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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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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.
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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.
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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.
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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.
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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.
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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.
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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.
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In this episode, Brian Roisentul sits down with Annette Azan, founder and CEO of Nuudii System, a revolutionary boob-wear solution that bridges the gap between bras and going braless. Annette's innovative approach has led to impressive growth and a loyal customer base.
We're here to dive into her journey, the unique challenges she’s faced, and what makes Nuudii System stand out in the market.
Here’s a glimpse of what you’ll learn:Key Drivers Behind 196% YoY Growth
Insights on Meta Ad Strategy: The Power of Video and Analogies
Customer Retention Strategies: Rewards Program, SMS, and Email
Building Loyalty with No Direct Competitors
Team Members in Brand Videos: Enhancing Authenticity and Customer Connection
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 goes over 2 important metrics that successful brands are OBSESSED with and helps them know whether they are paying too much to acquire customers.
Here’s a glimpse of what you’ll learn:How to find out if you're paying too much to acquire customers
Why most DTC brands don't track these metrics
How to calculate each of them
A tool that can save you many hours of tedious calculations
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 sits down with John Roman. He’s an entrepreneur, investor, and currently serves as CEO of BattlBox.
Before jumping into eCommerce and investing, he had a successful career in building B2B sales teams in the software space for multiple companies.
Here’s a glimpse of what you’ll learn:How They Have Built Their Amazing Community
Ways to Leverage a Community
A Thorough Breakdown of Their Content Creation Process
Their TikTok Shops Strategy
The Simple, Yet Effective, Manual Actions That Sets Them Apart
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, Brian Roisentul sits down with Yug Varma, founder of Phyla, a company that's revolutionizing the acne treatment industry with cutting-edge technology and innovative solutions.
Here’s a glimpse of what you’ll learn:Yug's Background
Partnering with Shiseido
Obtaining Patents for Acne Treatment Technology
Overcoming Higher Customer Acquisition Costs
The Importance of Customer Activation in Skincare
Retention Strategies and The Role of Customer Education
What He Would Do Differently If He Had to Start Phyla From Scratch
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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Join us in this episode as we sit down with Andrew Sendejo, a retired 12-year NFL player who is disrupting the brain health space and changing the narrative on supplementary nutrition.
Andrew's journey is an inspiring one. He defied the odds, going from undrafted All-American to NFL starter. After a career-ending concussion, he pivoted his focus, co-founding BrainTree Nutrition: a company dedicated to developing science-backed supplements for cognitive health and brain function.
Here’s a glimpse of what you’ll learn:His background as an NFL Player
Transition to Business Owner
Why He Thinks Amazon is The Wild West of Online Retail
Lessons Learned from Approaching the 100th Retailer
Scaling Up by 800% in 2024
How To Maintain Quality Amidst Competition
Managing Influencer Impact
Expanding Beyond Texas and National Retail 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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Join us in this episode as we sit down with Francesco Urso, the founder of Wolf Project, a men's skincare brand, and author of the newly released book "Quit to Win".
Here’s a glimpse of what you’ll learn:His Entrepreneurial Journey
Behind the Scenes of the Partnership with Nordstrom
Adapting to Economic Challenges: Business Strategy Adjustments
The Decision to Not Prioritize Direct-to-Consumer (DTC) Channels
Pros and Cons of DTC in the Skincare Industry
Lessons Learned and Insights Gained
Navigating Challenges as an Entrepreneur
"Quit to Win": Inspiration Behind the Book
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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