In this episode of The DTC Insider podcast, Brian Roisentul chats with Dinah Chapman, founder of Little Trouble, a fast-growing kidswear brand that’s on track to hit 8 figures. Dinah shares how she built the company from her garage while juggling motherhood and a demanding corporate job, why she resisted shortcuts in customer service, and how she turned customer feedback into a growth engine.

Here's a glimpse of what you'll learn:

• Moving abroad while running a U.S.-based business

• Starting Little Trouble as a side hustle during corporate burnout

• Knowing when a side hustle becomes a full-time business

• Standing out in a crowded kids apparel market

• Challenges across growth stages: 0–1M, 1–5M, and beyond

• Operating with a tiny team while scaling big

• The critical role of customer service and human connection

• The pitfalls of over-obsessing about attribution vs. focusing on fundamentals

• Leveraging customer insights and zero-party data for growth

• What’s next: brand collaborations, wholesale, and product diversification

Find more episodes on ⁠⁠⁠⁠our website⁠⁠⁠⁠.

--

This episode is brought to you by ⁠⁠⁠⁠BSR Digital⁠⁠⁠⁠.

⁠⁠⁠⁠BSR Digital⁠⁠⁠⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, ⁠⁠⁠⁠visit their website⁠⁠⁠⁠ or book a call ⁠⁠⁠⁠here⁠⁠⁠⁠.

In this episode of The DTC Insider podcast, Brian Roisentul sits down with Curtis Matsko, founder and CEO of Portland Leather Goods, to unpack how he grew his brand from a garage startup into a $400M+ e-commerce powerhouse.

Here's a glimpse of what you'll learn:

• The origins of Portland Leather Goods and early growth

• Authenticity and personal branding on LinkedIn

• The mix of factors behind business success

• Staying optimistic and leading with confidence

• Evolving strategies to stay relevant in changing markets

• Hiring and building a high-performing, like-minded team

• Moving manufacturing to Mexico and its challenges

• Measuring the right business and marketing metrics

• • The importance of retention and efficiency in DTC
  • Why struggling businesses often blame agencies unfairly

Find more episodes on ⁠⁠⁠our website⁠⁠⁠.

--

This episode is brought to you by ⁠⁠⁠BSR Digital⁠⁠⁠.

⁠⁠⁠BSR Digital⁠⁠⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, ⁠⁠⁠visit their website⁠⁠⁠ or book a call ⁠⁠⁠here⁠⁠⁠.

In this video, Brian Roisentul emphasizes the importance of creating unforgettable customer experiences rather than just focusing on conversions. He shares insights on how brands can transform mundane touchpoints into magical moments, engage customers through personalization and education, and implement innovative strategies for customer retention and feedback.

Here's a glimpse of what you'll learn:

• Focus on creating unforgettable customer experiences, not just conversions

• Map out all customer touchpoints to find areas for improvement

• Surprise customers in unexpected ways to spark word-of-mouth

• Educate customers on their purchases to increase usage and sales

• Make small, thoughtful changes...no big budget required

--

This episode is brought to you by ⁠BSR Digital⁠.

⁠BSR Digital⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, ⁠visit their website⁠ or book a call ⁠here⁠.

Today is the day. Black Friday is here!   It's the day brands have been waiting the whole year.   And since we know that today the attention of e-commerce brands and marketers will be all over the place, we'll just keep this one short & sweet with a last-minute Black Friday Checklist.   In this episode...  

• Last-minute checklist for Black Friday

  Sponsor for this episode...   This episode is brought to you by BSR Digital.   BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.   To learn more about BSR Digital, visit their website or book a call here.

Black Friday is only 1 week away!   In this episode of The DTC Insider podcast, Florencia Kolyvakis and Brian Roisentul discuss the latest news in the e-commerce space and how brands can leverage them.   In this episode...

We continue with the episode series on tips to make the most out of this commercial season.   In this one, Florencia Kolyvakis and Brian Roisentul discuss tactical tips for brands to leverage paid ads and email marketing.   In this episode...  

Alon Partuk is the founder of Apricoat and Octup.   In this episode, he’ll share his unique perspective as the founder of both a DTC brand and a tech company in the e-commerce space. 

In this episode...

• Exploring the Challenges of Tech Companies and DTC Brands
• Decoding the Essentials for Thriving DTC Brands
• The Story and Purpose of Octup
• Understanding the Benefits Octup Offers to Brands
• Spotlight on Octup's Most Beloved Feature
• Tips for Black Friday
• Apricoat's Winning Channels and Customer Acquisition & Retention Strategies

 

Sponsor for this episode...

 

This episode is brought to you by BSR Digital.

  BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.   To learn more about BSR Digital, visit their website or book a call here.

Matthew Barnett is the CEO and head of product for Bonjoro; a loyalty platform for building loyal customers that stay for life with over 50k happy customers.

This episode originally aired on Nov 11th, 2022. So, if you didn't listen to it, now it's a great time to do it!

