DTC Podcast

DTC Newsletter and Podcast
  • 4.5 (36)
  • MARKETING
  • UPDATED DAILY

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 584: Building in Pubic: Inspecting Bushbalm’s 70% Growth via Retail & the Pro Channel

    2H AGO

    Ep 584: Building in Pubic: Inspecting Bushbalm’s 70% Growth via Retail & the Pro Channel

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Bushbalm co-founder David Gaylord returns for his third appearance on the pod — and he brought receipts. The brand just pulled off one of the most impressive growth runs in DTC: 70% YoY revenue growth18,000+ waxing salon accounts (up from 2,000 in 2023)Expanded shelf space at Ulta BeautyFocused DTC growth (+25%) while spending less on Meta We unpack how they’ve built a growth machine that’s lean, durable, and built on word of mouth — not channel sprawl. For DTC brands thinking bigger than Meta ads. Why their pro channel is the ultimate word-of-mouth flywheelHow they invest $200K+ into retail the right wayWhat goes into planning a product launch 2 years outWhy pulling back on Meta actually helped retentionHow exclusivity (not everywhere all at once) became their moat Who this is for: Brands navigating retail, trade marketing, or B2B scale What to steal: How to anchor your retail bet on ONE whale by building deepBuild demand from the pros outwardTreat your best partners like real channels (with loyalty perks + exclusive SKUs) Timestamps 00:00 Bushbalm’s 70% growth and shift to profitability 02:30 Why retail and the pro channel now drive the business 06:20 Going deep with one key retailer instead of many 09:40 How trade marketing and in-store displays impact sales 12:30 DTC growth, Meta ads, and changing channel priorities 18:00 Launching exclusive products through the pro channel 22:00 Simplifying DTC assortments to improve performance 25:00 Category rewiring in hair removal and skincare 31:40 Expanding shelf space versus adding new retailers 37:00 Building a sustainable, profitable growth engine Hashtags #DTCPodcast #Bushbalm #DavidGaylord #DTC #Ecommerce #RetailStrategy #BeautyBrand #FounderJourney #RetailMarketing #ProChannel #UltaBeauty #BrandGrowth #Omnichannel 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

    40 min
  2. Ep 583: Counter Intuitive Ways to Maximize Net Present Value from Your Email List with Jordan Gordon

    3D AGO

    Ep 583: Counter Intuitive Ways to Maximize Net Present Value from Your Email List with Jordan Gordon

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Jordan Gordon, VP of Retention and CRO at Pilothouse returns to the pod to break down a concept every retention marketer thinks they understand but rarely applies: Net Present Value (NPV). This isn’t finance class — this is a tactical breakdown on how to treat your email list like an appreciating asset. For DTC retention leads and founders thinking beyond one-off campaigns. Why NPV thinking changes your entire email strategyHow to measure email value beyond open/click/purchaseWays to increase the long-term worth of every subscriberWhere CRO fits in to boost lifecycle valueEmail as a compounding channel: what most brands miss Who this is for: Retention marketers, growth leads, lifecycle teams What to steal: A framework to value your email list like a P&LHow to spot (and increase) high NPV customersWhy short-term ROI thinking stunts your retention Timestamps 00:00 Building engagement-first email habits 02:10 Why email and CRO belong together at the bottom of the funnel 04:05 How flat revenue businesses can increase valuation 06:05 Using content emails to grow list size and engagement 08:20 Pairing engagement email with high-converting site funnels 10:15 Why a larger, more engaged list increases business value 12:00 Finding the right engagement content for any brand 14:05 Authentic vs produced content in engagement emails 16:00 Email grows the audience, the website converts it Hashtags #ecommerce #emailmarketing #retentionmarketing #netpresentvalue #dtc #cro #emailstrategy #customerlifetimevalue #digitalmarketing #shopify #ownedmedia #foundermarketing #growthstrategy #bottomfunnel #marketingstrategy Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF583 Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

    19 min
  3. Ep 582: How SURI Sold 5,000 Toothbrushes in a Week: DTC Growth in a Boring Category

    FEB 2

    Ep 582: How SURI Sold 5,000 Toothbrushes in a Week: DTC Growth in a Boring Category

