software15:25 – Exploring direct mail, influencer, and app-based advertising18:00 – Aviron's 2025 roadmap: New products and price points20:30 – Real talk: Andy's advice for ambitious foundersHashtags:#DTCpodcast#AvironFitness#YCombinator#FounderStory#Bootstrapping#DirectToConsumer#FitnessTech#GamifiedFitness#EcommerceGrowth#StartupLife#PelotonCompetitor#MarketingStrategy#ConnectedFitness#SubscriptionBusiness#VentureCapital Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupWe're bringing you a no-fluff episode from The World's Best Email and Retention Podcast, hosted by Jordan Gordon—email marketing strategist and philosophical lead at Pilot House's retention team.Subscribe to TWBERP: https://open.spotify.com/show/30OswCnXzinWp0zBP1kenR?si=gFxF-OOsQY2FNh0Tc_1Q0AIn this solo episode, Jordan dives deep into how marketers can use cognitive biases—like anchoring, loss aversion, nostalgia, and egocentric bias—to supercharge their email marketing. But this isn't a psychology lecture. It's a tactical playbook you can implement right away, packed with examples like:How “plop plop, fizz fizz” doubled Alka-Seltzer sales using anchoring biasWhy doubling loyalty points is more profitable than discountingHow rhyme literally makes copy seem more truthfulThe hidden power of sunk cost and goal gradient in email flowsThis is the episode you'll want open next to your campaign planner.What you'll learn:How to apply 20+ proven cognitive biases directly into your email strategyTactical frameworks for building automation flows that convertReal-world examples that make these psychological tactics clickListen in and turn your email campaigns into retention machines.Timestamps00:00 – Intro: Why cognitive biases matter in email marketing02:03 – Anchoring Bias: How to double sales with simple tricks04:58 – Framing Bias: Telling better stories in your campaigns08:51 – Loss Aversion: Creating urgency without discounts12:20 – Nostalgia & Social Proof: Making your brand feel timeless16:25 – Recency Bias, Goal Gradient & Loyalty hacks that work20:00 – Rhyme is Reason & Isolation Effect: Persuasion that sticks24:10 – Sunk Cost & Effort Justification: Boost conversions subtly26:00 – Final Thoughts: Build your bias list and boost resultsHashtags#emailmarketingtips#cognitivebias#dtcpodcast#ecommercegrowth#marketingpsychology#retentionmarketing#subjectlinehacks#anchoringbias#framingbias#urgencymarketing Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we sit down with Kevin O'Leary, also known as "Mr. Wonderful" from Shark Tank, to discuss his latest venture, WonderAds. Partnering with Tatari, WonderAds is set to revolutionize TV advertising by making it accessible and measurable for small to medium-sized businesses. O'Leary brings his decades of entrepreneurial experience to the conversation and shares actionable insights that any founder can apply today.Work with WonderAds.com by Tatari.tvWhat you'll learn in this episode:Democratizing TV Advertising: How WonderAds enables businesses to harness the power of television without hefty budgets.Technological Integration: The role of AI and data analytics in optimizing TV ad campaigns.Entrepreneurial Wisdom: The significance of honesty, authenticity, and relentless dedication in building a successful business.If you're looking to expand beyond digital channels and understand how TV can become part of your performance marketing stack, this episode will give you the foundational insight and confidence to explore it.Timestamps:00:00 – Kevin O'Leary on spotting great entrepreneurs02:10 – The secret to storytelling in DTC brands04:45 – Why signal vs. noise matters for founders07:20 – What makes TV ads work (Wonder Ads origin story)10:00 – Low-budget TV ads that outperform high production12:15 – Kevin's thoughts on royalties vs. equity14:00 – Building authentic brands (wine & watch example)16:30 – Using AI without losing authenticity19:00 – Balancing business with personal life21:00 – Where Kevin would invest $1M today22:30 – Why TV ads are essential for modern brandsHashtags:#KevinOLeary #MrWonderful #DTCBrands #WonderAds #EcommerceGrowth #BrandBuilding #TVMarketing #CACStrategy #FounderTips #MarketingWithAI #StartupPlaybook #EquityDeals #InvestSmart #SharkTankInsights Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupTito's Handmade Vodka is a unicorn in the spirits industry. No flashy bottle. No celebrity endorsements. No flavored vodkas. Just one meticulously crafted, fan-favorite product and a brand voice that feels more like a friend than a corporation.In this episode of the DTC Podcast, we sit down with Taylor Berry, VP of Marketing at Tito's, to discuss:How Tito's grew from a Texas startup to the #1 vodka brand in the U.S.Why they refuse to launch flavored vodkas despite massive industry pressureThe power of word-of-mouth marketing and bartender advocacyHow the new Spokescart campaign embodies the brand's ethos and drives engagementWhy their Vodka for Dog People initiative is more than just good marketingPlus, Taylor shares insights on advertising strategies, in-person activations, and how to build a brand that people genuinely love.