In this episode...

This episode originally aired on Oct 14th, 2022. So, if you didn't listen to it, now it's a great time to do it!   Charles "Chuck" Melber kicked his career off in the early days of e-commerce selling skateboards, sunglasses, and more. Facebook ads were barely a thing at the time, and it was all about community building. He then spent a few years working in and studying User Experience and Interaction Design. During that time he was privileged to consult on projects with companies like GoPro, Mozilla, and LG.   Email Marketing is always a powerful channel to leverage, and even more during this time of the year. If you're looking for some ideas to implement, this episode is for you, as Brian Roisentul interviews Chuck Melber to discuss email marketing tips for this holiday season.

In this episode of The DTC Insider podcast, host Brian Roisentul interviews Annette Furio, founder of Season Journals.

Annette turned her background in graphic design and years in the wedding industry into a mission-driven business. Through thoughtful, heirloom-quality journals, Annette helps people document life’s most meaningful moments, all while bootstrapping and steadily growing her collection.

Here’s a glimpse of what you’ll learn:

• How Season Journals supports couples during major life milestones through guided journaling

• The influence of Annette Furio’s design and stationery background on product development

• Starting customer acquisition through Google Ads and influencer marketing

• Expanding beyond a single SKU to meet diverse customer needs

• Gifting as a major driver in the business model

• The importance of engaging with online communities for product insights

• Leveraging the founder’s personal presence to strengthen brand connection

• The impact of email marketing and valuable content on customer engagement

• Journaling as a tool for mindfulness and mental clarity in a tech-driven world

--

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

Brock Mammoser is the founder of Frost Buddy, one of the fastest-growing drinkware brands in the world right now.   He and his brother went from 0-$30M in under 3 years through digital marketing with Meta, Google, and TikTok, among other channels.

In this episode...

• Introducing Frost Buddy's Vision
• Cracking the Code to $30M Success
• Mastering Acquisition and Retention Strategies
• Decoding Multichannel Tracking
• Frost Buddy's Community Ecosystem
• The Viral Phenomenon on TikTok
• Crafting Effective Ad Creatives
• Shopify Apps That Enhance Business
• Essentials for DTC Success

 

Sponsor for this episode...

This episode is brought to you by BSR Digital.   BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.   To learn more about BSR Digital, visit their website or book a call here.

Seun Olubodun is the founder of Duke & Winston, a company that’s building the only dedicated product, content & lifestyle brand dedicated to the iconic English Bulldog & bulldog lovers worldwide.   In this episode, he will do a deep dive into his story, which is full of emotions and lessons learned.   In this episode...  

• A Candid Journey Through Highs and Lows
• Entrepreneurship's Toll on Mental Health
• Reflecting on Common Entrepreneurial Struggles
• The Paradoxes of Leadership Traits
• Turbulence Between Successes and Failures
• Lessons from Seun's Path

 

Sponsor for this episode...

This episode is brought to you by BSR Digital.   BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.   To learn more about BSR Digital, visit their website or book a call here.

 

In this tactical episode of The DTC Insider podcast, Brian Roisentul introduces the new Sidekick feature on Shopify, which allows users to unlock valuable insights and data that were previously difficult to access.

Here's a glimpse of what you'll learn:

• How Sidekick Makes Shopify Insights Accessible Like Never Before

• Leveraging Complex Data Queries to Supercharge Your Analysis

• Why Your Questions Determine the Accuracy of Your Data

• Easily Unlocking Fundamental Metrics Like Customer Lifetime Value

• Turning Sidekick’s Insights into Actionable Growth Marketing Strategies

• Simplifying Sales Forecasting and Customer Behavior Analysis with Sidekick

• Effortlessly Tracking Subscription Metrics Using Sidekick

Sponsor for this episode:

This episode is brought to you by ⁠BSR Digital⁠.

⁠BSR Digital⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, ⁠visit their website⁠ or book a call ⁠here⁠.

In this episode of The DTC Insider podcast, host Brian Roisentul interviews David Bean, founder of Nira, a company that has revolutionized skincare technology by bringing professional laser treatments to the home market.

We discussed:

• The journey from engineering to developing skincare technology

• Making professional laser treatments accessible for at-home use

• The challenges and time investment behind NIAR’s eight-year development

• Building consumer trust in a competitive skincare market

• The role of AI in enhancing skincare effectiveness

• Overcoming skepticism from industry experts during the early stages

• Using a 90-day money-back guarantee to establish credibility

• Enhancing customer engagement through gamification

• The importance of clinical validation for product effectiveness

• Expanding into future innovations like laser hair removal and acne treatments

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, Brian Roisentul discusses the often-overlooked potential of email marketing, emphasizing its cost-effectiveness compared to paid ads.

He outlines a three-step marketing playbook that focuses on understanding customer purchase behavior, mapping out touch points, and optimizing email flows to enhance engagement and sales. The discussion highlights the importance of aligning marketing strategies with customer needs and behaviors to drive better results.

