Эпизоды
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In this episode, IQBAR founder Will Nitze shares his journey from burnout in the corporate world to launching a bar brand rooted in cognitive nutrition. He walks through the steps that took IQBAR from kitchen counter tests to Amazon bestseller and retail mainstay.
What you’ll hear is less about hacks and more about the fundamentals: why starting online mattered, how feedback drove product-market fit, and what it really takes to scale profitably in CPG today.
Key topics include:
Launching DTC to validate demand and iterate fastWhy clean label and plant protein were non-negotiablesPackaging shifts driven by real-world feedbackScaling into retail once logistics and cost structures were optimizedViewing DTC as one piece of an omnichannel puzzleIt’s a grounded roadmap from someone who’s done the work—no shortcuts, just thoughtful strategy.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtc
Timestamps:
00:00 – How IQBAR started from a personal health journey
02:55 – From kitchen experiments to product-market fit
07:10 – Why the brain-focused bar category was a white space
12:10 – DTC vs Amazon vs retail: channel strategy evolution
17:45 – Profitability, scaling, and efficient COGS in CPG
22:50 – Brand evolution: packaging, messaging, and keto pivot
27:10 – Retail shelf strategy and planogram insight
31:25 – Podcast and display ads as top-of-funnel growth levers
34:45 – DTC Twitter, omnichannel mindset, and business realism
37:55 – Exit strategy, Mars dreams, and post-exit vision
41:00 – Tariffs, supply chain chaos, and CPG realities
Hashtags:
#IQBAR
#dtcpodcast
#consumerpackagedgoods
#ecommercegrowth
#omnichannelstrategy
#dtcbrand
#scalingcpg
#founderjourney
#brandbuilding
#podcastmarketing
#supplychainchallenges
#cleanlabelproducts
#retailstrategy
#amazonads
#shopifysuccess
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In this episode of the DTC Podcast, Eric Dyck sits down with Dougie and Adam from Pilothouse to talk about how to properly structure YouTube ad campaigns for long-term brand growth.
Dougie and Adam share the evolved Pilothouse perspective on YouTube—not as a direct response platform, but as a powerful top-of-funnel awareness channel. Learn how structuring campaigns based on funnel stages, matched with tailored creative and measurement, can lead to more efficient spend and more impactful marketing.
Key Takeaways:
Why 80–90% of YouTube spend should be top-of-funnelHow to segment users into unaware, aware, consideration, and actionThe importance of creative matching for each funnel stageHow to track impact via Brand Search Lift and Google measurement toolsWhy a minimum $10K investment is required to see true performance from YouTubeIf you’re using YouTube like it’s search or shopping, this episode might shift your entire approach.Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtc
Timestamps
00:00 Scrappy content is outperforming polished YouTube ads
02:00 Shift to demand gen campaigns and YouTube Shorts strategy
04:00 Google’s most impactful scrappy ad example
07:00 Why organic-looking creative builds more trust
09:00 Brands mimicking UGC for TV and YouTube performance
12:00 Man-on-the-street ad formats and scripting tactics
15:00 Best practices for capturing authentic reactions
17:00 Key ad structures: hook, face, CTA, and humor
20:00 How to retarget viewers and build down-funnel sequences
22:00 Geo-targeting and brand saliency measurement tools
Hashtags
#YouTubeAds
#UGCMarketing
#DTCMarketing
#PerformanceCreative
#MediaBuying
#VideoAdvertising
#MarketingPodcast
#CreativeStrategy
#AdSequencing
#BrandGrowth
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Пропущенные эпизоды?
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In this episode of the DTC Podcast, we sit down with Jeremy Foreshew from Talkable to explore how brands can leverage referral marketing to drive sustainable growth.
Key Insights:
The Decline of Traditional Advertising: Challenges with rising digital ad costs and the shift towards owned channels.
Referral Marketing Mechanics: Understanding the components of a successful referral program.
Innovations in Referral Sharing: Introducing Talkable Wallet for seamless mobile referrals.
Case Studies: Real-world examples of brands achieving significant CAC reductions.
Strategic Implementation: Best practices for timing, segmentation, and offer structuring.
Takeaways:
Referral marketing can dramatically lower acquisition costs.
Personalized and timely referral offers enhance customer engagement.
Innovative tools like Talkable Wallet make sharing effortless and effective.
If you’re a DTC brand looking to build effective referral programs that reduce acquisition costs, enhance customer loyalty, and simplify the referral process to drive sustainable growth, this episode is a must listen.