Subscribe to DTC Newsletter - https://dtcnews.link/signupIf you're running a DTC brand, you know the struggle: ad costs keep rising, and getting new customers is more expensive than ever. But what if the secret to better performance isn't in your ads at all?In this episode of the DTC Podcast, we welcome back Kyle Hitchcox, co-founder of Pilothouse and founder of Warpdrive, a CRO tool that helps brands optimize every step of the shopping experience post-click.Kyle breaks down the Golden Rules of CRO, how top brands are improving conversion rates, and why landing pages and checkout optimizations are the highest-leverage activities for brands in 2025.Key Takeaways:✅ Why only 3% of visitors are in-market—and how to convert them ✅ The difference between search vs. social traffic and how to optimize for both ✅ How Four Sigmatic & Big Blanket use CRO to drive massive lifts in conversion ✅ Why fast load times (under 2 sec) are a non-negotiable in 2025 ✅ How Warpdrive helps brands split-test and improve conversions without disrupting campaignsLearn More About WarpDrive (Download The PDF)Reach out to Kyle on LinkedInTimestamps:00:00 – Why 2025 is the year of post-click optimization02:03 – Landing pages, cart mechanics, and creative strategies04:16 – State of DTC: Growth despite economic uncertainty06:30 – What is post-click optimization? Explained08:55 – The psychology of user experience timing11:27 – Balancing branding and performance post-click13:49 – Where to start with CRO: Closest to the money15:42 – Pilot House's golden rules for CRO19:01 – Understanding traffic types and how to optimize each22:12 – Conversion optimization vs. reducing ad costs24:05 – Warpdrive: How it works and who it's for26:45 – Real brand examples and live test winsHashtags:#PostClickOptimization#ConversionRateOptimization#DTCPodcast#EcommerceTips#LandingPageOptimization#WarpDriveCRO#ShopifyTips#PerformanceMarketing#DigitalMarketingStrategy#MediaBuying Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

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Subscribe to DTC Newsletter - https://dtcnews.link/signupWelcome to the DTC Podcast, where today we're diving deep into Amazon advertising, ranking strategies, and the impact of tariffs with Rob and Clifford from Pilot House.If you're selling on Amazon, you've probably noticed that search volume is down for the first time in years. Consumers are pulling back, competition is heating up, and costs are rising—so how do you stay profitable?In this episode, we cover: ✔️ When to prioritize profit vs. incremental revenue in your Amazon ad strategy ✔️ Amazon search volume is down—here's how to increase conversion rates to stay ahead ✔️ Tariff chaos: How brands are adapting to unpredictable costs and logistics ✔️ Brand equity's hidden power on Amazon: How to rank without excessive ad spendThe key takeaway? Winning on Amazon in 2025 isn't just about ad spend—it's about strategic ranking, conversion optimization, and leveraging off-platform brand awareness to dominate search results.Timestamps:00:00 – Amazon ad placements and bid strategy02:45 – Using Amazon Rufuss for listing optimization05:30 – Search volume decline and market shifts08:20 – Impact of tariffs on ecommerce brands11:10 – Brand equity and organic ranking on Amazon14:00 – The power of omnichannel brand awarenessHashtags:#AmazonAds #EcommerceMarketing #AmazonFBA #DTCbrands #DigitalMarketing #AmazonSEO #EcommerceGrowth #MarketingStrategy #RetailTrends #BrandBuilding Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupRetail is evolving fast. AI, retail media networks, and shifting consumer behaviors are reshaping how brands sell. But the brands winning in 2025? They're the ones that blend technology with human connection to create unforgettable shopping experiences.In this episode, we sit down with Marielle Bobo, VP of Content for ShopTalk Spring and Fall, to explore the biggest themes shaping retail in 2025.What You'll Learn:✅ Retail's New Golden Age – Why brands are refocusing on emotional connections. ✅ Retail Media Networks (RMNs) – How first-party data is changing advertising. ✅ AI in Retail – How to use automation without losing your brand's soul. ✅ Live Shopping & Content Commerce – What brands like True Religion and Lawless Beauty are doing differently. ✅ How to Get the Most from ShopTalk 2025 – Pro networking strategies for attendees.DTC at ShopTalk 2025

