In this episode of The DTC Insider podcast, Brian Roisentul sat down with Victoria Melnyk, co-founder of Sunbabe Hair.

Launched in 2018 with her sister, Sunbabe offers women a natural, gradual approach to hair lightening, inspired by their own teenage experiences with bleaching. Frustrated by the damaging and costly salon processes, Victoria sought a healthier alternative to achieve sun-kissed highlights.

Emphasizing beauty as a reflection of lifestyle, Sunbabe has grown to serve over 200,000 customers. Victoria also leads the brand's art direction, focusing on visual storytelling to communicate Sunbabe's essence. Today, we'll explore her entrepreneurial journey, the challenges of scaling a lean team, and her vision for the future of haircare.

• Turning personal passion and curiosity into a successful beauty brand

• How creating for yourself can foster deeper customer connection

• The power of transformation stories in branding and marketing

• Why branding is about meaning, not just products

• Using the hero’s journey to create compelling customer narratives

• Building community to strengthen brand loyalty

• Understanding your customer’s needs to drive effective marketing

• The importance of a clear, focused message in brand communication

• Structuring ad creation to improve performance

• Embracing continuous learning for long-term growth

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Paola Shah, founder of Tucketts.

When Paola Shah moved from London to the U.S., she found herself in a new place with no network. A friend asked for help researching a Pilates studio, and part of that research focused on socks—specifically, grip socks that were required for class.

But none of them felt quite right. So, Paola spent three years developing a new kind of sock—one that provides grip and absorbs sweat while maintaining a full sensory connection to the floor. That idea turned into a patented product and a sustainable business that manufactures in Colombia with a strong focus on social and environmental impact.

In this episode, we talk about her journey from market research to manufacturing, how she became part of the 1.9% of women-owned businesses to cross $1M in revenue, and the challenges of staying profitable as costs rise.

• The evolution of Tucketts from concept to market over three years.

• The importance of validating product-market fit before launching.

• How cultural influences shape product design and branding.

• The impact of sustainable manufacturing on communities and the environment.

• The role of patents in protecting innovative product designs.

• How organic influencer marketing drives authentic brand growth.

• Overcoming manufacturing challenges through perseverance and problem-solving.

• Effective communication with manufacturers for better product outcomes.

• The power of user-generated content over traditional influencer promotions.

• Enhancing workouts through barefoot training and improved foot sensation.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Mallory Ottariano, founder of Youer.

Mallory Ottariano launched her brand on Etsy in 2012 as a side hustle. Before she knew it, it was matching her full-time income, and she decided to go all in.

Fast forward, and she’s built a 7-figure clothing brand without paid ads (until recently).

How did she do it? Let’s find out!

• The importance of community engagement in building a brand.

• How storytelling helps create deeper connections with customers.

• Using events to drive word-of-mouth marketing and brand loyalty.

• The strategic transition from organic growth to paid advertising.

• Effective inventory management as a key factor in scaling.

• The impact of a resale market on customer loyalty and sustainability.

• Challenges and opportunities of manufacturing in the US.

• The role of detailed tech packs in ensuring smooth production.

• Educating customers on pricing to address cost concerns.

• The power of authenticity in strengthening brand relationships.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Brandon Horoho, co-founder of Montana Knife Company, a 30-year overnight success—that’s how this company’s explosive growth story begins.

Brandon and his co-founder, Josh, launched the company in 2020, but Josh had been crafting custom knives since he was 11. The idea? Mass-produce high-quality knives that could reach a wider audience while still maintaining craftsmanship.

The results? From low 7 figures in 2021 to 8 figures in 2024.

Their products sell out in minutes. They’ve built an email list of over 1 million customers. And now, they’re focused on becoming a household name—expanding beyond their niche with paid TV ads, podcasts, and influencers.

• The founding of Montana Knife Company and its rapid growth.

• Josh’s journey to becoming the youngest master bladesmith at 19.

• The role of quality craftsmanship in customer loyalty and retention.

• Building direct customer relationships and owning their data.

• Leveraging organic social media to grow without paid ads initially.

• The first knife drop selling out in 14 minutes and what it revealed about demand.

• The impact of email marketing as a core strategy with high engagement.

• The VIP program and how it strengthens customer loyalty.

• The focus on building a long-term legacy brand over short-term gains.

• Expanding manufacturing capabilities to support continued growth.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Aaron Nosbisch, founder & CEO of BRĒZ, the fastest-growing cannabis beverage in the market.

In just a short time, Aaron has propelled his brand to rapid success, leveraging cutting-edge marketing strategies, creative compliance solutions, and a relentless focus on product experience. Aaron shares the story behind his brand’s meteoric rise, the innovative tactics that have driven its success, and his predictions and best practices for the future.

Whether you're a founder, CMO, or marketer in e-commerce, you'll gain invaluable insights into scaling a brand in a highly regulated and competitive market.

