Episodes

  • In this episode of The DTC Insider, I’m excited to welcome Danil Saliukov, co-founder and CEO of Insense, a cutting-edge platform that connects brands with creators for high-quality content production and data-driven video optimization.

    With the rise of TikTok Shops and the evolving landscape of social commerce, Danil is here to share how brands can leverage creator content to maximize both organic reach and paid social performance. We’ll dive into strategies for finding the right creators, managing those partnerships, and the best ways to compensate creators while ensuring impactful results.

    Here’s a glimpse of what you’ll learn:

    Combining Organic and Paid Social for TikTok Success

    Selecting the Right Creators for Campaigns

    Managing Long-Term Creator Relationships

    Working Natively with Creators vs. Using Platforms

    Structuring Fair & Motivating Creator Compensation

    Balancing Authenticity with Brand Messaging

    Recent Trends in TikTok Shop and Creator Adaptation

    Setting Realistic Expectations in a Performance-Driven Space

    Future Changes in the Creator Economy on TikTok

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, I'm excited to have Marc Washington, founder and CEO of Supergut, a leading gut health nutrition brand. Marc's brand focuses on boosting digestion and supporting healthy appetite control, and in the past year, they've achieved impressive growth—quadrupling revenue and breaking into the physical retail space after building a solid DTC foundation.

    We'll dive into their entrepreneurial journey, the challenges they've faced, and how they continue to stand out in a competitive market with their science-backed, ethically focused products.

    Here’s a glimpse of what you’ll learn:

    Achieving 4x Revenue Growth: Strategies and key factors

    Balancing Aggressive Growth with Profitability

    Expanding from DTC to Physical Retail: Timing and challenges

    Unique Value Proposition: Communicating healthy appetite control

    Leveraging Earned Media: Social media, influencers, and creators

    Customer Retention: Tactics for achieving a 50% subscription rate

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

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  • In this episode of The DTC Insider, I’m excited to welcome Lekha Vyas, the founder of ELVY Lab, a skincare and personal care brand focused on simplifying men’s daily routines.

    With over 15 years of experience in the beauty industry, working for leading brands like P&G, L'Oréal, and Chanel, Lekha decided to launch her own venture in 2022. Her mission is centered on two key values: simplicity and performance.

    Here’s a glimpse of what you’ll learn:

    Transitioning from corporate beauty to entrepreneurship

    Defining core values early

    Winning awards: Factors contributing to early recognition

    Challenges for small brands in digital advertising

    Shifts in influencer marketing and brand collaborations

    Amazon strategies that work for ELVY Lab

    Other successful acquisition channels

    Customer retention: Tactics for VIP engagement

    Q4 preparation: Insights on BFCM and a celebrity partnership

    Building from scratch: Lessons learned and what to do differently

    Being a solo founder: Decision-making and challenges

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, I’m thrilled to welcome William Gasner, a serial entrepreneur with six ventures under his belt and a proven track record as a seven-figure eCommerce seller.

    He’s also the co-founder and CMO of Stack Influence, a top micro-influencer marketing platform designed specifically for DTC eCommerce brands. William has been featured in major publications like Forbes, Business Insider, and Wired, where he shares his expertise on the influencer industry and Amazon marketing.

    Here’s a glimpse of what you’ll learn:

    Getting Started: Influencer marketing for new brands

    Most common deal structures between brands and influencers

    Celebrities vs. micro-influencers: Which is right for your brand?

    Biggest challenges in using micro-influencers and how to overcome them

    Leveraging influencer marketing for success on Amazon, Walmart, and Target

    Choosing between smaller and bigger influencers: Key factors to consider

    Scaling influencer campaigns: Effective ways to grow and adapt strategies

    Why big brands use micro-influencer platforms like Stack Influence

    The future of micro-influencers in DTC marketing

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, I’m thrilled to welcome Nik Hall, the founder of Vitafive, a supplement company that went from zero to multiple eight figures in revenue through DTC channels. Nik expanded the brand into over 7,000 retail doors and increased their Amazon sales 4.5x in just three months, culminating in a successful exit to a multi-billion dollar corporation.

    Today, Nik is the founder & CEO of REVIVE, an Amazon growth partner for elite brands. In our conversation, he shares his insights on cracking Facebook ads, the Amazon growth playbook, and how he navigated the challenges of scaling Vitafive. If you're a brand owner, marketer, or founder looking to learn how to succeed in the DTC world, this episode is packed with actionable takeaways.

    Here’s a glimpse of what you’ll learn:

    What are agencies missing that brands need?

