22 episodes

The Commerce Lab, hosted by Allen Burt , the Founder and CEO of Blue Stout, is the community for growth-minded eCommerce business owners. On this podcast, we'll dive deep into the eCommerce economy, analyze cutting edge strategy, meet with industry leaders, and above all, provide you with actionable advice to engineer consistent growth in your business. To access any of the resources discussed in today's episode, join us in the Commerce Lab Official Community on Facebook or visit www.bluestout.com

The Commerce Lab Blue Stout

    • Business
    • 5.0, 3 Ratings

The Commerce Lab, hosted by Allen Burt , the Founder and CEO of Blue Stout, is the community for growth-minded eCommerce business owners. On this podcast, we'll dive deep into the eCommerce economy, analyze cutting edge strategy, meet with industry leaders, and above all, provide you with actionable advice to engineer consistent growth in your business. To access any of the resources discussed in today's episode, join us in the Commerce Lab Official Community on Facebook or visit www.bluestout.com

    EP22 - Gathre.com: 7 figures without ads and building a world class content machine | Devin Killpack, Gathre

    EP22 - Gathre.com: 7 figures without ads and building a world class content machine | Devin Killpack, Gathre

    Devin Killpack is a biologist turned entrepreneur and the CEO and co-founder of Gathre. Gathre was born from the desire to create space for families, quality crafted mats and leather goods that prove “that beautiful things can be functional, that less can be more, that the effort to be together is always worth it.”
     
    When Devin Killpack and his wife began Gathre five years ago the operations took place in his parents’ garage. Their ability to create a solid brand that focuses intently on aesthetics and leverage product placement and collaboration has catapulted them to the mid-7-figure range. 
     
    Today you’ll learn how Gathre scaled their business to 7 figures without advertising, their use of Clayton Christensen’s “Jobs to be Done” theory to better understand customers and products, and how they have utilized Instagram as their biggest lever. 
     
    "Gathre didn't just create this brand, it was co-created with our customers." - Devin Killpack
     
    Some topics that were discussed include:  
    How Gathre scaled to 7-figures without paid advertising How it took 2 years for Gathre to reach their first 7-figure year, how partnering with a big influencer was their key growth lever, and combining “paid influencer promotion” with co-branded product. Why Gathre views themselves as an "Instagram first" business Gathre’s “product development” process and why they attribute their success to it Clayton Christensen's "Jobs To Be Done" theory and how it helps Gathre understand their customers and products.  Using this framework to determine what content to create that will resonate with their audience. How they leverage User Generated Content to scale their social following and drive sales. Gathre's "framework" for deciding what to post, how many to post, and the goal they want each piece of creative to achieve Gathre’s team building philosophy and how they make hiring decisions.  
    Contact Devin Killpack:  
    Contact Devin on LinkedIn  
    References & links mentioned:  
    Gathre’s Instagram  Gathre’s Website  Gathre Article Feature  
    Subscribe & Review The Commerce Lab Podcast:  
    Thanks for tuning in to this week’s episode of The Commerce Lab Podcast! If the information shared in these weekly conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave us an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing entrepreneurs just like you!

    • 1 hr 3 min
    EP21 – A warning story for brand founders: The bankruptcy & rebirth of Poler.com

    EP21 – A warning story for brand founders: The bankruptcy & rebirth of Poler.com

    This week’s Commerce Lab episode is a cautionary tale of leadership, marketing, and operation strategy gone wrong. Poler co-founder Kharma Vella is giving us a peek behind the curtain to help understand the brand’s initial rise to success, downward spiral to bankruptcy, and how they are rebuilding. Listen in to learn what NOT to do so you can avoid making the same mistakes.

    • 48 min
    EP20 – How to Create Content like REI.com | Joe Crosby, REI.com

    EP20 – How to Create Content like REI.com | Joe Crosby, REI.com

    Joe Crosby manages the content and media team at REI, the nation's largest outdoor retailer.  Founded in 1938, Lloyd and Mary Anderson started the company in the Seattle area and along with other locals formed a co-op of about 23 people who came together to crowdsource and share the procurement of outdoor equipment,  and they have maintained this co-op to the present day.
    As a third-party retailer, REI sells a lot of other brands' products, and they are thriving even during a time when we see many third-party retailers struggling.  A big part of this is due to their superior content marketing.
    In this episode, we talked with Joe to break down the framework he uses when developing content, REI's metrics for success and what he would do if put in charge of a content strategy for a $5-10M brand.
     
    “We're trying to build an audience of advocates for the outdoors first and foremost” - Joe Crosby
     
    Some topics that were discussed include: The exact framework REI uses to choose the right content to produce Focusing on content that specifically builds "values-based" alignment with customers Tacking the success of campaigns using a hybrid of traditional "Media" metrics like views and impressions AND retail metrics like ad performance and ROAS How to build a content machine for a $5-$10M brand  
    Subscribe to The Commerce Lab premium newsletter: We recently launched our *NEW* weekly premium newsletter, The Commerce Lab.
    The newsletter is an extension of this podcast that deconstructs the operations and strategies that have worked for today's top brands (that have grown to where you want to be), into actionable guides you and your team can implement.
    Our goal with the newsletter: help brand operators, like you, stay ahead of the curve.
    (NOTE: We will eventually turn this into a paid newsletter, but early subscribers will get grandfathered in for free. Sign up here: https://bluestout.com/thecommercelab.)

    • 1 hr 2 min
    EP19 – Buying brands, how to sell for a high multiple and the anatomy of a DTC holding company | Kyle Widrick, Win Brands Group

    EP19 – Buying brands, how to sell for a high multiple and the anatomy of a DTC holding company | Kyle Widrick, Win Brands Group

    Kyle Widrick is the Founder and CEO of WIN Brands Group (WBG). WBG is a leading operator of a portfolio of direct-to-consumer brands focused on leveraging best in class technology partners to scale the most innovative customer-first brands in the world.
     
