The DTC Insider

In this episode of The DTC Insider podcast, Brian Roisentul interviews Jamie Norwood, co-founder of Winx Health, a company focused on women's vaginal and sexual health. Here's a glimpse of what you'll learn:Winx Health mission to support women's healthNavigating startup challenges during the pandemicBuilding a brand that truly resonates with womenThe importance of structure and mentorship for first-time foundersHow word of mouth became a key growth driverInvesting in organic growth for long-term successExploring the opportunities and risks of retail expansionEngaging the community to boost customer retentionUsing rebranding to refresh market presenceCreating social impact to strengthen brand loyalty--This episode is brought to you by ⁠⁠BSR Digital⁠⁠.⁠⁠BSR Digital⁠⁠ helps e-commerce brands grow by aligning their paid ads and email marketing strategies with their broader business goals, so every campaign drives profitable, strategic growth.To learn more about BSR Digital, ⁠⁠visit their website⁠⁠ or book a call ⁠⁠here⁠⁠.

In this video, Brian Roisentul emphasizes the importance of creating unforgettable customer experiences rather than just focusing on conversions. He shares insights on how brands can transform mundane touchpoints into magical moments, engage customers through personalization and education, and implement innovative strategies for customer retention and feedback. Here's a glimpse of what you'll learn:Focus on creating unforgettable customer experiences, not just conversionsMap out all customer touchpoints to find areas for improvementSurprise customers in unexpected ways to spark word-of-mouthEducate customers on their purchases to increase usage and salesMake small, thoughtful changes...no big budget required--This episode is brought to you by ⁠BSR Digital⁠.⁠BSR Digital⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.To learn more about BSR Digital, ⁠visit their website⁠ or book a call ⁠here⁠.

In this episode of The DTC Insider podcast, host Brian Roisentul interviews Annette Furio, founder of Season Journals.Annette turned her background in graphic design and years in the wedding industry into a mission-driven business. Through thoughtful, heirloom-quality journals, Annette helps people document life's most meaningful moments, all while bootstrapping and steadily growing her collection.Here's a glimpse of what you'll learn: How Season Journals supports couples during major life milestones through guided journalingThe influence of Annette Furio's design and stationery background on product developmentStarting customer acquisition through Google Ads and influencer marketingExpanding beyond a single SKU to meet diverse customer needsGifting as a major driver in the business modelThe importance of engaging with online communities for product insightsLeveraging the founder's personal presence to strengthen brand connectionThe impact of email marketing and valuable content on customer engagementJournaling as a tool for mindfulness and mental clarity in a tech-driven world--This episode is brought to you by BSR Digital.BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.To learn more about BSR Digital, visit their website or book a call here.

In this tactical episode of The DTC Insider podcast, Brian Roisentul introduces the new Sidekick feature on Shopify, which allows users to unlock valuable insights and data that were previously difficult to access. Here's a glimpse of what you'll learn:How Sidekick Makes Shopify Insights Accessible Like Never BeforeLeveraging Complex Data Queries to Supercharge Your AnalysisWhy Your Questions Determine the Accuracy of Your DataEasily Unlocking Fundamental Metrics Like Customer Lifetime ValueTurning Sidekick's Insights into Actionable Growth Marketing StrategiesSimplifying Sales Forecasting and Customer Behavior Analysis with SidekickEffortlessly Tracking Subscription Metrics Using SidekickSponsor for this episode:This episode is brought to you by ⁠BSR Digital⁠.⁠BSR Digital⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.To learn more about BSR Digital, ⁠visit their website⁠ or book a call ⁠here⁠.

In this episode of The DTC Insider podcast, host Brian Roisentul interviews David Bean, founder of Nira, a company that has revolutionized skincare technology by bringing professional laser treatments to the home market.We discussed:The journey from engineering to developing skincare technologyMaking professional laser treatments accessible for at-home useThe challenges and time investment behind NIAR's eight-year developmentBuilding consumer trust in a competitive skincare marketThe role of AI in enhancing skincare effectivenessOvercoming skepticism from industry experts during the early stagesUsing a 90-day money-back guarantee to establish credibilityEnhancing customer engagement through gamificationThe importance of clinical validation for product effectivenessExpanding into future innovations like laser hair removal and acne treatmentsSponsor for this episode:This episode is brought to you by BSR Digital.BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, Brian Roisentul discusses the often-overlooked potential of email marketing, emphasizing its cost-effectiveness compared to paid ads. He outlines a three-step marketing playbook that focuses on understanding customer purchase behavior, mapping out touch points, and optimizing email flows to enhance engagement and sales. The discussion highlights the importance of aligning marketing strategies with customer needs and behaviors to drive better results.Here's a glimpse of what you'll learn: Why understanding customer purchase behavior is essential for effective campaignsThe importance of timing and targeting in email strategyHow mapping customer touchpoints can improve marketing flowsLeveraging the right tools to gain insights into customer behaviorUsing purchase pattern analysis to tailor offersEnhancing marketing performance through audience segmentationPrioritizing structure and strategy over quick hacksThe need for ongoing optimization of email flowsHow agencies can support brands with strategic executionSponsor for this episode:This episode is brought to you by BSR Digital.BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Joe Weinand, co-founder of Nutcase, a health-conscious chocolate milk brand. Joe shares the origins of Nutcase, his journey in scaling the business, and the unexpected partnerships that helped propel the brand forward. They discuss the challenges of navigating retail and e-commerce, the impact of influencer marketing, and innovative strategies for brand positioning. Here's a glimpse of what you'll learn: Turning a simple craving into a product that resonated with consumers How a clean-label chocolate milk gained traction quickly The highs and lows of using influencer marketing for rapid awareness Navigating the unique challenges of both retail and DTC in the beverage space How equity crowdfunding transforms fans into invested brand advocates Why building a strong community is essential for retail success Creative marketing approaches that help differentiate in a saturated market Embracing the unpredictable path of entrepreneurship Plans to grow the product portfolio and expand in retail Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, Brian Roisentul discusses the rapid evolution of the conversion funnel in e-commerce, driven by advancements in AI and platforms like ChatGPT. He highlights the shift from traditional website-centric shopping to a more integrated, AI-driven experience where consumers seek answers directly from AI rather than navigating to websites. Here's a glimpse of what you'll learn: How AI is transforming the traditional conversion funnel The growing consumer preference for getting answers directly from AI The shift from websites as destinations to sources of structured data The increasing necessity of integrating AI into e-commerce strategies Why brands need to optimize their online presence for AI visibility The significance of Shopify's partnership with ChatGPT in the industry The impact of declining search engine click-through rates on discovery The importance of