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DTC Podcast

DTC Podcast

By Pilothouse
Weekly discussions between disruptive direct to consumer ecommerce brands and our amazing team about marketing, funnels, and everything scaling related. Subscribe to our newsletter for highlights and step by step tactical insights 👉🏻 📦 directoconsumer.co
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Ep 38: 400% Growth Through Content Iteration with CrossRope Srdjan Popovic

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Ep 111: AKNF - Amazon Prime Day Prep and Spicy Takes on Amazon's Seller Support
Today we gathered the Pilothouse Amazon team to talk Amazon Prime Day preparation. What should you do today, what you should have done a month ago, and what you can do on Prime Day itself to maximize your results. Stick around for an update on the Facebook Amazon Bridge and our spicy takes on Amazon's system for sellers.
21:30
June 12, 2021
Ep 110: The Modern Milkman’s Hannya Boulos Scaling Through Sustainability
Subscribe to DTC Newsletter  Hannya Boulos is the Head of Growth at Modern Milkman. This Manchester-based business delivers convenient groceries from independent and local suppliers directly to customers’ doorsteps in returnable and reusable packaging. This brand checks all the boxes for us at DTC: ✅ Disrupting a space. ✅ Great brand & product. ✅ Supports local businesses. ✅ Sustainably minded. Here are some takeaways from our chat with Hannya: 🚪 Why old-school in person sales strategies are working for them 📋 How they’re testing non-digital sales tactics (plus some of their findings). 🍭 Inside baseball on their niche geo targeting Facebook Ads. 🚀 Hannya’s approach to LTV. 🤝 Modern Milkman’s three-prong strategy for warming up new neighborhoods. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
56:25
June 8, 2021
Ep 109: AKNF - Google and Facebook Ads in the Post iOS14.5 Landscape
Subscribe to DTC Newsletter  It was FRIDAY, and for this AKNF we gathered our Senior and Lead Media Buying Team across both Facebook Ads to discuss the changes, the challenges, and the workarounds caused by iOS14.5. Nate Vankoughnet, Taylor Cain, Saul Garcia, Richard Clement were all in fine form as we dove in on the following topics: The overall impact of iOS14.5 on Facebook and Google Ads The crazy workaround we figured out to see 1-day and 7-day conversions totaled correctly in Facebook Ads Manager 🤓 Attribution modeling across both platforms and what we're learning. Is Google Display dead? YouTube's time to shine. Advice for campaign structure, and why we're constantly consolidating. Still here? Subscribe to DTC Newsletter   Advertise on DTC   Work with Pilothouse   Visit DTC Instagram   Visit DTC Twitter   Watch this interview on YouTube
27:10
June 7, 2021
Ep 108: Trifecta Nutrition’s Tessa Bicard Takes on Grocery Stores!
This week on the pod, we have newly minted VP of Marketing for Trifecta Nutrition, Tessa Bicard. But first... Subscribe to DTC Newsletter  Trifecta is a DTC meal solution for those who want to eat clean. They deliver fresh, fully-prepared healthy meals direct to your door. Here's what you'll hear on the pod: 📦 It's all about balance - human content with SEO spices 📦 There are always new marketing channels to explore 📦 Why TikTok is so awesome 📦 Exploring the gaming market 📦 Keeping your audience by maximizing LTV Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
49:13
June 1, 2021
Ep 107: AKNF YouTube Ads Domination with Tru Earth's Ryan McKenzie
Subscribe to DTC Newsletter! Today on AKNF, we have Ryan McKenzie discussing the art and science behind the creative aspect of YouTube Ads! Here's what you'll hear on the pod: 📦 Anatomy of Successful Videos 📦 ProTips on improving your video content 📦 How tracking is indispensable to understand your audience 📦 Testing Creatives Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
57:24
May 29, 2021
Ep 106: Three Ships' Lillie Sun on Clean Beauty, Agile Bundling, and Aging Up Your Brand
Subscribe to DTC Newsletter! This week on the pod, we chat with Lillie Sun, growth marketer for Three Ships, a female-founded vegan skincare company on a mission to make clean beauty accessible to all. 🌱 🎧 Listen to the pod for: How they got $1.4 M in funding --  and what they’re doing with it. Three Ships’ organic social education strategy (and the results they’re seeing). Why their team is committed to non-scalable customer engagement, and what tactics they’re using. An insider take on the clean beauty revolution and why customers care about ingredients more and more. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
41:16
May 25, 2021
Ep 105: How to "TikTokify" Your Ads with Pilothouse's Spencer Hay and Nikita Pickard