Turn your existing customers into a high-performance revenue channel. Get connected with a Talkable referral expert at www.talkable.com
Timestamps
00:00 - Why referral marketing reduces risk and boosts ROI
02:00 - The problem with paid acquisition in today’s ad landscape
04:00 - How referral loops drive compounding customer growth
06:00 - $500M in revenue from one Talkable client case study
08:00 - The Talkable Wallet and how it solves real-world sharing
10:00 - Crafting irresistible offers that drive actual referrals
12:00 - How white-glove service removes the need for internal headcount
14:00 - Identifying the “moments of delight” for peak referral success
17:00 - Referral marketing mistakes: set-it-and-forget-it, generic offers
20:00 - Creative placement ideas: packaging, QR codes, yard signs
22:00 - Viral loops and LTV: why referrals outperform paid ads
24:00 - Framing referral marketing to get CFO and CEO buy-in
Hashtags
#referralmarketing
#customeracquisition
#dtcpodcast
#talkable
#ecommercemarketing
#brandgrowth
#retentionmarketing
#d2cbrands
#lifetimevalue
#performancebranding
#ownedmedia
#viralgrowth
#marketingstrategy
#emailmarketing
#customerloyalty
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In this episode of the DTC Podcast, we’re joined by Steve Schwartz, founder of Art of Tea. From starting with a backpack and a phone bill to serving Google HQ and the White House, Steve’s journey is rooted in deep product integrity and radical education.
Listen in to discover how blending Ayurvedic principles with luxury sourcing has positioned Art of Tea as a quiet giant in the wellness beverage space.
What you’ll learn:
The logistics of sourcing and storing elite-quality tea ingredientsHow subscription, loyalty, and a mobile app drive retentionThe unexpected ROI of writing a founder-focused brand bookWhy brand partnerships with Hollywood and the White House matterDid you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtc
Timestamps
0:00 Intro and Origin Story of Art of Tea
2:30 The Hero’s Journey: From Caregiver to Tea Entrepreneur
6:10 Breaking into Hospitality: Wolfgang Puck and Caesars Palace
9:00 The Truth About Supermarket Tea
11:00 Tea as a Health Ritual and Mindful Practice
14:00 Launching DTC with Dreamweaver and Early Lessons
18:00 Blending Tea with Ayurvedic Principles
21:00 Growing Through Education and Teaching at Conventions
24:00 Subscription and Loyalty Programs That Work
26:00 Using Events, PR, and a Mobile App for Brand Awareness
29:00 Collaborations with Paddington, Dune, and the White House
34:00 Long-Term Vision and Staying Mission-Aligned
38:00 Final Advice for Founders and Entrepreneurs
Hashtags
#DTCpodcast #ArtOfTea #TeaBusiness #FounderStory #EcommerceStrategy #SubscriptionModel #TeaEducation #ConsumerBrand #SteveSchwartz #TeaCulture #WholesaleToDTC #BrandBuilding #MindfulBusiness #ProductQuality #SustainableGrowth
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In this episode of the DTC Podcast, host Eric Dyck sits down with Kyle Hitchcox, founding partner at Pilothouse, co-founder of the DTC Newsletter, and now a builder behind Warpdrive, a performance-driven CRO tool. This conversation is a masterclass in how content can power agency growth. Kyle shares how Pilothouse grew from affiliate roots into a 180+ person agency, how DTC media became a top-tier lead source, and how LinkedIn is now driving qualified deal flow. If you're building an agency, running a service business, or scaling a DTC brand, this episode breaks down the tactical frameworks behind Pilothouse’s success.
Follow Kyle's LinkedIn Content Journey:
https://www.linkedin.com/in/kylehitchcox/
🔑 Key Takeaways:
How content became Pilothouse’s #1 client acquisition engine
The real economics behind launching DTC Media and how it paid off in credibility and deal flow
Why media and service offerings must be integrated for long-term growth
How Kyle is using LinkedIn to generate inbound leads and personal brand equity
Why Pilothouse is investing in CRO with Warpdrive to close the loop from click to conversion
🛠 Tactical Insights for Operators:
Invest early in content that attracts your ideal customer—before you're selling
Structure your sales team with operators who’ve “been there” to keep discovery authentic and strategic
Use paid acquisition to grow media, not just your client base
Create a simple but strong case study pipeline to support outbound and inbound marketing
Think in “ecosystems”—media feeds agency, agency feeds product
Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtc
Timestamps
0:00 Introduction and new podcast announcement
2:00 Building Pilot House from affiliate roots
4:00 Early growth strategy with DTC Newsletter
10:00 Using Meta ads and LinkedIn to drive leads
14:00 ChatGPT as a new inbound channel
18:00 Structuring a high-performance sales team
22:00 Transition to omnichannel strategy at Pilot House
27:00 Hiring lessons and building long-term talent
34:00 Scaling with personal branding on LinkedIn
39:00 Why B2B content works at low volume
41:00 Thoughts on AI, Zuck’s comments and the future of media buying
Hashtags
#agencygrowth #digitalmarketing #b2bmarketing #mediabuying #ecommercemarketing #d2cpodcast #growthstrategy #linkedinmarketing #chatgptforbusiness #performanceagency
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Welcome to the DTC Podcast! In this episode, Eric sits down with Tomer Tagrin, Co-Founder and CEO of Yotpo, the leading retention marketing platform for e-commerce brands. Tomer shares the behind-the-scenes story of Yotpo 2.0, a complete transformation across product, pricing, service, and marketing — built to serve the modern DTC ecosystem.