understanding evolving consumer behavior The rise of distributed commerce across multiple platforms How providing clean, accurate data improves AI-driven brand visibility Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with AJ Patel, the SVP of Global Growth at U Beauty. He has been instrumental in scaling the brand's DTC business. With a background at Unilever and a passion for process improvements and analytics, AJ brings a unique perspective to the luxury skincare industry. Join us as we delve into his strategies for growth, innovation, and customer engagement. Here's a glimpse of what you'll learn: The shift in marketing strategies due to increasing privacy restrictions Why persona work is critical before scaling media efforts The importance of a full-funnel strategy for brand growth How to balance organic content with paid media for long-term success YouTube Shorts as an emerging opportunity for brand visibility The growing importance of profitability in today's e-commerce landscape Managing customer acquisition costs while focusing on sustainable growth Why ROAS alone isn't enough—profitability and LTV must guide strategy The need for margin and product profitability analysis before scaling Why marketers must understand key business metrics beyond ad platforms Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, Brian Roisentul emphasizes the critical importance of truly understanding your customers. He discusses how many brands fail to define their ideal customer profiles accurately and the consequences of this oversight. Here's a glimpse of what you'll learn: Defining your ideal customer profile accurately is foundational for brand success Knowing your customers deeply improves marketing effectiveness Direct communication is one of the best ways to gain valuable customer insights Surveys and reviews offer powerful feedback for continuous improvement Asking the right questions leads to more actionable insights Identifying pain points helps inform product development and innovation Analyzing reviews reveals how customers truly experience your brand Community engagement is a rich source of feedback and loyalty Tools like ChatGPT can support the analysis of customer data at scale Stop guessing—actively listen and gather input to make informed decisions Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Cleo Davis-Urman, co-founder of Barriere, a brand that started during the pandemic with medical-grade face masks and has since evolved into a leader in wellness with their innovative vitamin and adaptogen patches. With a background in luxury fashion at Vogue and Saks Fifth Avenue, Cleo brings a unique perspective to the world of self-care and wellness. Here's a glimpse of what you'll learn: How Cleo's personal health journey led to the creation of Barrier The benefits of transdermal patches for vitamin absorption over traditional supplements The importance of collaborating with experienced partners in product development The role of customer feedback in shaping product evolution and strategy Gaining deeper insights through real-life interactions with customers Driving brand growth through social media, with a focus on TikTok Using technology to improve customer education and engagement Staying open to feedback and embracing iteration throughout the process Creating products that support self-care and personal expression Maintaining continuous customer interaction to stay aligned with their needs Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this conversation, Brian Roisentul emphasizes the critical need for brands to engage with their customers in real-life settings, such as events and pop-up stores. He discusses how these interactions provide invaluable insights into customer preferences and behaviors that cannot be captured online. Here's a glimpse of what you'll learn: The importance of meeting customers in real life to strengthen brand connections How in-person interactions reveal deeper insights than digital analytics Using customer reactions to guide product development decisions Leveraging unfiltered customer feedback to refine marketing strategies Understanding how customers perceive value to improve positioning Building a sense of community to deepen brand loyalty Facilitating meaningful conversations to gather richer, more actionable feedback Prioritizing non-transactional touchpoints to nurture long-term relationships Making real-life engagement a strategic priority for sustainable brand growth Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Katie Diasti, the founder and CEO of Viv for Your V, a modern period brand that is revolutionizing the industry with sustainable and better-for-you products. Here's a glimpse of what you'll learn: The inspiration behind Viv and its mission How Katie turned a college project into a thriving business The challenges and rewards of innovating in a traditional category Strategies for building a community and incorporating customer feedback Viv's journey to getting on Whole Foods shelves The role of social media in brand building and customer education Insights into retail vs. online sales strategies Lessons in scrappy entrepreneurship and resourcefulness How Viv is breaking taboos around period care Advice for aspiring entrepreneurs Sponsor for this episode: Struggling with tariffs? Unsure about upcoming changes? Let's talk! With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs. ✅ Defer tariffs until orders ship (no upfront costs) ✅ Free up working capital for growth ✅ Sell smarter - turn inventory into cash faster Stop letting tariffs tie up your cash - sell smarter with Portless. Schedule a risk assessment and leverage tariff deferment today.

In this episode of The DTC Insider podcast, Brian Roisentul discusses effective growth marketing strategies, focusing on the importance of understanding customer journeys and addressing subscription churn. He emphasizes the need for brands to map out their customer journeys to identify pain points and improve retention. By analyzing subscriber behavior and implementing proactive strategies, brands can enhance customer lifetime value and ultimately drive revenue growth. Here's a glimpse of what you'll learn: Why growth and marketing remain essential for brands in 2025 The importance of mapping the customer journey to uncover friction points How focusing too much on details can distract from the bigger business picture Using customer behavior insights to overcome revenue plateaus Balancing acquisition and retention to drive sustainable growth Accepting churn as part of the journey—and learning how to manage it Identifying the root causes behind customer churn to improve retention The power of proactive engagement in building long-term loyalty How delivering real value helps reduce customer turnover Grounding marketing tactics in data and customer insights for better results   Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Pauline Koningsveld and Sarah Litt, co-founders of Livi Beauty, to discuss their journey of creating an innovative at-home gel manicure system. Here's a glimpse of what you'll learn: The inspiration behind Livi Beauty and its unique features How Pauline and Sarah transitioned from idea to product development The challenges and successes of launching a DTC brand Insights into their go-to-market strategy and target audience The importance of customer feedback and retention strategies How Livi Beauty empowers women by saving time and providing convenience The role of founder-led content in building brand authenticity Lessons learned from customer interactions and surprising feedback The impact of being featured on Good Morning America Future plans for Livi Beauty, including sustainability and product improvements Sponsor for this episode: Struggling with tariffs? Unsure about upcoming changes? Let's talk! With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs. ✅ Defer tariffs until orders ship (no upfront costs) ✅ Free up working capital for growth ✅ Sell smarter - turn inventory into cash faster Stop letting tariffs tie up your cash - sell smarter with Portless. Schedule a risk assessment and leverage tariff deferment today.  