Here’s a glimpse of what you’ll learn:

• Why understanding customer purchase behavior is essential for effective campaigns

• The importance of timing and targeting in email strategy

• How mapping customer touchpoints can improve marketing flows

• Leveraging the right tools to gain insights into customer behavior

• Using purchase pattern analysis to tailor offers

• Enhancing marketing performance through audience segmentation

• Prioritizing structure and strategy over quick hacks

• The need for ongoing optimization of email flows

• How agencies can support brands with strategic execution
  

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Joe Weinand, co-founder of Nutcase, a health-conscious chocolate milk brand.

Joe shares the origins of Nutcase, his journey in scaling the business, and the unexpected partnerships that helped propel the brand forward. They discuss the challenges of navigating retail and e-commerce, the impact of influencer marketing, and innovative strategies for brand positioning.

Here’s a glimpse of what you’ll learn:

• Turning a simple craving into a product that resonated with consumers

• How a clean-label chocolate milk gained traction quickly

• The highs and lows of using influencer marketing for rapid awareness

• Navigating the unique challenges of both retail and DTC in the beverage space

• How equity crowdfunding transforms fans into invested brand advocates

• Why building a strong community is essential for retail success

• Creative marketing approaches that help differentiate in a saturated market

• Embracing the unpredictable path of entrepreneurship

• Plans to grow the product portfolio and expand in retail

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, Brian Roisentul discusses the rapid evolution of the conversion funnel in e-commerce, driven by advancements in AI and platforms like ChatGPT.

He highlights the shift from traditional website-centric shopping to a more integrated, AI-driven experience where consumers seek answers directly from AI rather than navigating to websites.

Here’s a glimpse of what you’ll learn:

• How AI is transforming the traditional conversion funnel

• The growing consumer preference for getting answers directly from AI

• The shift from websites as destinations to sources of structured data

• The increasing necessity of integrating AI into e-commerce strategies

• Why brands need to optimize their online presence for AI visibility

• The significance of Shopify’s partnership with ChatGPT in the industry

• The impact of declining search engine click-through rates on discovery

• The importance of understanding evolving consumer behavior

• The rise of distributed commerce across multiple platforms

• How providing clean, accurate data improves AI-driven brand visibility

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with AJ Patel, the SVP of Global Growth at U Beauty. He has been instrumental in scaling the brand's DTC business.

With a background at Unilever and a passion for process improvements and analytics, AJ brings a unique perspective to the luxury skincare industry. Join us as we delve into his strategies for growth, innovation, and customer engagement.

Here’s a glimpse of what you’ll learn:

• The shift in marketing strategies due to increasing privacy restrictions

• Why persona work is critical before scaling media efforts

• The importance of a full-funnel strategy for brand growth

• How to balance organic content with paid media for long-term success

• YouTube Shorts as an emerging opportunity for brand visibility

• The growing importance of profitability in today’s e-commerce landscape

• Managing customer acquisition costs while focusing on sustainable growth

• Why ROAS alone isn’t enough—profitability and LTV must guide strategy

• The need for margin and product profitability analysis before scaling

• Why marketers must understand key business metrics beyond ad platforms

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider, Brian Roisentul emphasizes the critical importance of truly understanding your customers.

He discusses how many brands fail to define their ideal customer profiles accurately and the consequences of this oversight.

Here’s a glimpse of what you’ll learn:

• Defining your ideal customer profile accurately is foundational for brand success

• Knowing your customers deeply improves marketing effectiveness

• Direct communication is one of the best ways to gain valuable customer insights

• Surveys and reviews offer powerful feedback for continuous improvement

• Asking the right questions leads to more actionable insights

• Identifying pain points helps inform product development and innovation

• Analyzing reviews reveals how customers truly experience your brand

• Community engagement is a rich source of feedback and loyalty

• Tools like ChatGPT can support the analysis of customer data at scale

• Stop guessing—actively listen and gather input to make informed decisions

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Cleo Davis-Urman, co-founder of Barriere, a brand that started during the pandemic with medical-grade face masks and has since evolved into a leader in wellness with their innovative vitamin and adaptogen patches.

With a background in luxury fashion at Vogue and Saks Fifth Avenue, Cleo brings a unique perspective to the world of self-care and wellness.

Here’s a glimpse of what you’ll learn:

• How Cleo’s personal health journey led to the creation of Barrier

• The benefits of transdermal patches for vitamin absorption over traditional supplements

• The importance of collaborating with experienced partners in product development

• The role of customer feedback in shaping product evolution and strategy

• Gaining deeper insights through real-life interactions with customers

• Driving brand growth through social media, with a focus on TikTok

• Using technology to improve customer education and engagement

• Staying open to feedback and embracing iteration throughout the process

• Creating products that support self-care and personal expression

• Maintaining continuous customer interaction to stay aligned with their needs

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sits down with Victoria Hana, Director of Ecommerce at G FUEL. We dive into how GFuel has built a powerful brand at the intersection of gaming, community, and commerce. From navigating influencer relationships to structuring their marketing calendar, Victoria shares the strategic and tactical moves that have helped G FUEL scale across DTC, retail, and beyond. If you’re a marketer or brand owner looking to blend culture with commerce, this one's a must-listen.

