DTC Podcast

Nate Lagos, a savvy DTC growth marketer and newly appointed CMO of Adapt Naturals, shares his remarkable journey of quadrupling Original Grain's revenue. He delves into persona-driven marketing, emphasizing the importance of understanding customer motivations. Nate also discusses effective CRO strategies, revealing how a cleverly crafted 'Better Than Black Friday' offer boosted customer lifetime value by 30%. With insights on prioritizing creative quality over sheer volume, he provides valuable advice for DTC entrepreneurs looking to scale successfully.

Hyman Ngo, SVP of Product & Marketing at Levelwear, leads the brand’s transformation from wholesale to a direct-to-consumer powerhouse. He discusses how their success on elite U.S. golf courses boosted their credibility back home. Ngo reveals the crucial role of licensing in building brand legitimacy and how they crafted a compelling narrative centered on 'Team Over Everything.' He emphasizes the importance of emotional connections for growth and hints at exciting DTC strategies on the horizon, including tailored marketing across various sports.

Jordan Gordon, with 25 years in ecommerce and a leader at Pilot House, shares essential high-leverage conversion rate optimization strategies for Black Friday. He explains why traditional metrics like headline conversion rates can mislead and emphasizes the importance of direct conversion signals. Listeners discover how to utilize bundling tools for an impressive 8-30% lift in average order value and the critical choke points to optimize on their sites. Quick wins, like enhancing the speed of product pages, are key takeaways for marketers seeking impactful results.

Donatas Smailys, Co-founder and CEO of Billo, discusses the evolution of creator marketing. He emphasizes treating it as a systematic approach rather than ad-hoc efforts. The conversation highlights the diminishing importance of follower counts, advocating for performance metrics to guide creator selection. Donatas explains how AI can enhance human creativity, while the concept of Answer Engine Optimization (AEO) emerges as crucial for future content discoverability. He also addresses the balance between authenticity and the rise of synthetic creators in marketing.

Aves, Creative Lead at Pilothouse Digital and host of the Ad-Venturous podcast, dives into the evolving landscape of creative strategies on Meta. She discusses why the traditional 'one winner ad' approach is outdated and emphasizes the importance of understanding customer motivations over demographics. Aves also shares her innovative hook testing framework and how to build a diverse creative range. She warns against creative noise in ad accounts and provides actionable tips for brands to audit their strategies as Q4 approaches.

Ben Perkins, the founder of &Collar, a men's performance dress shirt brand, shares insights from scaling his business. He discusses using IntelliGems for innovative A/B testing on pricing and shipping thresholds, revealing how a simple price shift can boost profits without loss in conversions. Ben emphasizes the importance of targeting 'recurring and required' customer personas and tailoring creative strategies for better acquisition. With a focus on refining unit economics, he navigates the challenges of maintaining a strong SKU strategy and shares ambitious growth goals.

In this discussion, Seth Waite, Founder and Buyer Psychologist at Schaefer, delves into the intricacies of consumer buying behavior. He emphasizes the shift from demographics to understanding true motivations using his 'Why People Buy Pyramid' framework. Seth reveals how brands can uncover product-market fit when growth is only hindered by budget. He advocates for a kingpin strategy to target passionate customer segments and stresses the importance of storytelling in brand messaging, illustrating his points with examples like Oreo and Liquid Death.

Dougie, the Head of the Google team at Pilothouse, shares insights on navigating YouTube advertising for DTC brands. He discusses common pitfalls like mis-targeted audiences and device mismatches that waste budget. Dougie emphasizes using placement exclusions to avoid low-quality traffic and the need to audit demographics to ensure alignment with converters. He distinguishes between YouTube for awareness versus demand capture, pointing out that narrow geo-targeting can enhance measurement accuracy. Tune in for actionable strategies to optimize campaigns!

Brenden De La Rua, co-founder of Stella and a former media buyer, discusses the power of incrementality testing to optimize ad spend for DTC brands. He highlights the dangers of relying on on-platform ROAS, revealing why metrics like branded search may be misleading. Brenden shares insights on structuring media campaigns effectively, promoting creative diversity, and implementing Always-On Incrementality for actionable analysis. His vision is to make causal measurement accessible for all brands, regardless of size.

Rob Fraser, the founder and CEO of Outway, a performance sock brand, shares insights on scaling his business to eight-figure profitability. He discusses how Outway expanded into the U.S. market and leveraged Amazon and wholesale channels for growth. Rob emphasizes the importance of brand building and community engagement, predicting a shift back to these values in 2026. He also shares challenges faced during expansion, the need for margin improvement, and the complexities of scaling from $5M to $10M.