DTC Podcast

DTC Newsletter and Podcast
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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 616: How Neuro Built a Nine-Figure Smart Gum Brand Before Expanding to Retail.

    11 h fa

    Ep 616: How Neuro Built a Nine-Figure Smart Gum Brand Before Expanding to Retail.

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Neuro didn't fight for checkout shelf space first. They built a nine-figure online business through TikTok Shop, creator marketing, Amazon, and DTC, then used that momentum to walk into Walmart, Costco, CVS, and 7-Eleven with demand already proven. In this episode of the DTC Podcast, Eric talks with Brian Evangelista, Chief Commercial Officer at Neuro, about creating a category that didn't exist, running an affiliate program with tens of thousands of creators, and what actually changes when a digitally native brand wakes up as a real retail business. Built for DTC founders scaling from $5M–$100M who are trying to turn ecom momentum into retail distribution. We also get into: Why TikTok Shop worked so well early on, and what changed when it got pay-to-playHow creator incentives shifted once GMV Max rolled outThe retail launch strategy behind Walmart, Costco, CVS, and 7-ElevenWhy retail completely reshapes your P&L, ops, and marketing stackThe hidden operational tax of moving from DTC into omnichannelHow Neuro frames category creation vs stealing shareThe strategy behind the "Your Gum Is Dumb" sloth campaignWhy brand marketing started making sense only after retail expansion Who this episode is for: DTC founders, retail operators, consumer brand marketers, TikTok Shop teams, and brands considering omnichannel expansion. What to steal: Build demand digitally before asking retail to believe in your categoryUse creator momentum as proof for retail buyersTreat retail launches like media moments, not inventory placement 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
  2. Ep 615: Prepare Your Brand for Agentic Commerce (How LLMs Are Collapsing the Consideration Phase)

    3 gg fa

    Ep 615: Prepare Your Brand for Agentic Commerce (How LLMs Are Collapsing the Consideration Phase)

    Subscribe to DTC Newsletter - https://dtcnews.link/signup The consideration phase is collapsing thanks to LLM shopping. Awareness still happens on Meta. Conversion still happens on a PDP. But the comparison and research middle, the part brands have spent a decade optimizing, is increasingly happening inside an LLM the customer already trusts. 20% of holiday shoppers used an LLM in their purchase path last Q4. Google I/O just demoed one-tap concert tickets from a photo. Amazon folded Rufus into Alexa for Shopping. The behavior is moving fast enough that operators need to start preparing for Q4 now. Eric sits down with Aves and Daniel from Pilothouse to unpack what's actually happening and the work brands can start this quarter. Inside the episode: Why customers trust their LLM more than your adDaniel on why he stopped going to Amazon to compare vitaminsThe persona mismatch that hurts brands more than it used toWhy reviews and earned media matter more than your landing pageWhat changes for abandon cart and retargetingTwo operator-tested audits to see if your brand shows up in ChatGPT, Claude, and GeminiFor founders and operators who want to be recommended when the customer asks. What to Steal: Three things you can do this week.Run the prompt audit. Take your top five Google queries, run them through ChatGPT, Claude, and Gemini. Track who gets recommended, who gets cited, and whether you show up at all. Daniel uses this as his baseline before any other AI-visibility work.Pick one brand truth and repeat it everywhere. Scattershot positioning loses to consistent positioning. If every ad pitches a different angle to a different persona, an LLM has nothing coherent to summarize about you.Add dates to your blog posts and PR pages. Recency factors into LLM citation. Old content gets de-prioritized even when it's accurate. Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF615 Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

    36 min
  3. Ep 614: Creative Is the New Conversion, Not Just Targeting -- Charlie Cole, Thuma

    25 mag

    Ep 614: Creative Is the New Conversion, Not Just Targeting -- Charlie Cole, Thuma

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Charlie Cole watched FTD go from a $1.8 billion publicly traded company to a $60 million bankruptcy auction in eight months. His first day as CEO was March 23, 2020, the first day of national lockdown. Before that he ran digital at Tumi, Samsonite, Lucky Brand, and Shift Nutrition. Today he's interim Chief Digital Officer at Thuma. This episode is a tactical sit-down on what actually drives growth right now in a Meta + AI world. In this episode: Why "creative is the new targeting" is only half the answerThe exact death spiral most DTC brands follow on the way to margin collapse (no sale, semi-annual sale, sale page, sitewide 20%, Amazon, done)How Charlie engineered personas at FTD across customer, consumer, and eventThe florist's choice insight: highest NPS in the category, by 20-40%The 2011 Dr. Oz campaign that nailed funnel congruency before anyone called it thatWhy personalization was a misnomer until about two years agoThe three "swimsuit for vacation" shoppers who should never see the same pageWhy YouTube is still massively underutilized, and why most brands run it wrongThe product question that decides whether any of this matters Who it's for: DTC founders and operators scaling from $10M to $250M who want to grow without turning their brand into a discount machine. What to steal: Build acquisition around your highest-LTV segments, not your lowest CACTreat creative and landing pages as one system, not two teamsStop letting platforms grade their own homework on attributionAudit where you sit on the discount death spiral before it owns you Timestamps: 0:00 Career Journey Into Ecommerce 2:48 Inside the FTD Turnaround 14:20 How Customer Behavior Changed During COVID 23:18 Creative Is The New Targeting 36:05 AI’s Biggest Ecommerce Unlock 43:02 Why Most Brands Test Creative Wrong 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