Here’s a glimpse of what you’ll learn:

• Building a gaming-focused brand with mainstream appeal

• Navigating influencer partnerships at scale

• The evolution of GFuel’s marketing strategy

• Community building through content and culture

• Diversifying revenue channels beyond DTC

• Collaborations with big names in gaming and entertainment

• Managing retail expansion while keeping brand integrity

• Planning GFuel’s annual and 90-day marketing calendar

• Adjusting strategies for changing consumer behavior

• Key lessons from scaling a multi-channel eCommerce brand

Find more episodes on ⁠⁠our website⁠⁠.

--

This episode is brought to you by ⁠⁠BSR Digital⁠⁠.

⁠⁠BSR Digital⁠⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, ⁠⁠visit their website⁠⁠ or book a call ⁠⁠here⁠⁠.

In this conversation, Brian Roisentul emphasizes the critical need for brands to engage with their customers in real-life settings, such as events and pop-up stores.

He discusses how these interactions provide invaluable insights into customer preferences and behaviors that cannot be captured online.

Here’s a glimpse of what you’ll learn:

• The importance of meeting customers in real life to strengthen brand connections

• How in-person interactions reveal deeper insights than digital analytics

• Using customer reactions to guide product development decisions

• Leveraging unfiltered customer feedback to refine marketing strategies

• Understanding how customers perceive value to improve positioning

• Building a sense of community to deepen brand loyalty

• Facilitating meaningful conversations to gather richer, more actionable feedback

• Prioritizing non-transactional touchpoints to nurture long-term relationships

• Making real-life engagement a strategic priority for sustainable brand growth

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Katie Diasti, the founder and CEO of Viv for Your V, a modern period brand that is revolutionizing the industry with sustainable and better-for-you products.

Here’s a glimpse of what you’ll learn:

• The inspiration behind Viv and its mission

• How Katie turned a college project into a thriving business

• The challenges and rewards of innovating in a traditional category

• Strategies for building a community and incorporating customer feedback

• Viv's journey to getting on Whole Foods shelves

• The role of social media in brand building and customer education

• Insights into retail vs. online sales strategies

• Lessons in scrappy entrepreneurship and resourcefulness

• How Viv is breaking taboos around period care

• Advice for aspiring entrepreneurs

Sponsor for this episode:

Struggling with tariffs? Unsure about upcoming changes? Let’s talk!

With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs.

✅ Defer tariffs until orders ship (no upfront costs)

✅ Free up working capital for growth

✅ Sell smarter - turn inventory into cash faster

Stop letting tariffs tie up your cash - sell smarter with Portless.

Schedule a risk assessment and leverage tariff deferment today.

In this episode of The DTC Insider podcast, Brian Roisentul discusses effective growth marketing strategies, focusing on the importance of understanding customer journeys and addressing subscription churn.

He emphasizes the need for brands to map out their customer journeys to identify pain points and improve retention. By analyzing subscriber behavior and implementing proactive strategies, brands can enhance customer lifetime value and ultimately drive revenue growth.

Here’s a glimpse of what you’ll learn:

• Why growth and marketing remain essential for brands in 2025

• The importance of mapping the customer journey to uncover friction points

• How focusing too much on details can distract from the bigger business picture

• Using customer behavior insights to overcome revenue plateaus

• Balancing acquisition and retention to drive sustainable growth

• Accepting churn as part of the journey—and learning how to manage it

• Identifying the root causes behind customer churn to improve retention

• The power of proactive engagement in building long-term loyalty

• How delivering real value helps reduce customer turnover

• Grounding marketing tactics in data and customer insights for better results

  Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Pauline Koningsveld and Sarah Litt, co-founders of Livi Beauty, to discuss their journey of creating an innovative at-home gel manicure system.

Here’s a glimpse of what you’ll learn:

• The inspiration behind Livi Beauty and its unique features

• How Pauline and Sarah transitioned from idea to product development

• The challenges and successes of launching a DTC brand

• Insights into their go-to-market strategy and target audience

• The importance of customer feedback and retention strategies

• How Livi Beauty empowers women by saving time and providing convenience

• The role of founder-led content in building brand authenticity

• Lessons learned from customer interactions and surprising feedback

• The impact of being featured on Good Morning America

• Future plans for Livi Beauty, including sustainability and product improvements

Sponsor for this episode:

Struggling with tariffs? Unsure about upcoming changes? Let’s talk!

With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs.

