Nik’s taken a breather for this ep, so you know what that means…

Time for Moiz to hound his latest guest with the questions Nik is too afraid to ask.

This week, he’s taking on Sharoon Thomas, CEO and founder of fulfil.io, to figure out WTF an ERP system is actually good for. More importantly, WTF is an ERP system?

Sharoon shares his insights into the complexities of running a software business and unravels the many challenges of ERP implementation. Why is it critical to integrate your ERP with other sales channels? And why is marketing the straw that can break any SaaS company's back?

Plus, find out why you should be considering Fulfil over big dogs like Netsuite (not that, uh... Sharoon’s biased or anything), and discover Sharoon’s plans for Fulfil’s future.

Fulfil is an ERP built for 8 and 9-figure brands focused on driving customer delight. With direct integrations and ops automation, we help you run a fast warehouse or streamline 3PL connections.

Visit fulfil.io to learn more.

00:01:48 - Building a Successful ERP System

00:04:59 - Why Businesses Use ERP Systems

00:13:51 - Building an Internal Feature Ecosystem

00:15:23 - Software for Managing Large Warehouses

00:15:58 - Building a Strong Engineering Team

00:26:08 - TikTok Shop Integration for Businesses

00:29:08 - Understanding Fulfillment in Business Operations

00:29:54 - Building an Efficient ERP System

00:37:35 - Understanding Churn Rates in Business

00:46:31 - Implementing Marketing Strategies for Success

00:57:00 - Stock Options: Long-Term Investment Strategy

00:58:31 - When to Raise Prices in Business

01:02:44 - Buying Shares Shows Business Discipline

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

You asked, we listened.

That’s right– you wanted to hear more about Open Store, so Nik pulled Trent Riggs (President of OpenStore) and Lukas Judodihardjo (Head of Operations at OpenStore) onto the pod to break down the ways that they’re revolutionizing the Shopify ecosystem. 

Trent and Lukas explain what it’s like to represent over 100,000 different Shopify brands– and what your DTC needs to know about how they view the little guys.

Together, they unpack their acquisition strategy, highlighting their adept use of generative AI for creative content and the tech they're building to keep up with their growing portfolio of 40+ brands and over 2 million customers.

What do two of the biggest pioneers in the DTC community have to say about succeeding in the increasingly competitive, community-driven e-commerce landscape? And what are their plans for sustaining growth OpenStore’s growth well into the future? 

Only Mr. Sharma can get the answers to the questions you’ve been dying to ask. 

Fulfil is an ERP built for 8 and 9-figure brands focused on driving customer delight. With direct integrations and ops automation, we help you run a fast warehouse or streamline 3PL connections. 

Visit fulfil.io to learn more.

00:00:40 - Quick Background on Lukas and Trenton’s Roles at OpenStore

00:04:33 - How OpenStore’s Mission Has Changed Over the Years

00:05:54 - How Does OpenStore’s Business Model Work?

00:08:47 - The Different Verticals of OpenStore

00:13:06 - What Makes a Business Enticing to OpenStore?

00:20:53 - Discoverability Strategies for Siloed Brands

00:25:54 - The Structure of Managing 50 Brands and 2 Million Customers

00:30:14 - Bulk Discounts Available for Openstore

00:36:41 - Why is The Average Brand Struggling With Growth?

00:39:33 - Building Technology for Brand Growth

00:42:58 - OpenStore's Approach to Testing and Validating New Tech

00:42:46 - Don't Forget Loyal Customers as You Scale

00:45:23 - Advice From Experiences Operating OpenStore

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Connect With Lukas Judodihardjo:

https://www.linkedin.com/in/lukasjudodihardjo/ 

Connect With Trent Riggs:

https://www.linkedin.com/in/trentonriggs/

Follow Nik:

Twitter: twitter.com/mrsharma

Follow Moiz:

Twitter: twitter.com/moizali

Goodbye, Shopify. See ya later, Etsy. Hasta la vista… Amazon???\

Yeah, we said it. Temu has the power to compete with Amazon. Has the Chinese drop shipping company grown too powerful to defeat? Or can our old-school favorites find a way to slay the DTC giant? Nik and Moiz discuss the looming threat of Temu to several major e-commerce retailers. What strategies do they need to stay relevant?