Key Insights:
How Yotpo rebuilt its product team to innovate faster in reviews, loyalty, and SMSThe real cost and payoff of changing a large SaaS company's cultureWhy AI will erase code as a competitive moat — and what brands should prioritize nowHow Yotpo is preparing brands for a future of one-to-one loyalty marketingThe strategic power of investing in agency partners beyond simple referralsIf you’re building a DTC brand, working at an agency, or leading a SaaS platform, this episode is packed with practical lessons on what true business evolution looks like in 2025.
Timestamps
00:00 – Why Yotpo Had to Reinvent Itself
02:15 – Tomer’s Health Journey and Personal Transformation
04:50 – Rebuilding Yotpo’s Culture from the Inside Out
08:10 – AI’s Role in Yotpo’s Product and Marketing Innovation
12:30 – Competing with Klaviyo and the Future of ESPs
16:00 – The Power of AI-Driven Loyalty and Reviews
18:30 – Yotpo’s CDP Acquisition and Vision for 1:1 Marketing
21:00 – Why Agencies Are Critical to Yotpo’s Ecosystem
23:20 – The Marshmallow Test and Long-Term Thinking
26:45 – Advice for Founders Navigating Economic Uncertainty
30:00 – Yotpo’s Future Vision and Personal Habits for Peak Performance
Hashtags
#DTCpodcast #Yotpo #EcommerceStrategy #TomerTagrin #RetentionMarketing #AIBusinessTools #CustomerExperience #DirectToConsumer #SaaSInnovation #AgencyGrowth #EmailMarketing #SMSMarketing #CustomerLoyalty #FounderMindset #DigitalTransformation
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In this episode of the DTC Podcast, Eric welcomes Jordan Narducci—former Global DTC lead at Kellogg and VP at fast-growing supplement brand Momentous. Now an independent consultant, Jordan shares tactical insights on how brands can transform their subscription and retention strategies to dramatically increase lifetime value (LTV).
Key Topics:
Why subscription design matters more than most marketers think
How Momentous grew subscription opt-in from 20% to 50%
Common mistakes in welcome offers and retention emails
How to use churn surveys, pause flows, and tiered discounts to prevent cancellations
Loyalty vs. cashback: What actually works in 2025
The case for paid memberships as an alternative to subscriptions
Toolkits: From Recharge to Loop and AI-powered CX
Jordan breaks down the analytics, experiments, and frameworks he uses to drive growth in mid-market DTC brands. Whether you're running a supplement brand or looking to scale retention in apparel or beauty, this episode is packed with actionable insights.
Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtc
Timestamps
00:00 – Why Most Brands Undervalue Subscription Offers
02:15 – Lessons from Running DTC at Kellogg
04:30 – Subscription Strategy in Premium Food & Beverage
08:00 – Tripling Subscription Opt-ins at Momentous
11:00 – Retention vs. Acquisition: The Overspend Trap
14:00 – When Giving Too Much Increases Churn
18:00 – Retention Tactics: Free Gifts, Rituals, and Habit Loops
20:45 – How Subscription Reduces Reliance on Email & SMS
24:00 – Creating “Black Friday Every Day” Offers
28:00 – Churn Prevention via Smart Cancellation Flows
31:00 – Paid Membership Models for Apparel & Non-Habitual Brands
34:00 – Tool Stack & Platform Recommendations
36:00 – The Power of Real-Time LTV Dashboards
38:00 – Building a Consultancy & Website with AI
Hashtags
#subscriptionstrategy #dtcpodcast #ecommercetips #retentionmarketing #ltvoptimization #dtcbrands #recurringrevenue #shopifyapps #customerloyalty #ecomgrowth
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In this episode, we sit down with Zavire from Pilothouse’s Google team to dissect a common problem many DTC brands face: Performance Max campaigns that stagnate after a few months of initial success.