✅ Defer tariffs until orders ship (no upfront costs)

✅ Free up working capital for growth

✅ Sell smarter - turn inventory into cash faster

Stop letting tariffs tie up your cash - sell smarter with Portless.

Schedule a risk assessment and leverage tariff deferment today.

 

In this episode of The DTC Insider podcast, Brian Roisentul discusses effective strategies for direct-to-consumer brands, focusing on the importance of identifying sales peaks, planning product launches strategically, and setting manageable goals.

He emphasizes the need for brands to plan ahead and break down their annual goals into actionable quarterly objectives to drive growth and success.

 

Here’s a glimpse of what you’ll learn:

• How successful brands engineer their own sales peaks

• The importance of identifying seasonal trends for smarter planning

• Using strategic product launches to boost low-revenue periods

• Why timing matters when bringing products to market

• Common pitfalls: lack of long-term planning

• Breaking down annual goals into manageable quarterly targets

• Aligning high-level initiatives with clear quarterly objectives

• Creating actionable task lists for each strategic initiative

• The role of research and decision-making in effective execution

• When and how expert support can help brands push past plateaus

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul interviews Samantha Diamond, co-founder and CEO of Bird & Be, a company focused on improving fertility education and products. Samantha shares her journey from the beauty industry to addressing the gaps in fertility health, emphasizing the importance of professional guidance and sensitive communication.

The conversation explores how Bird & Be leverages social media for education, the significance of clinical studies in product validation, and the challenges of marketing non-impulse purchases. Samantha also highlights the impact of customer stories and the company's commitment to continuous product development.

Here’s a glimpse of what you’ll learn:

• From Beauty to Fertility: Samantha Diamond’s Career Pivot and Purpose

• Identifying and Filling Gaps in Fertility Education and Customer Experience

• Communicating with Sensitivity in a Deeply Personal Health Space

• The Role of Professional Guidance in Building Product Credibility and Trust

• Using Social Media to Educate, Support, and Build a Fertility-Focused Community

• Backing Products with Clinical Studies: A Non-Negotiable for Trust

• Marketing for Non-Impulse Products: Lessons from the Fertility Space

• Harnessing Customer Testimonials as a Source of Insight and Motivation

• Guiding Customers Through Personalized Quizzes and Educational Tools

• Iterating Through Feedback: The Continuous Development Behind Bird and Bee’s Products

Sponsor for this episode:

Struggling with tariffs? Unsure about upcoming changes? Let’s talk!

With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs.

✅ Defer tariffs until orders ship (no upfront costs)

✅ Free up working capital for growth

✅ Sell smarter - turn inventory into cash faster

Stop letting tariffs tie up your cash - sell smarter with Portless.

Schedule a risk assessment and leverage tariff deferment today.

In this episode of The DTC Insider podcast, Brian Roisentul discusses effective growth marketing strategies, focusing on the importance of understanding customer journeys and addressing subscription churn. He emphasizes the need for brands to map out their customer journeys, identify points of churn, and implement proactive strategies to retain subscribers and enhance their lifetime value. Through real client examples, he illustrates how to generate revenue by adding value to customer experiences and engaging them effectively.

Here’s a glimpse of what you’ll learn:

• Why growth and marketing strategies still matter in 2025

• The importance of mapping the full customer journey

• Common pitfalls: focusing on details too early in the process

• Gaining clarity on how your brand actually generates revenue

• Balancing acquisition and retention: new vs. returning customers

• Accepting churn as part of the journey—and how to prepare for it

• Implementing proactive tactics to minimize churn

• Leveraging customer feedback to guide improvements

• Finding meaningful ways to add value and build loyalty

• Using engagement strategies to boost customer lifetime value

  Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Izzy Rosensweig, founder of Portless, about the evolving landscape of tariffs and supply chain management.

They discuss Portless's innovative approach to optimizing cash flow and inventory management, the implications of the de minimis rule, and the impact of trade wars on brands.

Izzy shares insights on pricing strategies, the importance of trade lawyers, and the future of manufacturing concerning China and Vietnam. The conversation emphasizes the need for brands to adapt and optimize in a fluid market environment.

Here’s a glimpse of what you’ll learn:

• How Portless helps brands delay tariff payments until orders ship

• The importance of cash flow management for brand sustainability

• The phase-out of the de minimis rule for China and Hong Kong

• Strategies for optimizing supply chains to reduce operational costs

• The impact of trade wars on global logistics and sourcing

• Adapting pricing strategies in response to shifting economic conditions

• Exploring tariff engineering as a method to lower import costs

• How the country of origin influences tariff obligations

• The pros and cons of manufacturing in Vietnam versus China

• Why brands should optimize their current operations before major supply chain shifts

Sponsor for this episode:

Struggling with tariffs? Unsure about upcoming changes? Let’s talk!

With Portless, you only pay tariffs after your customers pay you - so your cash always moves faster than your costs.