Plus, what would it take for Outdoor Voices to crawl out of the grave they dug themselves into? Hear us out— it’s definitely not impossible...

The guys also discuss the latest acquisition of Asian noodle company, Omsom, by DDC. What, if anything, does it mean for other Asian DTCs like immi, FLY BY Jing, and Sanzo?

And later in the episode, Nik declares arbitrage. When is it okay to use arbitrage in the DTC community, and are there any ethical concerns? Well, if we know anything… at the very least, we definitely know where Moiz stands on the issue.

Streamline your entire operations process, from accounting and order management to inventory and warehouse management, manufacturing production, and EDI integration. Providing a single source of truth for your business, Fulfil offers real-time insights, automates tedious tasks, and ensures you never miss a sale. Learn more at https://www.fulfil.io

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

Welcome back, ya 88s.

Quit trying to make brick-and-mortar happen. It’s never going to happen. Or at least not like you think it will. Nik and Moiz break down the common pitfalls DTC businesses make when it comes to opening up retail stores. How many stores are too many? And are you thinking about staffing in a realistic manner?

Speaking of brick-and-mortar stores, why aren’t places like Outdoor Voices or Alo focusing more on that post-purchase follow-up? If Moiz just threw down $500 on yoga pants, he wants to feel like the prettiest, pretty princess of them all. After all, isn’t focusing on retaining high-spending customers far less expensive than acquiring new ones? Nik and Moiz go over some possible solutions to increase post-purchase satisfaction.

Then, the guys play devil’s advocate. Sure, they just told you to stop focusing so much on brick-and-mortar stores, but they sincerely hope that didn’t make you throw all your hopes into dot-com-only strategies. They explain the value of selling your product in-store and explain what kind of selling velocity you need to stay on Target’s shelves.

Streamline your entire operations process, from accounting and order management to inventory and warehouse management, manufacturing production, and EDI integration. Providing a single source of truth for your business, Fulfil offers real-time insights, automates tedious tasks, and ensures you never miss a sale. Learn more at https://www.fulfil.io

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

 And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

Just because the guys don’t wear makeup doesn’t mean they can’t dig Sephora. They discuss the makeup giant’s clever loyalty program and explain why it’s the prime example of how to make a loyalty program work.

Then, Nik and Moiz ruminate over how to make corporate gifting a lucrative DTC business. Could their idea for a corporate gifting channel turn into the next big Faire?

And later, Nik just can’t shake his bad streak with ambulance-chasing attorneys. He’s got a chip on his shoulder and is sharpening his pitchfork for bloodsucker threatening small DTCs to pay up or else. What’s the latest sitch? And how can other DTCs make frivolous lawsuits a thing of the past?

Streamline your entire operations process, from accounting and order management to inventory and warehouse management, manufacturing production, and EDI integration. Providing a single source of truth for your business, Fulfil offers real-time insights, automates tedious tasks, and ensures you never miss a sale. Learn more at https://www.fulfil.io

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips. 

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

We can’t escape TikTok Shop, and chances are good neither can you. But is it actually working for the brands that are using it? And what does their AoV look like? 

Nik also breaks down TikTok Shop’s shift to QVC-like ads as the boys debate the latest trends and happenings in TikTok Shop. How much do affiliates get paid anyway?

But let’s get down to brass tacks—because the guys are wondering whether or not the US government is trying to ban Shein for legitimate reasons or if they’re just plain racist against Chinese companies. Sure they might have a case for banning TikTok, but is there any merit to restricting the fast fashion empire from selling products in the US? Is Shein sourcing its raw materials from dubious sources or is it all just a bunch of smoke without fire?

Then, Nik and Moiz make the case for why DTC businesses need to start looking outside the US market for sales. Why aren’t more brands considering selling in other countries? And how come most marketing agencies aren’t interested in bringing brands to other nations?

