In this captivating episode of the eCommerce Podcast, host Matt Edmundson talks with Millie Flemington-Clair, founder of Human Beauty and Dragons' Den success story. Discover how Millie's personal experience with a rare medical condition inspired her to create inclusive beauty products that serve underrepresented communities. From securing an unprecedented deal on national television to managing the reality of sudden exposure, Millie shares honest insights about entrepreneurship, accessibility in product design, and her mission to transform the beauty industry.

I wonder if creating products with purpose can actually be more profitable? This conversation explores how thoughtful design choices and authentic storytelling might just be the future of beauty.

This conversation reveals the genuine challenges faced by purpose-driven entrepreneurs in competitive industries. Millie's experience highlights how real impact often requires persistence beyond initial exposure or success. Her approach to accessible design—making simple yet thoughtful changes like square packaging instead of round tubes that roll away—shows how inclusive design can benefit everyone.

I wonder if the most valuable lesson here might be about authenticity in business? Millie's willingness to share her disappointments and struggles alongside her successes creates a refreshing contrast to typical entrepreneurial narratives.

For eCommerce founders, Millie offers practical accessibility considerations that could improve customer experiences across all demographics—from using proper sentence casing in hashtags for screen readers to considering price points as an accessibility feature.

Guest & Company:

• Millie's LinkedIn: https://www.linkedin.com/in/millieflemingtonclare/
• Human Beauty website: www.humanbeauty.co.uk
• Human Beauty Instagram: https://www.instagram.com/humanbeautyldn/

Episode-Specific Resources:

• Dragons' Den Series 22, Episode 8 (BBC iPlayer) - https://www.bbc.co.uk/iplayer/episode/m0028dmz/dragons-den-series-22-episode-8
• Access to Work scheme information (government support that helped Millie get a VA) - Access to Work: get support if you have a disability or health condition: What Access to Work is - GOV.UK

eCommerce Podcast Ecosystem:

• eCommerce Cohort signup (free monthly calls for eCommerce entrepreneurs) - https://www.ecommerce-podcast.com/cohort
• Matt's LinkedIn Profile - https://www.linkedin.com/in/mattedmundson/
• The eCommerce Podcast Newsletter for show notes and extra insights - https://www.ecommerce-podcast.com/subscribe

In this eye-opening episode, Matt Edmundson unpacks the costly problem of involuntary churn with Frank Arellano, CEO of Revolv3. Discover how payment processing glitches silently drain revenue from subscription businesses, with a staggering 10-14% of eCommerce orders declining and two-thirds of these being "false declines" - costing businesses $600 billion annually.

Frank shares his journey from Experian executive to payment optimization pioneer, revealing how addressing this hidden problem can instantly increase revenue without additional marketing. With practical insights on increasing payment approval rates and using AI for better payment processing, this conversation unveils strategies that can transform your subscription business's bottom line.

I wonder how many of us are unknowingly losing customers and revenue through these payment glitches?

Are we spending too much time on voluntary churn while ignoring the silent killer of false declines?

What might happen if we took a closer look at our payment processing statements and understood our true approval rates?

The conversation reveals that many business owners simply don't know their payment approval rates - but this metric could be hiding significant untapped revenue potential.

For more information about reducing involuntary churn and optimizing your payment processing, visit our website for strategies to improve your effective collection rate and increase your subscription business revenue.

Frank's company Revolv3: https://revolv3.com

Shownotes: https://www.ecommerce-podcast.com/the--600-billion-payment-problem-secretly-destroying-your-bottom-line-with-frank-arellano

Frank's Email: [email protected]

Frank's LinkedIn: https://www.linkedin.com/in/frankarellano/

Matt's LinkedIn: https://www.linkedin.com/in/mattedmundson/

Instagram: https://www.instagram.com/ecommercepodcast/ 

Website: https://www.ecommerce-podcast.com/

In this captivating episode of The eCommerce Podcast, host Matt Edmundson chats with Gareth Everard, the innovative force behind Rockwell Razors and co-founding CMO of eco-game changers like Lomi and Pela Case. With a fascinating story of turning environmental science into successful sustainable businesses, Gareth shares how his plastic-free safety razors evolved from Kickstarter success to established brand, while Lomi grew from startup to $100 million revenue in just two years.

What makes this conversation especially valuable is Gareth's candid insights into avoiding subscription models, focusing on conversion rather than lifetime value calculations, and his "four levers of e-commerce" framework for managing business growth without burnout.

Whether you're running an eco-focused business or simply looking for smarter ways to approach e-commerce, Gareth offers thoughtful perspectives on building community, the emergence of social commerce, and why sometimes the best business decisions come from authentically meeting customers where they are.