    Figuring out Facebook Ads: How cracking the code scaled Vitafive

    Amazon launch strategy: Key tactics for success on a competitive platform

    Expanding into 7,000 retail doors: Challenges and wins in retail growth

    Scaling & Selling: Key factors for maintaining profitability and managing growth

    Handling rising acquisition costs and staying profitable

    Leveraging email marketing for acquisition and its results

    Personalization in email and SMS for retention

    Scaling Vitafive on Amazon: Identifying trends and key strategies

    The importance of customer support in driving retention

    Advice for entrepreneurs today: Building a brand in the current environment

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode, Brian Roisentul interviews Thomas McCole, co-founder of Major League Socks, discussing the company's journey, the current e-commerce landscape, and the importance of customer experience and storytelling in branding. Tommy shares insights on their growth strategies, marketing efforts, and future plans for expansion into new sports, emphasizing the significance of quality over quantity in both products and customer engagement.

    Here’s a glimpse of what you’ll learn:

    Major League Socks focuses on quality over quantity in product development.

    Customer experience is crucial for brand loyalty and word-of-mouth marketing.

    Storytelling is a powerful tool for branding and can be shared through partnerships.

    Engaging with the community enhances brand visibility and customer connection.

    Organic marketing strategies have proven effective for Major League Socks.

    The company prepares extensively for Q4, capitalizing on the holiday gift market.

    Social media presence is essential but has been challenging to maintain with limited resources.

    Expanding into new sports is a strategic move for growth and diversification.

    Customer retention strategies include personalized experiences and thoughtful engagement.

    Learning from other founders can provide valuable insights for business growth.

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, I’m joined by Mathieu Mireault, Co-founder and CMO of DermaDry, the at-home anti-sweat device for hands, feet, and underarms. DermaDry has revolutionized the way people deal with hyperhidrosis by offering an affordable and convenient solution from the comfort of their homes.

    During our conversation, Mathieu sheds light on the unique challenges and opportunities of operating a medical device company in the DTC space. From hitting their first million in sales to moving beyond Facebook as their primary marketing channel, Mathieu shares insights into how DermaDry continues to grow while focusing on profitability and reaching new audiences.

    We also dive into the strategies they’ve adopted to overcome the barriers associated with marketing to an audience with a condition that isn’t openly discussed, and what's next for this innovative brand.

    Here’s a glimpse of what you’ll learn:

    What it’s like to be a medical company in the DTC space

    Achieving the first $1M in sales and scaling beyond

    The evolution of acquisition channels and key metrics measured over time

    Moving beyond Facebook as the brand's growth driver

    YouTube growth and building a following

    Focusing on increasing profit and how they’re doing it

    Overcoming the challenge of marketing to an audience with a rarely-discussed condition

    What’s next for DermaDry?

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, I sit down with Xander Chase and Ryan Lane, founders of FTL Bags. Childhood friends turned co-founders, they share their journey of transforming frustrations with existing bags into a successful business.

    Here’s a glimpse of what you’ll learn:

    The Role of Lifelong Friendship in Building a Business

    Turning Frustration Into a Business Idea

    Challenges in Finding Product-Market Fit and Go-to-Market Strategy

    Lessons from the First Sample Bag and Kickstarter Campaign

    How a Trip to China Shaped Product Development

    Partnering With Professional Athletes for Brand Growth

    Navigating Supply Chain and Inventory Management Challenges

    Diversifying Customer Acquisition Beyond Meta Ads

    Building an Emotionally Resonant Brand

    Creative Strategies With UGC Videos and Founder-Led Content

    Optimizing Retention Through Email Marketing and Referral Programs

    What’s Next for FTL Bags?

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, I sit down with Caleb Ulffers, Co-Founder & CEO of Haven Athletic. Haven Athletic has redefined the gym bag, creating organized bags tailored to high-performance and professional athletes.

    With over $4 million in sales and collaborations with hundreds of top athletes, Caleb and his team are carving out a unique niche in the market.

    In our conversation, Caleb shares the journey of starting Haven Athletic, the lessons learned from his previous ventures, and the process behind reinventing the gym bag. We also dive into the company’s approach to leveraging athletes and influencers, their acquisition strategies, and what’s next for Haven Athletic. If you’re interested in product innovation, building a brand from the ground up, or simply curious about the entrepreneurial journey, this episode is for you.

    Here’s a glimpse of what you’ll learn:

    The Founding Story

    Reinventing the Gym Bag

    Exiting a SaaS and a Services Company

    Entrepreneurial Insights

    Creating companies from “crazy ideas” and what the next one could be

    The process of figuring out how to design the bag

    Leveraging athletes and influencers for promotion

    Acquisition Strategies

    Why Retention is not a primary focus for them

    What’s Next for Haven Athletic

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, we’re thrilled to be joined by Adam Pearce, the founder and CEO of Blend Commerce, a leading Shopify CRO agency. Adam is also the founder of the eCom Collab Club, a community for e-commerce brands, agencies, and tech providers that connects members through online and in-person events.