    49 min
  4. Ep 613: AI Is a Stack of Two-by-Fours. What Are You Building With It? (Plus Meet Gary and Blanche)

    22 mag

    Ep 613: AI Is a Stack of Two-by-Fours. What Are You Building With It? (Plus Meet Gary and Blanche)

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Braydon's back on AKNF with the most tactical AI-for-agencies episode we've recorded. Eric opens with a Jeff Shannon line worth the whole listen: AI right now is a giant stack of two-by-fours that everyone got handed for free. By itself, it's not a chair, it's not a house, it's not a sofa. The value shows up when someone actually builds something with it. Then Braydon walks through what he's been building. Inside: connecting Claude to Motion to audit ad-to-landing-page mismatches, then having Claude vibe-code a new PDP in HTML in 6 hours instead of a week in Instapage. The Microsoft Clarity connector that nobody's talking about (free heatmaps, free recordings, API access). The Higgsfield connector for generating raw 4K assets through Claude with Nano Banana Pro and Seedance. Why Claude Design is worth experimenting with for brand-sensitive clients. And a peek behind the curtain at Gary and Blanche, the AI media buyer and creative strategist Jeff is running on DTC's own Meta account. Plus: why the em-dash is dead, the semicolon problem nobody's solved, and the actual reason Claude reads cleaner than ChatGPT for enterprise work. If you've been "playing with AI" and want to actually build something with it, this is the episode. Catch the DTC and Pilothouse crew at The Whalies May 19 in LA. Timestamps: 00:00 AI Is Raw Material 02:36 Why AI Needs Human Builders 04:18 Claude Building Landing Pages 10:02 AI-Powered Heatmap Analysis 16:36 Higgsfield + Claude Creative Workflow Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF613 Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

    25 min
  5. Ep 612: The Bootstrap Beauty Brand Going Up Against BlackRock in Target – Megababe

    18 mag

    Ep 612: The Bootstrap Beauty Brand Going Up Against BlackRock in Target – Megababe

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Katie Sturino built Megababe with 60,000 followers, two co-founders who'd never had chafe, and an MOQ of 20,000 units stacked in her parents' garage. Eight years later it's profitable, in Target, Walmart, CVS, Nordstrom, Anthropologie, and on Amazon. Never raised a dollar. Never grew less than 33% year over year. In this episode Katie walks through how she built a category that didn't exist. Manufacturers didn't know what chafe was. Press didn't know what chafe was. The Today Show hit on June 30, 2017 and they sold out every unit by July 1. Then the real work started. Inside: why retail is when the grind begins (not when you've made it), why she still ranks "people just dealing with it" as her biggest competitor, the husband-given marketing fix that solved deodorant aisle confusion in one sticker, the accidental Amazon Super Bowl ad placement, why their hemorrhoid product is a top seller on Amazon, and the moment her sister convinced her soap was worth doing. Plus the new "I'm Not Fine Index" campaign, why NYC taxi ads outperform every digital channel they run, and the one piece of advice Katie has for anyone shipping a product in 2026. Catch the DTC and Pilothouse crew at The Whalies May 19 in LA. Timestamps: 0:00 Building a brand around chafe 2:58 How Megababe started 11:00 Selling out after the Today Show 14:10 Retail growth at Target and Walmart 20:05 Why Megababe started advertising 27:10 Building a real brand voice 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

    37 min
  6. Ep 611: Velocity Isn't Strategy – Pilothouse on the Andromeda Creative Trap

    15 mag

    Ep 611: Velocity Isn't Strategy – Pilothouse on the Andromeda Creative Trap

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Abby and Taylor from Pilothouse settle the loudest debate in media buying right now: does velocity equal strategy? Short answer: no. Long answer: this whole episode. Inside, Abby (art) and Taylor (science) break down what a real creative system looks like under Andromeda, how to spot AI slop in an ad library at a glance, and why the squint test is still the fastest way to audit your output. They get into the frequency spike that hit when one apparel brand over-segmented celebrity drops, why Taylor still runs legacy Advantage+ Shopping campaigns three years later, and how a Nick DiGiovanni partnership ran at 0.5 ROAS on platform but pulled a 6 ROAS once Northbeam's 60-day window kicked in. Plus: why gifting ads should still target women, three exercises to run on your ad account before Q4, and the difference between feeding the algorithm and spamming the button. If you're making 50 ads a week and not sure any of them are doing a job, this one's for you. Catch the Pilothouse and DTC crew at The Whalies May 19 in LA, and our DTC operator dinner May 20. Timestamps: 0:00 Why velocity isn’t strategy 2:38 The problem with endless ad variations 5:12 Best Meta account structures today 8:07 How to audit creative quality 14:08 Building a real creative system Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF611 Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