In this episode of The DTC Insider podcast, Brian Roisentul discusses effective strategies for direct-to-consumer brands, focusing on the importance of identifying sales peaks, planning product launches strategically, and setting manageable goals. He emphasizes the need for brands to plan ahead and break down their annual goals into actionable quarterly objectives to drive growth and success.   Here's a glimpse of what you'll learn: How successful brands engineer their own sales peaks The importance of identifying seasonal trends for smarter planning Using strategic product launches to boost low-revenue periods Why timing matters when bringing products to market Common pitfalls: lack of long-term planning Breaking down annual goals into manageable quarterly targets Aligning high-level initiatives with clear quarterly objectives Creating actionable task lists for each strategic initiative The role of research and decision-making in effective execution When and how expert support can help brands push past plateaus Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul interviews Samantha Diamond, co-founder and CEO of Bird & Be, a company focused on improving fertility education and products. Samantha shares her journey from the beauty industry to addressing the gaps in fertility health, emphasizing the importance of professional guidance and sensitive communication. The conversation explores how Bird & Be leverages social media for education, the significance of clinical studies in product validation, and the challenges of marketing non-impulse purchases. Samantha also highlights the impact of customer stories and the company's commitment to continuous product development. Here's a glimpse of what you'll learn: From Beauty to Fertility: Samantha Diamond's Career Pivot and Purpose Identifying and Filling Gaps in Fertility Education and Customer Experience Communicating with Sensitivity in a Deeply Personal Health Space The Role of Professional Guidance in Building Product Credibility and Trust Using Social Media to Educate, Support, and Build a Fertility-Focused Community Backing Products with Clinical Studies: A Non-Negotiable for Trust Marketing for Non-Impulse Products: Lessons from the Fertility Space Harnessing Customer Testimonials as a Source of Insight and Motivation Guiding Customers Through Personalized Quizzes and Educational Tools Iterating Through Feedback: The Continuous Development Behind Bird and Bee's Products Sponsor for this episode: Struggling with tariffs? Unsure about upcoming changes? Let's talk! With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs. ✅ Defer tariffs until orders ship (no upfront costs) ✅ Free up working capital for growth ✅ Sell smarter - turn inventory into cash faster Stop letting tariffs tie up your cash - sell smarter with Portless. Schedule a risk assessment and leverage tariff deferment today.

In this episode of The DTC Insider podcast, Brian Roisentul discusses effective growth marketing strategies, focusing on the importance of understanding customer journeys and addressing subscription churn. He emphasizes the need for brands to map out their customer journeys, identify points of churn, and implement proactive strategies to retain subscribers and enhance their lifetime value. Through real client examples, he illustrates how to generate revenue by adding value to customer experiences and engaging them effectively. Here's a glimpse of what you'll learn: Why growth and marketing strategies still matter in 2025 The importance of mapping the full customer journey Common pitfalls: focusing on details too early in the process Gaining clarity on how your brand actually generates revenue Balancing acquisition and retention: new vs. returning customers Accepting churn as part of the journey—and how to prepare for it Implementing proactive tactics to minimize churn Leveraging customer feedback to guide improvements Finding meaningful ways to add value and build loyalty Using engagement strategies to boost customer lifetime value   Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Izzy Rosensweig, founder of Portless, about the evolving landscape of tariffs and supply chain management. They discuss Portless's innovative approach to optimizing cash flow and inventory management, the implications of the de minimis rule, and the impact of trade wars on brands. Izzy shares insights on pricing strategies, the importance of trade lawyers, and the future of manufacturing concerning China and Vietnam. The conversation emphasizes the need for brands to adapt and optimize in a fluid market environment. Here's a glimpse of what you'll learn: How Portless helps brands delay tariff payments until orders ship The importance of cash flow management for brand sustainability The phase-out of the de minimis rule for China and Hong Kong Strategies for optimizing supply chains to reduce operational costs The impact of trade wars on global logistics and sourcing Adapting pricing strategies in response to shifting economic conditions Exploring tariff engineering as a method to lower import costs How the country of origin influences tariff obligations The pros and cons of manufacturing in Vietnam versus China Why brands should optimize their current operations before major supply chain shifts Sponsor for this episode: Struggling with tariffs? Unsure about upcoming changes? Let's talk! With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs. ✅ Defer tariffs until orders ship (no upfront costs) ✅ Free up working capital for growth ✅ Sell smarter - turn inventory into cash faster Stop letting tariffs tie up your cash - sell smarter with Portless. Schedule a risk assessment and leverage tariff deferment today.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Victoria Melnyk, co-founder of Sunbabe Hair. Launched in 2018 with her sister, Sunbabe offers women a natural, gradual approach to hair lightening, inspired by their own teenage experiences with bleaching. Frustrated by the damaging and costly salon processes, Victoria sought a healthier alternative to achieve sun-kissed highlights. Emphasizing beauty as a reflection of lifestyle, Sunbabe has grown to serve over 200,000 customers. Victoria also leads the brand's art direction, focusing on visual storytelling to communicate Sunbabe's essence. Today, we'll explore her entrepreneurial journey, the challenges of scaling a lean team, and her vision for the future of haircare. Here's a glimpse of what you'll learn: Turning personal passion and curiosity into a successful beauty brand How creating for yourself can foster deeper customer connection The power of transformation stories in branding and marketing Why branding is about meaning, not just products Using the hero's journey to create compelling customer narratives Building community to strengthen brand loyalty Understanding your customer's needs to drive effective marketing The importance of a clear, focused message in brand communication Structuring ad creation to improve performance Embracing continuous learning for long-term growth Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Paola Shah, founder of Tucketts. When Paola Shah moved from London to the U.S., she found herself in a new place with no network. A friend asked for help researching a Pilates studio, and part of that research focused on socks—specifically, grip socks that were required for class. But none of them felt quite right. So, Paola spent three years developing a new kind of sock—one that provides grip and absorbs sweat while maintaining a full sensory connection to the floor. That idea turned into a patented product and a sustainable business that manufactures in Colombia with a strong focus on social and environmental impact. In this episode, we talk about her journey from market research to manufacturing, how she became part of the 1.9% of women-owned businesses to cross $1M in revenue, and the challenges of staying profitable as costs rise. Here's a glimpse of what you'll learn: The evolution of Tucketts from concept to market over three years. The importance of validating product-market fit before launching. How cultural influences shape product design and branding. The impact of sustainable manufacturing on communities and the environment. The role of patents in protecting innovative product designs. How organic influencer marketing drives authentic brand growth. Overcoming manufacturing challenges through perseverance and problem-solving. Effective communication with manufacturers for better product outcomes. The power of user-generated content over traditional influencer promotions. Enhancing workouts through barefoot training and improved foot sensation. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Mallory Ottariano, founder of Youer. Mallory Ottariano launched her brand on Etsy in 2012 as a side hustle. Before she knew it, it was matching her full-time income, and she decided to go all in. Fast forward, and she's built a 7-figure clothing brand without paid ads (until recently). How did she do it? Let's find out! Here's a glimpse of what you'll learn: The importance of community engagement in building a brand. How storytelling helps create deeper connections with customers. Using events to drive word-of-mouth marketing and brand loyalty. The strategic transition from organic growth to paid advertising. Effective inventory management as a key factor in scaling. The impact of a resale market on customer loyalty and sustainability. Challenges and opportunities of manufacturing in the US. The role of detailed tech packs in ensuring smooth production. Educating customers on pricing to address cost concerns. The power of authenticity in strengthening brand relationships. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Brandon Horoho, co-founder of Montana Knife Company, a 30-year overnight success—that's how this company's explosive growth story begins. Brandon and his co-founder, Josh, launched the company in 2020, but Josh had been crafting custom knives since he was 11. The idea? Mass-produce high-quality knives that could reach a wider audience while still maintaining craftsmanship. The results? From low 7 figures in 2021 to 8 figures in 2024. Their products sell out in minutes. They've built an email list of over 1 million customers. And now, they're focused on becoming a household name—expanding beyond their niche with paid TV ads, podcasts, and influencers. Here's a glimpse of what you'll learn: The founding of Montana Knife Company and its rapid growth. Josh's journey to becoming the youngest master bladesmith at 19. The role of quality craftsmanship in customer loyalty and retention. Building direct customer relationships and owning their data. Leveraging organic social media to grow without paid ads initially. The first knife drop selling out in 14 minutes and what it revealed about demand. The impact of email marketing as a core strategy with high engagement. The VIP program and how it strengthens customer loyalty. The focus on building a long-term legacy brand over short-term gains. Expanding manufacturing capabilities to support continued growth. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Aaron Nosbisch, founder & CEO of BRĒZ, the fastest-growing cannabis beverage in the market. In just a short time, Aaron has propelled his brand to rapid success, leveraging cutting-edge marketing strategies, creative compliance solutions, and a relentless focus on product experience. Aaron shares the story behind his brand's meteoric rise, the innovative tactics that have driven its success, and his predictions and best practices for the future. Whether you're a founder, CMO, or marketer in e-commerce, you'll gain invaluable insights into scaling a brand in a highly regulated and competitive market. Here's a glimpse of what you'll learn: Introduction to BRĒZ and Its Growth The Product Development Journey Building in Public: The Philosophy Behind Transparency Competition vs. Collaboration in the Cannabis Space Key Lessons Learned in Business Growth Team Dynamics and Hiring A-Players Retail Growth and D2C Strategy Key Metrics for Business Success Channel Diversification in Advertising Personal Insights and Recommendations Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Corina Pfeffer, co-founder of Pipa Skin Care, a skincare brand made for tweens. Along with her two childhood friends, Clara and Kristina, they built Pipa from a real-life need: safe skincare that pre-teens actually want to use. In just one year, they've hit milestones they never expected—selling in every U.S. state and growing an organic community of over 60K followers on Instagram. But scaling fast comes with its own set of challenges. In this episode, we'll talk about how they've grown without ads, the power of organic marketing, and what they're learning about customer retention.   Here's a glimpse of what you'll learn: Identifying a market gap: Creating safe skincare for tweens. Leveraging diverse expertise to build and scale the brand. Understanding the target audience and their online behavior. Crafting messaging that appeals to both tweens and parents. Growing through organic marketing without heavy ad spend. Adapting content strategy based on audience engagement. Utilizing social commerce, especially on TikTok, for sales. Retention strategies focused on engagement and innovation. Building brand loyalty through strong customer service. Using customer feedback for continuous improvement. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Ben Feys and Kevin Niehoff, founders of PrettyBoy. They turned a personal challenge into a thriving e-commerce business. With Kevin's eczema diagnosis as a catalyst, they noticed a gap in the skincare industry for high-quality, simple products designed specifically for men. After learning the ropes of e-commerce during COVID, they launched PrettyBoy in 2022, creating the first men's skincare brand to receive the National Eczema Association seal of approval. Here's a glimpse of what you'll learn: Turning a personal challenge into a successful business. Financial literacy as a foundation for growth. Adaptability in navigating the e-commerce landscape. The role of customer feedback in product development. Differentiating through lifestyle branding. Aligning operations with marketing for business success. Strengthening brand loyalty through community engagement. The impact of brand identity on standing out in the market. Creating memorable customer experiences to drive retention. Balancing focus and experimentation across marketing channels. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Stephani Clymer, founder of Common Thread. She spent nearly two decades in the retail industry, starting with her dream boutique for maternity clothing, "Expecting". Over time, she navigated economic downturns, rebranded her business, and transformed it into what we now know as Common Thread. Along the way, she built a strong in-store culture, embraced e-commerce, and adapted to shifting consumer behaviors. In this episode, Stephani shares the highs, the lows, and her approach to building lasting customer relationships in retail. Here's a glimpse of what you'll learn: The journey of building a brand through fashion and connection. Resilience and adaptability in navigating economic downturns. The role of rebranding in business evolution and growth. Leveraging customer feedback to drive innovation and transformation. Building strong relationships with customers for long-term success. The impact of brand identity on recognition and market positioning. Embracing change as a key to business sustainability. Humanizing e-commerce to enhance customer loyalty. The growing importance of social commerce in retail. Personal touches, like handwritten notes, that strengthen customer relationships. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Noah Tucker, founder of Social Snowball. Before founding this company, he was on the brand side, navigating the frustrations of building influencer and affiliate marketing programs with the limited tools available at the time. These challenges inspired him to create Social Snowball, a platform that simplifies affiliate marketing for e-commerce brands, enabling them to scale their stores with innovative affiliate strategies. Here's a glimpse of what you'll learn: The evolution of affiliate marketing and its impact on brands. How social media influencers are reshaping the affiliate landscape. The rise of social commerce and its integration into major platforms. Why brands should build relationships with creators beyond affiliate platforms. Leveraging existing customers to kickstart an affiliate program. What to expect: Affiliate programs can contribute around 5% of revenue. The importance of finding the right influencers to drive sales. How gamification can boost affiliate engagement and performance. Streamlining affiliate management with tools like Social Snowball. Why offering competitive commissions is essential for affiliate success.   Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Cody Allen, the co-founder of Cuso Cuts, a brand that's redefining how we think about high-end kitchen essentials and seasonings. Cody teamed up with chef and content creator Jack in 2020, combining their expertise in performance marketing and culinary innovation. Since launching, they've achieved exponential growth year-over-year, hitting national retailers, partnering with NFL players, and growing a massive following of 8M across platforms. From their origins in knives to their success in the seasoning market, Cody's team has found a way to make these products cool, accessible, and wildly successful. Here's a glimpse of what you'll learn: The impact of co-founder Jack's influence on brand success. How Cuso Cuts achieved over 20% YoY growth during Black Friday. Content marketing as a powerful driver of customer acquisition. Adapting to consumer needs: The shift from knives to seasonings. The role of natural ingredients in elevating home cooking. Community engagement as a key factor in brand loyalty. Prioritizing profitability over aggressive growth in 2025. The complexity of sales attribution and multi-touchpoint tracking. Appealing to home cooks vs. professional chefs in brand positioning. The strategic approach to transitioning from online to retail. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Karina Moises, co-founder and CEO of Beautology Lab. Karina's journey with Beautology Lab is all about strategic growth and making impactful partnerships while bootstrapping her brand. From a successful partnership with Ipsy in their second year, bringing in almost $500K with just one product, to collaborating with Equinox, Karina has been building momentum. We'll dive into her customer acquisition strategies, retention efforts, and her plans for 2025. Here's a glimpse of what you'll learn: Key challenges and strategic pivots in 2024. The role of strategic partnerships in brand growth. Identifying the right partnerships for your brand. The importance of diversifying revenue streams. How bootstrapping fosters scrappiness and resourcefulness. Customer acquisition strategies for long-term success. Investing in relationships for sustained growth. The benefits of raising capital early. Meta's continued impact on customer acquisition. Why diversification is essential for reducing business risks. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Remington Fraser, founder of The Revury, a company redefining what it means to lead with empathy in e-commerce. Before launching her brand, Remington worked as an attorney, but her entrepreneurial journey began with a vision of creating a software-enabled company that combines automation with a deeply personal touch. What makes The Revury truly unique? It's powered by a team of mums who've built not just a business but a community. In just three years, they've scaled to serve consignments in 21 states, handling over 1,000 consignments while maintaining a 30-40% customer return rate. Here's a glimpse of what you'll learn: The Revury as a tech-enabled platform revolutionizing consignment. Remington's journey from law to entrepreneurship for a better work-life balance. How empathy in business fosters productivity and stronger team dynamics. The benefits of flexible work schedules for both employees and companies. Strategies for successfully raising capital with a clear and compelling vision. The growing importance of profitability in today's market climate. Leveraging offline sales to drive online traffic and customer engagement. The role of founders in actively participating in content creation. Unique skills and perspectives moms bring to the workplace. The power of networking and referrals in successful fundraising efforts. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Rebecca Melsky and Eva St. Clair. They are the founders of Princess Awesome, a brand that has been breaking stereotypes in kids' fashion since 2013.  It all started as a side project to fill a glaring gap in the market: clothing for girls with designs like spaceships, trucks, and dinosaurs. After a wildly successful Kickstarter campaign in 2015, it became their full-time job. Since then, they have expanded their mission, creating inclusive designs for boys, adults, and beyond. Along the way, they've built a dedicated community of customers who love their unique approach to fashion and storytelling.   Here's a glimpse of what you'll learn: The increasing challenges of the e-commerce landscape since 2013. How Princess Awesome evolved from a side project into a thriving full-time business. Leveraging Kickstarter to address market frustrations with gendered clothing. Transforming the kids' clothing industry through innovative designs. Navigating challenges associated with fulfillment centers for growing brands. The importance of understanding fulfillment costs to protect profit margins. Utilizing Meta ads as a key channel for customer acquisition. Prioritizing retention strategies to drive long-term growth. Launching new products frequently with regular drops every few weeks. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with the one and only, Jon Loomer. I'm sure that almost everyone listening knows who he is, but if you don't, he is a Meta ads educator who started jonloomer.com in 2011 and his private community PowerHittersClub.com in 2014.  