If you're building a Shopify store, a DTC label, or an omnichannel ecommerce brand in Australia, this episode is your blueprint. From selling jewellery at Bondi markets to 13 stores and a booming ecommerce business, Arms of Eve co-founders Kerryn and Aaron Langer show how an Australian DTC brand scales retail without losing its ecommerce edge. Kerryn and Aaron Langer turned a market stall and a pile of leftover merino wool offcuts into Arms of Eve, now a nine-store (soon to be 13) Australian jewellery and lifestyle brand that's scaled past $20 million in revenue on the back of a genuinely direct-to-consumer ecommerce model. In this episode of eCommerce Australia, Ryan Martin sits down with the husband-and-wife founders to unpack how they walked away from the traditional wholesale/indent model, why The Iconic marketplace became their unlikely proving ground, and how COVID-era demand for jewellery (turns out that's the only accessory that shows up on a Zoom call) turned a side category into 80% of the business. For Shopify merchants and ecommerce operators thinking about opening a physical store, this conversation is a masterclass in getting the sequencing right. Aaron was convinced retail was dead, until their "little experiment" Bondi Beach store proved the opposite, creating a measurable halo effect that lifts online sales in a 10km radius around every new location. They talk candidly about the tech stack behind a fast-scaling DTC ecommerce brand (Starshipit for fulfilment, Okendo for reviews, Profit Peak for profitability data, and an in-house team now "vibe coding" their own dashboards), how they balance agency support with in-house performance marketing, and why their content strategy has swung from polished campaign shoots to raw, iPhone-shot, Tolstoy-powered video that converts better than the highly produced stuff ever did. There's also a genuinely useful nugget for anyone running ecommerce SEO or content strategy: Kerryn and Aaron explain how customer questions from their retail staff (about materials, tarnish, sizing, warranty) are becoming the seed for on-site content designed to capture organic search traffic, a simple but underused move for any Shopify or ecommerce brand trying to turn support questions into search-optimised product and FAQ pages that rank. Add in an unfiltered take on celebrity gifting (Margot Robbie, Hailey Bieber and Dua Lipa have all been photographed in Arms of Eve pieces, without a single paid placement), a calculated US relaunch planned for June 2027, and hard-won lessons on hiring, culture and staying "even" as leaders, and this is one of the most tactical founder conversations on ecommerce, retail expansion and DTC brand-building we've featured on the show About Arms of Eve:Arms of Eve is an Australian jewellery, accessories and resortwear brand founded by Kerryn and Aaron Langer. Starting out selling at local markets, the brand has grown into a multi-channel ecommerce and retail business with nine stores nationwide (growing to 13 by the end of 2026), a wholesale presence in boutiques across Australia, and a fast-growing direct-to-consumer online store. Website: https://armsofeve.com/Instagram: @armsofeveResources & tools mentioned: Starshipit: ecommerce shipping and fulfilment platformOkendo: customer reviews platformProfit Peak: ecommerce profitability analyticsTolstoy: shoppable, native video for ecommerce sitesThe Iconic: Australian fashion marketplace Follow eCommerce Australia for more conversations with Australia's leading ecommerce and Shopify founders on growth, retail strategy, and building direct-to-consumer brands. Subscribe on Spotify and leave a review to help more ecommerce and Shopify store owners find the show.