You’ll hear exactly how Pilothouse helped Benji Sleep break out of this “PMAX plateau” by overhauling their campaign structure — and why the first move was to turn the campaigns off.
Key Learnings:
Why PMAX campaigns often stagnate after 3-4 months
The power of a 5-7 day PMAX "off period" to reset bidding algorithms
How segmentation by product or audience unlocks better signal quality and performance
Strategic product feed enhancements that drive Shopping ROI
The myth of audience signals in PMAX and how to work around it
How scripts can provide campaign-level transparency across Google placements
How a restructured PMAX approach delivered a 37% ROAS lift and 2.2x conversions for Benji Sleep
If your Google Ads results are fading, this episode gives you a practical, tested playbook to turn things around.
Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI: instant.one/dtc
Timestamps
00:00 – Why PMAX Campaigns Plateau After 3-4 Months
02:05 – Common Pitfalls: CPC Drops and Irrelevant Traffic
04:15 – How to Reset PMAX: Turn Off and Rebuild
06:30 – Campaign Segmentation for Product & Audience Clarity
08:45 – Overcoming Performance Spiral With Strategic Breakouts
11:00 – The Myth of Audience Signals in PMAX
13:00 – Strategic Feed Optimization and Supplemental Data
15:00 – Campaign Structure: Before vs After (Benji Sleep Case Study)
18:00 – Breaking Out Asset Groups vs Full Campaigns
20:00 – ROAS Lift + Conversion Volume Gains
21:20 – Using Scripts to Track PMAX Placements & Attribution
Hashtags
#pmaxstrategy #googleadsoptimization #dtcpodcast #roasgrowth #performancemarketing #ecommercetips #mediaoptimization #pilothouse #googleadscampaigns #dtcbrands
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Inside the Growth of Pins and Aces: Scaling a Golf Lifestyle Brand with Nicklaus Mertz
Today on the DTC Podcast, we sit down with Nicklaus Mertz, founder of Pins and Aces, a golf brand that grew from a side project to a $25M+ powerhouse. Nick shares the step-by-step tactics that fueled their expansion, including limited-edition drops, a focus on profitability, live selling innovations, and the acquisition of Edel Golf.
Key Moments:
How Pins and Aces started with $6K and a headcover idea
Building a brand beyond Alibaba sourcing
Launching viral products like the Beer Sleeve and Liquor Stick
Omnichannel expansion: Retail + DTC synergy
Growing without raising outside capital
Leveraging community feedback to design new products
Acquiring Edel Golf to move into hardware
Takeaways for Entrepreneurs:
Start small, iterate fast, and evolve from customer feedback
Community building beats traditional influencer marketing
Drops are a sustainable engine for long-term growth
Data-informed product development with tools like Particle
Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI:
instant.one/dtc
Timestamps
00:00 – How Pins and Aces Started from a $6K Side Hustle
02:00 – Turning a DIY Golf Product into a Real Business
08:00 – Building a Brand vs. Drop Shipping Products
14:00 – Collaborations with South Park and Hey Dude Shoes
19:00 – The Bud Light Collab That Changed Everything
22:00 – Drops, Content Strategy, and Creating Community
26:00 – Exploring Live Selling and Whatnot Platform
31:00 – Scaling the Brand While Maintaining Profitability
35:00 – Exit Strategy and Potential Strategic Buyers
38:00 – Using Particle to Track Competitor Performance
Hashtags
#dtcpodcast #pinsandaces #ecommercegrowth #golfbrand #founderstory #productdrops #liveshopping #influencermarketing #dtcmarketing #brandcollabs
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On today's special solo episode of the DTC Podcast, Aves from Pilothouse shares a tactical breakdown of the most common — and costly — mistakes brands make in their paid social ad accounts. Based on years of auditing hundreds of accounts, Aves reveals exactly why many DTC businesses struggle to scale, and what to fix immediately.
Key insights you’ll learn:
Why balancing branded and UGC-style content is critical for a healthy ad account.
How underutilized founder stories are hurting DTC brand performance.
Why too much "random" content without strategy will plateau your growth.
The critical importance of platform-specific editing and quick hooks.
Why brand storytelling IS performance marketing in today’s DTC landscape.
Takeaways for DTC founders and marketers:
Start developing founder-driven content early — it scales with you.
Build ads with both sales and brand identity in mind.
Shorten your videos and frontload product clarity immediately.
Always edit for placement — losing attention is losing money.
Invest in building soul and identity into your ad library, not just clickbait.
