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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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