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In this episode of the DTC Podcast, we sit down with Rob from Pilothouse to break open how to view Amazon not as a silo, but as an integral part of your unified growth engine.
You’ll get tactical guidance on:
How to compute real contribution margin per SKU, accounting for FBA fees, fulfillment, packaging leakages
Why seemingly small tweaks (like packaging size) can move you down a fee bracket
The key metrics you should track (share of impressions, add-to-cart share, purchase share) to validate “loss-leading” campaigns
How to effectively attribute DTC ad spend lift into Amazon growth
When Amazon DSP (streaming / video) is worthwhile — and how to measure its downstream impact
How to optimize listings for AI assistants (e.g. “Rufus”) with backend attributes, FAQ content, and enriched metadata
Why listen?
If you manage paid acquisition across DTC + Amazon and feel like margin is slipping
If you want to build a strategy that doesn’t cannibalize your own channels
If you’re curious how Amazon DSP / AI assistants can realistically contribute to growth
Timestamps
00:00 – The Data Problem on Amazon
02:00 – How to Acquire Net-New Customers on Amazon
05:00 – Protecting Brand Integrity and Competing on Premium Terms
07:00 – Building Growth Strategies and Keyword Intent
10:00 – Balancing Paid vs. Organic Rank and Profitability
12:00 – Understanding Amazon Fees and Margin Optimization
15:00 – Amazon’s Role in a Unified Growth Strategy
17:00 – Leveraging Amazon DSP and Streaming Ads
19:00 – Measuring Meta’s Impact on Amazon Performance
20:00 – Optimizing for Rufus and the AI Search Shift
Hashtags
#AmazonAdvertising #EcommerceGrowth #DTCPodcast #AmazonStrategy #MarketplaceOptimization #Pilothouse #AmazonDSP #RetailMedia #EcommerceMarketing #UnifiedGrowth
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