Did you know that 98% of your website visitors are anonymous? Instant powers next-level retention by identifying who they are and converting them into loyal shoppers. Sign up for a quick demo today to get 50% off and unlock a guaranteed 4x+ ROI:
instant.one/dtc
Timestamps:
00:00 Common Creative Mistakes in Meta Ads
02:10 Why Limited Creative Range Hurts Performance
04:30 The Power of a Strong Founder Story
07:00 Why Too Much Random Content Backfires
09:20 Stop Using Long, Low-Impact Video Ads
11:40 Editing for Specific Ad Placements is Non-Negotiable
14:30 Why Soulless Ad Libraries Kill Your Brand
17:00 Brand vs. Performance? They’re the Same
Hashtags:
#MetaAdsTips #DTCMarketing #PerformanceCreative #FacebookAdsStrategy #DigitalAdvertising #CreativeStrategy #MarketingMistakes #FoundersStory #BrandMarketing #MediaBuying
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In today’s DTC Podcast, we sit down with Jeremy Horowitz, founder of Because Ventures, a private equity firm laser-focused on acquiring and scaling DTC brands doing $10M–$100M in revenue. Jeremy shares why VC funding often damages DTC brands and how PE can provide a more sustainable growth path for founders.
https://because.ventures
https://www.linkedin.com/in/jeremyhorowitz1/
https://letsbuyabiz.xyz/subscribe
Key Topics Covered:
Why venture capital is usually a mismatch for DTC brands
How PE firms like Because Ventures evaluate acquisition targets
The #1 thing founders should do 6–12 months before selling
The role of clean SOPs and financials in maximizing valuation
How WhatsApp marketing (through their acquisition of Coco AI) is the next SMS in Europe
Big Idea:
VC is not designed for DTC brands; disciplined operations and a focus on profitable growth are the real success path.
Timestamps
00:00 - Top signals PE looks for when acquiring brands
02:00 - Jeremy's journey from agency to SaaS exits to PE
06:00 - What changed in the brand acquisition market since 2020
10:00 - Why VC isn't a great fit for DTC physical products
14:00 - The dangers of scaling too fast with venture capital
18:00 - How PE approaches growth differently from VC
20:00 - Key traits of brands that are acquisition-ready
24:00 - What founders should do 6–12 months before selling
28:00 - The importance of industry benchmarks and P&L metrics
30:00 - Inventory management, CAC payback, and repurchase rate
32:00 - Inside Because Ventures’ first acquisition: Coco.ai
Hashtags
#DTCgrowth #EcommerceAcquisition #PrivateEquity #FoundersJourney #VentureCapital #CocoAI #BrandExitStrategy #ShopifyApps #WhatsAppMarketing #CashFlowTips
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In this episode of the DTC Podcast, we sit down with Peter Pernot-Day, Global Head of Strategy and Corporate Affairs at Shein, to explore the innovative strategies propelling Shein's global dominance in the fast fashion industry.
Key Discussion Points:
AI-Driven Supply Chain: How Shein utilizes artificial intelligence to optimize inventory management and forecast fashion trends, ensuring rapid response to market demands.
Micro-Influencer Collaborations: The role of micro-influencers in Shein's marketing strategy and how these partnerships enhance brand reach and consumer engagement.
Sustainability Initiatives: An examination of Shein's efforts to address environmental concerns and implement fair labor practices within its expansive supply chain.
On-Demand Manufacturing: Insights into Shein's production model that starts with limited quantities to test consumer interest before scaling up, reducing waste and aligning with current fashion trends.
Navigating Global Challenges: Strategies Shein employs to adapt to international trade policies and maintain its competitive edge in diverse markets.
Join us for an in-depth conversation that reveals the intersection of technology, marketing innovation, and sustainability in Shein's approach to revolutionizing the fast fashion landscape.
Timestamps:
00:00 - How Shein Gamifies the App Experience
02:15 - Shein's Approach to AI in E-Commerce
04:45 - How Shein Uses Photo Search and Personalization
07:00 - Shein’s Circularity and Sustainability Initiatives
09:15 - How Shein Prepares for Global Economic Challenges
11:40 - Leadership Lessons from Shein’s Corporate Affairs Leader
14:00 - How Shein Encourages Serendipity at ShopTalk
Hashtags:
#Shein #Ecommerce #AIEcommerce #Sustainability #CircularFashion #ShopTalk2025 #CustomerExperience #FashionInnovation #Leadership #DTCpodcast
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Join us for a dynamic fireside chat with Pilothouse CEO and Co-Founder Dave Steele about the inflection point that DTC brands find themselves facing with the global economy and Trump's tariffs. This session delves into on key areas such as consumer behavior, big-picture strategies, offline/online integration, product development, and crafting a powerful brand promise. We also discuss navigating challenges like gaining traction and building a successful aperitif category. This talk offers insights and strategies for anyone looking to thrive in the DTC space.