Level up your DTC game today! Subscribe to DTC Newsletter! Join Eric with media buyers Spencer Hay and Nikita Pickard as they go over the basics of advertising on TikTok ads. Here's what you'll hear on the pod: 📦 How to think about the platform 📦 TikTokify your existing ads 📦 Why TikTok is a platform you need to be thinking about already Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
27:15
May 22, 2021
Ep 104: Dissolve Doubt, Inform Intuition - Attest Re-Imagines the $80B Customer Research Biz
Subscribe to DTC Newsletter! Today on DTC Podcast, we welcomed Jeremy King, the founder and CEO of Attest, a company re-imagining the $80B field of customer research. We dove into the state of customer research, providing some insights about how companies of any scale can get better, more relevant data to help grow their brands. 🚀 Get a preview of Attest’s recently published quarterly D2C digest (askattest.com/dtc), where they used their platform to survey consumers to discover emerging trends and evolving attitudes about eCommerce, retail and DTC experiences.  For more information about how you can use customer research to uncover new avenues of success, go to askattest.com/dtc 📦. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
35:48
May 20, 2021
Ep 103: Olipop's Eli Weiss Goes Deep on Customer Experience
Subscribe to DTC Newsletter! This week on the pod we have Eli Weiss, DTC twitter darling and Director of Customer experience at Olipop. Here's what you'll hear on the pod: 📦 The power of transparency  📦 Respect your UX data  📦 Beyond the customer survey  📦 Customer success = reaching out before shit hits the fan  📦 The most underutilized moment in the brand experience 📦 Act as though a human would act Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
42:09
May 18, 2021
Ep 102: Email vs SMS (plus Two Step Opt-ins and CT design)
Subscribe to DTC Newsletter! In this episode of All Killer No Filler, we're chatting with Pilothouse's Head of Email Julien Normand and Design Lead Robin Holdsworth. Here's what you'll hear on the pod: 📦 Perception of email 📧 vs SMS 📱 📦 Our Two-Step process for driving leads with SMS 📦 Where CTAs should go, how they should look, and how many you should have 📦 Why folks are hesitant to implement an SMS strategy (and why they should reconsider) 📦 An inside look a the DTC win-back sequence Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
26:57
May 15, 2021
Ep 101: Why NOW is the Best Time to Sell Your Business! With Greg Elfrink from Empire Flippers
Subscribe to DTC Newsletter! We have a special Podcast today! 🎁 We're joined by Greg Elfrink to talk about why NOW is the best time to sell your business. Empire Flippers is the #1 curated marketplace for buying and selling established, profitable online businesses.  If you've ever thought of selling your brand for a massive profit, you can check out what your eCommerce store is valued at by going to https://empireflippers.com/valuation-tool/. Here's what you'll hear on the pod: 📦 What people get wrong about selling their eCommerce business 📦 The right way to evaluate your business selling price 📦 Why now is the season of the seller 📦 Opportunities after selling your business 📦 How going through a brokerage can get you a higher selling price 📦 Best space to start your eCommerce business in 2021 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
42:36
May 13, 2021
Ep 100: Dropps Eco Detergents, The power of Dad Bod and a Cohesive CX
Subscribe to DTC Newsletter! This week on the podcast, we have Dropps CMO Elena Lécué. Dropps is a household cleaning brand fighting against toxic pollution, plastic waste, and animal cruelty. Oh, and the dirt in your home. From packaging to their ingredients, Dropps delivers on their promise! Here's what you'll hear on the pod: 📦 Eco-product education 📦 Transitioning from retail to DTC 📦 How Dropps struck viral gold TWICE 📦 Why Dropps treats Amazon as a trial channel Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
49:55
May 11, 2021
Ep 99: Improve Your Email with Custom Copy -- dynamic flows, custom campaigns, and the A.I. takeover
Subscribe to DTC Newsletter! Today on All Killer No Filler we’ve got Pilothouse Copywriter, Alora Bossy and Email Campaign Manager, Graham Battie to discuss personalized copy for email flows as well as campaigns, plus some thoughts on where AI copy bots are useful, and where they’re not. This pod also includes:  📩 How to make sure you're speaking to your most highly engaged audience in a way that maximizes their value  📩 How to utilize referrals to increase sales volume and client acquisition  📩 Inside a successful Mother's Day segmentation strategy  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
25:20
May 8, 2021
Ep 98: Blume Reframes Puberty with Genius Product Names, Sacred SMS Influencer Gifting