• Introduction to BRĒZ and Its Growth

• The Product Development Journey

• Building in Public: The Philosophy Behind Transparency

• Competition vs. Collaboration in the Cannabis Space

• Key Lessons Learned in Business Growth

• Team Dynamics and Hiring A-Players

• Retail Growth and D2C Strategy

• Key Metrics for Business Success

• Channel Diversification in Advertising

• Personal Insights and Recommendations

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Corina Pfeffer, co-founder of Pipa Skin Care, a skincare brand made for tweens.

Along with her two childhood friends, Clara and Kristina, they built Pipa from a real-life need: safe skincare that pre-teens actually want to use. In just one year, they’ve hit milestones they never expected—selling in every U.S. state and growing an organic community of over 60K followers on Instagram. But scaling fast comes with its own set of challenges.

In this episode, we’ll talk about how they’ve grown without ads, the power of organic marketing, and what they’re learning about customer retention.

• Identifying a market gap: Creating safe skincare for tweens.

• Leveraging diverse expertise to build and scale the brand.

• Understanding the target audience and their online behavior.

• Crafting messaging that appeals to both tweens and parents.

• Growing through organic marketing without heavy ad spend.

• Adapting content strategy based on audience engagement.

• Utilizing social commerce, especially on TikTok, for sales.

• Retention strategies focused on engagement and innovation.

• Building brand loyalty through strong customer service.

• Using customer feedback for continuous improvement.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Ben Feys and Kevin Niehoff, founders of PrettyBoy. They turned a personal challenge into a thriving e-commerce business.

With Kevin's eczema diagnosis as a catalyst, they noticed a gap in the skincare industry for high-quality, simple products designed specifically for men. After learning the ropes of e-commerce during COVID, they launched PrettyBoy in 2022, creating the first men’s skincare brand to receive the National Eczema Association seal of approval.

• Turning a personal challenge into a successful business.

• Financial literacy as a foundation for growth.

• Adaptability in navigating the e-commerce landscape.

• The role of customer feedback in product development.

• Differentiating through lifestyle branding.

• Aligning operations with marketing for business success.

• Strengthening brand loyalty through community engagement.

• The impact of brand identity on standing out in the market.

• Creating memorable customer experiences to drive retention.

• Balancing focus and experimentation across marketing channels.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Stephani Clymer, founder of Common Thread. She spent nearly two decades in the retail industry, starting with her dream boutique for maternity clothing, "Expecting".

Over time, she navigated economic downturns, rebranded her business, and transformed it into what we now know as Common Thread. Along the way, she built a strong in-store culture, embraced e-commerce, and adapted to shifting consumer behaviors. In this episode, Stephani shares the highs, the lows, and her approach to building lasting customer relationships in retail.

• The journey of building a brand through fashion and connection.

• Resilience and adaptability in navigating economic downturns.

• The role of rebranding in business evolution and growth.

• Leveraging customer feedback to drive innovation and transformation.

• Building strong relationships with customers for long-term success.

• The impact of brand identity on recognition and market positioning.

• Embracing change as a key to business sustainability.

• Humanizing e-commerce to enhance customer loyalty.

• The growing importance of social commerce in retail.

• Personal touches, like handwritten notes, that strengthen customer relationships.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Noah Tucker, founder of Social Snowball.

Before founding this company, he was on the brand side, navigating the frustrations of building influencer and affiliate marketing programs with the limited tools available at the time.

These challenges inspired him to create Social Snowball, a platform that simplifies affiliate marketing for e-commerce brands, enabling them to scale their stores with innovative affiliate strategies.

• The evolution of affiliate marketing and its impact on brands.

• How social media influencers are reshaping the affiliate landscape.

• The rise of social commerce and its integration into major platforms.

• Why brands should build relationships with creators beyond affiliate platforms.

• Leveraging existing customers to kickstart an affiliate program.

• What to expect: Affiliate programs can contribute around 5% of revenue.

• The importance of finding the right influencers to drive sales.

• How gamification can boost affiliate engagement and performance.

• Streamlining affiliate management with tools like Social Snowball.

• Why offering competitive commissions is essential for affiliate success.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Cody Allen, the co-founder of Cuso Cuts, a brand that’s redefining how we think about high-end kitchen essentials and seasonings. Cody teamed up with chef and content creator Jack in 2020, combining their expertise in performance marketing and culinary innovation.

Since launching, they’ve achieved exponential growth year-over-year, hitting national retailers, partnering with NFL players, and growing a massive following of 8M across platforms. From their origins in knives to their success in the seasoning market, Cody’s team has found a way to make these products cool, accessible, and wildly successful.

• The impact of co-founder Jack’s influence on brand success.

• How Cuso Cuts achieved over 20% YoY growth during Black Friday.

• Content marketing as a powerful driver of customer acquisition.

• Adapting to consumer needs: The shift from knives to seasonings.

• The role of natural ingredients in elevating home cooking.

• Community engagement as a key factor in brand loyalty.

• Prioritizing profitability over aggressive growth in 2025.

• The complexity of sales attribution and multi-touchpoint tracking.

• Appealing to home cooks vs. professional chefs in brand positioning.

• The strategic approach to transitioning from online to retail.

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.