Timestamps:
00:00 - Introduction to Dave Steele
02:00 - The Impact of Tariffs on Brands
05:00 - Building Scalable Marketing Systems
08:00 - Navigating Consumer Behavior Waves
12:00 - Creative Concepts and Strategic Positioning
Hashtags:
#DTC #MarketingEfficiency #TariffImpact #PerformanceMarketing #CreativeStrategy #AIinMarketing #ConsumerBehavior #BrandGrowth #DTCCommunity #EcommerceMarketing
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In this episode of the DTC Podcast, we sit down with Adil Wali, CPO at Klaviyo, to break down the future of consumer marketing and why Klaviyo is launching a new category: B2C CRM. Adil, a former ecommerce entrepreneur, shares his unique perspective on how brands can shift from chasing transactions to nurturing high-LTV customer relationships using first-party data, smarter segmentation, and product-led retention tools.
We cover the key insights from Klaviyo’s new “Future of Consumer Marketing” report, talk about why repeat customers are more important than ever, and dive deep into how marketers can drive loyalty without relying on constant discounting.
Key Takeaways:
Why B2C CRM is the missing layer in modern DTC marketing
How brands can use first-party data to fuel loyalty loops
The strategic pivot from acquisition-heavy tactics to retention-first thinking
Tactics for building long-term customer value without eroding margins
How Klaviyo’s roadmap is evolving to meet the biggest challenges DTC brands face
Topics Covered:
Adil’s journey from ecommerce founder to CPO at Klaviyo
The core idea behind B2C CRM and why it’s built for DTC brands
The shift in consumer behavior from transactional to relationship-driven
Actionable ways to drive retention and build repeat customers
What Klaviyo is building next to support this new marketing reality
Whether you're a growth marketer, brand operator, or founder, this episode gives you a playbook for building stronger, longer-lasting customer relationships in a world where CAC is rising and loyalty is everything.
Timestamps:
00:00 - Why Klaviyo is a data company at its core
02:05 - Adil Wali’s journey from ModCloth to Meta to Klaviyo
06:10 - What B2C CRM really means and why it matters now
09:15 - The convergence of marketing, service, and analytics
13:00 - Building long-term customer relationships with data
16:30 - Loyalty beyond discounts: What brands are missing
19:20 - How Klaviyo helps brands tackle rising CAC
22:30 - Real-world wins: Klaviyo success stories from top brands
Hashtags:
#DTCMarketing #KlaviyoCRM #EcommerceStrategy #CustomerLoyalty #B2CMarketing #ShopTalk2025 #MarketingPodcast #RetentionMarketing #EmailMarketing #AdilWali #DirectToConsumer
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In this episode, we sit down with Nick Saltarelli, co-founder of Mid-Day Squares — one of the most disruptive brands in functional CPG. Nick dives deep into how they broke a Costco sales record, built a new refrigerated snack category in mass retail, and fought margin collapse during a global cocoa crisis.
🔑 In this episode, you'll learn:
How Mid-Day Squares turned 13-day roadshows into viral brand moments
The radical way they use Bitcoin and WhatsApp to source cocoa and slash costs by 35%
Why ChatGPT is now a core operational layer in their business
The book that changed Nick’s thinking about retention and customer acquisition forever
What it really takes to scale a manufacturing operation to serve Costco and the U.S. market
This is a tactical, no-BS episode for operators who want to break molds, not just grow linearly.
Timestamps
00:00 - How Bitcoin Supercharged Mid-Day Squares’ Supply Chain
02:00 - Breaking Costco Records With Community-Powered Roadshows
06:00 - Creating a New Product Category in Costco's Refrigerated Section
08:00 - Cocoa Crisis and Vertical Supply Chain Innovation
12:00 - Using WhatsApp and Bitcoin to Revolutionize Global Sourcing
16:00 - Why Mid-Day Squares Doesn’t Hold Bitcoin — But Trades With It
20:00 - Scaling Production to Meet Massive Costco Demand
24:00 - Understanding the Global Cocoa Price Surge
28:00 - How AI and ChatGPT Are Embedded Into Daily Operations
32:00 - Breaking DTC Marketing Myths With “How Brands Grow”
Hashtags
#middaySquares #DTCmarketing #CostcoLaunch #BitcoinSupplyChain #CPGfounders #CocoaCrisis #VerticalIntegration #ChatGPTforBusiness #ByronSharp #HowBrandsGrow #DirectToConsumer #AIinCPG #ecommercebrands #scalingstartups #entrepreneurmindset
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In this episode, Eric welcomes back Rob and Clifford from Pilothouse’s Amazon Brain Trust for a tactical breakdown of two timely Amazon topics: the impact of new tariffs and the challenge of balancing ad spend with organic rank.