Gareth's entrepreneurial journey demonstrates how eco-friendly innovations can achieve commercial success while staying true to environmental values. His approach to business management through the "four levers of e-commerce" offers a practical framework for focusing energy where it matters most.

The conversation highlights the importance of authenticity in business decisions, from avoiding unnecessary subscription models to understanding what truly matters to customers. Perhaps most valuable is Gareth's insight that community-building is now essential for e-commerce success, whether you're creating your own community or partnering with creators who already have one.

For more information about Gareth Everard's businesses and eco-friendly innovations, visit our website.

Keywords: eco-friendly startup journey, sustainable product innovations, Lomi composter success story, how to manage multiple businesses, avoiding startup burnout, customer-driven product development, building brand community, impact of social commerce, eco-friendly razors, sustainable e-commerce, environmental entrepreneurship

Mentioned Businesses and Products:

• Quality Double Edge Safety Razors by Rockwell
• Kitchen Countertop Food Recycler | Lomi
• Eco-Friendly iPhone, Google and Samsung Cases by Pela Case

Connect with Gareth:

• Gareth Everard | LinkedIn

Connect with Matt: 

• Matt Edmundson | LinkedIn
• Matt Edmundson (@mattedmundson) • Instagram

The eCommerce Podcast:

• Homepage - Ecommerce Podcast

Discover how AI is levelling the playing field for e-commerce entrepreneurs. Matt Anderson from Dragonfly AI reveals practical strategies for using generative AI to outsmart bigger competitors and transform customer engagement.

In this enlightening conversation between Matt Edmundson and Matt Anderson, we explore the fascinating intersection where e-commerce, AI, and brand collide. Matt Anderson, with his extensive background in performance marketing and current work at Dragonfly AI, offers valuable insights into how AI is transforming product research, content creation, and customer engagement, creating new opportunities for nimble e-commerce entrepreneurs to compete against industry giants.

This episode cuts through the fear and scepticism surrounding AI to reveal practical applications that can revolutionise your e-commerce business. From improving product research to enhancing creative content, discover how AI can become your strategic co-pilot rather than just another tool.

• AI functions best as a co-pilot rather than a replacement - think of it as "having a master's graduate next to you" that needs guidance and oversight
• The quality of AI output depends heavily on the quality of your prompts - being specific about audience, tone, and style dramatically improves results
• E-commerce entrepreneurs can use AI to level the playing field against larger competitors by researching consumer needs and bringing products to market faster
• AI tools like Perplexity and Dragonfly AI are changing how consumers search for products, focusing on solving problems rather than brand names
• Start small with AI implementation - focus on automating boring, time-consuming tasks first before expanding to more complex applications

Matt recommends focusing on just a few AI tools rather than trying to master everything: "You can't be good at every martial art. Just pick one and be a black belt in it."

I wonder if this shift toward AI-assisted research and discovery might fundamentally change how we approach product development and marketing in e-commerce? Perhaps the future belongs not to the biggest brands, but to the entrepreneurs who best leverage AI to understand and solve specific consumer problems.

For more information about leveraging AI in your e-commerce business, visit our website at ecommerce-podcast.com.

• Matt Anderson's LinkedIn: https://www.linkedin.com/in/mrmattanderson/
• Matt Edmundson's LinkedIn: https://www.linkedin.com/in/mattedmundson/
• Dragonfly AI: https://dragonflyai.co/

I wonder how many of us have watched Shark Tank and dreamed about being in those entrepreneurs' shoes? Adam Callinan lived that reality, transforming a simple beer bottle insulator into a multi-million dollar brand. His journey reveals powerful lessons about lean startup techniques, crowdfunding success, and building a valuable brand beyond just revenue figures.

In this episode, Matt Edmundson sits down with Adam Callinan, co-founder of BottleKeeper and current SaaS entrepreneur, for a fascinating conversation about validating product ideas, scaling with minimal staff, protecting intellectual property, and navigating the reality of Shark Tank deals.

Adam's approach to validating BottleKeeper is a masterclass in lean startup techniques. Before investing significant money, he tested market interest by collecting emails and launching a crowdfunding campaign. "We did all of that before we spent any money," Adam explains, highlighting how crucial it is to validate ideas before major investment.

I'm fascinated by how BottleKeeper reached $10 million in revenue with only 14 team members. Could this approach work in today's market? Adam built the business with a strict guardrail: "If you're going to make that decision, you have to solve problems in a way that doesn't require human bodies to solve them." This forced innovation through automation and systems rather than hiring.

Perhaps the most surprising insight was how BottleKeeper's acquisition discussions focused less on revenue and more on their intellectual property portfolio. "On four phone calls with the board of directors, not one time did they ask us what our revenue was or if we were profitable," Adam reveals. This challenges conventional wisdom about what creates business value.