Plus, Moiz unleashes the smartest business idea he’s ever had… or the dumbest idea he’s ever had. Take your pick.

Unravel the complexities of fulfillment with Red Stag - a 3PL that guarantees zero shrink, zero mispicks, and zero missed shipments. Backed by performance assurances, they ensure excellence in every order —Literally, RedStag offers coverage at no additional cost for any guarantee that is missed AND $50 reimbursement per instance for the inconvenience. Discover why Red Stag isn't just another fulfillment provider - visit redstag.com/limited today.

00:00:38 - Live Streams Focused on Products

00:06:46 - TikTok Embraces Live Streaming Trend

00:12:27 - How TikTok Customizes Comments Algorithm

00:14:48 - US Government Targets Chinese Businesses

00:20:57 - Expanding Internationally

00:22:13 - Europe Dominates Amazon US Traffic

00:25:02 - Opportunities for Brands in Amazon

00:28:31 - Creating a Business for GLP Medications

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

Who can possibly resist the “add two more leggings to your cart—and get the third one free” offer?

Nik and Moiz discuss the power of cart promos—what do the best offers look like, and what are the game-changing moves brands are taking to capitalize on cart deals? They dive into the curious case of Halara, and unravel how the influencer-based brand leveraged cart deals, TikTok, and influencers to compete with the likes of Shein and Fashion Nova. 

Then the guys break down the rise of new DTC brands—what sets companies like Strawberry Milk Mob and Crown Affair apart from their predecessors like Warby Parker and Bonobos? How has the DTC landscape changed so drastically in such a short period of time? Is this the death of huge campaigns and the shift to slow audience validation? 

And later, Nik wonders whether there’s room for companies to start utilizing private label brands more often. Is there a world where a franchising type of mindset can work for DTC? Or has Nik completely lost his mind?

Unravel the complexities of fulfillment with Red Stag - a 3PL that guarantees zero shrink, zero mispicks, and zero missed shipments. Backed by performance assurances, they ensure excellence in every order —Literally, RedStag offers coverage at no additional cost for any guarantee that is missed AND $50 reimbursement per instance for the inconvenience. Discover why Red Stag isn't just another fulfillment provider - visit redstag.com/limited today.

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

Polish up your POG collection because Moiz is still trying to pawn off his slammer at an absurdly high price to anyone gullible enough to buy it.

In this week’s ep, the guys debate the sustainability of fad businesses. What’s the lifespan of the average fad—and is it wise to hop on the bandwagon before it dies out? Nik and Moiz break down the ways to build a sustainable and discuss whether or not brands like Prime Energy and Stanley are poised to fade into oblivion soon. 

The boys also explore the pain points of distribution in the beverage world and the potential pitfalls of private equity takeovers. Is there any way a brand won’t go to shit after a private equity takeover? Does flooding the market with knock-off fad products ever work?

And later, the guys dive into the latest trends in social media marketing, including the difficulty of going viral through TikTok shops, building a timeline for CRO changes, and outwitting the competition by dominating the funnel on Google Maps. 

00:01:04 - Protein Shake Brand Acquired for $280M

00:07:00 - Private Equity's Impact on Wellness Industry

00:13:39 - Prime Sales Decline

00:20:51 - Stanley Cup: Fad or Sustainable?

00:23:49 - Building Businesses on Fads: The Truth

00:31:30 - TikTok Shops Increase Revenue Cuts

00:43:11 - Cutthroat Lead Gen Strategy

00:47:24 - Innovative Furniture Company with Local Tryouts

00:49:42 - Business Timeline Creation: A Must-Have

00:55:03 - Private Label Brands and TikTok Marketing

Unravel the complexities of fulfillment with Red Stag - a 3PL that guarantees zero shrink, zero mispicks, and zero missed shipments. Backed by performance assurances, they ensure excellence in every order —Literally, RedStag offers coverage at no additional cost for any guarantee that is missed AND $50 reimbursement per instance for the inconvenience. Discover why Red Stag isn't just another fulfillment provider - visit redstag.com/limited today.

