Limited Supply What Solawave Would Repeat (and Rethink) in Q4 (with Andrew Silberstein)
Oct 14, 2026
Andrew Silberstein, Solawave co-founder, joins Dan Pantello, Marpipe founder, to unpack high-stakes Q4 decisions. They explore a late shipment that sparked a breakthrough BOGO offer, smarter discounting, Solawave’s expanding skincare ecosystem, and why cart upsells outperform crowded product pages. They also discuss email fatigue, gift attribution through QR-enabled unboxing, and reaching men more efficiently on Meta.
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Solawave Doubled Revenue With A Last-Minute BOGO
- A late 2022 shipment left Solawave with excess inventory before Q4, prompting a buy-one-get-one offer.
- The offer cut CAC by about $40, added roughly $25–$30 profit per order, and doubled annual revenue.
Why BOGO Beat A Straight Discount
- BOGO preserved full-price AOV while making acquisition more efficient than a conventional discount.
- About 40% of customers added a cheaper second item, making the effective discount better than 50%.
Discounting Can Build A Gifting Habit
- Promotions did not stop Solawave’s growth because the brand continually reached new audiences.
- Solawave intentionally trained customers to shop during gifting periods, turning deal-seeking into a useful seasonal habit.