“E-Commerce is a much harder business than is purported in marketing.” Today, we’re joined by DTC legend Fan Bi all the way from Australia! With over 15 years of e-commerce experience under his belt, Fan’s peeling back the industry's glossy exterior to expose why the majority of today’s business owners stay poor. Fan dives deep into the operational challenges that frequently lead to financial strain for e-com businesses of all sorts. He offers a ton of practical advice aimed at helping entrepreneurs navigate the harsh realities of our field while maintaining profitability for the long-term! As we shift the focus to the low-bid market, Fan demystifies misconceptions surrounding enterprise value and business exits. Many small business owners erroneously chase revenue multiples, not realizing that true value lies in cash flow and sustainable models, often determined by a multiple of EBIT. Finally, Fan discusses the dangers of personal guaranteed debt and the importance of aligning ambition with a realistic outlook on the day-to-day when running a business! Key Topics: (03:58) Buying DTC Brands in “Special Situations” (06:31) Why Most E-Commerce Business Owners Stay Poor (11:36) The Value of Operators in Leadership Roles (16:51) Striking the Right Balance Between Operations and Marketing (22:36) Fan’s M&A Predictions for Q1 2025 (26:52) Treating E-Commerce Like a Small Business (31:37) The Superpower That All Successful E-Commerce Operators Possess Thank you to our sponsors ⁠⁠⁠⁠AfterSell⁠⁠⁠⁠  ⁠⁠⁠⁠Parker⁠⁠⁠⁠ ⁠⁠⁠⁠Rivo⁠⁠⁠ ⁠⁠⁠⁠Postscript⁠⁠⁠ Follow Richie (⁠⁠⁠⁠X⁠⁠⁠⁠ | ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠) and Joe (⁠⁠⁠⁠X⁠⁠⁠⁠ | ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠) for more e-commerce insights and to join the conversation.  

Sign up for ⁠⁠⁠⁠our newsletter⁠⁠⁠⁠ to get access to our template for AI prompts and our payback model template. If you want to succeed in the e-commerce world in 2025, you have to be ready to defy some “tried-and-true” industry best practices. Today we’re joined by growth marketing extraordinaire Alex Greifeld. She shares what led her to launch her blog and newsletter, "No Best Practices", which offers a fresh perspective on understanding a brand's DNA and traditional marketing strategies. “There’s a lot of mythbusting to be done in the ecommerce and online marketing world.” We’re dissecting the unique hurdles and opportunities in fashion, infomercials, and products requiring patience to see results. Alex offers practical advice for e-commerce newcomers looking to see results from Facebook ads, direct response campaigns, and even dropshipping. We’re also spilling the secrets to customer retention, with Alex emphasizing that genuine retention improvements often stem from product quality, not just clever marketing. Finally, we’re talking about why most DTC brands are either bankrupt or destined to remain penny stocks, as well as the art of creating compelling messaging to take your brand awareness to a whole new level! Key Topics: (07:36) The Three Product Categories in E-Commerce (19:55) Product Category Categorization and Fusion (28:55) Leveraging Customer Retention for Success (36:28) Why LTV Becomes Less Predictable the Harder You Scale Acquisition (45:43) Stages of Brand Growth Strategies Thank you to our sponsors ⁠⁠⁠⁠AfterSell⁠⁠⁠⁠  ⁠⁠⁠⁠Parker⁠⁠⁠⁠ ⁠⁠⁠⁠Rivo⁠⁠⁠ ⁠⁠⁠⁠Postscript⁠⁠⁠ Follow Richie (⁠⁠⁠⁠X⁠⁠⁠⁠ | ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠) and Joe (⁠⁠⁠⁠X⁠⁠⁠⁠ | ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠) for more e-commerce insights and to join the conversation.

Sign up for ⁠⁠⁠our newsletter⁠⁠⁠ to get access to our template for AI prompts and the payback model template from last weeks episode. In this packed episode, Richie and Joe interview subscription expert Matt Holman about what's actually working in subscription ecommerce right now. Matt breaks down why the standard "subscribe and save 10%" model is the "bane of his existence" and reveals the strategies top brands are using instead. You'll learn why bulk options (30/60/90 day supplies) are driving higher AOVs AND better retention, why free gifts convert better than deeper discounts, and how smarter product page design can dramatically increase subscription take rates. Matt shares real examples from brands like Pretty Boy skincare and Jolie, explaining exactly how they've optimized their offers. Plus, get tactical insights on measuring subscription cohorts, analyzing LTV by offer type, and making smart decisions even with imperfect data. Whether you're just starting with subscriptions or looking to optimize your existing program, this episode delivers actionable strategies you can implement today. TIMESTAMPS (02:46) Introduction and Guest Welcome  (05:32) Subscription Offers: The Basics  (08:11) Optimizing Subscription Offers  (12:45) Case Study: Pretty Boy Skincare  (17:56) Incentivizing with Gifts  (23:20)  First-Order Profitability vs Long-Term LTV (26:30) Exploring Subscription Offers  (28:29) Try Before You Buy  (31:10) Designing Subscription Components  (34:49) Data-Driven Decisions  (40:26) Conclusion and Next Steps   Thank you to our sponsors ⁠⁠⁠AfterSell⁠⁠⁠  ⁠⁠⁠Parker⁠⁠⁠ ⁠⁠⁠Rivo⁠⁠ ⁠⁠⁠Postscript⁠⁠   Follow Richie (⁠⁠⁠X⁠⁠⁠ | ⁠⁠⁠LinkedIn⁠⁠⁠) and Joe (⁠⁠⁠X⁠⁠⁠ | ⁠⁠⁠LinkedIn⁠⁠⁠) for more e-commerce insights and to join the conversation.