✅ Defer tariffs until orders ship (no upfront costs)

✅ Free up working capital for growth

✅ Sell smarter - turn inventory into cash faster

Stop letting tariffs tie up your cash - sell smarter with Portless.

Schedule a risk assessment and leverage tariff deferment today.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Victoria Melnyk, co-founder of Sunbabe Hair.

Launched in 2018 with her sister, Sunbabe offers women a natural, gradual approach to hair lightening, inspired by their own teenage experiences with bleaching. Frustrated by the damaging and costly salon processes, Victoria sought a healthier alternative to achieve sun-kissed highlights.

Emphasizing beauty as a reflection of lifestyle, Sunbabe has grown to serve over 200,000 customers. Victoria also leads the brand's art direction, focusing on visual storytelling to communicate Sunbabe's essence. Today, we'll explore her entrepreneurial journey, the challenges of scaling a lean team, and her vision for the future of haircare.

Here’s a glimpse of what you’ll learn:

• Turning personal passion and curiosity into a successful beauty brand

• How creating for yourself can foster deeper customer connection

• The power of transformation stories in branding and marketing

• Why branding is about meaning, not just products

• Using the hero’s journey to create compelling customer narratives

• Building community to strengthen brand loyalty

• Understanding your customer’s needs to drive effective marketing

• The importance of a clear, focused message in brand communication

• Structuring ad creation to improve performance

• Embracing continuous learning for long-term growth

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Paola Shah, founder of Tucketts.

When Paola Shah moved from London to the U.S., she found herself in a new place with no network. A friend asked for help researching a Pilates studio, and part of that research focused on socks—specifically, grip socks that were required for class.

But none of them felt quite right. So, Paola spent three years developing a new kind of sock—one that provides grip and absorbs sweat while maintaining a full sensory connection to the floor. That idea turned into a patented product and a sustainable business that manufactures in Colombia with a strong focus on social and environmental impact.

In this episode, we talk about her journey from market research to manufacturing, how she became part of the 1.9% of women-owned businesses to cross $1M in revenue, and the challenges of staying profitable as costs rise.

Here’s a glimpse of what you’ll learn:

• The evolution of Tucketts from concept to market over three years.

• The importance of validating product-market fit before launching.

• How cultural influences shape product design and branding.

• The impact of sustainable manufacturing on communities and the environment.

• The role of patents in protecting innovative product designs.

• How organic influencer marketing drives authentic brand growth.

• Overcoming manufacturing challenges through perseverance and problem-solving.

• Effective communication with manufacturers for better product outcomes.

• The power of user-generated content over traditional influencer promotions.

• Enhancing workouts through barefoot training and improved foot sensation.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sits down with Leah Marcus and Yasaman Bakhtiar, the founders of Good Girl Snacks, a pickle brand that emphasizes organic ingredients and community engagement. They discuss their journey from college friends to entrepreneurs, the challenges of launching a food product, and the importance of building a brand in public through social media.

Here’s a glimpse of what you’ll learn:

• The founding story of Good Girl Snacks and how Leah and Yasaman met.
• Transitioning from unfulfilling jobs to starting a pickle company.
• The inspiration behind launching a pickle brand and the market gap they identified.
• The role of social media in building their brand and community engagement.
• Challenges and strategies in product development and flavor innovation.
• The importance of organic content creation and its impact on marketing.
• Navigating retail and e-commerce channels for product distribution.
• The significance of building in public and involving the community in business decisions.
• The impact of having a strong organic presence on retail success.
• Future plans for Good Girl Snacks, including new flavors and retail expansion.

Find more episodes on ⁠our website⁠.

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This episode is brought to you by ⁠BSR Digital⁠.

⁠BSR Digital⁠ helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, ⁠visit their website⁠ or book a call ⁠here⁠.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Mallory Ottariano, founder of Youer.

Mallory Ottariano launched her brand on Etsy in 2012 as a side hustle. Before she knew it, it was matching her full-time income, and she decided to go all in.

Fast forward, and she’s built a 7-figure clothing brand without paid ads (until recently).

How did she do it? Let’s find out!

Here’s a glimpse of what you’ll learn:

• The importance of community engagement in building a brand.

• How storytelling helps create deeper connections with customers.

• Using events to drive word-of-mouth marketing and brand loyalty.

• The strategic transition from organic growth to paid advertising.

• Effective inventory management as a key factor in scaling.

• The impact of a resale market on customer loyalty and sustainability.

• Challenges and opportunities of manufacturing in the US.

• The role of detailed tech packs in ensuring smooth production.

• Educating customers on pricing to address cost concerns.

• The power of authenticity in strengthening brand relationships.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Brandon Horoho, co-founder of Montana Knife Company, a 30-year overnight success—that’s how this company’s explosive growth story begins.

Brandon and his co-founder, Josh, launched the company in 2020, but Josh had been crafting custom knives since he was 11. The idea? Mass-produce high-quality knives that could reach a wider audience while still maintaining craftsmanship.