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Mark Rushmore, co-founder of SURI, joins the pod to break down how they built a toothbrush brand people actually love. From selling out 5,000 units in a week to hitting 15,000+ Trustpilot reviews, SURI is proving you can create DTC magic in even the most boring category—if you take the time to get it right. For DTC founders scaling from $1M to $20M who want to increase retention and earn real customer love. Why "low expectations" created the perfect wedge for disruptionThe anti-agency approach to Meta ads that helped them scale profitablyHow they turned 15,000 reviews into a custom GPT to inform product devThe real reason they’re dominating Trustpilot (and Amazon)Their upcoming launch into 1,900+ Target stores Who this is for: Brand builders in crowded or low-interest categories, especially if you're post-product-market fit and scaling retention/subscription. What to steal: Reframe a boring utility into a desirable ritualUse Trustpilot + Slack API to keep every team member close to customer voiceDon’t overthink performance creative—fast iteration beats polished production Timestamps 00:00 Why toothbrushes are a massive but unloved category 02:55 Building a better toothbrush through design and sustainability 05:00 Finding product-market fit and early traction 07:05 Why customers say they love this toothbrush 09:40 How Suri’s ad strategy evolved over time 12:00 Growth mix across ads, email, creators, and retail 15:00 Competing with Oral-B and Philips on shelf 18:00 Using reviews as a growth and product feedback engine 20:00 Retention, subscriptions, and gifting behavior 22:00 Amazon strategy and retail expansion 25:00 Long-term vision for Suri and redefining success Hashtags #dtcpodcast #directtoconsumer #ecommerce #dtcbrands #productmarketfit #brandbuilding #consumerproducts #subscriptionbusiness #growthmarketing #metaads #amazonfba #retentionmarketing #founderstory #startuppodcast #physicalproducts 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

    33 min
  4. New to the DTC Podcast Network: Agency Confidential. Tom Shipley on Buying Growth: Scaling Your Agency Through Acquisitions

    JAN 31

    New to the DTC Podcast Network: Agency Confidential. Tom Shipley on Buying Growth: Scaling Your Agency Through Acquisitions

    Follow Agency Confidential on Spotify: https://open.spotify.com/show/6lbaJzKRArC51qwCX00fUp?si=QdWT3jyjTAC3cUgB--r58w Follow Agency Confidential on YouTube: https://www.youtube.com/@AgencyConfidential “Any business problem can be solved with an acquisition.” In Episode 1 of Agency Confidential, Jeff Shannon sits down with investor and operator Tom Shipley to break down how agencies actually use M&A as a growth lever—from buying businesses with limited capital to structuring deals that reduce risk. Tom shares the stories behind his first acquisitions, the criteria he uses to identify potential deals, and why he sees growing opportunity for agency acquisitions amid AI disruption and market uncertainty. If you’re an agency founder, operator, or leader thinking about growth beyond organic sales, this episode explores the mental models, deal structures, and real-world mechanics behind acquisition-led growth. What you’ll learn: Why acquisition can outperform organic growth at scaleHow to define a “buy box” for acquisition targetsWhy volume of seller conversations mattersThe real purpose of due diligenceWhat integration looks like after an acquisitionHow AI and uncertainty are influencing agency exits and deals Chapters: 00:00 Any Business Problem Can Be Solved With an Acquisition 00:31 Meet Tom Shipley and His M&A Journey 01:57 Buying a Business When You’re Out of Cash 05:17 Using Acquisitions to Add Capability (Agency Examples) 08:03 Organic Growth vs Acquisition Growth (The Math) 12:18 Motivated Sellers and Creative Deal Structures 20:50 Due Diligence and Risk in Agency Acquisitions 24:33 Integration: What Actually Breaks Deals 30:11 AI, Market Uncertainty, and the Future of Agency M&A Links & Resources: DealCon: https://dealconlive.com Pilothouse: https://www.pilothouse.co/ Agency (peer network): https://www.joinagency.co/?utm_source=podcast Subscribe to the DTC Newsletter: https://www.directtoconsumer.co/

    38 min
  5. Ep 581: Meta Ads Aren’t About Targeting Anymore: How $5–50M Brands Win with Intent-Based Creative