Subscribe to DTC Newsletter - https://dtcnews.link/signupMany if not most eCommerce brands spend 15-20% of revenue on advertising—Simple Modern? Just 5%.So how did they become a category leader in drinkware, dominate Amazon, and land major retail deals with Target?In this episode, Bryan Porter, Co-founder & Chief E-commerce Officer of Simple Modern, breaks down their low-ad spend, high-efficiency growth strategy and why focusing on brand trust, product variety, and Amazon SEO led to 50M+ products sold.What You'll Learn:✅ The Amazon playbook that helped them win top search rankings. ✅ Why they only spend 5% of revenue on ads—and how they drive organic growth. ✅ How they expanded from Amazon to Target without traditional advertising. ✅ Why TikTok virality boosted Amazon sales more than TikTok Shop itself. ✅ How launching an electrolyte brand (Trevi) creates long-term customer retention.One Big Idea:

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Subscribe to DTC Newsletter - https://dtcnews.link/signupSMS marketing is one of the most profitable yet underutilized channels in DTC. But too many brands either under-send out of fear or over-send without strategy. On this episode of the DTC Podcast, Postscript's Sam Melnick joins us to share how AI, segmentation, and conversational commerce are reshaping SMS into a true revenue-driving channel.Find out more about Postscript here: https://postscript.io/ In this episode, you'll learn:The biggest mistakes brands make with SMS & how to fix themAI-powered SMS: How real-time message optimization drives a 20% revenue liftSegmentation strategies that maximize retention & conversionsHow leading brands like Jones Road Beauty personalize SMS at scaleWhy SMS is outperforming email for many brands on peak sales daysThe future of AI-driven SMS—including Postscript's new “Shopper” AI agentIf you're serious about SMS as a revenue channel, this episode packed with actionable insights is a must-listen.Timestamps:00:00 - Why SMS is the next must-have owned channel02:00 - The biggest SMS mistakes brands make04:30 - Smart segmentation strategies for SMS07:00 - How Jones Road Beauty personalizes SMS at scale09:30 - AI-driven SMS optimization and testing12:00 - Scaling conversational commerce with AI15:00 - SMS vs. email: key differences and advantages18:30 - Maximizing revenue with product drops and urgency21:00 - SMS deliverability, compliance, and industry trends24:00 - Why best-in-class SMS solutions outperform all-in-one platforms27:00 - Postscript's AI and product innovation roadmapHashtags:#SMSMarketing #EcommerceGrowth #DTCBrands #MarketingStrategy #AIinMarketing #ShopifyBrands #RetentionMarketing #ConversationalCommerce #Postscript #DTCpodcast #TextMarketing #MarketingAutomation #CustomerEngagement Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

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Subscribe to DTC Newsletter - https://dtcnews.link/signupThe era of faceless brands is over. Consumers don't just want to buy products—they want to connect with the people behind them.In this episode, Aves, Creative Lead at Pilot House, breaks down why DTC founders must take an active role in content creation to build brand affinity, lower CAC, and scale their brand more effectively.

