DTC Podcast

DTC Newsletter and Podcast
  • 5.0 (25)
  • MARKETING
  • UPDATED DAILY
DTC Podcast

Weekly discussions between disruptive direct to consumer ecommerce brands and our amazing team about marketing, funnels, and everything scaling related. Subscribe to our newsletter for highlights and step by step tactical insights 👉🏻 📦 directtoconsumer.co

  1. Ep 509: Tea Time at the Whitehouse: How Art of Tea Scaled Through Story and Quality

    17 HRS AGO

    Ep 509: Tea Time at the Whitehouse: How Art of Tea Scaled Through Story and Quality

    Subscribe to DTC Newsletter - https://dtcnews.link/signup In 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 matter 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 Timestamps 0:00 Intro and Origin Story of Art of Tea 2:30 The Hero’s Journey: From Caregiver to Tea Entrepreneur 6:10 Breaking into Hospitality: Wolfgang Puck and Caesars Palace 9:00 The Truth About Supermarket Tea 11:00 Tea as a Health Ritual and Mindful Practice 14:00 Launching DTC with Dreamweaver and Early Lessons 18:00 Blending Tea with Ayurvedic Principles 21:00 Growing Through Education and Teaching at Conventions 24:00 Subscription and Loyalty Programs That Work 26:00 Using Events, PR, and a Mobile App for Brand Awareness 29:00 Collaborations with Paddington, Dune, and the White House 34:00 Long-Term Vision and Staying Mission-Aligned 38:00 Final Advice for Founders and Entrepreneurs Hashtags #DTCpodcast #ArtOfTea #TeaBusiness #FounderStory #EcommerceStrategy #SubscriptionModel #TeaEducation #ConsumerBrand #SteveSchwartz #TeaCulture #WholesaleToDTC #BrandBuilding #MindfulBusiness #ProductQuality #SustainableGrowth 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

    39 min
  2. Ep 508: How to Scale an Agency: Kyle Hitchcox on Pilothouse's Marketing, Sales, and Content Strategy

    3D AGO

    Ep 508: How to Scale an Agency: Kyle Hitchcox on Pilothouse's Marketing, Sales, and Content Strategy

    Subscribe to DTC Newsletter - https://dtcnews.link/signup In 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/ 🔑 Key Takeaways: How content became Pilothouse’s #1 client acquisition engine The real economics behind launching DTC Media and how it paid off in credibility and deal flow Why media and service offerings must be integrated for long-term growth How Kyle is using LinkedIn to generate inbound leads and personal brand equity Why Pilothouse is investing in CRO with Warpdrive to close the loop from click to conversion 🛠 Tactical Insights for Operators: Invest early in content that attracts your ideal customer—before you're selling Structure your sales team with operators who’ve “been there” to keep discovery authentic and strategic Use paid acquisition to grow media, not just your client base Create a simple but strong case study pipeline to support outbound and inbound marketing Think in “ecosystems”—media feeds agency, agency feeds product 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 Timestamps 0:00 Introduction and new podcast announcement 2:00 Building Pilot House from affiliate roots 4:00 Early growth strategy with DTC Newsletter 10:00 Using Meta ads and LinkedIn to drive leads 14:00 ChatGPT as a new inbound channel 18:00 Structuring a high-performance sales team 22:00 Transition to omnichannel strategy at Pilot House 27:00 Hiring lessons and building long-term talent 34:00 Scaling with personal branding on LinkedIn 39:00 Why B2B content works at low volume 41:00 Thoughts on AI, Zuck’s comments and the future of media buying Hashtags #agencygrowth #digitalmarketing #b2bmarketing #mediabuying #ecommercemarketing #d2cpodcast #growthstrategy #linkedinmarketing #chatgptforbusiness #performanceagency 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

    43 min
  3. Bonus: Tomer Tagrin on Building a Retention-First Future with Data and Personalization

    5D AGO

    Bonus: Tomer Tagrin on Building a Retention-First Future with Data and Personalization

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Welcome 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 referrals If 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. Timestamps 00:00 – Why Yotpo Had to Reinvent Itself 02:15 – Tomer’s Health Journey and Personal Transformation 04:50 – Rebuilding Yotpo’s Culture from the Inside Out 08:10 – AI’s Role in Yotpo’s Product and Marketing Innovation 12:30 – Competing with Klaviyo and the Future of ESPs 16:00 – The Power of AI-Driven Loyalty and Reviews 18:30 – Yotpo’s CDP Acquisition and Vision for 1:1 Marketing 21:00 – Why Agencies Are Critical to Yotpo’s Ecosystem 23:20 – The Marshmallow Test and Long-Term Thinking 26:45 – Advice for Founders Navigating Economic Uncertainty 30:00 – Yotpo’s Future Vision and Personal Habits for Peak Performance Hashtags #DTCpodcast #Yotpo #EcommerceStrategy #TomerTagrin #RetentionMarketing #AIBusinessTools #CustomerExperience #DirectToConsumer #SaaSInnovation #AgencyGrowth #EmailMarketing #SMSMarketing #CustomerLoyalty #FounderMindset #DigitalTransformation 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