While BottleKeeper secured an on-air deal with Mark Cuban and Lori Greiner, it ultimately didn't materialize after filming. However, the exposure generated over $1 million in revenue in the first week after airing. Adam notes, "When you have the opportunity to get in front of millions of eyeballs for free... it is exceptional from a customer acquisition standpoint."

Adam's current venture, Pentane, emerged from the systems he built to run BottleKeeper. The SaaS platform helps consumer brands make smarter decisions through data analysis, highlighting how effective internal tools can often become valuable products themselves.

I wonder how many ecommerce entrepreneurs are neglecting intellectual property as a value-builder? And how might automation principles from Adam's playbook apply in today's more challenging paid media environment?

For more information about the topics discussed in this episode, visit ecommercepodcast.net.

Discover how multi-platform review strategies can dramatically boost your conversion rates while simplifying the review collection process. Learn actionable tips for online reputation management from DJ Sprague, co-author of "Reputation King" and expert in eCommerce review syndication.

In this enlightening conversation, Matt Edmundson and DJ Sprague explore the often overlooked world of online reputation management. Contrary to common practice, DJ reveals that displaying reviews only on your website is like "living on an island" - people only see them if they get there. Instead, the key is distributing reviews across multiple platforms to build trust, improve SEO, and significantly increase conversion rates.

The episode challenges conventional thinking about review collection, exploring why businesses should aim to capture feedback from all customers (not just the unhappy ones) and why making the review process simple is absolutely crucial for success.

About DJ Sprague:

DJ Sprague is a veteran in marketing, advertising, sales and PR with over 35 years of experience. He began his career with Eastman Kodak and worked extensively in automotive marketing with brands like Toyota, Hyundai, and Lexus. As a reputation management specialist since the early 90s, DJ has founded three agencies and is the co-author of "Reputation King," the first comprehensive book on eCommerce reputation management.

Key Takeaways:

- Customers tend to check multiple review platforms before making purchasing decisions

- Displaying only positive reviews is considered false advertising and erodes trust

- The best time to collect initial reviews is immediately post-checkout while customers are still online

- Keep surveys simple - 3-5 questions maximum with the most important question first

- Providing a clear reason for requesting reviews significantly increases response rates

- Video reviews are increasingly important for visibility in search results

- Northwestern University research shows 5 product reviews can increase conversion rates by 270%

For more information on transforming your online reputation management strategy, visit https://www.ecommercepodcast.net

In this eye-opening episode of The E-Commerce Podcast, host Matt Edmundson dives deep into retention marketing with Thomas Lalas, the self-proclaimed "subscription whisperer" who helps million-dollar e-commerce brands keep customers coming back for more. They explore why focusing solely on customer acquisition is like "adding more water to a leaky bucket" and reveal practical strategies for transforming one-time buyers into loyal subscribers.

I wonder if you've noticed how the subscription economy has evolved? Thomas shares his journey from startup founder to retention specialist, explaining that his own business collapsed because they prioritized acquisition over retention. Now he's on a mission to help other brands avoid the same costly mistake.

Are you missing opportunities in those crucial post-purchase moments? This conversation might just change how you think about customer loyalty and the true value of your existing customer base.

Thomas challenges the common approach to e-commerce, suggesting that brands focus too heavily on acquisition while neglecting retention. He introduces several innovative concepts:

1. Move beyond "subscribe and save" - Create offers that add genuine lifestyle value and support your customers' identity, not just discounts.
2. Space out your freebies - Rather than front-loading all incentives, gamify the experience by spacing rewards across multiple orders.
3. The post-purchase period is part of the product - The first two weeks after purchase should be considered part of your core offering, not an afterthought.
4. Turn anxiety into excitement - Use the period between purchase and delivery to build anticipation and educate customers.
5. Meet customers where they are - If you acquire customers from Facebook, build a Facebook group; if they're younger and mobile-first, consider an app.
6. Education drives upsells - Create bite-sized masterclasses that educate customers and naturally lead to relevant upsells (Thomas reports a 33% conversion rate).
7. Personalize based on signals - Use surveys and customer behavior to tailor offers to specific needs and concerns.
8. Send more emails, not fewer - Most brands don't send enough post-purchase communication.

I wonder how these strategies might transform your relationship with customers? Could turning product education into an event with "graduation" and rewards change how your audience perceives your brand?

For more information about retention marketing strategies and to connect with Thomas Lalas, visit our website at ecommercepodcast.net.

