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The era of faceless brands is over. Consumers don’t just want to buy products—they want to connect with the people behind them.

In this episode, Aves, Creative Lead at Pilot House, breaks down why DTC founders must take an active role in content creation to build brand affinity, lower CAC, and scale their brand more effectively.

🚀 Key Insights from the Episode:

Your face is your competitive advantage. Founder-led content builds trust and differentiates your brand.

Stop overthinking it. Grab your phone, record a short video, and start testing.

The power of repetition. Your audience won’t remember your story unless you tell it over and over again.

Optimize for conversion. Don’t send founder-led ad traffic to a generic PDP—create a dedicated founder story landing page.

Consistency wins. Post every day to create lasting brand equity and engagement.

If you’re a founder struggling with rising acquisition costs or brand differentiation, this episode will change how you think about content marketing.

Timestamps:

00:00 Intro: The power of founder-led content

02:05 Why founders should be the face of their brand

04:30 How to create engaging founder content

07:15 The impact of personal storytelling on brand growth

10:40 Using organic and paid content together

14:20 Optimizing the post-click experience

17:50 Consistency is key: Posting daily for growth

21:30 Leveraging your founder story for brand affinity

24:10 Why repetition works in social media

26:00 Final thoughts and call to action

Hashtags:

#DTC #EcommerceMarketing #BrandBuilding #FounderLedContent #SocialMediaMarketing #MarketingStrategy #PaidSocial #OrganicGrowth #EntrepreneurTips #BusinessGrowth #ContentCreation #MetaAds #TikTokMarketing #Storytelling #DigitalMarketing #StartupTips

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Hello and welcome to the DTC Podcast! Today, we’re talking with Taylor Holiday, Managing Partner at Common Thread Collective (CTC)—one of the leading agencies in e-commerce growth.

CTC rode the wave of e-commerce’s explosive growth, scaling from 60 to nearly 200 employees during COVID. But as market conditions changed, so did their approach. Taylor shares how e-commerce brands must pivot from chasing revenue to focusing on profitability and sustainable growth.

Key Takeaways:

✅ Why Service Businesses Are Underrated: Agencies can be more profitable than SaaS and DTC brands with the right model.

✅ The Secret to Scaling Agencies: Focus on fewer employees, higher salaries, and keeping the best people doing the most valuable work.

✅ The Right Way to Spend on Ads: Many brands are overspending inefficiently—start by cutting waste, then rebuild smarter.

✅ Why Product Expansion Is Key: Growth isn’t about selling more of the same product; it’s about launching new ones to unlock fresh demand.

✅ Meta Ads in 2025: Advantage Plus is the future—let Meta’s AI do the work but control the outcome through bid caps.

✅ AI in Agencies: CTC uses AI for internal knowledge sharing, customer service automation, and creative strategy.

💡 If you’re an e-commerce brand or agency owner, this is a must-listen episode. Tune in now!

Timestamps:

0:00 - The challenge of post-COVID growth for eCommerce brands

2:30 - The shift from revenue growth to profitability in DTC

5:10 - Why agency models need to evolve for efficiency

8:00 - The role of AI in agency operations and creative production

11:45 - Product expansion as a key growth driver in 2025

15:20 - The truth about top-of-funnel marketing strategies

18:50 - The future of performance marketing with Meta’s Advantage+

22:30 - Should brands invest in TV and YouTube ads?

25:00 - The role of financial planning in marketing success

Hashtags:

#ecommerce #dtcpodcast #digitalmarketing #growthstrategy #facebookads #metaads #aiinmarketing #advertisingstrategy #marketingtrends #businessgrowth #scaleyourbrand #profitability #directtoconsumer #contentmarketing #onlinemarketing #performanceads

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On today’s episode of All Killer No Filler, we’re joined by Dougie from Pilothouse to talk about how DTC brands should structure YouTube ads for growth. Many advertisers expect immediate conversions from YouTube, but the real value comes from top-of-funnel awareness that increases brand searches, customer engagement, and long-term conversions.

What You’ll Learn in This Episode:

✅ Why YouTube should be seen as a demand generation tool, not just demand capture

✅ How to structure YouTube campaigns based on customer awareness stages

✅ The biggest mistakes brands make when running YouTube ads

✅ Why Google’s new measurement tools could change how we track ad success

✅ The right creative strategy for different stages of the funnel

💡 If your brand is running YouTube ads—or considering it—this episode will help you optimize your approach for maximum impact.

