DTC Podcast Ep 576: How Silk & Snow Scaled to 10 Retail Stores by Focusing on Profitable CAC
Jan 12, 2026
Albert Chow, founder of Silk & Snow and expert in vertical integration, discusses his journey from the crowded DTC mattress market to a thriving home brand with 10 retail stores. He shares how focusing on sustainable practices and customer affinity allowed them to pivot away from traditional marketing tactics. Discover how swapping mattress bundles for a tree-planting initiative saved costs while boosting loyalty, and learn about their data-driven strategies for brick-and-mortar expansion in both Canada and the US.
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Late Entry Shaped A Quality-First Brand
- Albert Chow describes starting Silk & Snow in 2017 during the crowded DTC mattress era and growing slowly at first.
- He credits factory visits and a focus on manufacturing quality for shaping the brand's DNA and product focus.
DTC Crash Forced Sustainable Growth
- The 2019 DTC downturn forced Silk & Snow to prioritize sustainable, organic growth over paid acquisition.
- Albert learned to build business durability instead of matching competitors' high CAC strategies.
Grow By Adding Adjacent Categories
- Expand beyond a single high-AOV product to create repeat purchase reasons and brand affinity.
- Start with adjacent categories like bedding and accessories to keep customers returning more frequently.