Key topics include:
What brands should do right now if they're affected by tariffs
How sellers with U.S. inventory are seeing a strategic edge
Why increased ad spend can harm organic rankings
The ripple effect of the end of de minimis exemptions on Amazon sellers
Smart ways brands are clogging the SERP while keeping key listings organic
How conversion rate is becoming the most important metric on Amazon
This is a must-listen for any Amazon-focused brand looking to thrive in a shifting landscape of international trade and algorithmic pressure.
Timestamps
00:00 - Why new tariffs could cause a massive customs backlog
02:15 - The hidden fees behind cheap drop-shipped products
04:20 - How high ad spend can hurt your Amazon organic ranking
06:45 - The inverse relationship between ad spend and rank
09:10 - Strategies to boost conversion rate without increasing spend
11:30 - Juggling paid and organic placements on Amazon
13:40 - How Amazon separates paid and organic algorithms
15:30 - Prime Day inflation and endless sales events
17:00 - Why streaming services are sneaking ads into paid plans
Hashtags
#AmazonStrategy #eCommerceTips #TariffsExplained #AdSpendOptimization #PrimeDay2025 #AmazonAds #PaidVsOrganic #DTCInsights #StreamingAds #DTCpodcast
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In this episode of the DTC Podcast, host Eric Dyck welcomes back Constantine Yurevich, founder of SegmentStream, for a tactical conversation on modern marketing measurement and how to truly optimize media budgets—especially on Meta.
Most brands are chasing growth using metrics that mislead, tools they don’t understand, and platforms that aren't incentivized to show the truth. Constantine breaks down exactly why most advertisers are flying blind and how to get back on course.
Key Takeaways:
ROAS ≠ Profit: Learn why marginal ROAS, not average ROAS, is the metric that should govern every media dollar.
The Meta Algorithm Explained: Get a clear look into how Meta's multi-layered ML models (account, pixel, event, creative) actually work—and how to feed them properly.
Controlled Budget Shifts: Constantine introduces the concept of “destabilizing analytics” to reveal real campaign performance.
Diminishing Returns in Practice: Why most brand search and retargeting campaigns look profitable on paper—but are losing money in reality.
Creative Testing Best Practice: Don't isolate creative tests. Instead, inject them into live campaigns to take advantage of trained models.
When to Diversify Beyond Meta: Not before ~$1M/month in spend. Most DTC brands diversify too early, sabotaging growth and signal integrity.
If you’re a growth marketer looking to scale Meta profitably, this episode is a must listen.
Learn more about SegmentStream:
SegmentStream Website – Learn how their marketing intelligence platform automates budget allocation using marginal ROAS
Constantine Yurevich on LinkedIn – Connect directly with Constantine for deep-dive insights and updates
Constantine on X (@weird_ceo) – Tactical posts, growth takes, and algorithm breakdowns
Marketing Science Newsletter on LinkedIn – Constantine’s unfiltered weekly deep dives into marketing measurement (https://www.linkedin.com/newsletters/7189209704512860160/_
Previous DTC Podcast Episode with SegmentStream – Constantine declares that attribution is well and truly dead, so why not use AI to short-circuit the whole process?
Timestamps
00:00 – Why ROAS is misunderstood
02:45 – The real danger of average ROAS
06:30 – Understanding marginal ROAS vs. average ROAS
10:15 – Budget allocation mistakes DTC brands make
16:05 – How to avoid wasting spend on awareness campaigns
22:00 – Why Meta’s machine learning dominates
27:15 – How to train new conversion events properly
34:00 – When machine learning does exactly what you told it to (and that’s bad)
38:10 – The myth of omnichannel for lower-spend brands
41:55 – Why Meta wins and where other platforms fall short
44:10 – How to properly test creatives inside Meta
46:15 – Will AI replace media buyers? Constantine’s hot take
Hashtags
#MarketingAttribution #ROASExplained #PerformanceMarketing #MetaAds #MediaBuying #DTCMarketing #DigitalAdvertising #MarketingAI #EcommerceGrowth #SegmentStream #MarketingPodcast #PaidMediaStrategy #FacebookAds #GrowthMarketing
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Today on the DTC Podcast, Rick Cadotte of Four Sigmatic joins for a rapid-fire, tactical discussion about how smart DTC operators should respond to tariff changes, commodity volatility, and geopolitical instability.
