Episode Summary

This week on the Free to Grow CFO podcast, we welcome back Tana Cofer, co-founder of Glitter Faced and RosieRai, alongside her husband and business partner, David Cofer. Together, they dive into the realities of launching a brand on Amazon, navigating Walmart, and leveraging emerging marketplaces to drive profitable growth.

With DTC brands facing rising CAC on Meta and Google, alternative channels like Amazon, Walmart, and TikTok Shop offer a compelling way to reach new customers—if done right. Tana and David share their firsthand experience in scaling their own brand and guiding clients through marketplace strategy.

Key Takeaways

-Defining a strategy is crucial for measuring success in marketing efforts.

-Best practices for launching on Walmart include simplifying the process and leveraging reviews.

-The competitive landscape of e-commerce requires intentionality in spending.

Episode Links

Jon Blair - https://www.linkedin.com/in/jonathon-albert-blair/

Tana Cofer- https://www.linkedin.com/in/tanacofer/

David Cofer - https://www.linkedin.com/in/david-cofer/

Free to Grow CFO - https://freetogrowcfo.com/

RosieRai - https://rosierai.com/

Glitter Faced - https://www.glitter-faced.com/

Meet Tana Cofer

Tana Cofer is the founder and CEO of RosieRai, an e-commerce growth agency focused on helping small to medium size businesses launch and scale profitably on any online Marketplace. With a passion for driving online business success, Tana leads her team in creating innovative strategies that deliver remarkable results for their clients. She is also a wife and mother of 3 children and enjoys spending her weekends in her jeep out in the Utah mountains.

Learn more about RosieRai and request a free Amazon Account audit here: https://rosierai.com/contact

Meet David Cofer

David Cofer is the CRO and Co-Founder of RosieRai, a marketplace growth agency focused on helping small to medium size businesses launch and scale profitably on Amazon, Walmart, Target and many more. David focuses on building great teams. He has built out the RoseRai team and many of their partnerships, working to create powerhouse relationships that work to propel RosieRai and their partners forward. He also loves reading and playing games with his family.

Transcript

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00:00 Introduction to DTC Finance Myths

02:33 The Journey of Glitterface and RosieRai

07:08 The Value of Operator Experience in Consulting

11:00 Strategies Tested on Glitterfaced

15:05 Walmart's Growing Marketplace Opportunity

18:34 Best Practices for Launching on Walmart

24:00 Exploring Other Marketplaces Beyond Amazon and Walmart

26:51 Challenges in Brand Growth on Marketplaces

27:42 Target vs. Walmart: Market Positioning and Strategy

30:47 Understanding Acquisition Costs Across Channels

36:32 The Importance of Strategy in Marketplace Decisions

39:52 Navigating Business as a Husband and Wife Duo

43:00 Closing Thoughts

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