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In this episode of the Pilothouse DTC Podcast, Laura Thompson & Connie Lo share how they built Three Ships Beauty from a condo‑kitchen startup to scaling to 8 figure omnichannel success. They discuss:
- 🚀 Defining natural vs. clean beauty: How transparency earned consumer trust
- 💡 Retail playbook: Landing shelf space is just step one—sales support and in‑store education are mission‑critical
- 📈 Digital growth formula: Founder‑led storytelling + trial offers + micro influencers = scalable ROI
- 🧩 Creative strategy: Batch filming, repurposing UGC and press assets, and optimizing creative across channels
- 💰 Fundraising timing: Align rounds with milestones, pitch with professional decks, and nurture a warm investor funnel
Why listen?
- Learn how to convert transparency into trust
- Build consistent retail momentum beyond shelf presence
- Avoid influencer spending mistakes and double down on trial‑focused growth
- See how to structure marketing and fundraising your way to scale
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Timestamps:
00:00 - Why transparency helped Three Ships take off
02:00 - From condo kitchen to major retail shelves
06:00 - Clean vs. natural vs. green beauty explained
12:00 - Building products with consumer input
17:00 - Early retail wins and mistakes
21:00 - What paid media strategies work today
27:00 - Influencer marketing mistakes and what to avoid
32:00 - Creative collaboration across teams
37:00 - PR and affiliate marketing insights
41:00 - How they raised $1.4M in two weeks
Hashtags:
#DTCBeauty
#ThreeShipsBeauty
#StartupJourney
#EcommerceMarketing
#CleanBeauty
#FounderStories
#InfluencerMarketing
#PRStrategy
#PaidMediaTips
#RetailSuccess
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