The results? From low 7 figures in 2021 to 8 figures in 2024.

Their products sell out in minutes. They’ve built an email list of over 1 million customers. And now, they’re focused on becoming a household name—expanding beyond their niche with paid TV ads, podcasts, and influencers.

Here’s a glimpse of what you’ll learn:

• The founding of Montana Knife Company and its rapid growth.

• Josh’s journey to becoming the youngest master bladesmith at 19.

• The role of quality craftsmanship in customer loyalty and retention.

• Building direct customer relationships and owning their data.

• Leveraging organic social media to grow without paid ads initially.

• The first knife drop selling out in 14 minutes and what it revealed about demand.

• The impact of email marketing as a core strategy with high engagement.

• The VIP program and how it strengthens customer loyalty.

• The focus on building a long-term legacy brand over short-term gains.

• Expanding manufacturing capabilities to support continued growth.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Aaron Nosbisch, founder & CEO of BRĒZ, the fastest-growing cannabis beverage in the market.

In just a short time, Aaron has propelled his brand to rapid success, leveraging cutting-edge marketing strategies, creative compliance solutions, and a relentless focus on product experience. Aaron shares the story behind his brand’s meteoric rise, the innovative tactics that have driven its success, and his predictions and best practices for the future.

Whether you're a founder, CMO, or marketer in e-commerce, you'll gain invaluable insights into scaling a brand in a highly regulated and competitive market.

Here’s a glimpse of what you’ll learn:

• Introduction to BRĒZ and Its Growth

• The Product Development Journey

• Building in Public: The Philosophy Behind Transparency

• Competition vs. Collaboration in the Cannabis Space

• Key Lessons Learned in Business Growth

• Team Dynamics and Hiring A-Players

• Retail Growth and D2C Strategy

• Key Metrics for Business Success

• Channel Diversification in Advertising

• Personal Insights and Recommendations

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Corina Pfeffer, co-founder of Pipa Skin Care, a skincare brand made for tweens.

Along with her two childhood friends, Clara and Kristina, they built Pipa from a real-life need: safe skincare that pre-teens actually want to use. In just one year, they’ve hit milestones they never expected—selling in every U.S. state and growing an organic community of over 60K followers on Instagram. But scaling fast comes with its own set of challenges.

In this episode, we’ll talk about how they’ve grown without ads, the power of organic marketing, and what they’re learning about customer retention.

 

Here’s a glimpse of what you’ll learn:

• Identifying a market gap: Creating safe skincare for tweens.

• Leveraging diverse expertise to build and scale the brand.

• Understanding the target audience and their online behavior.

• Crafting messaging that appeals to both tweens and parents.

• Growing through organic marketing without heavy ad spend.

• Adapting content strategy based on audience engagement.

• Utilizing social commerce, especially on TikTok, for sales.

• Retention strategies focused on engagement and innovation.

• Building brand loyalty through strong customer service.

• Using customer feedback for continuous improvement.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Ben Feys and Kevin Niehoff, founders of PrettyBoy. They turned a personal challenge into a thriving e-commerce business.

With Kevin's eczema diagnosis as a catalyst, they noticed a gap in the skincare industry for high-quality, simple products designed specifically for men. After learning the ropes of e-commerce during COVID, they launched PrettyBoy in 2022, creating the first men’s skincare brand to receive the National Eczema Association seal of approval.

Here’s a glimpse of what you’ll learn:

• Turning a personal challenge into a successful business.

• Financial literacy as a foundation for growth.

• Adaptability in navigating the e-commerce landscape.

• The role of customer feedback in product development.

• Differentiating through lifestyle branding.

• Aligning operations with marketing for business success.

• Strengthening brand loyalty through community engagement.

• The impact of brand identity on standing out in the market.

• Creating memorable customer experiences to drive retention.

• Balancing focus and experimentation across marketing channels.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Stephani Clymer, founder of Common Thread. She spent nearly two decades in the retail industry, starting with her dream boutique for maternity clothing, "Expecting".

Over time, she navigated economic downturns, rebranded her business, and transformed it into what we now know as Common Thread. Along the way, she built a strong in-store culture, embraced e-commerce, and adapted to shifting consumer behaviors. In this episode, Stephani shares the highs, the lows, and her approach to building lasting customer relationships in retail.

Here’s a glimpse of what you’ll learn:

• The journey of building a brand through fashion and connection.

• Resilience and adaptability in navigating economic downturns.

• The role of rebranding in business evolution and growth.

• Leveraging customer feedback to drive innovation and transformation.

• Building strong relationships with customers for long-term success.

• The impact of brand identity on recognition and market positioning.

• Embracing change as a key to business sustainability.

• Humanizing e-commerce to enhance customer loyalty.

• The growing importance of social commerce in retail.

• Personal touches, like handwritten notes, that strengthen customer relationships.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Noah Tucker, founder of Social Snowball.