    WBG partners with companies that have created amazing products currently in the marketplace, acquires the majority of the business and provides them with an extensive top-level shared service team who run the business from a portfolio approach. Within the next 3-5 years Kyle and WBG plan to have a couple dozen brands operating within their DTC holding company. 
     
     
    Today, you’ll learn about WBG’s strategic advantage in the DTC market, how they structure their partnership with brands, and about the future of DTC commerce.
     
    “I saw all these businesses that really should have taken off like rocket ships, but didn't have a key resource internally and that held them back in a very dramatic way.” - Kyle Widrick 
      Some topics that were discussed include:  
    Does the future of DTC (direct to consumer eCommerce) look like holding companies?  What WBG looks for when buying a brand  WBG’s business model- operating with a Matrix Structure The First 12-18 months after acquisition How WBG has a strategic advantage  How WBG structures the deal with DTC brands they buy The valuation of a DTC Brand The future of DTC commerce Why Kyle doesn’t avoid Amazon


    Contact Kyle Widrick:  
    WBG’s Website Connect with Kyle on LinkedIn 


    References & links mentioned:  
    WBG in Forbes

    • 57 min
    EP18: Increase conversions and AOV with product funnels and post-purchase upsells | Jordan Gal of Carthook

    EP18: Increase conversions and AOV with product funnels and post-purchase upsells | Jordan Gal of Carthook

    Jordan Gal is the Co-founder and CEO of Carthook, a company offering customizable checkout processes for some of the most groundbreaking eCommerce brands. He and his team are partnering with clients to implement one of the most overlooked strategies in eCom, the post purchase upsell. Carthook clients have seen as much as 42% of past 30 day total revenue be driven by post purchase upsells.
     
    In this episode, you’ll learn how to implement product upsells to increase revenue and how you can use product funnels to customize the buying experience for your customers to increase conversion rate. 
     
    “This allows you to make an upsell without adding any friction to the buying process that can drive up your average order value.” - Jordan Gal
     
    Some topics that were discussed include:  
    How to use a "one click upsell" after the checkout to upsell your customer without adding friction to the buying process Leveraging consumer psychology to increase hit rate of an upsell Using "product funnels" to sell more with a better customer journey  
    Contact Jordan Gal:  
    Connect with Jordan on Twitter Learn more about CartHook  Carthook on Facebook   
    References & links mentioned:  
    Jordan Co-hosts The Bootstrapped Web, a podcast centered on the highs and lows encountered while bootstrapping an online business.   
    Subscribe & Review The Commerce Lab Podcast:  
    Thanks for tuning in to this week’s episode of The Commerce Lab Podcast! If the information shared in these weekly conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave us an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing entrepreneurs just like you!
     

    • 42 min
    EP17: 6-Figure Tax Savings for Brand Owners (and important tax code changes) | Dan Nicholson of Nth Degree CPAs

    EP17: 6-Figure Tax Savings for Brand Owners (and important tax code changes) | Dan Nicholson of Nth Degree CPAs

    Dan Nicholson, founder of Nth Degree CPAs, is passionate about working with business owners to create financial security. He and his team work to expand financial capabilities and increase the profits of their clients at all points throughout the year.  
     
    Dan graduated Summa Cum Laude with emphasis in both Accounting and E-Commerce Information Systems from Seattle University. He served as a member of the Governmental Accounting Standards Board (GASB) and has worked in finance and accounting roles at Clark Nuber, UPS, WaMu, as well as Deloitte and Touche’s Audit and Enterprise Risk Services. 
     
    If you hate thinking about taxes and accounting in your business, you aren’t alone. But what if a few simple tweaks could leave you with six-figures in tax savings? This week, Dan is sharing a whole list of ways that you might be leaving a ton of your cash on the table. 
     
    Regarding small business C corporations: "say you sell your eCommerce business after five years for $10MM and it was a C Corp that entire time, you wouldn't pay any capital gains tax on that transaction, which would save you somewhere around $2.3MM." 
     
    -Dan Nicholson 
     
    Some topics that were discussed include:  
    Important tax code changes that ecommerce owners need to know.  Specific strategies to help ecommerce business owners save money on taxes. All about the WayFair ruling, and how it has made it easier to trigger “nexus.”  How few transactions it actually takes to trigger nexus.  How classifying inventory has drastically changed under the new tax code. You may be eligible for an R&D Tax Credit Leveraging your Entity Structure to eliminate the need to pay Capital Gains Tax.  Reasonable Compensation Study - how this alone could save you $20-50K each year.  Augusta Loophole - How to write off your board meetings.  Administrative Home Office - Making your mileage count.  Solo 401k - Take advantage of the opportunity to setback an additional $37K.   
    Contact Dan Nicholson:  
    Nth Degree CPAs Dan’s LinkedIn  Nth Degree Facebook Page References & links mentioned:  
    Connect with Dan for Q&A in his weekly Office Hours   
    Subscribe & Review The Commerce Lab Podcast:  
    Thanks for tuning in to this week’s episode of The Commerce Lab Podcast! If the information shared in these weekly conversations and interviews have helped you in your business journey, please head over to iTunes, subscribe to the show, and leave us an honest review. Your reviews and feedback will not only help us continue to deliver great, helpful content, but it will also help us reach even more amazing entrepreneurs just like you!
     

    • 53 min

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Great info, Incredible Guests

This is a gold mine of e-commerce advice and tactics. Listen to every episode, do what they say, and watch your profit increase.

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