The DTC Insider

In this episode of The DTC Insider, I’m excited to welcome Lekha Vyas, the founder of ELVY Lab, a skincare and personal care brand focused on simplifying men’s daily routines.

With over 15 years of experience in the beauty industry, working for leading brands like P&G, L'Oréal, and Chanel, Lekha decided to launch her own venture in 2022. Her mission is centered on two key values: simplicity and performance.

• Transitioning from corporate beauty to entrepreneurship

• Defining core values early

• Winning awards: Factors contributing to early recognition

• Challenges for small brands in digital advertising

• Shifts in influencer marketing and brand collaborations

• Amazon strategies that work for ELVY Lab

• Other successful acquisition channels

• Customer retention: Tactics for VIP engagement

• Q4 preparation: Insights on BFCM and a celebrity partnership

• Building from scratch: Lessons learned and what to do differently

• Being a solo founder: Decision-making and challenges

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, I’m thrilled to welcome William Gasner, a serial entrepreneur with six ventures under his belt and a proven track record as a seven-figure eCommerce seller.

He’s also the co-founder and CMO of Stack Influence, a top micro-influencer marketing platform designed specifically for DTC eCommerce brands. William has been featured in major publications like Forbes, Business Insider, and Wired, where he shares his expertise on the influencer industry and Amazon marketing.

• Getting Started: Influencer marketing for new brands

• Most common deal structures between brands and influencers

• Celebrities vs. micro-influencers: Which is right for your brand?

• Biggest challenges in using micro-influencers and how to overcome them

• Leveraging influencer marketing for success on Amazon, Walmart, and Target

• Choosing between smaller and bigger influencers: Key factors to consider

• Scaling influencer campaigns: Effective ways to grow and adapt strategies

• Why big brands use micro-influencer platforms like Stack Influence

• The future of micro-influencers in DTC marketing

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, I’m thrilled to welcome Nik Hall, the founder of Vitafive, a supplement company that went from zero to multiple eight figures in revenue through DTC channels. Nik expanded the brand into over 7,000 retail doors and increased their Amazon sales 4.5x in just three months, culminating in a successful exit to a multi-billion dollar corporation.

Today, Nik is the founder & CEO of REVIVE, an Amazon growth partner for elite brands. In our conversation, he shares his insights on cracking Facebook ads, the Amazon growth playbook, and how he navigated the challenges of scaling Vitafive. If you're a brand owner, marketer, or founder looking to learn how to succeed in the DTC world, this episode is packed with actionable takeaways.

• What are agencies missing that brands need?

• Figuring out Facebook Ads: How cracking the code scaled Vitafive

• Amazon launch strategy: Key tactics for success on a competitive platform

• Expanding into 7,000 retail doors: Challenges and wins in retail growth

• Scaling & Selling: Key factors for maintaining profitability and managing growth

• Handling rising acquisition costs and staying profitable

• Leveraging email marketing for acquisition and its results

• Personalization in email and SMS for retention

• Scaling Vitafive on Amazon: Identifying trends and key strategies

• The importance of customer support in driving retention

• Advice for entrepreneurs today: Building a brand in the current environment

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, Brian Roisentul interviews Thomas McCole, co-founder of Major League Socks, discussing the company's journey, the current e-commerce landscape, and the importance of customer experience and storytelling in branding. Tommy shares insights on their growth strategies, marketing efforts, and future plans for expansion into new sports, emphasizing the significance of quality over quantity in both products and customer engagement.

• Major League Socks focuses on quality over quantity in product development.

• Customer experience is crucial for brand loyalty and word-of-mouth marketing.

• Storytelling is a powerful tool for branding and can be shared through partnerships.

• Engaging with the community enhances brand visibility and customer connection.

• Organic marketing strategies have proven effective for Major League Socks.

• The company prepares extensively for Q4, capitalizing on the holiday gift market.

• Social media presence is essential but has been challenging to maintain with limited resources.

• Expanding into new sports is a strategic move for growth and diversification.

• Customer retention strategies include personalized experiences and thoughtful engagement.

• Learning from other founders can provide valuable insights for business 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, I’m joined by Mathieu Mireault, Co-founder and CMO of DermaDry, the at-home anti-sweat device for hands, feet, and underarms. DermaDry has revolutionized the way people deal with hyperhidrosis by offering an affordable and convenient solution from the comfort of their homes.

During our conversation, Mathieu sheds light on the unique challenges and opportunities of operating a medical device company in the DTC space. From hitting their first million in sales to moving beyond Facebook as their primary marketing channel, Mathieu shares insights into how DermaDry continues to grow while focusing on profitability and reaching new audiences.

We also dive into the strategies they’ve adopted to overcome the barriers associated with marketing to an audience with a condition that isn’t openly discussed, and what's next for this innovative brand.