Subscribe to DTC Newsletter - https://dtcnews.link/signupHello and welcome to the DTC Podcast! Today, we're talking with Taylor Holiday, Managing Partner at Common Thread Collective (CTC)—one of the leading agencies in e-commerce growth.CTC rode the wave of e-commerce's explosive growth, scaling from 60 to nearly 200 employees during COVID. But as market conditions changed, so did their approach. Taylor shares how e-commerce brands must pivot from chasing revenue to focusing on profitability and sustainable growth.Key Takeaways:✅ Why Service Businesses Are Underrated: Agencies can be more profitable than SaaS and DTC brands with the right model.✅ The Secret to Scaling Agencies: Focus on fewer employees, higher salaries, and keeping the best people doing the most valuable work.✅ The Right Way to Spend on Ads: Many brands are overspending inefficiently—start by cutting waste, then rebuild smarter.✅ Why Product Expansion Is Key: Growth isn't about selling more of the same product; it's about launching new ones to unlock fresh demand.✅ Meta Ads in 2025: Advantage Plus is the future—let Meta's AI do the work but control the outcome through bid caps.✅ AI in Agencies: CTC uses AI for internal knowledge sharing, customer service automation, and creative strategy.

Subscribe to DTC Newsletter - https://dtcnews.link/signupOn today's episode of All Killer No Filler, we're joined by Dougie from Pilothouse to talk about how DTC brands should structure YouTube ads for growth. Many advertisers expect immediate conversions from YouTube, but the real value comes from top-of-funnel awareness that increases brand searches, customer engagement, and long-term conversions.What You'll Learn in This Episode:✅ Why YouTube should be seen as a demand generation tool, not just demand capture✅ How to structure YouTube campaigns based on customer awareness stages✅ The biggest mistakes brands make when running YouTube ads✅ Why Google's new measurement tools could change how we track ad success✅ The right creative strategy for different stages of the funnel

Subscribe to DTC Newsletter - https://dtcnews.link/signupKim Gamez, founder of Soberish, scaled her business to over $1M in sales in under a year—all without spending a dollar on paid ads.In this episode of the DTC Podcast, Kim shares how she:✅ Engineered viral content on TikTok, Instagram, and Facebook to drive millions of views and thousands of purchases.✅ Turned organic engagement into a scalable eCommerce business, transitioning from influencer to marketplace owner.✅ Navigated the challenges of selling federally legal hemp-derived products while being restricted by major advertising platforms.Key Takeaways:The anatomy of a viral video: Why starting with the payoff and sparking discussion is crucial.Using humor and mistakes strategically to drive engagement and boost algorithm reach.How to make UGC-style content work for your brand—and why overproduction kills performance.The power of social commerce: How Kim went from affiliate marketer to brand owner using data from her viral videos.Why repurposing content is key: How Kim maximizes ROI on every piece of video she creates.If you're looking to grow your DTC brand through organic content, this is an episode you won't want to miss.Timestamps:00:00 – Building a viral content strategy02:05 – The origin story of Soberish04:45 – From social media influence to a business07:30 – Cracking the algorithm for organic growth10:15 – How to make videos go viral13:00 – The power of community-driven marketing15:40 – The Soberish product lineup18:20 – Growth challenges and the giggle grass strategy21:10 – Navigating paid ads and retail opportunities24:00 – Key lessons for entrepreneursHashtags:#DTC #Ecommerce #Soberish #Entrepreneurship #MarketingTips #ViralVideos #TikTokGrowth #SocialMediaMarketing #BrandBuilding #ContentStrategy #AlcoholFree #GiggleGrass #SmallBusiness #FounderStory #BusinessGrowth Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupToday, we're doing something a little different. We're featuring an episode from The World's Best Email and Retention Podcast (TWBERP)—a must-listen for anyone looking to maximize revenue from the customers they've already acquired.Subscribe to TWBERP Here: https://open.spotify.com/show/30OswCnXzinWp0zBP1kenR?si=gFxF-OOsQY2FNh0Tc_1Q0ATWBERP is where Jordan Gordon and the Pilothouse email and retention team break down the strategies that keep customers engaged and spending, without relying on constant acquisition.In this episode, Jordan dives into a concept that big brands obsess over but most DTC brands ignore—tracking your lifecycle metrics, not just your revenue. He breaks down:

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Subscribe to DTC Newsletter - https://dtcnews.link/signupAmazon is a crucial sales channel, but most brands fail to merchandise their products effectively. In this episode of the DTC Podcast, Rob & Clifford from Pilot House's Amazon team break down the key strategies to optimize Amazon listings for better visibility, conversion, and profitability.

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Subscribe to DTC Newsletter - https://dtcnews.link/signup Meta's latest advertising update is shaking up the health & wellness space, restricting event tracking for many brands. This means brands selling supplements, wellness products, or other health-related items may no longer see key conversion events like purchases and add-to-cart in their Meta ad accounts. In this episode, Eric Dyck chats with Pilothouse Meta experts Taylor Cain, Jocelyn, and Aves to break down what's happening, what brands should do, and how to stay compliant while still driving results. Key Topics Covered: ✅ What's Changing? Meta's new event tracking restrictions explained ✅ Who's Affected? How Meta is categorizing health & wellness brands ✅ Workarounds That Work: Using upper-funnel event tracking to maintain ad performance ✅ Creative & Messaging Shifts: Why brands need to sell a lifestyle, not just a product ✅ Long-Term Impact: Will Meta roll out similar restrictions to other industries? Meta is prioritizing user privacy, and these changes are likely just the beginning. If your brand is affected, tune in to get the insights you need to adapt your strategy. Timestamps: 00:00 - Meta's new health and wellness ad restrictions 02:15 - What this means for advertisers 05:00 - Meta's event tracking changes explained 08:30 - Preparing for the new ad policies 11:00 - How brands can pivot their messaging 14:45 - The impact on creative and targeting 18:20 - Future of health and wellness ads on Meta 21:30 - Attribution updates and performance tracking Hashtags: #MetaAds #DigitalMarketing #AdvertisingChanges #HealthAndWellness #DTCMarketing #MarketingNews #PaidSocial #SocialMediaAds #FacebookAds #InstagramAds Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signup Welcome to the DTC Podcast! Today, we're joined by Bradley Keefer, CRO of Keen Decision Systems, to discuss how brands can elevate their marketing game by thinking like investment bankers. Bradley dives deep into why ROAS alone doesn't cut it anymore and explains how brands can use holistic data to align short-term performance with long-term profitability. Download the 2024 Performance Insights & Strategic Investment Guide for 2025: https://bit.ly/3Wv8oun Key Insights from This Episode: Rethink ROAS: Why traditional metrics fail to account for long-term value. Funnel Balancing: Moving from a 50-50 mix to an optimal 70-30 top-to-bottom strategy. Interaction Effects: How channels like connected TV and organic social can amplify each other. Avoiding Pitfalls: Why “shiny object” channels like TikTok Shop or TikTok ads need careful consideration. Tune in to learn how Keen Decision Systems is helping brands create marketing strategies that deliver predictable, profitable growth. Timestamps: 00:00 - Why Marketers Must Justify Their Existence 02:10 - The Investment Banker Mindset for Marketing 04:45 - Rethinking ROAS and Measuring Profitability 07:55 - How Brands Should Balance Top vs. Bottom Funnel Spend 11:20 - The Power of Interaction Effects in Marketing 14:30 - Scaling Up with Tentpole Events and Viral Moments 18:15 - When and How to Move Up the Funnel 22:40 - TikTok vs. Meta: The Future of Social Commerce 26:10 - The Role of AI and Data in Marketing Decisions Hashtags: #MarketingStrategy #DTCGrowth #DigitalAdvertising #Ecommerce #MarketingData #BrandBuilding #ROAS #SocialCommerce #TikTokMarketing #PaidMedia #InvestmentMindset #MarketingMetrics Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video