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In this episode of The DTC Insider podcast, Lisa Mullan, the founder of Uwila Warrior. Lisa comes from a finance and tech background, with experience working at HubSpot on projects that gave her insights into how brands operate and scale.
In partnership with a friend in fashion, Lisa launched Uwila Warrior to create comfortable, functional underwear. Now, with a retail space in Boston and partnerships with other brands, her company has grown steadily and sustainably.
Here’s a glimpse of what you’ll learn:The shift in the e-commerce landscape towards profitability and sustainable growth
The benefits of opting out of outside capital for maintaining control over business direction
How retail partnerships can enhance brand visibility and drive sales
The challenges and opportunities for growth during COVID-19
The growing importance of sustainability in product development for consumers
Combining online and offline tactics for effective customer acquisition strategies
The unique challenges of influencer marketing for intimate apparel brands
Aligning retention strategies with the customer buying cycle
Leveraging AI to improve customer engagement and marketing effectiveness
Adapting to changing market dynamics through effective forecasting strategies
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 podcast, Brian Roisentul welcomes Ryan Beltran, co-founder of Original Grain, here on the show. Ryan and his brother Andrew launched the brand back in 2013 with a highly successful Kickstarter campaign that raised $500,000.
Since then, they’ve grown Original Grain into a unique watch brand known for its quality, sustainability, and craftsmanship, selling over half a million watches. In addition to reaching their 10-year milestone, they’ve planted 700,000 trees and partnered with iconic brands like Jack Daniels and the New York Yankees. We’ll dig into their approach to acquisition, retention, partnerships, and many more interesting topics.
Here’s a glimpse of what you’ll learn:How Original Grain started with a successful Kickstarter campaign in 2013
The brand's focus on creating unique watches from reclaimed materials
The evolution of e-commerce over the last decade
Challenges Original Grain faced during COVID-19
The importance of understanding contribution margin for business success
How daily tracking of metrics provides actionable insights
Identifying customer trends to shape marketing strategies
The risks of over-investing in unproven products
Why Q4 strategies should focus on proven products instead of experimentation
The importance of diversifying marketing channels for future growth
Opportunities and challenges of TikTok Shop for high AOV products
Leveraging partnerships to drive revenue streams
Building a brand through community engagement, not just ads
The role of authenticity and connection in content creation
The value of strategic planning for long-term growth
Why founders should actively participate in content creation
How licensing deals can expand brand visibility and customer reach
The impact of real-life activations on brand loyalty
Balancing metrics with building long-term customer relationships
Understanding customer needs beyond sales to drive e-commerce success
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 podcast, Brian Roisentul welcomes Neal Goyal, who shares insights from his journey in the e-commerce space, transitioning from Tapcart to Disco.
Neal discusses the importance of meeting customers where they are, the unique value proposition of Disco, and the role of machine learning in customer acquisition. He emphasizes the need for brands to diversify their marketing strategies and the significance of building a personal brand. The conversation also touches on the evolution of e-commerce and predictions for the future, particularly in 2025.
Here’s a glimpse of what you’ll learn:Neal Goyal emphasizes the importance of reducing customer acquisition costs.
What Disco offers for brands.
Why meeting customers where they are is crucial for effective marketing.
The role of machine learning in understanding customer behavior.
How brand collaborations can lead to significant insights and opportunities.
The Evolution of e-commerce.
Why decentralization in marketing strategies is becoming increasingly important.
The benefits of building a personal brand.
Predictions for 2025.
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 podcast, Brian Roisentul discusses strategies for maximizing customer lifetime value after Black Friday and Cyber Monday.
He emphasizes the importance of engaging both new customers and non-customers through targeted marketing efforts, community building, and personalized communication. The conversation highlights the need for brands to transition away from a Black Friday-centric approach and to plan for future e-commerce challenges.
Here’s a glimpse of what you’ll learn:Maximizing customer lifetime value is crucial after Black Friday.
Engage new customers with personalized communication.
Community building can turn customers into brand advocates.
Surveys can provide insights into customer motivations.
Thanking customers can enhance brand loyalty.
Replenishable reminders can encourage repeat purchases.
Early access to sales can entice returning customers.
Non-customers require different engagement strategies.
Leveraging data can improve product recommendations.
Planning for future e-commerce challenges is essential.
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 podcast, Brian Roisentul interviews Cesar Figueroa, founder of VivanTee Golf, a New York-based golf accessories brand.
Cesar shares his journey from a military background to the world of golf and entrepreneurship. He discusses the inspiration behind his fashionable golf gloves, the challenges of product design, and the importance of customer feedback. The conversation also covers marketing strategies, community building, and the lessons learned in navigating the e-commerce landscape. Cesar emphasizes the significance of personal connections with customers and the value of in-person engagement in building a brand.
Here’s a glimpse of what you’ll learn:Cesar's journey from military to entrepreneurship is inspiring.
Fashionable golf gloves were a gap in the market.
Customer feedback is crucial for product improvement.
Building a community around the brand enhances loyalty.
In-person events can significantly boost sales and brand awareness.
Iterating on product design is essential for success.
High-quality customer service can differentiate a brand.
Marketing strategies should evolve with the business.
E-commerce requires juggling multiple roles as a founder.
Lessons learned from initial mistakes can guide future decisions.
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 podcast, Brian Roisentul sat down with Garrett Peters, co-founder of Duncan & Stone. Garrett and his team launched their fast-growing e-commerce business in 2020, and they've seen incredible growth—going from $3M in revenue in 2023 to an estimated $5M in 2024.
With a background in scaling operations, Garrett has a lot of insights to share about growing an e-commerce brand, managing cash flow, and navigating fulfillment challenges.
Here’s a glimpse of what you’ll learn:The Inspiration Behind Duncan & Stone's Launch
Going Full-Time in E-Commerce
Fulfillment Transition
Amazon as a Key Channel
TikTok Shop Strategy
Managing Cash Flow & Inventory Challenges
Improving Customer Retention Through Segmentation
Preparing for BFCM & Q4
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, we’re joined by Yiqi Wu, founder of Aimerce, a SaaS platform specializing in server-based tracking for e-commerce.
Yiqi brings a wealth of experience from her time as an engineer at Facebook and Reddit, where she worked on groundbreaking tools like Reddit’s A/B testing platform. Now, she’s leveraging her technical skills to empower DTC brands to make smarter, data-driven decisions that fuel growth.
Here’s a glimpse of what you’ll learn:From Engineer to Founder: Yiqi’s Journey from Facebook and Reddit to Aimerce
Reddit’s A/B Testing Platform and Its Influence on Data and CRO
Key Data Pain Points for DTC Founders
How Aimerce Helps Marketers Dive Deeper into Data
Common Ad Performance Analysis Mistakes
Essential Data for E-commerce Decision-Making
Aimerce’s Approach to Data Collection and Revenue Growth
Server-Based Tracking vs. Traditional Methods for Performance
Aligning Aimerce’s Mission with Family Business Challenges
Client Success Stories: Aimerce’s Impact on DTC Brands
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 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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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