Sign up for ⁠our newsletter⁠ to get access to our template for prompts and to download the payback model template from last weeks episode. Love 'em or hate 'em, pop-ups are the workhorses of ecommerce list building—but most brands are doing them dead wrong. In this no-BS conversation, Shaan Arora (founder of Alia) reveals why your mystery discount probably sucks, when to reveal your offer, and how to stop pissing off customers who already gave you their email. Richie and Joe dig into the numbers that actually matter, the perfect timing to display your pop-up, and why smart brands are building personalized pop-up experiences for different traffic sources. This episode is packed with actionable tactics that could easily double your list growth overnight.   TIMESTAMPS (01:28) Introduction: Shaan & Alia (03:45) Pop Up Hacks (05:51) Email and SMS Strategies  (07:44) Conversion Rates and Offers  (10:26) Testing and Metrics  (13:07) Pop Up Best Practices (18:58) Concerns About Pop-Ups  (21:17) Influencer-Specific Pop-Ups  (23:50) Opt in Rate Expectations (29:19) How to Filter Pop-Ups  (31:02) Data and Testing Insights  (32:31) Conclusion and Final Thoughts   Follow Shaan https://x.com/iamshaanarora   Special thanks to our mini-series sponsor Alia.   Follow Richie (⁠X⁠ | ⁠LinkedIn⁠) and Joe (⁠X⁠ | ⁠LinkedIn⁠) for more e-commerce insights and to join the conversation.

Sign up for ⁠our newsletter⁠ to get access to our template for prompts and to download the payback model template from the last episode. Is AI really going to transform e-commerce, or is it just another overhyped tech trend? DTC Jacob joins Richie and Joe to share why he believes we're on the cusp of an 'e-commerce renaissance' powered by AI. Drawing from his experience as Director of AI at Common Thread Collective, Jacob delivers practical advice on how to start implementing AI in your business today. You'll discover which AI models work best for different tasks, how to craft effective prompts that deliver consistent results, and the three most impactful AI workflows Jacob has seen transform e-commerce operations. Whether you're an AI skeptic or enthusiast, this episode provides the strategic roadmap you need to stay competitive in the rapidly evolving e-commerce landscape. TIMESTAMPS (02:48) Introduction  (04:00) Jacob's Journey into AI and E-commerce  (06:30) How AI changes inventory management  (15:45) Exploring Different AI Models  (21:05) Practical Uses of AI for E-commerce Operators  (32:42) Future Organizational Structures with AI  (34:42) Personalized AI Models for Employees  (39:00) Practical AI Applications and Work Flows in Business  (44:36) Advanced AI Copywriting Techniques  (47:00) Effective Prompt Engineering  (56:09) Conclusion and Contact Information Follow Jacob ⁠https://x.com/dtcjacob⁠ Thank you to our sponsors ⁠⁠AfterSell⁠⁠  ⁠⁠Parker⁠⁠ ⁠⁠Rivo⁠ ⁠⁠Postscript⁠ Follow Richie (⁠⁠X⁠⁠ | ⁠⁠LinkedIn⁠⁠) and Joe (⁠⁠X⁠⁠ | ⁠⁠LinkedIn⁠⁠) for more e-commerce insights and to join the conversation.

Sign up for our newsletter to download the payback model template. Ever wonder why some e-commerce brands crush it while others bleed money? In this kickoff to their miniseries with Alia, Richie and Joe break down the exact financial model they use to evaluate business health. No fancy MBA required - just real talk about unit economics, customer retention, and how to know if your business actually makes money. Plus, they share the spreadsheet template they use with their own brands. Timestamps (01:24) Welcome & Introducing Alia  (03:56) Key Metrics: MER and CAC to LTV (05:46) Model Walkthrough: Inputs and Assumptions (13:34) Retention Curves and Payback Periods (25:50) Advanced Strategies & Applications (29:08) Conclusion and Contact Information Special thanks to our mini-series sponsor Alia. Follow Richie (⁠X⁠ | ⁠LinkedIn⁠) and Joe (⁠X⁠ | ⁠LinkedIn⁠) for more e-commerce insights and to join the conversation.