Key Topics Covered:
How Four Sigmatic keeps prices stable despite rising costs
What tactical levers to pull before touching price
Why customer trust is eroded with checkout tariff charges
Why AI, new legislation, or "macro theory" shouldn't distract your team
Supply chain reality: why immediate reshuffling isn't feasible or smart
Creative messaging that actually builds trust during uncertain times
Rick breaks down his practical framework for decision-making in times of uncertainty and offers a real-world example of cost strategy without consumer disruption.
Timestamps:
00:00 - Why raising prices can hurt product-market fit
02:15 - How Four Sigmatic responds to supply chain volatility
04:20 - The impact of tariffs on sourcing and pricing decisions
07:05 - Geopolitical strategy and long-term economic trends
10:30 - Should brands react quickly to tariff news?
13:00 - Creative messaging during economic uncertainty
16:45 - Brand trust, tariff surcharges, and transparency
18:50 - Negotiating with suppliers during tariff changes
19:55 - Final thoughts: avoid shiny objects and focus on fundamentals
Hashtags:
#DTCPodcast #RickCadotte #FourSigmatic #TariffImpact #EcommerceStrategy #ProductMarketFit #SupplyChain #BrandMessaging #MarketingEfficiency #GeopoliticsAndBusiness #Doomscrolling #CoffeeEconomics #ConsumerTrust #DigitalCommerce #PodcastClips
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This episode features a special cross-platform panel from Pilothouse, with experts from Meta, Google, creative, and strategic teams breaking down how the market is responding to recent tariff headlines.
Key Takeaways:
Why CPMs are down and how to capitalize on cheaper traffic
Real-time creative strategies for meeting the moment
The risks of over-indexing on blended ROAS metrics
What smart brands are doing (and not doing) in response to economic volatility
The difference between incremental and marginal ROAS—and why it matters more than ever
Whether you're managing a multi-platform spend or just trying to make sense of the volatility, this tactical roundtable offers grounded insights you can act on today.
Timestamps:
00:00 - How tariffs affect brand messaging and ad strategy
02:00 - Meta and Google ad performance trends during tariff news
04:30 - Consumer behavior shifts due to tariff uncertainty
07:00 - Creative strategies for addressing economic anxiety
10:00 - How brands are adapting supply chains and ad spend
13:00 - Why marginal ROAS matters more than ever
16:30 - Navigating Meta volatility and maintaining performance
19:00 - Smart targeting and price strategy during uncertainty
Hashtags:
#DTCMarketing
#TariffImpact
#PerformanceMarketing
#MetaAds
#GoogleAds
#EcommerceStrategy
#MarketingTips
#CreativeStrategy
#CustomerAcquisition
#ROAS
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In this episode of the DTC Podcast, host Eric Dyck speaks with Anthony Sardain, founder of Cavela, a virtual sourcing agent using AI to help DTC brands drastically cut sourcing costs and navigate the new era of global tariffs.
With geopolitical shifts and new tariffs hitting brands hard, Cavela’s AI agents act like a 24/7 procurement team—sourcing, vetting, quoting, and coordinating production with over 200,000 suppliers across 40 countries. The result? Brands save up to 40% on costs while reducing sourcing work by 95%.
👉 Get 50% off your first sample via Cavela x DTC offer:
https://www.cavela.com/signup?affiliate=dtcpod
Key Takeaways:
How Cavela’s AI agents source products faster and cheaper than humans
How DTC brands are using Cavela to cut costs even with rising tariffs
Why diversifying your supply chain is the smartest hedge in 2025
How AI will disrupt sourcing just like it did media and customer service
How the next decade will see physical product creation democratized
If you’re wondering how to optimize margins without hiring a full procurement team—this is your playbook.
Timestamps:
00:00 - How AI sourcing slashed costs for workwear brand
02:01 - Why Anthony Sardain built Covea for product sourcing
04:06 - How Covea's AI agents automate supplier discovery
06:15 - The impact of tariffs and diversifying supply chains
08:20 - Ongoing supplier optimization with AI agents
10:30 - Democratizing design with AI tools like image generation
13:00 - The future of eCommerce: decentralization and personalization
Hashtags:
#aiincommerce
#productdevelopment
#ecommercetips
#supplychainoptimization
#dtcbrands
#sourcingwithai
#ecommerceai
#aiagents
#manufacturingtech
#startupsourcing
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