DTC Podcast

DTC Podcast | Ep 525: Three Ships’ System for Trust‑Driven Beauty Growth with Co-Founders Laura Thompson and Connie Lo

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In this episode of the Pilothouse DTC Podcast, Laura Thompson & Connie Lo share how they built Three Ships Beauty from a condo‑kitchen startup to scaling to 8 figure omnichannel success. They discuss:

  • Defining natural vs. clean beauty: How transparency earned consumer trust
  • Retail playbook: Landing shelf space is just step one—sales support and in‑store education are mission‑critical
  • Digital growth formula: Founder‑led storytelling + trial offers + micro influencers = scalable ROI
  • Creative strategy: Batch filming, repurposing UGC and press assets, and optimizing creative across channels
  • Fundraising timing: Align rounds with milestones, pitch with professional decks, and nurture a warm investor funnel

    • Why listen?

    • Learn how to convert transparency into trust
    • Build consistent retail momentum beyond shelf presence
    • Avoid influencer spending mistakes and double down on trial‑focused growth
    • See how to structure marketing and fundraising your way to scale

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      Timestamps:

      00:00 – Why transparency helped Three Ships take off

      02:00 – From condo kitchen to major retail shelves

      06:00 – Clean vs. natural vs. green beauty explained

      12:00 – Building products with consumer input

      17:00 – Early retail wins and mistakes

      21:00 – What paid media strategies work today

      27:00 – Influencer marketing mistakes and what to avoid

      32:00 – Creative collaboration across teams

      37:00 – PR and affiliate marketing insights

      41:00 – How they raised $1.4M in two weeks

      Hashtags:

      #DTCBeauty

      #ThreeShipsBeauty

      #StartupJourney

      #EcommerceMarketing

      #CleanBeauty

      #FounderStories

      #InfluencerMarketing

      #PRStrategy

      #PaidMediaTips

      #RetailSuccess

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