In this enlightening episode, Matt Edmundson speaks with Tony Conte, a digital pioneer who's been shaping eCommerce and brand marketing since the mid-90s. They explore why there's no "silver bullet" in marketing and how creating a consistent customer experience across multiple channels is the real key to sustainable growth.

Tony shares valuable insights from Brave Agency's 2023 report on eCommerce marketing trends, highlighting why brands must prioritise customer experience (CX) while balancing data analysis with creative strategy. This conversation offers practical wisdom for eCommerce entrepreneurs feeling overwhelmed by today's fragmented marketing landscape.

Tony emphasises that while digital marketing constantly evolves, the fundamentals remain unchanged - attract, engage, and persuade. The most successful eCommerce businesses take a methodical approach, understanding which channels deliver the best ROI and creating strategies that focus on customer retention through enhanced experiences.

This episode offers a refreshing reality check: instead of chasing the latest marketing fad, focus on telling your unique story and creating memorable customer experiences that Amazon and other giants simply cannot replicate.

For more information and to download Brave Agency's full report, visit brave.agency.

🔗 Connect with Tony Conte: https://www.linkedin.com/in/tonyconteuk

🔗 Get the report: https://www.brave.agency

🔗 Get the show notes: https://www.ecommerce-podcast.com

🔗 Explore Podjunction: https://podjunction.com

In this illuminating episode of the eCommerce Podcast, host Matt Edmundson chats with Jeff Sauer, the self-described "data whisperer" and founder of Measure Marketing Group. They explore how eCommerce business owners can transform intimidating data analytics into powerful strategic assets for business growth, helping you shift from data overload to data-driven decisions that directly impact your bottom line.

I wonder if you, like many eCommerce entrepreneurs, feel overwhelmed by the sheer volume of data available? Jeff reveals how to cut through the noise and focus on the metrics that actually matter for your business growth.

1. Focus on the critical 20%: Jeff points out that most businesses only ever use 10-20% of the data they collect. Instead of trying to understand everything, configure that crucial percentage to give you exactly what you need.

2. Data is a profit center, not an expense: When properly implemented, analytics should help you identify opportunities and plug leaks in your sales funnel, paying for itself many times over.

3. The Measurement Marketing Framework: Rather than being overwhelmed by dashboards, focus on tracking the user journey - did visitors scroll past the fold? Did they see your call to action? Did they take the desired action?

4. Google Analytics 4 requires configuration: Without proper setup, GA4 provides limited value. However, its integration with other Google products makes it essential for most eCommerce businesses.

5. AB testing alternatives: For smaller sites without massive traffic, focus on fixing obvious problems rather than testing variations. As Jeff says, "Would you AB test whether to plug a hole in a leaking funnel, or would you just plug it?"

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Wondering if your eCommerce business is ready for a dedicated data analyst? Jeff suggests that when you reach about 10 employees with two in marketing, your third marketing hire should probably be an analyst.

For more information on mastering eCommerce analytics, including free resources, tools, and training programs, visit our website.

Visit measureu.com to access Jeff's free community with resources, tools, and workshops on eCommerce analytics.

In this episode of The eCommerce Podcast, Matt Edmundson sits down with Paul Chambers, co-founder of SubSummit, to explore the counterintuitive strategies driving successful subscription businesses. Discover why making cancellation easier actually increases customer lifetime value and learn about the membership models creating lasting loyalty beyond basic discounts.

Paul Chambers is the co-founder of SubSummit, the world's largest conference exclusively dedicated to direct-to-consumer subscription businesses. With decades of experience in subscription commerce, Paul has helped countless brands transform their membership models to improve retention and customer loyalty.

When customers feel trapped, they develop negative associations with your brand. Conversely, making cancellation frictionless creates trust and paradoxically increases loyalty.

Paul shared how Bottomless revolutionized replenishment with smart scales: "I have a scale that sits under our dog food container and I will tell you it works flawlessly. As soon as it's starting to get down, the next I see a shipment notification in my email and just a couple days later I have the next bag of dog food that's on my doorstep."

1. Frictionless Replenishment: Using technology to deliver products exactly when customers need them
2. Tiered Membership Access: Creating aspirational levels that encourage increased spending
3. Community-Based Membership: Building emotional connections through shared experiences
4. Value-Added Services: Bundling complementary benefits that increase perceived value
5. Gamified Loyalty Programs: Using achievement systems to maintain engagement

• SubSummit Conference
• Bottomless Smart Scales
• The eCommerce Podcast Cohort Community
• Paul LinkedIn

• Website:eCommercePodcast.net
• LinkedIn:Matt Edmundson
• Email:[email protected]

Both Matt and Paul will be at SubSummit this year. Check out subsummit.com to learn about their hosted program which offers free tickets and travel reimbursement!

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