    JAN 30

    Ep 581: Meta Ads Aren’t About Targeting Anymore: How $5–50M Brands Win with Intent-Based Creative

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Daniel Sendecki, VP of Brand + Performance at Pilothouse, joins us to explain why the old model of “persuasive creative” is dead—and what’s replacing it. In a post-Andromeda Meta world, the brands winning on paid social aren’t out-designing or out-targeting anyone. They’re out-resolving. Role-Based Hook: For DTC teams building creative that compounds—across Meta, search, and the full funnel. Inside the episode: Why creative isn’t about persuasion anymore—it’s about resolutionHow Pilothouse mines Google queries to map real customer frictionWhat Meta’s Andromeda update means for targeting and creative structureWhy intent clusters matter more than personasHow to build a living creative library that scales Who this is for: DTC founders, brand leads, creative strategists, and media buyers navigating post-iOS Meta What to steal: Group customer questions into “psychological intent clusters”Use creative to answer, not pitchBuild ad libraries like a searchable index of problems solved Timestamps: 00:00 Creative is shifting from persuasion to resolution 02:05 Why interest-based targeting no longer works 04:55 Creative as answers to customer questions 07:05 Meta evolving into an intent-driven platform 09:15 Psychological intent clusters explained 12:10 Why idea variation matters more than asset tweaks 14:10 Funnel congruency in the Andromeda era 17:05 Creative as an operating system, not an output 19:40 Brand storytelling inside modern performance systems 21:10 Recognition hooks vs interruptive hooks 24:10 Blending brand and performance through intent 26:15 Avoiding AI-sounding creative outputs Hashtags: #DTCMarketing #CreativeStrategy #MetaAds #PerformanceCreative #BrandStrategy #MarketingPodcast #PaidSocial #CreativeTesting #Andromeda #IntentMarketing #DigitalAdvertising #EcommerceMarketing #Pilothouse Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF581 Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

    30 min
  6. Ep 580: How Fan Bi Revives DTC Brands with 30 Days of Cash Left

    JAN 26

    Ep 580: How Fan Bi Revives DTC Brands with 30 Days of Cash Left

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Fan Bi is the founder of The Hedgehog Company, where he acquires distressed DTC brands and helps get them profitable fast. He’s also the creator of In the Money, a must-follow podcast and content brand unpacking the capital side of consumer. For DTC founders navigating exits, plateaus, or profitability hell... What most founders still get wrong about valuationsHow the buyer landscape has shifted post-Unilever & WalmartSigns your bridge round is a bridge to nowhereThe trenches of sub-$20M exits, explained with examplesWhy switching costs matter more than ever Who this is for: Founders, operators, and investors trying to understand today’s DTC M&A landscape What to steal: 20%+ post-marketing contribution as a key health metricThe 3-week test to know if your exit has tractionRealistic comps on $3M, $10M, $30M brand valuations Timestamps 00:00 Real math behind DTC exits in today’s market 02:15 Why 3–5x revenue exits no longer exist 05:00 The real state of DTC profitability and acquisition costs 07:00 What makes a distressed DTC brand worth buying 09:00 Turning around Baboon to the Moon and fixing fundamentals 11:00 DTC exit trenches from $1M to $100M+ brands 15:00 What kills DTC acquisition deals fastest 17:00 Why bridge rounds often fail 19:00 DTC vs software and AI from an investor lens 22:00 Product market fit vs product channel fit 24:00 Categories that still work for DTC exits 26:00 What it takes to build a winning DTC brand today Hashtags #DTC #DirectToConsumer #DTCExits #Ecommerce #EcommercePodcast #StartupExits #MergersAndAcquisitions #BrandAcquisition #DTCBrands #EcommerceGrowth #FounderAdvice #ConsumerBrands #PrivateEquity #ShopifyBrands #BusinessPodcast 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