    With a wealth of experience in conversion rate optimization (CRO) and over 80 eCommerce events under his belt, Adam shares his expert insights on the current e-commerce landscape, the importance of CRO in 2024, and practical tips for brands looking to optimize their online presence and maximize their event experiences.

    Here’s a glimpse of what you’ll learn:

    Understanding the Current E-Commerce Landscape

    What is CRO and Why It Matters in 2024

    Prioritizing Changes Onsite: Tackling a Long To-Do List

    Measuring Website Optimization: Key Metrics to Watch

    Hiring the Right Agency: Essential Questions to Ask

    The Power of Events in eCommerce

    Maximizing ROI from eCommerce Events

    BFCM Preparation Tips

    Best and Worst Experiences in Merchant Interactions

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode, I’m joined by Bob Verlaat, Co-Founder of Hears and Dore and Rose.

    Bob shares his journey of building two successful brands and the valuable lessons he learned along the way. We discuss how he applied key insights from Dore and Rose to launch Hears, the importance of finding the right brand identity, and how both companies stand out in a competitive market.

    Here’s a glimpse of what you’ll learn:

    Applying Key Lessons from Dore and Rose to Starting Hears

    Finding the Right Brand Identity for Dore and Rose: The Journey and Its Importance

    Standing Out in a Competitive Market

    Acquisition & Retention Strategies: Entertaining Through Creatives and Channel Focus

    The Impact of a Great Product on Business Success

    Biggest Growth Levers: Brand Partnerships and Licensing

    Metrics and Company Areas of Obsession: How They Evolved Over Time

    What’s Next for Hears and Dore and Rose?

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider podcast, Brian Roisentul interviews Lemon Fuller, Founder & CEO of Lemonade Dolls, the fastest-growing lingerie brand in the UK, and the first to invent the size H bralette.

    Here’s a glimpse of what you’ll learn:

    The Day She Cried In Front of Her Customers

    Factors Behind Lemonade Dolls’ Fast Growth in the UK Lingerie Market

    The Rebranding Journey: Why and What Changed

    Acquisition Strategies: Selling 1 Bra Per Minute, Channels, What’s Working, and Challenges

    Retention Strategies and Community Building: How Lemonade Dolls Built and Leverages Its Community

    The Invention of the Size H Bralette: Motivation and Process

    What’s Next for Lemonade Dolls?

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • Today, I’m thrilled to welcome Charisse & Vicky Pasche, co-founders of Dapper Boi. Dapper Boi is an all-gender, size-inclusive clothing brand with a mission to inspire people to find confidence in their authenticity through clothing.

    Here’s a glimpse of what you’ll learn:

    Achieving the $1 Million Milestone as a Women-Owned Business.

    The Impact of Shark Tank and CBS Mornings Appearances on Brand Growth.

    Acquisition Strategies: Channels, What’s Working, and Challenges.

    Tailoring Funnels for Each Persona.

    Building a Loyal Customer Base: Insights Behind a 30% Retention Rate.

    Their Content Creation Process

    The Role of 3D Style Mate in Customer Engagement.

    Overcoming Fundraising Challenges and Finding the Right Investors.

    Balancing Personal and Professional Lives as Co-Founders and Life Partners.

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • Today, I’m thrilled to welcome Kyle Bergman, founder of Swoveralls, a brand known for its comfortable and stylish overalls.

    Kyle has navigated significant challenges and transformations in the past year, rebuilding his team, dealing with profitability issues, and implementing innovative strategies for customer acquisition and retention. We're here to dive into Kyle's journey and the lessons he's learned along the way.

    Here’s a glimpse of what you’ll learn:

    The challenges faced by Swoveralls over the past few years

    Insights from running both a brand and an agency in the current DTC landscape

    Rebuilding the team from scratch in 2022

    Achieving 30% year-over-year growth: Key changes and strategies implemented

    Customer acquisition and retention strategies: What’s working and the top channels used

    Retention strategies

    Balancing optimization for customer happiness with sustainable practices and cost management

    Future plans for Swoveralls

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    Struggling to scale your brand without sacrificing profitability?

    We can help!

    To learn more about us visit our website or book a call here.

  • In this episode, Brian Roisentul sits down with Jordyn Casaus, Director of Marketing of Crown Affair.