• What it’s like to be a medical company in the DTC space

• Achieving the first $1M in sales and scaling beyond

• The evolution of acquisition channels and key metrics measured over time

• Moving beyond Facebook as the brand's growth driver

• YouTube growth and building a following

• Focusing on increasing profit and how they’re doing it

• Overcoming the challenge of marketing to an audience with a rarely-discussed condition

• What’s next for DermaDry?

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, I sit down with Xander Chase and Ryan Lane, founders of FTL Bags. Childhood friends turned co-founders, they share their journey of transforming frustrations with existing bags into a successful business. 

• The Role of Lifelong Friendship in Building a Business

• Turning Frustration Into a Business Idea

• Challenges in Finding Product-Market Fit and Go-to-Market Strategy

• Lessons from the First Sample Bag and Kickstarter Campaign

• How a Trip to China Shaped Product Development

• Partnering With Professional Athletes for Brand Growth

• Navigating Supply Chain and Inventory Management Challenges

• Diversifying Customer Acquisition Beyond Meta Ads

• Building an Emotionally Resonant Brand

• Creative Strategies With UGC Videos and Founder-Led Content

• Optimizing Retention Through Email Marketing and Referral Programs

• What’s Next for FTL Bags?

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, I sit down with Caleb Ulffers, Co-Founder & CEO of Haven Athletic. Haven Athletic has redefined the gym bag, creating organized bags tailored to high-performance and professional athletes.

With over $4 million in sales and collaborations with hundreds of top athletes, Caleb and his team are carving out a unique niche in the market.

In our conversation, Caleb shares the journey of starting Haven Athletic, the lessons learned from his previous ventures, and the process behind reinventing the gym bag. We also dive into the company’s approach to leveraging athletes and influencers, their acquisition strategies, and what’s next for Haven Athletic. If you’re interested in product innovation, building a brand from the ground up, or simply curious about the entrepreneurial journey, this episode is for you.

• The Founding Story

• Reinventing the Gym Bag

• Exiting a SaaS and a Services Company

• Entrepreneurial Insights

• Creating companies from “crazy ideas” and what the next one could be

• The process of figuring out how to design the bag

• Leveraging athletes and influencers for promotion

• Acquisition Strategies

• Why Retention is not a primary focus for them

• What’s Next for Haven Athletic

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, we’re thrilled to be joined by Adam Pearce, the founder and CEO of Blend Commerce, a leading Shopify CRO agency. Adam is also the founder of the eCom Collab Club, a community for e-commerce brands, agencies, and tech providers that connects members through online and in-person events.

With a wealth of experience in conversion rate optimization (CRO) and over 80 eCommerce events under his belt, Adam shares his expert insights on the current e-commerce landscape, the importance of CRO in 2024, and practical tips for brands looking to optimize their online presence and maximize their event experiences.

• Understanding the Current E-Commerce Landscape

• What is CRO and Why It Matters in 2024

• Prioritizing Changes Onsite: Tackling a Long To-Do List

• Measuring Website Optimization: Key Metrics to Watch

• Hiring the Right Agency: Essential Questions to Ask

• The Power of Events in eCommerce

• Maximizing ROI from eCommerce Events

• BFCM Preparation Tips

• Best and Worst Experiences in Merchant Interactions

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, I’m joined by Bob Verlaat, Co-Founder of Hears and Dore and Rose.

Bob shares his journey of building two successful brands and the valuable lessons he learned along the way. We discuss how he applied key insights from Dore and Rose to launch Hears, the importance of finding the right brand identity, and how both companies stand out in a competitive market.

• Applying Key Lessons from Dore and Rose to Starting Hears

• Finding the Right Brand Identity for Dore and Rose: The Journey and Its Importance

• Standing Out in a Competitive Market

• Acquisition & Retention Strategies: Entertaining Through Creatives and Channel Focus

• The Impact of a Great Product on Business Success

• Biggest Growth Levers: Brand Partnerships and Licensing

• Metrics and Company Areas of Obsession: How They Evolved Over Time

• What’s Next for Hears and Dore and Rose?

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 interviews Lemon Fuller, Founder & CEO of Lemonade Dolls, the fastest-growing lingerie brand in the UK, and the first to invent the size H bralette.

• The Day She Cried In Front of Her Customers

• Factors Behind Lemonade Dolls’ Fast Growth in the UK Lingerie Market

• The Rebranding Journey: Why and What Changed

• Acquisition Strategies: Selling 1 Bra Per Minute, Channels, What’s Working, and Challenges

• Retention Strategies and Community Building: How Lemonade Dolls Built and Leverages Its Community

• The Invention of the Size H Bralette: Motivation and Process

• What’s Next for Lemonade Dolls?

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.