Timestamps:

00:00 Introduction to YouTube Marketing Strategy

02:10 Why YouTube is More Than Just Demand Capture

04:30 Structuring Campaigns for Awareness & Conversion

07:00 How to Optimize YouTube Ad Targeting

10:20 Measuring Performance & Brand Search Lift

14:00 The Role of Creative in YouTube Ads

17:30 Budgeting & Scaling YouTube Advertising

20:50 Organic vs. Paid YouTube Growth Strategies

Hashtags:

#YouTubeMarketing #DigitalAds #PerformanceMarketing #YouTubeAds #MarketingStrategy #BrandAwareness #GoogleAds #DTCMarketing #AdvertisingTips #ContentMarketing

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Kim Gamez, founder of Soberish, scaled her business to over $1M in sales in under a year—all without spending a dollar on paid ads.

In this episode of the DTC Podcast, Kim shares how she:

✅ Engineered viral content on TikTok, Instagram, and Facebook to drive millions of views and thousands of purchases.

✅ Turned organic engagement into a scalable eCommerce business, transitioning from influencer to marketplace owner.

✅ Navigated the challenges of selling federally legal hemp-derived products while being restricted by major advertising platforms.

Key Takeaways:

The anatomy of a viral video: Why starting with the payoff and sparking discussion is crucial.

Using humor and mistakes strategically to drive engagement and boost algorithm reach.

How to make UGC-style content work for your brand—and why overproduction kills performance.

The power of social commerce: How Kim went from affiliate marketer to brand owner using data from her viral videos.

Why repurposing content is key: How Kim maximizes ROI on every piece of video she creates.

If you’re looking to grow your DTC brand through organic content, this is an episode you won’t want to miss.

Timestamps:

00:00 – Building a viral content strategy

02:05 – The origin story of Soberish

04:45 – From social media influence to a business

07:30 – Cracking the algorithm for organic growth

10:15 – How to make videos go viral

13:00 – The power of community-driven marketing

15:40 – The Soberish product lineup

18:20 – Growth challenges and the giggle grass strategy

21:10 – Navigating paid ads and retail opportunities

24:00 – Key lessons for entrepreneurs

Hashtags:

#DTC #Ecommerce #Soberish #Entrepreneurship #MarketingTips #ViralVideos #TikTokGrowth #SocialMediaMarketing #BrandBuilding #ContentStrategy #AlcoholFree #GiggleGrass #SmallBusiness #FounderStory #BusinessGrowth

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Today, we’re doing something a little different. We’re featuring an episode from The World's Best Email and Retention Podcast (TWBERP)—a must-listen for anyone looking to maximize revenue from the customers they’ve already acquired.

Subscribe to TWBERP Here: https://open.spotify.com/show/30OswCnXzinWp0zBP1kenR?si=gFxF-OOsQY2FNh0Tc_1Q0A

TWBERP is where Jordan Gordon and the Pilothouse email and retention team break down the strategies that keep customers engaged and spending, without relying on constant acquisition.

In this episode, Jordan dives into a concept that big brands obsess over but most DTC brands ignore—tracking your lifecycle metrics, not just your revenue. He breaks down:

🔹 The 3 key lifecycle stages—Promotional, Customer, and Category—and why tracking them gives you a clearer picture of your business health.

🔹 How to spot margin erosion in your discounting strategy before it tanks your profits.

🔹 Why a growing revenue line can actually be a red flag—and what to look for instead.

If you’re serious about scaling your brand sustainably, this one’s a must-listen.

Hit play and don’t forget to subscribe to TWBERP!

Timestamps:

00:00 Introduction to Lifecycle Metrics

02:00 Why Tracking Revenue Alone Is Not Enough

04:30 Three Key Lifecycle Metrics to Monitor

07:15 The Impact of Discount Strategies on Profit Margins

10:45 Building a Loyal Customer Base vs. Constant Acquisition

14:30 How to Measure Customer Retention Effectively

18:15 The Role of Product Categories in Lifecycle Marketing

22:00 Closing Thoughts & Email Growth Strategies

Hashtags:

#EmailMarketing #CustomerRetention #LifecycleMetrics #EcommerceGrowth #DigitalMarketing #DTC #MarketingStrategy #BusinessGrowth #EmailOptimization #RetentionMarketing

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📢 What does it really take to scale a 9-figure DTC brand? Relentless speed, constant reinvention, and never playing defense.