    29 min
  7. Ep 579: How to Nail DTC Merchandising in Q1: From Scroll to Sale

    JAN 23

    Ep 579: How to Nail DTC Merchandising in Q1: From Scroll to Sale

    Subscribe to DTC Newsletter - https://dtcnews.link/signup In this episode, Pilothouse's Taylor Cain and Aves break down how to merge creative strategy with merchandising to win Q1. This is the planning season where smart brands lock in the building blocks for scalable growth—and avoid wasting paid budget. For DTC marketers planning evergreen creative and site strategy in Q1... Why Q1 is the time to de-risk creative investmentsHow to connect merch and creative across the entire funnelWhat emotional truths are, and why they drive actionHow to create merchandising that aligns with user intent (without sounding like a pitch deck)The subtle difference between price-based and identity-based offers Who this is for: Media buyers, growth leads, and brand-side marketers aiming to improve conversion and site experience What to steal: The linear structure Taylor uses to build conversion flowsAves' 3-step audit for understanding persona behavior onlineWhy great PDPs start with emotion, not features Timestamps: 00:00 Merchandising in ecommerce and cognitive competition 02:45 Why shoppers visit multiple brands before buying 05:10 Bringing the in-store experience into digital creative 07:20 Funnel congruency and full-funnel merchandising 09:40 Merchandising on social feeds beyond direct competitors 12:10 Information architecture and emotional storytelling on PDPs 14:05 Selling identity and ritual instead of product features 18:30 How Meta optimization and Andromeda affect merchandising 20:40 Practical merchandising spot checks for brands Hashtags: #ecommercemarketing #digitalmerchandising #dtcbrands #paidmedia #creativestrategy #conversionoptimization #brandstrategy #marketingfunnels #metamarketing #shopifybrands #performancecreative Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF579 Follow us on Instagram & Twitter - @dtcnewsletter Watch this interview on YouTube - https://dtcnews.link/video

    24 min
  8. Ep 578: How Breath Death Cracked TikTok Shop: Funnels, Affiliates, and $0 Creator Content

    JAN 19

    Ep 578: How Breath Death Cracked TikTok Shop: Funnels, Affiliates, and $0 Creator Content

    Subscribe to DTC Newsletter - https://dtcnews.link/signup Thomas Robinson has helped build full‑funnel growth engines for brands like Tiege Henley and now Breath Death — where he’s turning chaotic traction into scalable funnels and converting creator buzz into sustainable growth. For growth leaders scaling DTC with low‑AOV products. In this episode, Thomas breaks down: How YouTube influencer authenticity became a systematic funnel driver (not a one‑hit wonder).Why TikTok Shop is the top strategic revenue channel — and how it boosts Amazon performance.The three‑part funnel framework: Hook → Integration → CTA + cohesive landing page.Why psychographics beat demographics in creative.Omni‑channel retention: SMS, email, DM automations, WhatsApp. Who this is for: D2C marketers scaling early‑growth brands, content and performance teams, founders wrestling with low‑AOV CAC. What to steal: Turn creator moments into evergreen assets for Meta, TikTok, and YouTube.Build landing pages that mirror ad intent (don’t lose momentum).Segment email/SMS flows by customer psychographic intent. Timestamps 00:00 — Turning creator buzz into scalable growth 02:00 — Why Breath Death chose TikTok Shop as a core channel 04:00 — Gen Z targeting, nostalgia, and early audience signals 06:00 — Learning from Liquid Death’s polarizing brand strategy 08:00 — Turning influencer moments into evergreen funnels 10:00 — Structuring ads with hooks, integrations, and CTAs 12:00 — TikTok Shop, Amazon halo effects, and channel synergy 14:00 — Affiliate strategy from nano creators to macro partners 16:00 — Why YouTube influencers compound better than paid ads 18:00 — SEO, Reddit, and authority in AI-driven search 20:00 — Scaling low-AOV products on Meta ads 22:00 — Psychographics, motivations, and creative archetypes 26:00 — Q4 growth, LTV focus, and retention strategy 28:00 — Email, SMS, WhatsApp, and DM automation 31:00 — Long-term brand storytelling vs direct response 34:00 — Personalized landing pages and post-click experience Hashtags #dtcpodcast #dtcbrands #ecommercegrowth #tiktokshop #influencermarketing #creatorcommerce #brandstrategy #performanceads #youtubeinfluencers #affiliatemarketing #consumerbrands #foundermarketing #growthmarketing #directtoconsumer 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
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4.5
out of 5
36 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 - 2026
  • Episodes
    704
  • Rating
    Clean
  • Copyright
    © 352487
  • Show Website
    DTC Podcast

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