    24 min
  7. Ep 610: How Full Glass Built a $200M Wine Rollup by Fixing DTC Unit Economics

    11 mag

    Ep 610: How Full Glass Built a $200M Wine Rollup by Fixing DTC Unit Economics

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Get your tickets to The Whalies: triplewhale.com/whalies?i=dtc&utm_source=dtc-newsletter&utm_medium=inf&utm_campaign=mkt-whaliesdtc-affiliate-426&utm_content=dtc Full Glass Wine Co. Neha Kumar joins the podcast to break down how Full Glass Wine Co. acquired 7 DTC wine companies, integrated them under one operating system, and scaled to a $200M platform in under two years. This wasn’t a “buy brands and hope” strategy. Neha explains how COVID-era DTC brands overbought inventory, ignored unit economics, and optimized for growth over profitability — creating one of the biggest acquisition opportunities in modern ecommerce. For DTC founders scaling from $5M–$50M who want to improve retention, fix unit economics, and build operational leverage across brands. Inside the episode: Why subscription models quietly broke a lot of DTC wine businesses The exact operational changes Full Glass uses to make acquisitions profitable in 60–120 days How they centralized shipping, finance, SMS, and retention while preserving each brand’s identity Why retention, not acquisition, became the core growth engine The hidden downside of emailing subscription customers too often How Wink’s 7M-email quiz funnel became a massive acquisition asset Why customer segmentation matters more than product assortment in brand acquisitions The “three legs of the tripod” framework for building durable DTC companies: marketing, finance, and operations Neha’s “Year of Yes” mindset shift inspired by Willy Wonka that changed how she built companies Who this is for: Operators, retention marketers, DTC founders, PE-backed ecommerce brands, acquisition entrepreneurs, and anyone trying to scale profitably after the cheap-CAC era ended. What to steal: Move from monthly shipments to higher-AOV quarterly bundles to fix shipping economics Centralize infrastructure, not brand voice Treat retention like the business engine, not an afterthought Timestamps: 0:00 Intro to Full Glass Wine Co 2:18 Why DTC wine brands struggled after COVID 6:12 How Winc collapsed from inventory overload 8:05 The 3-part formula for profitable DTC brands 10:05 What Full Glass looks for in acquisitions 13:05 Centralizing customer service across wine brands 15:02 Building brands around customer identity 17:42 The Willy Wonka “year of yes” mindset 21:58 What happens after acquiring a company 24:45 Why subscription models don’t work for wine 29:12 Storytelling vs transactional retention emails 32:18 How Full Glass approaches retention marketing 35:05 Managing inventory and cash flow in wine 37:15 Trusting intuition as an operator 40:18 How Full Glass is using AI internally 42:05 Are the next generation of entrepreneurs ready? 45:00 What’s next for Full Glass Wine Co 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

    46 min
  8. Ep 609: The New Rules for Meta Attribution (and the setting you need to test NOW)

    8 mag

    Ep 609: The New Rules for Meta Attribution (and the setting you need to test NOW)

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Get your tickets to The Whalies: triplewhale.com/whalies?i=dtc&utm_source=dtc-newsletter&utm_medium=inf&utm_campaign=mkt-whaliesdtc-affiliate-426&utm_content=dtc Meta attribution has changed, and most brands are still reading performance the same way they were a year ago. Jacob, Head of Socials at Pilothouse, walks through what’s different now. Click-only attribution, incremental measurement, and how those shifts affect the way conversions show up in your dashboard. If you’ve noticed numbers feeling off lately, this will help you understand why and what to actually pay attention to. For DTC founders and marketers spending $50K–$500K/month on Meta who want to understand what’s actually driving conversions. What click-only attribution removes from reporting How incremental attribution works in practice (without the fluff) Why conversion numbers feel different even when performance hasn’t changed much Where Meta data and third-party tools start to diverge How Pilothouse is thinking about reporting and decision-making now Who this is for: DTC operators, performance marketers, founders scaling paid social What to steal: Check incremental conversions alongside total before making changes Look at channel performance in context of total revenue, not in isolation Use Meta data as one input, not the final answer Timestamps: 00:00 Intro 02:28 Meta’s New Attribution Shift 05:03 How Incremental Attribution Works 08:11 Conversion Windows and Optimization 10:15 Why Better Signals Improve Meta Performance 13:02 Agentic Ads Explained 16:02 AI Business Agents and Customer Conversations 18:05 Setting Up Meta’s AI Agents 19:28 AI Ad Automation and Testing Strategies 21:14 Q2 Meta Performance Trends 23:02 Why Meta Reduced Over-Attribution Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF609 Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

    25 min
Elenco completo (741)

Descrizione

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

Informazioni

  • Creatore
    DTC Newsletter and Podcast
  • Anni di attività
    2020 - 2026
  • Puntate
    741
  • Classificazione
    Contenuti adatti a tutti
  • Copyright
    © 352487
  • Sito web del podcast
    DTC Podcast

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