    35 min
  4. Ep 507: How to Optimize Subscription Offers for Better Retention and Profit with Jordan Narducci

    MAY 12

    Ep 507: How to Optimize Subscription Offers for Better Retention and Profit with Jordan Narducci

    Subscribe to DTC Newsletter - https://dtcnews.link/signup In 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 think How Momentous grew subscription opt-in from 20% to 50% Common mistakes in welcome offers and retention emails How to use churn surveys, pause flows, and tiered discounts to prevent cancellations Loyalty vs. cashback: What actually works in 2025 The case for paid memberships as an alternative to subscriptions Toolkits: From Recharge to Loop and AI-powered CX Jordan 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/dtc Timestamps 00:00 – Why Most Brands Undervalue Subscription Offers 02:15 – Lessons from Running DTC at Kellogg 04:30 – Subscription Strategy in Premium Food & Beverage 08:00 – Tripling Subscription Opt-ins at Momentous 11:00 – Retention vs. Acquisition: The Overspend Trap 14:00 – When Giving Too Much Increases Churn 18:00 – Retention Tactics: Free Gifts, Rituals, and Habit Loops 20:45 – How Subscription Reduces Reliance on Email & SMS 24:00 – Creating “Black Friday Every Day” Offers 28:00 – Churn Prevention via Smart Cancellation Flows 31:00 – Paid Membership Models for Apparel & Non-Habitual Brands 34:00 – Tool Stack & Platform Recommendations 36:00 – The Power of Real-Time LTV Dashboards 38:00 – Building a Consultancy & Website with AI Hashtags #subscriptionstrategy #dtcpodcast #ecommercetips #retentionmarketing #ltvoptimization #dtcbrands #recurringrevenue #shopifyapps #customerloyalty #ecomgrowth 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

    41 min
  5. Ep 506: The PMAX Reset Strategy That Delivered a 37% ROAS Lift | AKNF

    MAY 9

    Ep 506: The PMAX Reset Strategy That Delivered a 37% ROAS Lift | AKNF

    Subscribe to DTC Newsletter - https://dtcnews.link/signup In 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 months The power of a 5-7 day PMAX "off period" to reset bidding algorithms How segmentation by product or audience unlocks better signal quality and performance Strategic product feed enhancements that drive Shopping ROI The myth of audience signals in PMAX and how to work around it How scripts can provide campaign-level transparency across Google placements How a restructured PMAX approach delivered a 37% ROAS lift and 2.2x conversions for Benji Sleep If 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/dtc Timestamps 00:00 – Why PMAX Campaigns Plateau After 3-4 Months 02:05 – Common Pitfalls: CPC Drops and Irrelevant Traffic 04:15 – How to Reset PMAX: Turn Off and Rebuild 06:30 – Campaign Segmentation for Product & Audience Clarity 08:45 – Overcoming Performance Spiral With Strategic Breakouts 11:00 – The Myth of Audience Signals in PMAX 13:00 – Strategic Feed Optimization and Supplemental Data 15:00 – Campaign Structure: Before vs After (Benji Sleep Case Study) 18:00 – Breaking Out Asset Groups vs Full Campaigns 20:00 – ROAS Lift + Conversion Volume Gains 21:20 – Using Scripts to Track PMAX Placements & Attribution Hashtags #pmaxstrategy #googleadsoptimization #dtcpodcast #roasgrowth #performancemarketing #ecommercetips #mediaoptimization #pilothouse #googleadscampaigns #dtcbrands 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

    23 min
  6. Ep 505: How Pins and Aces Built a $25M Golf Brand with Limited Drops and Omni-Channel Expansion

    MAY 5

    Ep 505: How Pins and Aces Built a $25M Golf Brand with Limited Drops and Omni-Channel Expansion