The M&A market is heating the f*ck up, and Drew Fallon is here to tell you exactly what it means for your brand. After a 3-4 year "desert" in e-commerce acquisitions, big deals are dropping again - but who's going to win? Drew explains why high AOV products are crushing it (hint: getting $200 every 8 months beats $50 monthly subscriptions), why most brands should aim for $10-40M in revenue with 10-20% profit, and the psychology behind why founders ruin good businesses by trying to grow too fast. If you want practical advice on building a sellable brand without the startup fairytale BS, this episode delivers. Timestamps (02:44) Intro: Drew Fallon (03:50) Celsius Acquisition of Alani Nu (05:13) M&A Trends and Market Analysis (08:05) Private Equity and Venture Capital Insights (13:12) Debt Markets and Lending Trends  (16:25) Brand Performance and Customer Acquisition (18:44) Retention Strategy Deep Dive  (22:55) Customer Insights and Expectations  (29:00) High AOV Products and Market Trends  (30:36) Building a Successful Brand  (34:39) Advice for Bootstrapped Brands  (38:20) Networking and Market Awareness  (40:35) Conclusion and Final Thoughts Follow Drew https://x.com/drewfallon12 Thank you to our sponsors ⁠AfterSell⁠  ⁠Parker⁠ ⁠Rivo ⁠Postscript Follow Richie (⁠X⁠ | ⁠LinkedIn⁠) and Joe (⁠X⁠ | ⁠LinkedIn⁠) for more e-commerce insights and to join the conversation.

Join Jeremy Allen, founder of EcomCPA and an expert in e-commerce accounting, as he unpacks the fundamentals that can make or break your online brand. He shares how to set up an effective chart of accounts and emphasizes the importance of accurate inventory management without relying on complex software. Jeremy highlights common accounting pitfalls and offers insights on tax strategies. He also discusses essential metrics every e-commerce brand should track to ensure profitability and the best practices for collaborating with your accountant.

Ever wonder why everyone seems to hate their 3PL? In this episode, Richie and Joe sit down with Alex Pessala from Outerspace Logistics to break down the good, bad, and ugly of 3PL relationships. From pricing traps to tech capabilities that actually matter, Alex keeps it real about what brands should demand from their logistics partners. Whether you're shipping out of your garage or doing eight figures, this conversation will change how you think about fulfillment. Timestamps (02:42) Show Intro & Guest Background (06:50) Understanding 3PL Business Models (11:16) 4PL vs 3PL: Key Differences (14:15) How to Evaluate Potential 3PL Partners (21:40) Breaking Down 3PL Pricing & Hidden Costs (26:00) Managing the 3PL Transition Process (30:59) The Truth About Technology in 3PLs (35:53) Key Performance Metrics & Red Flags (39:26) What to Do When Stuck in a Bad 3PL Relationship (42:57) Tools for Auditing Your 3PL Bills (47:14) Early Warning Signs Your 3PL Isn't Working Out (50:11) How to Be a Better Brand Partner to Your 3PL (53:08) Closing Thoughts & Contact Info Follow Alex ⁠https://x.com/pessala⁠ Thank you to our sponsors ⁠AfterSell⁠  ⁠Parker⁠ ⁠Rivo.io⁠ ⁠postscript.io⁠ Follow Richie (⁠X⁠ | ⁠LinkedIn⁠) and Joe (⁠X⁠ | ⁠LinkedIn⁠) for more e-commerce insights and to join the conversation.

Ready to simplify your customer acquisition strategy? In this episode, Emma Shanahan from Shopify breaks down everything you need to know about Shop Campaigns - from 2-minute setup to conversion-only pricing. Learn how brands like Caraway drove $1M in sales using this new tool, why you don't need fancy creative or complex pixel integrations, and how to leverage Shop's 150M+ user base. Perfect for busy founders and marketing teams who want better acquisition results with less hassle. Read the Boring Edition from Shopify. TIMESTAMPS (00:19) Welcome and Introduction  (00:59) Emma's Background and Evolution of Shop App  (06:00) What Makes Shop Campaigns Different from Other Ad Platforms  (09:48) Breaking Down the Customer Experience  (14:30) Campaign Performance and Success Stories  (16:24) Customizing Your Brand Presence in Shop  (18:48) How to Get Started with Shop Campaigns  (20:30) Wrap-up and Contact Info Follow Richie (X | LinkedIn) and Joe (X | LinkedIn) for more e-commerce insights and to join the conversation.