Subscribe to DTC Newsletter! This week on the podcast, we have Blume co-founder Bunny Ghatrora.   Blume is a women's skincare and self-care company that is eliminating the shame and embarrassment from puberty and growing up. Did you know that 60% of women felt their self-esteem plummet through puberty? What used to make young girls feel ashamed is being normalized thanks to companies like Blume. Here's what you'll hear on the pod:  📦 Promoting growth with education  📦 Understand what you want to build by working with available products in the market  📦 How a steady stream of UGC helps to understand what products your customers want  📦 Personifying product goals in product names can improve how customers relate to it  📦 SMS - connecting to your customers on a personal level Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
49:42
May 4, 2021
Ep 97: iOS14.5 is LIVE — and this is how you’ll survive
Subscribe to DTC Newsletter! Welcome to the nerdiest iOS 14.5 podcast you’ll ever hear.    We’ve assembled a crack team of experts from Pilothouse and Helmkin to talk you through what to expect during the iOS 14.5 transition and provide insight into what our teams are seeing.    Listen to the pod for:   📦 The three biggest changes we’ve seen in our accounts so far. 📦 What kind of performance we’re seeing in our accounts.  📦 Why you need an effective way to model your data externally.   📦 Test results from the Pilothouse team (plus what tests you should be running).  📦 Why creative is still king.  📦 Predictions for the future of conversions API.    Bottom line: this iOS’nt the end of the world. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
45:09
May 1, 2021
Ep 96: Big Shower Energy - Scaling Men's Self Care with Huron Founder Matt Mullenax
Subscribe to DTC Newsletter! This week on the podcast we have co-founder and CEO of Huron, Matt Mullenax. Huron is a men’s skin and shower care brand built on the premise that guys’ morning routines haven’t changed a whole lot since puberty. Queue the big shower energy.  Here's what you'll hear on the pod:  How to activate your community and gain priceless insight  What "using your product as a weapon" means, and why you should be doing it How Huron is testing their product replenishment strategy  Why doing what other brands can't and won't do is a tactical sweet spot  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
34:26
April 27, 2021
Ep 95: UGC Yeah You Know ME
Subscribe to DTC Newsletter! On this week’s All Killer No Filler, we’re chatting with Pilothouse’s Head of UGC Angela Meadows, Creative Lead Alex Ortega, Head of Partnerships Dan Norcia, and Senior Media Buyer Nate Vankoughnet about scaling your campaigns with UGC! Spoiler alert:  60-80% of our top-performing creatives on any given account are UGC. 🤯 🎧 Listen to the full pod for: The number one thing that people get wrong when acquiring UGC How Nate tests UGC on Facebook Tips for nurturing relationships with influencers How to optimize UGC for a multitude of platforms Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
23:04
April 24, 2021
Ep 94: DTC Brand Stories: How immi is disrupting the instant ramen industry
Subscribe to DTC Newsletter! Today we’re introducing the newest addition to the DTC Podcast family - DTC Brand Stories. Our first guest is Kevin Lee (K-Lee), co-founder of immi, the world's first low carb, high protein instant ramen. 🍜 🎧 Listen to the episode for: Immi's origin story & product discovery journey  Immi’s growing pains What they’ve learned since going to market The benefits of building in public and Their vision for the Immi community moving forward Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
46:57
April 23, 2021
Ep 93: Industry Changing Innovation with Trade Coffee
Subscribe to DTC Newsletter! This week on the pod we have Mike Lackman, CEO of Trade Coffee, a special subscription service offering home-delivered fresh coffee from the nation’s best roasters. Trade is such an interesting business because of the way it takes existing great products, and innovates the customer experience and logistics side of things to create amazing customer experiences that grow LTV like crazy. Listen to the pod for:  📦 Why personalization is everything 📦 How they find that perfect match 📦 Your weekly reminder to always let the data do the talking 📦 Trade's approach to subscription fees  📦 Customer experience as a service 📦 A killer organic referral program  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
53:57
April 20, 2021
Ep 92: $0 - $100,000 in 3 months with the Amazon Growth Guide