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Inside the Growth of Pins and Aces: Scaling a Golf Lifestyle Brand with Nicklaus Mertz Today 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 idea Building a brand beyond Alibaba sourcing Launching viral products like the Beer Sleeve and Liquor Stick Omnichannel expansion: Retail + DTC synergy Growing without raising outside capital Leveraging community feedback to design new products Acquiring Edel Golf to move into hardware Takeaways for Entrepreneurs: Start small, iterate fast, and evolve from customer feedback Community building beats traditional influencer marketing Drops are a sustainable engine for long-term growth Data-informed product development with tools like Particle 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 Timestamps 00:00 – How Pins and Aces Started from a $6K Side Hustle 02:00 – Turning a DIY Golf Product into a Real Business 08:00 – Building a Brand vs. Drop Shipping Products 14:00 – Collaborations with South Park and Hey Dude Shoes 19:00 – The Bud Light Collab That Changed Everything 22:00 – Drops, Content Strategy, and Creating Community 26:00 – Exploring Live Selling and Whatnot Platform 31:00 – Scaling the Brand While Maintaining Profitability 35:00 – Exit Strategy and Potential Strategic Buyers 38:00 – Using Particle to Track Competitor Performance Hashtags #dtcpodcast #pinsandaces #ecommercegrowth #golfbrand #founderstory #productdrops #liveshopping #influencermarketing #dtcmarketing #brandcollabs 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

    43 min
  7. Ep 504: 6 Reasons Why Your Meta Ads Aren't Scaling: Fix These Creative and Strategy Gaps with Aves | AKNF

    MAY 2

    Ep 504: 6 Reasons Why Your Meta Ads Aren't Scaling: Fix These Creative and Strategy Gaps with Aves | AKNF

    Subscribe to DTC Newsletter - https://dtcnews.link/signup On 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/dtc Timestamps: 00:00 Common Creative Mistakes in Meta Ads 02:10 Why Limited Creative Range Hurts Performance 04:30 The Power of a Strong Founder Story 07:00 Why Too Much Random Content Backfires 09:20 Stop Using Long, Low-Impact Video Ads 11:40 Editing for Specific Ad Placements is Non-Negotiable 14:30 Why Soulless Ad Libraries Kill Your Brand 17:00 Brand vs. Performance? They’re the Same Hashtags: #MetaAdsTips #DTCMarketing #PerformanceCreative #FacebookAdsStrategy #DigitalAdvertising #CreativeStrategy #MarketingMistakes #FoundersStory #BrandMarketing #MediaBuying 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

    21 min
  8. Bonus: Preparing Your DTC Brand for Acquisition: Lessons on the PE Path from Because Ventures

    APR 30

    Bonus: Preparing Your DTC Brand for Acquisition: Lessons on the PE Path from Because Ventures

    Subscribe to DTC Newsletter - https://dtcnews.link/signup In 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.ventures https://www.linkedin.com/in/jeremyhorowitz1/ https://letsbuyabiz.xyz/subscribe Key Topics Covered: Why venture capital is usually a mismatch for DTC brands How PE firms like Because Ventures evaluate acquisition targets The #1 thing founders should do 6–12 months before selling The role of clean SOPs and financials in maximizing valuation How WhatsApp marketing (through their acquisition of Coco AI) is the next SMS in Europe Big Idea: VC is not designed for DTC brands; disciplined operations and a focus on profitable growth are the real success path. Timestamps 00:00 - Top signals PE looks for when acquiring brands 02:00 - Jeremy's journey from agency to SaaS exits to PE 06:00 - What changed in the brand acquisition market since 2020 10:00 - Why VC isn't a great fit for DTC physical products 14:00 - The dangers of scaling too fast with venture capital 18:00 - How PE approaches growth differently from VC 20:00 - Key traits of brands that are acquisition-ready 24:00 - What founders should do 6–12 months before selling 28:00 - The importance of industry benchmarks and P&L metrics 30:00 - Inventory management, CAC payback, and repurchase rate 32:00 - Inside Because Ventures’ first acquisition: Coco.ai Hashtags #DTCgrowth #EcommerceAcquisition #PrivateEquity #FoundersJourney #VentureCapital #CocoAI #BrandExitStrategy #ShopifyApps #WhatsAppMarketing #CashFlowTips 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

    35 min
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5
out of 5
25 Ratings

About

Weekly discussions between disruptive direct to consumer ecommerce brands and our amazing team about marketing, funnels, and everything scaling related. Subscribe to our newsletter for highlights and step by step tactical insights 👉🏻 📦 directtoconsumer.co

Information

  • Creator
    DTC Newsletter and Podcast
  • Years Active
    2020 - 2025
  • Episodes
    606
  • Rating
    Clean
  • Copyright
    © 352487
  • Show Website
    DTC Podcast

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