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

Nik’s live from the Whalies and talking to one of DTC’s brightest minds—Nood’s VP of Marketing, Bryan Cano.

In this jam-packed special episode, Bryan and Nik unravel marketing’s greatest mysteries. Are analytics marketing’s best attempt at science-ing the shit out of great creative? Are analytics mostly BS or are they the greatest tool in your DTC marketing belt? And if they are, what’s the #1 message you should be taking away from your analytics? 

Bryan also uncorks the secrets of scaling Nood from $0 to $60 million in less than two years. How did doubling down on TikTok pay dividends for the nascent company? And what are the platforms Bryan swears by? 

Plus, stay tuned as he and Nik field questions from the audience and unpack the virtues of being more methodical, balancing your ROAS and MER, and avoiding TikTok ad fatigue. 

Unravel the complexities of fulfillment with Red Stag - a 3PL that guarantees zero shrink, zero mispicks, and zero missed shipments. Backed by performance assurances, they ensure excellence in every order —Literally, RedStag offers coverage at no additional cost for any guarantee that is missed AND $50 reimbursement per instance for the inconvenience. Discover why Red Stag isn't just another fulfillment provider - visit redstag.com/limited today.

00:01:07 - Nood’s Journey to $60 Million

00:02:29 - TikTok Spending Strategy for Success

00:04:26 - Using Different Attribution Models in Marketing

00:09:11 - Diversifying Channels: TikTok vs. Meta

00:12:25 - Understanding Media Consumption for Effective Advertising

00:14:46 - Avoid Wasting Money on Clicks

00:18:45 - Building a Resilient Brand with Press

00:20:27 - Optimizing In-Store Sales with Budget

00:25:21 - Optimizing Tech Stack for Brand Success

00:28:19 - Landing Page Testing Platform Recommendations

00:29:40 - Audience Q&A Session

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.

Follow Bryan: 

LinkedIn: https://www.linkedin.com/in/bryancano/

Follow Nik:

Twitter: https://www.twitter.com/mrsharma

Follow Moiz:

Twitter: https://www.twitter.com/moizali

How did category-leading brands like Caraway and Mejuri rise to rapid DTC success? Nik and Moiz break apart the brand playbook and dive into Facebook’s top suggestions for creating more effective ads. How can celebrity testimonials and advertorials take your brand to the next level? 

Then, find out exactly how investors think about IPOs. Moiz analyzes the biggest conflicts of the founder-investor relationship when it comes to going public. What do you need to know to protect your own interests?

And finally, Nik and Moiz break down the fastest-growing shopping categories in the Meta landscape, discussing the value of various brands in the e-commerce space and dissecting the different ways they can be acquired or go public. 

Unravel the complexities of fulfillment with Red Stag - a 3PL that guarantees zero shrink, zero mispicks, and zero missed shipments. Backed by performance assurances, they ensure excellence in every order —Literally, RedStag offers coverage at no additional cost for any guarantee that is missed AND $50 reimbursement per instance for the inconvenience. Discover why Red Stag isn't just another fulfillment provider - visit redstag.com/limited today.

00:01:02 - Amazon's Use of Anonymous Tracking

00:05:46 - Heat Map: Revenue-Driven Analytics Tool

00:07:29 - Absurdly High Valuations for Software Companies

00:13:20 - CEO-Investor Incentive Disconnect at IPO

00:17:20 - Fastest Growing Meta Categories Revealed

00:21:23 - Predicting Mattress Conversion Rates and AOV

00:23:57 - Utilizing Celebrity Testimonials in Marketing

00:26:17 - Experiment with Colors and Models for Audience Reach

00:28:48 - Facebook's Approval: Analyzing CPM Trends

00:33:33 - Building Category Leading Brands in Marketing

Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.

Check out the Nik’s DTC newsletter: https://bit.ly/3mOUJMJ

And if you’re looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik and Moiz’s most unfiltered, uncensored thoughts.