Before founding this company, he was on the brand side, navigating the frustrations of building influencer and affiliate marketing programs with the limited tools available at the time.

These challenges inspired him to create Social Snowball, a platform that simplifies affiliate marketing for e-commerce brands, enabling them to scale their stores with innovative affiliate strategies.

Here’s a glimpse of what you’ll learn:

• The evolution of affiliate marketing and its impact on brands.

• How social media influencers are reshaping the affiliate landscape.

• The rise of social commerce and its integration into major platforms.

• Why brands should build relationships with creators beyond affiliate platforms.

• Leveraging existing customers to kickstart an affiliate program.

• What to expect: Affiliate programs can contribute around 5% of revenue.

• The importance of finding the right influencers to drive sales.

• How gamification can boost affiliate engagement and performance.

• Streamlining affiliate management with tools like Social Snowball.

• Why offering competitive commissions is essential for affiliate success.

 

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Cody Allen, the co-founder of Cuso Cuts, a brand that’s redefining how we think about high-end kitchen essentials and seasonings. Cody teamed up with chef and content creator Jack in 2020, combining their expertise in performance marketing and culinary innovation.

Since launching, they’ve achieved exponential growth year-over-year, hitting national retailers, partnering with NFL players, and growing a massive following of 8M across platforms. From their origins in knives to their success in the seasoning market, Cody’s team has found a way to make these products cool, accessible, and wildly successful.

Here’s a glimpse of what you’ll learn:

• The impact of co-founder Jack’s influence on brand success.

• How Cuso Cuts achieved over 20% YoY growth during Black Friday.

• Content marketing as a powerful driver of customer acquisition.

• Adapting to consumer needs: The shift from knives to seasonings.

• The role of natural ingredients in elevating home cooking.

• Community engagement as a key factor in brand loyalty.

• Prioritizing profitability over aggressive growth in 2025.

• The complexity of sales attribution and multi-touchpoint tracking.

• Appealing to home cooks vs. professional chefs in brand positioning.

• The strategic approach to transitioning from online to retail.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Karina Moises, co-founder and CEO of Beautology Lab.

Karina’s journey with Beautology Lab is all about strategic growth and making impactful partnerships while bootstrapping her brand. From a successful partnership with Ipsy in their second year, bringing in almost $500K with just one product, to collaborating with Equinox, Karina has been building momentum. We’ll dive into her customer acquisition strategies, retention efforts, and her plans for 2025.

Here’s a glimpse of what you’ll learn:

• Key challenges and strategic pivots in 2024.

• The role of strategic partnerships in brand growth.

• Identifying the right partnerships for your brand.

• The importance of diversifying revenue streams.

• How bootstrapping fosters scrappiness and resourcefulness.

• Customer acquisition strategies for long-term success.

• Investing in relationships for sustained growth.

• The benefits of raising capital early.

• Meta’s continued impact on customer acquisition.

• Why diversification is essential for reducing business risks.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sat down with Remington Fraser, founder of The Revury, a company redefining what it means to lead with empathy in e-commerce.

Before launching her brand, Remington worked as an attorney, but her entrepreneurial journey began with a vision of creating a software-enabled company that combines automation with a deeply personal touch.

What makes The Revury truly unique? It’s powered by a team of mums who’ve built not just a business but a community. In just three years, they’ve scaled to serve consignments in 21 states, handling over 1,000 consignments while maintaining a 30-40% customer return rate.

Here’s a glimpse of what you’ll learn:

• The Revury as a tech-enabled platform revolutionizing consignment.

• Remington’s journey from law to entrepreneurship for a better work-life balance.

• How empathy in business fosters productivity and stronger team dynamics.

• The benefits of flexible work schedules for both employees and companies.

• Strategies for successfully raising capital with a clear and compelling vision.

• The growing importance of profitability in today’s market climate.

• Leveraging offline sales to drive online traffic and customer engagement.

• The role of founders in actively participating in content creation.

• Unique skills and perspectives moms bring to the workplace.

• The power of networking and referrals in successful fundraising efforts.

Sponsor for this episode:

This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.

In this episode of The DTC Insider podcast, Brian Roisentul sits down with Sarah Vilenskiy, founder of Blossom Essentials. She has taken her skincare brand from direct-to-consumer roots to the shelves of major retailers like Walmart.

Here’s a glimpse of what you’ll learn:

• From marketing to skincare: Sarah’s founder journey

• Learning from agency experiences: good and bad

• Navigating the impact of iOS 14 on Meta Ads

• Transitioning from DTC to retail

• Adapting to economic uncertainty and changing consumer behavior

• Retail profitability vs. digital acquisition costs

• Building brand trust through education and transparency

• Leveraging direct mail and retention strategies

• Finding and owning your niche in a crowded market

• The importance of aligning brand voice with founder authenticity

Find more episodes on our website.

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This episode is brought to you by BSR Digital.

BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing.

To learn more about BSR Digital, visit their website or book a call here.