In this episode of the DTC Podcast, we sit down with Curtis Matsko, founder and CEO of Portland Leather Goods, to break down how he built one of the fastest-growing direct-to-consumer brands by outpacing the competition at every turn.

Curtis doesn't hesitate—he makes decisions fast, learns fast, and scales fast. While most brands overanalyze, he moves forward, makes adjustments in real time, and never stops evolving.✅

What You’ll Learn in This Episode:

• Why "velocity wins"—and how moving fast (not perfection) is the key to DTC success
• The 3-6-9 hiring framework Curtis uses to keep his team leveling up every year
• Why 92% of Portland Leather Goods’ ad spend goes to Meta & Google (and why TikTok isn’t even on his radar)
• How vertical integration in Mexico became their ultimate growth hack—ensuring inventory never kills scaling
• The truth about luxury brands: Why most "leather" bags aren’t real leather—and why that’s Portland Leather Goods’ biggest advantage
• How to know when it's time to reinvent your brand—so you don’t end up like the five competitors that went bankrupt

This episode is a must-listen for any brand owner looking to scale fast, break through growth ceilings, and build a brand that actually lasts.

🎧00:00 – Curtis Matsko on embracing change in business

02:30 – The origin story of Portland Leather Goods

06:00 – The importance of real leather and craftsmanship

10:15 – Scaling a brand through rapid decision-making

15:40 – The power of customer experience and brand trust

20:20 – How vertical integration fuels growth

25:10 – Hiring, leadership, and internal team development

30:50 – The role of Meta and Google in scaling DTC brands

35:45 – Why customer retention is key in DTC success

40:30 – The future of Portland Leather and business expansion

#DTC #Ecommerce #LeatherGoods #BusinessGrowth #Entrepreneurship #MetaAds #GoogleAds #MarketingStrategy #CustomerExperience #ScalingBusiness #FounderStory #DirectToConsumer #BrandBuilding #RetailSuccess #Shopify

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Amazon is a crucial sales channel, but most brands fail to merchandise their products effectively. In this episode of the DTC Podcast, Rob & Clifford from Pilot House’s Amazon team break down the key strategies to optimize Amazon listings for better visibility, conversion, and profitability.

🚀 What You’ll Learn:

Why variation strategy is critical for increasing visibility and conversions.

How to align your Amazon merchandising strategy with your broader brand goals.

The importance of shopping your own listings to eliminate friction in the buying process.

How to optimize for different levels of buying intent—commodity, fashion, and consultative purchases.

Why brands should not rely on Amazon Vendor Central for their merchandising.

Amazon is not a passive sales channel. If you're not actively optimizing your merchandising strategy, you're leaving revenue on the table. Tune in to get the insights you need to level up your brand’s presence on the platform.

Timestamps

00:00 Introduction to Amazon Merchandising

02:10 Understanding Amazon’s Unique Shopping Experience

04:50 Strategic Brand Positioning on Amazon

07:30 The Role of Variations in Merchandising

10:15 Traffic Intent and Brand Store Strategy

12:40 On-Brand Aesthetics for Amazon Listings

15:20 Lessons from Dr. Squatch and Manscaped

18:00 Improving the Customer Buying Experience

21:30 Tariffs and Their Impact on Amazon Sellers

24:50 Key Takeaways and Final Thoughts

Hashtags

#AmazonSelling #EcommerceTips #AmazonFBA #DTC #EcommerceMarketing #AmazonStrategy #DigitalMarketing #OnlineSelling #RetailTrends #AmazonMerchandising

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🚀 How do you build a brand that consumers remember before they even see an ad? BYLT Basics is mastering the art of upper funnel marketing.

In this episode, Spencer Toomey, BYLT’s growth lead, breaks down how major sponsorships—like their Mike Tyson partnership during his Netflix fight—drove massive Q4 success.

📌 Key takeaways:

📺 TV + Sponsorships = Performance Lift – How upper funnel plays fuel bottom-funnel conversions.

🔍 How BYLT Measures Brand Awareness – Google Trends, post-purchase surveys, and real-time site traffic spikes.

🎯 The New Media Mix – Why brands need to rethink their reliance on Meta and experiment with new channels like Tatari, AppLovin, and YouTube.