    Crown Affair is a haircare brand that empowers people to redefine their relationship with their hair through products, guidance, and community.

    Here’s a glimpse of what you’ll learn:

    Introduction to Jordyn Casaus and Crown Affair

    Current struggles faced by brands

    Biggest challenges for marketing directors today

    Partnership with Sephora: How it started and its impact on brand growth and visibility

    Standing out in a highly saturated beauty industry

    Customer acquisition and retention

    Influencer marketing: Sourcing process and impact on the brand

    Testing whitelisting: Initial results and insights

    Future plans for Crown Affair

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode, Brian Roisentul sits down with Ryan Berg, co-founder and CEO of Aruna, an impact-driven athleisure brand.

    Through their products and events, their customers can bring lifelong freedom to victims of human trafficking while celebrating freedom in their own adventure.

    Here’s a glimpse of what you’ll learn:

    Current struggles faced by brands

    Ongoing impact of 2023 manufacturing issues into 2024

    Challenges with customer acquisition and attribution

    Corporate gifting: big companies purchasing products

    Successful retention strategies and loyalty program

    Storytelling challenges for Aruna Project

    Key metrics and their evolution as the company grew

    Focus areas within the company

    Leveraging both short and long-form content in marketing strategies

    Future plans for Aruna Project

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode of The DTC Insider, we dive into the incredible journey of Huega House, a brand that has quickly become a favorite among high-profile NFL athletes and content creators. Joining us is Jonathan Ruley, co-founder and CEO of Huega House, who shares the secrets behind their rapid rise to prominence.

    Here’s a glimpse of what you’ll learn:

    Gaining High-Profile Athletes and Content Creators as Advocates

    Achieving Early Profitability and Bootstrapping Success

    Managing Rapid Growth and Demand Planning

    Organic Social Media, Blog-Style Content, and Storytelling in Videos

    Effective Customer Retention Strategies

    Increasing Margins Without Compromising Quality

    Expanding Product Line into Apparel

    Community-Building Events

    Journey, Challenges, and Exciting Plans for Huega House

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode, Brian Roisentul sits down with Will Nitze. He’s the founder and CEO of IQBar. America's leading "brain + body" nutrition startup.

    With minimal funding, Will has taken IQBAR from zero locations and zero in revenue in 2018 to over 10,000 doors and a projected $50 million in sales in 2024. He’s also the co-host of the Eating Glass podcast.

    Here’s a glimpse of what you’ll learn:

    Current Challenges for DTC Brands

    What Brands Can Do About These Challenges

    Expanding Into Other Categories: Pros and Cons

    Key Actions That Allowed IQBar to Grow

    RXBAR Influence

    Metrics Obsession and Evolution

    Areas of Company Focus

    How They Plan to Reach $50M in 2024

    Behind the Scenes of an 8-Figure CPG Brand

    Roles of Growth Marketing Agencies in 2024

    Importance of Short and Long-Form Content Creation

    Customer Acquisition And Retention Strategies

    What's Next for IQBar

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • In this episode, Brian Roisentul sits down with Megan Klein, founder & CEO of Little Saints, a brand with a mission to radically transform the way we imbibe by creating non-alcoholic beverages that deliver the pleasureful tastes and smells of cocktails.

    Here’s a glimpse of what you’ll learn: Shift from Wholesale to DTC in 2023: Reasons and Impact Advice for Entrepreneurs Pivoting from Wholesale to DTC Achieving 600% Year-over-Year Growth: Key Factors Content Creation Strategy and Effective Channels Navigating Challenges with Meta Ads and Mitigation Strategies Focusing on Product Donations over Events and Sponsorships Biggest Lessons Learned on the Journey with Little Saints Future Plans for Little Saints Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.

  • Today, I’m thrilled to welcome Kelly Moffat, co-founder of Kirrin Finch, a brand that offers men’s wear-inspired clothes for women and non-binary folks. Since its launch in 2015, Kirrin Finch has seen significant growth, particularly in the last year and a half, and is making a strong impact both in the fashion industry and the queer community.

    We're here to talk about Kelly's journey, the challenges faced, and the innovative strategies that have fueled Kirrin Finch’s success.

    Here’s a glimpse of what you’ll learn:

    Actions Required to Educate Customers and Disrupt the Industry

    Factors Contributing to Kirrin Finch's Rapid Growth

    Impact of Team Expansion on Operations

    Operational Factors: New Product Releases

    Strategies for Maintaining High Customer Loyalty and the Role of the Rewards Program

    Incorporating Customer Feedback

    Sponsor for this episode:

    This episode is brought to you by BSR Digital.

    BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

    To learn more about BSR Digital, visit their website or book a call here.