DTC Podcast

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.

Join Jacob and Taylor from Pilothouse, experts in Meta ads and creative strategy, as they dive into how the Andromeda engine is revolutionizing DTC advertising. They discuss the importance of creative variety over minor tweaks and introduce the 3-3-3 framework for effective ad testing. Learn how to restructure your ad accounts for better performance and why traditional media-buying tactics are evolving. Plus, they share insights on targeting short consideration cycles and adapting for a successful Q4.

Arthur Querou, CEO of Vibe.co, leads a cutting-edge CTV ad platform, while Adam Terry, founder of Cantrip Seltzer, crafts a unique THC beverage brand. They explore how Cantrip leverages Vibe.co to transform streaming TV into an effective acquisition channel. Discussion highlights include the importance of hyper-targeting for performance marketing and the nuances of advertising in regulated industries. They share insights on the challenges and successes of measuring ROAS and preview the future of AI-generated ads in personalized marketing.

Bart Szaniewski, co-founder of Dad Gang and creative mastermind, breaks down his brand's astonishing growth from 100k to 700k hats sold. He emphasizes the importance of customer co-creation and community engagement without fancy tools or large teams. Spontaneous 48-hour launches and emotional storytelling have been key to their success. Bart also shares insights on organic endorsements, unboxing experiences, and using simple tools like Canva for creative production, driving home the notion that keeping it simple can lead to remarkable growth.

In this engaging discussion, Rob from Pilothouse, an Amazon team lead specializing in growth strategies, explores how brands can integrate Amazon into their overall growth plans. He highlights the importance of computing real contribution margins and suggests small tweaks, like packaging adjustments, to optimize FBA fees. Rob also delves into effective customer acquisition tactics on Amazon and the significance of tracking key metrics to validate loss-leading campaigns. Plus, he offers insights on leveraging Amazon DSP for demand generation and optimizing listings for AI assistants.

Jake Bailey, Head of Industry at Meta, and Scott Kramer, VP of Growth at AS Beauty, delve into the critical shifts in holiday performance marketing. They discuss how Meta's Advantage+ and Partnership Ads enhance direct response performance while AS Beauty emphasizes incrementality over traditional metrics. The duo highlights the integration of creators across the funnel, innovative campaign structures, and the importance of ongoing testing. They also touch on the blend of AI with human creativity, offering tactical insights for a successful Q4.

Angus Rittenburg, cofounder of WYNK and former Tesla engineer, delves into revolutionizing the THC beverage market. He discusses the innovative mobile canning system that granted WYNK early access to the market and the regulatory navigation required for distribution. Angus highlights creative marketing strategies to convert alcohol drinkers and shares insights on leveraging QR codes for retail conversions. With a keen eye on future opportunities, he also touches on the increasing interest from big alcohol companies in the THC space.

Aves, the founder and creative mind behind the Adventurous podcast, returns to dissect Crown Affair's compelling brand strategy. They highlight how the brand effectively utilizes a dry shampoo as its hero SKU to attract new customers. Aves emphasizes the importance of portraying haircare as a ritual, enhancing product value and educational flexibility. They also delve into the brand's ad mix, showcasing user-generated content and retail partnerships with Sephora, which bolster trust and credibility in a competitive beauty landscape.

In a thought-provoking discussion, Ray Reddy, VP of Retail at Shopify, reveals how the company is transforming point-of-sale systems into comprehensive commerce operating systems. He highlights the importance of unified commerce and how AI is revolutionizing retail by automating mundane tasks. Ray emphasizes the potential of physical stores, advocating for enhanced customer identification through innovative tech. The conversation also explores the long-term considerations for merchants when choosing technology partners, making this a must-listen for anyone in retail.