💡 Creative Flywheel Strategy – How BYLT is optimizing their ad volume and storytelling to drive impact.

This episode is packed with tactical insights for marketers who want to scale without relying solely on Meta ads.

Timestamps:

00:00 - Diversifying ad spend beyond Meta

02:10 - The impact of Mike Tyson's sponsorship on BILT

04:50 - Upper funnel strategies and TV advertising bets

07:20 - Leveraging AppLovin for new customer acquisition

10:05 - Creative flywheel: Scaling ad production efficiently

12:45 - Using post-purchase surveys for attribution insights

15:30 - The role of influencers and brand ambassadors

18:20 - Late-night ad launch strategy explained

21:00 - Essential marketing tools: Motion & NoCommerce

23:40 - Future experiments with PMAX, YouTube, and AppLovin

Hashtags:

#DTCMarketing #EcommerceGrowth #MetaAds #BrandAwareness #CreativeStrategy #AdvertisingTips #GrowthMarketing #YouTubeAds #InfluencerMarketing #MarketingTech #AdOptimization #BusinessGrowth #MarketingPodcast #DTCBrands

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Meta’s latest advertising update is shaking up the health & wellness space, restricting event tracking for many brands. This means brands selling supplements, wellness products, or other health-related items may no longer see key conversion events like purchases and add-to-cart in their Meta ad accounts.

In this episode, Eric Dyck chats with Pilothouse Meta experts Taylor Cain, Jocelyn, and Aves to break down what’s happening, what brands should do, and how to stay compliant while still driving results.

Key Topics Covered:

✅ What’s Changing? Meta’s new event tracking restrictions explained

✅ Who’s Affected? How Meta is categorizing health & wellness brands

✅ Workarounds That Work: Using upper-funnel event tracking to maintain ad performance

✅ Creative & Messaging Shifts: Why brands need to sell a lifestyle, not just a product

✅ Long-Term Impact: Will Meta roll out similar restrictions to other industries?

Meta is prioritizing user privacy, and these changes are likely just the beginning. If your brand is affected, tune in to get the insights you need to adapt your strategy.

Timestamps:

00:00 - Meta’s new health and wellness ad restrictions

02:15 - What this means for advertisers

05:00 - Meta’s event tracking changes explained

08:30 - Preparing for the new ad policies

11:00 - How brands can pivot their messaging

14:45 - The impact on creative and targeting

18:20 - Future of health and wellness ads on Meta

21:30 - Attribution updates and performance tracking

Hashtags:

#MetaAds #DigitalMarketing #AdvertisingChanges #HealthAndWellness #DTCMarketing #MarketingNews #PaidSocial #SocialMediaAds #FacebookAds #InstagramAds

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Welcome to the DTC Podcast! Today, we’re joined by Bradley Keefer, CRO of Keen Decision Systems, to discuss how brands can elevate their marketing game by thinking like investment bankers. Bradley dives deep into why ROAS alone doesn’t cut it anymore and explains how brands can use holistic data to align short-term performance with long-term profitability.

Key Insights from This Episode:

Rethink ROAS: Why traditional metrics fail to account for long-term value.

Funnel Balancing: Moving from a 50-50 mix to an optimal 70-30 top-to-bottom strategy.

Interaction Effects: How channels like connected TV and organic social can amplify each other.

Avoiding Pitfalls: Why “shiny object” channels like TikTok Shop or TikTok ads need careful consideration.

Tune in to learn how Keen Decision Systems is helping brands create marketing strategies that deliver predictable, profitable growth.

Timestamps:

00:00 - Why Marketers Must Justify Their Existence

02:10 - The Investment Banker Mindset for Marketing

04:45 - Rethinking ROAS and Measuring Profitability

07:55 - How Brands Should Balance Top vs. Bottom Funnel Spend

11:20 - The Power of Interaction Effects in Marketing

14:30 - Scaling Up with Tentpole Events and Viral Moments

18:15 - When and How to Move Up the Funnel

22:40 - TikTok vs. Meta: The Future of Social Commerce

26:10 - The Role of AI and Data in Marketing Decisions

Hashtags:

#MarketingStrategy #DTCGrowth #DigitalAdvertising #Ecommerce #MarketingData #BrandBuilding #ROAS #SocialCommerce #TikTokMarketing #PaidMedia #InvestmentMindset #MarketingMetrics

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