Jon focuses on the most advanced Meta advertising topics, publishing thousands of blog posts and videos over the years. ​​He's now taking short-form video and AI head-on as we head into this next crazy phase of marketing. Here's a glimpse of what you'll learn: The evolution of Meta advertising in 2024 and its implications for brands. How audience segments offer enhanced targeting transparency. Aligning messaging with the audience's stage in the buying journey. The need for media buyers to expand their expertise beyond just campaign construction. Choosing attribution settings based on the type of event being optimized. Using cost caps strategically to avoid limiting the algorithm's effectiveness. Integrating testing into live campaigns for continuous improvement. The role of randomness in determining ad performance outcomes. Simplifying campaign structures to achieve better results. The importance of understanding algorithm behavior for successful advertising. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Bear Handlon, co-founder and CEO of Born Primitive, a brand that started a decade ago with compression shorts for weightlifters and has since evolved into a 9-figure, bootstrapped powerhouse. From serving in the military to serving millions of customers, Bear has built a brand rooted in authenticity, performance, and purpose. With milestones like hitting $100M in sales, donating over $2M to charity, and paying $11M in veterans' medical bills this Veterans Day, Bear's journey is a masterclass in resilience, innovation, and impact. Let's dive into the strategies and lessons that have powered his incredible growth and see what's next for 2025. Here's a glimpse of what you'll learn: The foundation of Born Primitive's success through a clear value proposition. How authenticity and strong brand values attract and retain loyal customers. The role of community engagement in driving brand growth. The influence of military experience on leadership and operational strategies. The importance of aligning company and employee values to foster a positive culture. The impact of Bear Handlon's visibility as a brand face on authenticity. The continued relevance of email and SMS marketing for community building. Why thriving in e-commerce requires strategies beyond digital advertising. Building and leveraging a customer list for maximizing sales during key events like Black Friday. The importance of early preparation for major sales events to ensure success. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, we're flipping the script. Instead of chatting with a brand founder, we're hearing from the other side: a creator who's been at the heart of the social media revolution. Meet Abigail Fridman, a 24-year-old entrepreneur who specializes in content creation, creative strategy, and social media management. Abigail started her journey in 2019 on TikTok, documenting her personal transformation while studying to become a doctor. Fast forward a few years, and she's gone from med school dreams to helping brands craft authentic content and connect with audiences. Along the way, she's mastered everything from negotiating partnerships to navigating the evolving world of TikTok Shop. Here's a glimpse of what you'll learn: Abigail's journey as a content creator on TikTok since 2019 The importance of personal branding for creators and brands How smaller creators are gaining trust over larger influencers through authenticity The need for brands to have a clear identity and message to appeal to creators Managing high demand: Abigail receives 60 to 90 emails daily from brands seeking collaborations The importance of creators prioritizing products they genuinely believe in over just high pay Creating mutually beneficial collaborations between creators and brands Building trust with audiences through authenticity in content creation TikTok Shop as a game changer for creators and brands The importance of understanding your audience for effective content creation Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Lisa Mullan, the founder of Uwila Warrior. Lisa comes from a finance and tech background, with experience working at HubSpot on projects that gave her insights into how brands operate and scale. In partnership with a friend in fashion, Lisa launched Uwila Warrior to create comfortable, functional underwear. Now, with a retail space in Boston and partnerships with other brands, her company has grown steadily and sustainably. Here's a glimpse of what you'll learn: The shift in the e-commerce landscape towards profitability and sustainable growth The benefits of opting out of outside capital for maintaining control over business direction How retail partnerships can enhance brand visibility and drive sales The challenges and opportunities for growth during COVID-19 The growing importance of sustainability in product development for consumers Combining online and offline tactics for effective customer acquisition strategies The unique challenges of influencer marketing for intimate apparel brands Aligning retention strategies with the customer buying cycle Leveraging AI to improve customer engagement and marketing effectiveness Adapting to changing market dynamics through effective forecasting strategies Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul welcomes Ryan Beltran, co-founder of Original Grain, here on the show. Ryan and his brother Andrew launched the brand back in 2013 with a highly successful Kickstarter campaign that raised $500,000. Since then, they've grown Original Grain into a unique watch brand known for its quality, sustainability, and craftsmanship, selling over half a million watches. In addition to reaching their 10-year milestone, they've planted 700,000 trees and partnered with iconic brands like Jack Daniels and the New York Yankees. We'll dig into their approach to acquisition, retention, partnerships, and many more interesting topics. Here's a glimpse of what you'll learn: How Original Grain started with a successful Kickstarter campaign in 2013 The brand's focus on creating unique watches from reclaimed materials The evolution of e-commerce over the last decade Challenges Original Grain faced during COVID-19 The importance of understanding contribution margin for business success How daily tracking of metrics provides actionable insights Identifying customer trends to shape marketing strategies The risks of over-investing in unproven products Why Q4 strategies should focus on proven products instead of experimentation The importance of diversifying marketing channels for future growth Opportunities and challenges of TikTok Shop for high AOV products Leveraging partnerships to drive revenue streams Building a brand through community engagement, not just ads The role of authenticity and connection in content creation The value of strategic planning for long-term growth Why founders should actively participate in content creation How licensing deals can expand brand visibility and customer reach The impact of real-life activations on brand loyalty Balancing metrics with building long-term customer relationships Understanding customer needs beyond sales to drive e-commerce success Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul welcomes Neal Goyal, who shares insights from his journey in the e-commerce space, transitioning from Tapcart to Disco. Neal discusses the importance of meeting customers where they are, the unique value proposition of Disco, and the role of machine learning in customer acquisition. He emphasizes the need for brands to diversify their marketing strategies and the significance of building a personal brand. The conversation also touches on the evolution of e-commerce and predictions for the future, particularly in 2025. Here's a glimpse of what you'll learn: Neal Goyal emphasizes the importance of reducing customer acquisition costs. What Disco offers for brands. Why meeting customers where they are is crucial for effective marketing. The role of machine learning in understanding customer behavior. How brand collaborations can lead to significant insights and opportunities. The Evolution of e-commerce. Why decentralization in marketing strategies is becoming increasingly important. The benefits of building a personal brand. Predictions for 2025. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul discusses strategies for maximizing customer lifetime value after Black Friday and Cyber Monday. He emphasizes the importance of engaging both new customers and non-customers through targeted marketing efforts, community building, and personalized communication. The conversation highlights the need for brands to transition away from a Black Friday-centric approach and to plan for future e-commerce challenges. Here's a glimpse of what you'll learn: Maximizing customer lifetime value is crucial after Black Friday. Engage new customers with personalized communication. Community building can turn customers into brand advocates. Surveys can provide insights into customer motivations. Thanking customers can enhance brand loyalty. Replenishable reminders can encourage repeat purchases. Early access to sales can entice returning customers. Non-customers require different engagement strategies. Leveraging data can improve product recommendations. Planning for future e-commerce challenges is essential. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul interviews Cesar Figueroa, founder of VivanTee Golf, a New York-based golf accessories brand.  Cesar shares his journey from a military background to the world of golf and entrepreneurship. He discusses the inspiration behind his fashionable golf gloves, the challenges of product design, and the importance of customer feedback. The conversation also covers marketing strategies, community building, and the lessons learned in navigating the e-commerce landscape. Cesar emphasizes the significance of personal connections with customers and the value of in-person engagement in building a brand. Here's a glimpse of what you'll learn: Cesar's journey from military to entrepreneurship is inspiring. Fashionable golf gloves were a gap in the market. Customer feedback is crucial for product improvement. Building a community around the brand enhances loyalty. In-person events can significantly boost sales and brand awareness. Iterating on product design is essential for success. High-quality customer service can differentiate a brand. Marketing strategies should evolve with the business. E-commerce requires juggling multiple roles as a founder. Lessons learned from initial mistakes can guide future decisions. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Garrett Peters, co-founder of Duncan & Stone. Garrett and his team launched their fast-growing e-commerce business in 2020, and they've seen incredible growth—going from $3M in revenue in 2023 to an estimated $5M in 2024. With a background in scaling operations, Garrett has a lot of insights to share about growing an e-commerce brand, managing cash flow, and navigating fulfillment challenges. Here's a glimpse of what you'll learn: The Inspiration Behind Duncan & Stone's Launch Going Full-Time in E-Commerce Fulfillment Transition Amazon as a Key Channel TikTok Shop Strategy Managing Cash Flow & Inventory Challenges Improving Customer Retention Through Segmentation Preparing for BFCM & Q4 Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, we're joined by Yiqi Wu, founder of Aimerce, a SaaS platform specializing in server-based tracking for e-commerce. Yiqi brings a wealth of experience from her time as an engineer at Facebook and Reddit, where she worked on groundbreaking tools like Reddit's A/B testing platform. Now, she's leveraging her technical skills to empower DTC brands to make smarter, data-driven decisions that fuel growth.   Here's a glimpse of what you'll learn: From Engineer to Founder: Yiqi's Journey from Facebook and Reddit to Aimerce Reddit's A/B Testing Platform and Its Influence on Data and CRO Key Data Pain Points for DTC Founders How Aimerce Helps Marketers Dive Deeper into Data Common Ad Performance Analysis Mistakes Essential Data for E-commerce Decision-Making Aimerce's Approach to Data Collection and Revenue Growth Server-Based Tracking vs. Traditional Methods for Performance Aligning Aimerce's Mission with Family Business Challenges Client Success Stories: Aimerce's Impact on DTC Brands Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I'm excited to welcome Danil Saliukov, co-founder and CEO of Insense, a cutting-edge platform that connects brands with creators for high-quality content production and data-driven video optimization. With the rise of TikTok Shops and the evolving landscape of social commerce, Danil is here to share how brands can leverage creator content to maximize both organic reach and paid social performance. We'll dive into strategies for finding the right creators, managing those partnerships, and the best ways to compensate creators while ensuring impactful results. Here's a glimpse of what you'll learn: Combining Organic and Paid Social for TikTok Success Selecting the Right Creators for Campaigns Managing Long-Term Creator Relationships Working Natively with Creators vs. Using Platforms Structuring Fair & Motivating Creator Compensation Balancing Authenticity with Brand Messaging Recent Trends in TikTok Shop and Creator Adaptation Setting Realistic Expectations in a Performance-Driven Space Future Changes in the Creator Economy on TikTok Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I'm excited to have Marc Washington, founder and CEO of Supergut, a leading gut health nutrition brand. Marc's brand focuses on boosting digestion and supporting healthy appetite control, and in the past year, they've achieved impressive growth—quadrupling revenue and breaking into the physical retail space after building a solid DTC foundation. We'll dive into their entrepreneurial journey, the challenges they've faced, and how they continue to stand out in a competitive market with their science-backed, ethically focused products. Here's a glimpse of what you'll learn: Achieving 4x Revenue Growth: Strategies and key factors Balancing Aggressive Growth with Profitability Expanding from DTC to Physical Retail: Timing and challenges Unique Value Proposition: Communicating healthy appetite control Leveraging Earned Media: Social media, influencers, and creators Customer Retention: Tactics for achieving a 50% subscription rate Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I'm excited to welcome Lekha Vyas, the founder of ELVY Lab, a skincare and personal care brand focused on simplifying men's daily routines. With over 15 years of experience in the beauty industry, working for leading brands like P&G, L'Oréal, and Chanel, Lekha decided to launch her own venture in 2022. Her mission is centered on two key values: simplicity and performance.   