Subscribe to DTC Newsletter! This week on All Killer No Filler, we have the Pilothouse Amazon team of Robert Russell, Clifford Donovan, and Seth Tubman-Watkins with a little preview of our upcoming DTC workshop, The Amazon Growth Guide, coming your way April 28, 29 and 30th.    learn.directtoconsumer.co/amazon This pod is PACKED with Amazon intel. Dive in for:    📦 Keywords strategy segmentation and bidding strategies across campaigns   📦 The #1 thing we see people getting wrong on Amazon their Amazon listings   📦 A breakdown of A+ Content  Why you need to register your brand on Amazon   📦 What kind of ads you need to think about on Amazon   📦 The interplay between Amazon Ads and organic sales   📦High-level strategy for building your Amazon store    Consider this your appetizer. Head to learn.directtoconsumer.co/amazon for the main course. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
28:34
April 17, 2021
Ep 91: Brunt Takes on the $30B Workwear Market
Subscribe to DTC Newsletter! On this episode of DTC Podcast we check in with Eric Girouard, founder of Brunt Workwear, a DTC brand catering to an often-overlooked demographic:  tradesmen👷.   Listen to the pod for:   📦  Brunt's origin story and product development journey  📦  A pre-launch roadmap that you can steal   📦  Why micro-influencers with a niche audience are the way to go   📦  A friendly reminder to always let research and data guide your decision making   Plus we've thrown in Good Will Hunting and Home Improvement references for good measure. Can I get an "Aeeuuhhhhh"!? 🔨 😉 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
46:15
April 15, 2021
Ep 90: Is Your Brand Ready for DTC Convergence?
Subscribe to DTC Newsletter! We’ve gathered the Pilothouse brain trust to talk about how DTC brands can foster the best relationship and results from any agency they work with. Join us as we chat with Pilothouse Co-founder Kyle Hitchcox, Head of Partnerships Dan Norcia, and first-time AKNF guest Onboarding Manager Megan Williams.  Listen to the pod for: 📦 Trends our team is seeing in the current DTC surge and how legacy brands are responding to the digital challenge 📦 The biggest mistake brands are making with their success metrics 📦 Our predictions for the future of DTC 📦 The necessity of risk and change in partnerships 📦 How Pilothouse finds alignment with the DTC brands we work with 📦 The challenges facing different brackets of DTC brands Are you craving a hot take about the potential for a Musk vs. Bezos space war? Well, this is the pod for you. 🚀 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
38:41
April 10, 2021
Ep 89: Building a Bold Brand with Ugly's CEO Hugh Thomas
Subscribe to DTC Newsletter! Today on the pod, we have Hugh Thomas the co-founder and CEO of Ugly Drinks! We've been dissecting Ugly's strategy for the past few weeks in DTC Newsletter - you can catch up on our blog ➡️. https://www.directtoconsumer.co/content    Listen to the pod for:    📦 How Ugly built its brand - and why it's fundamental to the business   📦 Why their no b.s. strategy pays off   📦 Ugly's commitment to creating an accessible product (and what that means) 📦 Why customer outreach is fundamental to their business model Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
42:02
April 6, 2021
Ep 88: AKNF Update - Pilothouse Sr. Media Buyer Raven Dixon Takes Over DTC+!!
Subscribe to DTC Newsletter! Drumroll please 🥁🥁🥁 Please welcome Pilothouse Sr. Media Buyer Raven Dixon as the new head of DTC+! Raven has been a superstar guest on previous episodes of AKNF, and we're so excited to have her expertise and energy on our team. She's joined on today's pod by Pilothouse Sr. Media Buyer Jacob Geary. Listen to the pod for Jacob and Raven's media buyer origin stories, Jacob's strategy for growing DTC+, and Raven's exciting plans for building the DTC+ community. 🚀 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
14:36
April 2, 2021
Ep 87: How Rumpl Blankets Achieves 3-4x ROAS Across Multiple Channels
Subscribe to DTC Newsletter! Grab a hot cup of cocoa and cozy up, cause this week's poddy features Wylie Robinson, CEO and founder of Rumpl Blankets, and his head of eCommerce, Shane Roach. Shane and Wylie sat down to talk about how Rumpl turned high-performance materials into usable works of art that have been exploding the historically stagnant blanket space. Listen to the pod for: 📦 Why you should look to your life for product inspiration  📦 Advice for expanding one step at a time  📦 How Rumpl manages its analytics  📦 Finding balance in your SMS strategy  📦 Harnessing events as a marketing strategy  AND how Rumpl achieves 3-4x ROAS across multiple channels - enjoy! 🚀 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
47:33
March 31, 2021
Ep 86: 🚀 All Killer No Filler: Make Email Segmentation Great Again
Subscribe to DTC Newsletter! This week’s All Killer No Filler features Pilothouse’s Email CEO Julien Normand and ace email coordinator Graham Battie, diving deep into the world of email segmentation. Listen to the entire pod for: 🚀 The #1 thing DTC brands get wrong with email segmentation 🚀 The three most important types of email segmentation 🚀 What is a sunset flow, and how can you use one? 🚀 Campaign segmentation for your VIP customers 🚀 Launching new products with SMS campaigns 🚀 Utilizing predicted next purchase date Make sure you listen for the team’s mark-down marketing epiphany! 😆 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
