DTC POD: How The Best Brands Are Built

Justin Sherlock is the co-founder and CEO of Caspian, an AI-native duty drawback platform designed to help brands navigate complex global trade and tariff environments. Prior to Caspian, Justin gained deep experience in finance and logistics at Flexport, where he led Flexport Capital, and previously had several years experience in private equity.In this episode, Justin breaks down the rapidly changing landscape of tariffs, duties, and global supply chains—especially relevant amid recent policy moves and volatile trade relations. He explains what customs brokers, tariffs, and duty drawbacks are, why these concepts matter for brands importing and exporting goods, and how most businesses are missing out on significant duty refund opportunities. Justin also offers real-world insights for DTC operators facing escalating tariffs, discusses strategies for mitigating increased costs, and shares how AI is making advanced trade advisory accessible beyond just Fortune 500 companies.Join us as a Guest on DTC POD: SUBMIT GUEST FORM HEREApply to join our DTC Pod Slack.On this episode we coverRising tariffs and global trade dynamicsSupply chain challenges for DTC brandsRole and importance of customs brokersDuty drawback: process and benefitsImpact of US-China tariff escalationTechnology and AI in trade complianceStrategies for brands to navigate tariffsTimestamps03:59 From Flexport to Caspian09:31 Customs Compliance11:11 Understanding Tariff and Duty Classification15:54 Trump's Tariff Strategy: A Provocative Move18:26 Debate Over Section 321 Provision22:46 "Supply Chain Opportunities and Challenges"25:03 Reshoring Critical Industries Strategy28:04 10% Tariff Impact on US Businesses32:53 Optimizing Supply Chain and Vendor Management36:22 Trade Predictions: Japan, Taiwan, India, Vietnam37:52 Geopolitical Isolationism and China's Rise41:41 "Navigating Duty Drawback Challenges"45:07 International Pricing and Tax Strategies48:07 Future of Supply Chain OptimizationPast guests & brands on DTC Pod include Gilt, PopSugar, Glossier, MadeIN, Prose, Bala, P.volve, Ritual, Bite, Oura, Levels, General Mills, Mid Day Squares, Prose, Arrae, Olipop, Ghia, Rosaluna, Form, Uncle Studios & many more.  Additional episodes you might like:• #175 Ariel Vaisbort - How OLIPOP Runs Influencer, Community, & Affiliate Growth• #184 Jake Karls, Midday Squares - Turning Your Brand Into The Influencer With Content• #205 Kasey Stewart: Suckerz- - Powering Your Launch With 300 Million Organic Views• #219 JT Barnett: The TikTok Masterclass For Brands• #223 Lauren Kleinman: The PR & Affiliate Marketing Playbook• ​​​​#243 Kian Golzari - Source & Develop Products Like The World's Best Brands-----Have any questions about the show or topics you'd like us to explore further?Shoot us a DM; we'd love to hear from you.Want the weekly TL;DR of tips delivered to your mailbox?Check out our newsletter here.Projects the DTC Pod team is working on:DTCetc - all our favorite brands on the internetOlivea - the extra virgin olive oil & hydroxytyrosol supplementCastmagic - AI Workspace for ContentFollow us for content, clips, giveaways, & updates!DTCPod InstagramDTCPod TwitterDTCPod TikTokJustin Sherlock - Founder of CaspianBlaine Bolus - Co-Founder of Castmagic

Peter Czepiga, founder of Flighted and Ando, shares his expertise in scaling ads for DTC brands. He reveals how to prove product-market fit and the best budget strategies for new brands. Listeners learn about crafting effective ad creatives using Meta’s AI-driven Advantage+ campaigns and the importance of diverse content. Peter also discusses how DTC advertising tactics can benefit SaaS businesses. This insightful conversation emphasizes the blend of creativity and analytics in driving successful campaigns.

Irene Chen and Matthew Grenby, the co-founders of Parker Thatch, share their journey of bootstrapping a luxury brand to 8-figures over 20 years. Irene, with a rich fashion background from Donna Karan and Calvin Klein, and Matthew, skilled in tech and marketing, discuss their transition from e-stationery to fashion. They touch on pivotal lessons in inventory management, the significance of flexibility, and the importance of understanding market timing. Their insights on building community and adapting business strategies are both inspiring and practical.

Caleb Alvarez, founder of Shadow Light Studios, dives into content creation for brands like Monster Energy and Snapchat. He shares insights on building a powerful content engine and the importance of storytelling in enhancing emotional connections with consumers. Caleb reveals how he scaled Nectar Hard Seltzer's revenue from $2M to $5M using organic strategies. He also discusses the balance between paid and organic content, emphasizing key pillars for effective founder-led marketing.

Ben Matthews, a general partner at Night Ventures, dives into the world of early-stage consumer brands that leverage powerful creators like Mr. Beast and Hasan Piker. He shares insights on the essentials of building talent-driven brands and the importance of audience engagement. The discussion highlights the intricacies of selecting suitable partnerships and the future of creator commerce, particularly in the evolving landscape of TikTok and innovative monetization strategies. Expect valuable lessons for anyone interested in the creator economy!

Isabel Mendez, the founder and design director of Antara Studio, shares insights on building impactful, purpose-driven brands. She discusses the three essential phases of creating a brand identity and reveals what makes a compelling brand story. Isabel emphasizes the importance of consistency in branding while navigating trends, advocating for a balance between innovation and authenticity. Through relatable case studies, she illustrates how strong design can elevate a brand's narrative and maintain its integrity across various touchpoints.

John Sampogna, co-founder and CEO of Wondersauce, shares his expertise in brand storytelling across diverse media channels. He discusses the compelling need for building campaigns that resonate with target audiences and explores the '3-3-3 rule' for effective messaging. John uncovers undervalued marketing gems like connected TV and static out-of-home advertising while emphasizing the balance between brand-building and performance tactics. The conversation delves into the nuances of crafting narratives that truly connect with consumers, distinguishing between brand and product stories.

Haley Weidenbaum, co-founder and CEO of Everhem, shares her journey from interior design to revolutionizing the custom window treatment market. She discusses the challenges of online shopping for bespoke products and highlights how Everhem's dual business model tailor-fits offerings for both designers and consumers. Haley emphasizes the brand's commitment to customer service, adapts to market needs, and the impact of COVID-19 on home design trends. Listeners will learn about the importance of collaboration and innovation in navigating this competitive industry.

Ismail Salhi, co-founder and CEO of Wildgrain, shares his incredible journey from a failed hardware venture to the booming world of artisanal subscriptions. He reveals how Wildgrain scaled to over 80,000 subscribers by focusing on product quality and customer experience. Outsourcing baking to local artisans and investing in logistics tech were game-changers for efficient delivery. The conversation also dives into innovative customer acquisition strategies, including educational marketing and seasonal growth tactics, providing valuable insights for aspiring entrepreneurs.

Christian Rivera, founder of The Ecommerce Accountants, dives into essential financial strategies for e-commerce success. He unpacks critical accounting challenges like sales tax compliance and revenue recognition. Listeners learn the importance of effective inventory management and strategies for financing. Tax considerations for both local and foreign businesses are explored, including the benefits of S-Corps and establishing businesses in Puerto Rico for tax incentives. Christian emphasizes the significance of structured finances for entrepreneurial growth.