Here's a glimpse of what you'll learn: Transitioning from corporate beauty to entrepreneurship Defining core values early Winning awards: Factors contributing to early recognition Challenges for small brands in digital advertising Shifts in influencer marketing and brand collaborations Amazon strategies that work for ELVY Lab Other successful acquisition channels Customer retention: Tactics for VIP engagement Q4 preparation: Insights on BFCM and a celebrity partnership Building from scratch: Lessons learned and what to do differently Being a solo founder: Decision-making and challenges Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I'm thrilled to welcome William Gasner, a serial entrepreneur with six ventures under his belt and a proven track record as a seven-figure eCommerce seller. He's also the co-founder and CMO of Stack Influence, a top micro-influencer marketing platform designed specifically for DTC eCommerce brands. William has been featured in major publications like Forbes, Business Insider, and Wired, where he shares his expertise on the influencer industry and Amazon marketing. Here's a glimpse of what you'll learn: Getting Started: Influencer marketing for new brands Most common deal structures between brands and influencers Celebrities vs. micro-influencers: Which is right for your brand? Biggest challenges in using micro-influencers and how to overcome them Leveraging influencer marketing for success on Amazon, Walmart, and Target Choosing between smaller and bigger influencers: Key factors to consider Scaling influencer campaigns: Effective ways to grow and adapt strategies Why big brands use micro-influencer platforms like Stack Influence The future of micro-influencers in DTC marketing Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I'm thrilled to welcome Nik Hall, the founder of Vitafive, a supplement company that went from zero to multiple eight figures in revenue through DTC channels. Nik expanded the brand into over 7,000 retail doors and increased their Amazon sales 4.5x in just three months, culminating in a successful exit to a multi-billion dollar corporation. Today, Nik is the founder & CEO of REVIVE, an Amazon growth partner for elite brands. In our conversation, he shares his insights on cracking Facebook ads, the Amazon growth playbook, and how he navigated the challenges of scaling Vitafive. If you're a brand owner, marketer, or founder looking to learn how to succeed in the DTC world, this episode is packed with actionable takeaways. Here's a glimpse of what you'll learn: What are agencies missing that brands need? Figuring out Facebook Ads: How cracking the code scaled Vitafive Amazon launch strategy: Key tactics for success on a competitive platform Expanding into 7,000 retail doors: Challenges and wins in retail growth Scaling & Selling: Key factors for maintaining profitability and managing growth Handling rising acquisition costs and staying profitable Leveraging email marketing for acquisition and its results Personalization in email and SMS for retention Scaling Vitafive on Amazon: Identifying trends and key strategies The importance of customer support in driving retention Advice for entrepreneurs today: Building a brand in the current environment Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode, Brian Roisentul interviews Thomas McCole, co-founder of Major League Socks, discussing the company's journey, the current e-commerce landscape, and the importance of customer experience and storytelling in branding. Tommy shares insights on their growth strategies, marketing efforts, and future plans for expansion into new sports, emphasizing the significance of quality over quantity in both products and customer engagement.   Here's a glimpse of what you'll learn: Major League Socks focuses on quality over quantity in product development. Customer experience is crucial for brand loyalty and word-of-mouth marketing. Storytelling is a powerful tool for branding and can be shared through partnerships. Engaging with the community enhances brand visibility and customer connection. Organic marketing strategies have proven effective for Major League Socks. The company prepares extensively for Q4, capitalizing on the holiday gift market. Social media presence is essential but has been challenging to maintain with limited resources. Expanding into new sports is a strategic move for growth and diversification. Customer retention strategies include personalized experiences and thoughtful engagement. Learning from other founders can provide valuable insights for business growth. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I'm joined by Mathieu Mireault, Co-founder and CMO of DermaDry, the at-home anti-sweat device for hands, feet, and underarms. DermaDry has revolutionized the way people deal with hyperhidrosis by offering an affordable and convenient solution from the comfort of their homes. During our conversation, Mathieu sheds light on the unique challenges and opportunities of operating a medical device company in the DTC space. From hitting their first million in sales to moving beyond Facebook as their primary marketing channel, Mathieu shares insights into how DermaDry continues to grow while focusing on profitability and reaching new audiences. We also dive into the strategies they've adopted to overcome the barriers associated with marketing to an audience with a condition that isn't openly discussed, and what's next for this innovative brand.   Here's a glimpse of what you'll learn: What it's like to be a medical company in the DTC space Achieving the first $1M in sales and scaling beyond The evolution of acquisition channels and key metrics measured over time Moving beyond Facebook as the brand's growth driver YouTube growth and building a following Focusing on increasing profit and how they're doing it Overcoming the challenge of marketing to an audience with a rarely-discussed condition What's next for DermaDry? Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I sit down with Xander Chase and Ryan Lane, founders of FTL Bags. Childhood friends turned co-founders, they share their journey of transforming frustrations with existing bags into a successful business.  Here's a glimpse of what you'll learn: The Role of Lifelong Friendship in Building a Business Turning Frustration Into a Business Idea Challenges in Finding Product-Market Fit and Go-to-Market Strategy Lessons from the First Sample Bag and Kickstarter Campaign How a Trip to China Shaped Product Development Partnering With Professional Athletes for Brand Growth Navigating Supply Chain and Inventory Management Challenges Diversifying Customer Acquisition Beyond Meta Ads Building an Emotionally Resonant Brand Creative Strategies With UGC Videos and Founder-Led Content Optimizing Retention Through Email Marketing and Referral Programs What's Next for FTL Bags? Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, I sit down with Caleb Ulffers, Co-Founder & CEO of Haven Athletic. Haven Athletic has redefined the gym bag, creating organized bags tailored to high-performance and professional athletes. With over $4 million in sales and collaborations with hundreds of top athletes, Caleb and his team are carving out a unique niche in the market. In our conversation, Caleb shares the journey of starting Haven Athletic, the lessons learned from his previous ventures, and the process behind reinventing the gym bag. We also dive into the company's approach to leveraging athletes and influencers, their acquisition strategies, and what's next for Haven Athletic. If you're interested in product innovation, building a brand from the ground up, or simply curious about the entrepreneurial journey, this episode is for you. Here's a glimpse of what you'll learn: The Founding Story Reinventing the Gym Bag Exiting a SaaS and a Services Company Entrepreneurial Insights Creating companies from “crazy ideas” and what the next one could be The process of figuring out how to design the bag Leveraging athletes and influencers for promotion Acquisition Strategies Why Retention is not a primary focus for them What's Next for Haven Athletic Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.