31:18
March 27, 2021
Ep 85: Creating a Sustainable Subscription Box Model with Simply Earth
Subscribe to DTC Newsletter! Get ready to relax and unwind, cause this week's poddy features Lee Veldkamp, Co-Founder and CEO of Simply Earth, an essential oils subscription company that aims to teach people about the benefits of essential oils so that they can live a toxin-free life. Lee breaks down the importance of adding value to subscription boxes and the massive role education plays in the customer journey. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
30:23
March 23, 2021
Ep 84: The Art and Science of Scaling YouTube Ads with Tru Earth’s Ryan McKenzie, Saul Garcia and Jacob Geary from Pilothouse
Subscribe to DTC Newsletter! This week on All Killer No Filler we’re talking about the art and science of YouTube Ads with Ryan McKenzie the co-founder and CMO of Tru Earth, Pilothouse Head of Google Saul Garcia and Pilothouse Lead Media Buyer Jacob Geary. Want to hear more from this dream team? Look over the shoulder these expert practitioners as they give you the step-by-step playbooks they used to create crazy-profitable YouTube campaigns – LIVE on Zoom for FREE! Join our FREE two-day all-access sessions on March 25 - 26, 2021 from 1:00 pm - 2:00 pm PST. Unlock YouTube Creative & Scaling Secrets From 2020's 2nd Fastest-Growing DTC Startup In our TWO one-hour, all-access sessions, experts from Tru Earth and Pilothouse will cover: How to create compelling, high-converting videos (on any budget). How to profitably find, refine, and scale your target audience on YouTube. How to optimize your campaigns and scale your DTC eCommerce brand on YouTube. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
38:35
March 20, 2021
Ep 83: Sustainable DTC with Stojo
Subscribe to DTC Newsletter! Fill up your cups! This week we chatted with Jurrien Swarts and Meghan Holzhauer of Stojo, a DTC brand that aims to end disposable culture one reusable product at a time. Stojo was one of the first to market in their field, launching their collapsible cup in 2015. They have since built a loyal customer base that launched them to $6.5 million in sales in 2019 and they’re on pace to exceed that by 100% in 2021 😱 The podcast is packed with valuable insights from a founder/CEO perspective (Jurrien) and from a brand and growth marketing perspective (Meghan).  Have a listen for:  📦Tips for honing your brand story  📦Insight into the world of utility and design patents  📦Why you should be broadening your channel horizons  📦How Stojo ranks its affiliates Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
58:30
March 16, 2021
Ep 82: The Future of DTC - A Q&A with Pilothouse and DTC Newsletter Co-Founders
Subscribe to DTC Newsletter! This week's All Killer No Filler features our social media manager Maia Sampson hosting a round of questions on the state of DTC with Eric, Pilothouse CEO Dave Steele, and Pilothouse CRO Kyle Hitchcox. Listen for insights on the future of DTC. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
20:44
March 13, 2021
Ep 81: Tuft & Needle and SheerID on Celebrating Your Customer’s Identity
Subscribe to DTC Newsletter! This week we chatted with two heavyweights to get their outlook on how retailers handled the pandemic, Torrie Belknap, VP Marketing of Tuft & Needle (DTC mattress vets) and Nicole Campagna, Sr. Growth Manager at SheerId.    Here are some key takeaways from their chat:   📦  Why you should make a hate list  📦  Consider the role of customer identity  📦  Lead with value  📦  Invest in stories Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
31:01
March 9, 2021
Ep 80: The Presell Page Blueprint [Part 2]
Subscribe to DTC Newsletter! For this week's All Killer No Filler, we're offering you part two of the first day of our Presell Page Course!   If you are not using presells, you are leaving money on the table - listen to the pod to find out why! Then head to dtcplus.co to start your $1 trial and access the rest of the expert-led course. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
45:03
March 6, 2021
Ep 79: DTC Customer Retention & Community Building with Shopify’s Kristen LaFrance
Subscribe to DTC Newsletter! This week's cast features Kristen LaFrance, Twitter’s Mayor of DTC and Head of Resilient Retail at Shopify, dropping value bombs like there’s no tomorrow! Kristen shares focused wisdom on the things brands get wrong about community building, walks you through the steps of community engagement, and shares her favorite community building hacks that brands have come up with since the outbreak of COVID! This is a podcast you can’t afford to miss! Listen for:  📦 Why you should prioritize relationships over sales  📦 Kristen's core blocks of community  📦 Why you should call your 100 best customers  📦 COVID-19 retail trends  📦 A five-step guide to starting podcast content Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
43:02
March 2, 2021
Ep 78: The Presell Page Blueprint [Part 1]
Subscribe to DTC Newsletter! For this week’s All Killer No Filler, we’re offering the first part of our Presell Page Course! Part one of our course series features Pilothouse Creative Director and page design specialist Cam Wind. In his words, “if you are not using presells, you are leaving money on the table.” Listen to the pod to find out why! This presentation covers:  What a presell page is, and where it comes into play in the customer journey Creating a better experience for your customers Page formats that work Plus examples of Pilothouse presell pages! We’ll share part two of this presentation next week - see you then! Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
27:38
February 27, 2021
Ep 77: Looking Around the Corner of iOS 14 With Scott Desgrosseilliers
Subscribe to DTC Newsletter! Need some help figuring out attribution? This is a topic every high level market loves to “geek out” on, but very few have it dialled to their complete satisfaction. With that in mind we sat down with Scott Desgrosseilliers, founder of Wicked Reports, an old school attribution wizard who built his first database at 10 and has put over 20,000 hours in on this topic. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
41:13
February 23, 2021
Ep 76: All Killer No Filler: Presells to the People - FREE DTC+ Course Feb 24-26
Subscribe to DTC Newsletter! We're going to show you how to build presell pages that can double your conversion rates! Presell pages are the most under-utilized yet most impactful levers of any good DTC funnel. Join this workshop and build (or refine) your presell page to find your audience, increase conversion rates, and boost your average order value.📈  The challenge is guided by expert practitioners who have tested 1000's of iterations of presell pages. ...and the best part is that it's 100% free. No strings attached. ➡️  Sign up today! Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
06:50
February 20, 2021
Ep 75: Super Growth on Instagram with Victory Front Media’s Dain Walker
Subscribe to DTC Newsletter! Content marketing is a necessity for DTC brands or agencies as we all try to cut through the noise and engage customers in ways that steadily build your brand affinity and foster LTV. This week on the DTC Poddy, we chatted with Dain Walker. Dain is a brand strategist and Instagram expert who's grown a rabidly engaged 200k following in less than two years by simplifying complex and powerful ideas into compelling content. Dain is one of the clearest communicators we’ve seen, both on social media and in person. Don’t miss his engagement hacks for creating compelling carousels, as well as his personal development superpower and life-changing reading list. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
01:03:14
February 17, 2021
Ep 74: All Killer No Filler: Presell Pages Every Damn Time (Copy Edition)
Subscribe to DTC Newsletter! This week’s All Killer No Filler is the second half of our presell page discussion - and this time; we’re talking copy!  A middleman between your ad and shopping cart, your presell page acts as a salesperson by supporting the customer, giving them a nudge, and providing the info they need to convince them to purchase your product or service. The role of the presell is to eliminate any doubts and make the purchase irresistible. Pilothouse copywriters extraordinaire Alora Bossy and Brad Knell are here to break down exactly what you need to do to ace your presell page copy.  Inside this pod, you'll find:  📦 How to engage your audience by creating a strong avatar  📦 A gentle reminder that your copy doesn't need to be a literary masterpiece  📦 Why research and customer reviews are your best friend when it comes to presell page copy  📦 Helpful copy formulas to help strategize your messaging Take a listen to the pod, then sign up for DTC+ and join our Build a Presell Page Challenge, February 24-26. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
32:00
February 13, 2021
Ep 73: Supercharging Your Growth with Super Coffee’s Ben Knox
Subscribe to DTC Newsletter! This week the cast chatted with Ben Knox, VP of Ecommerce and Growth at Super Coffee. Ben was a treat to listen to, offering insights on how to thrive in today’s omnichannel environment. This podcast was PACKED with valuable info, so we recommend you give it a full listen. Here's a taster of some of the most powerful Value Rockets from the guys’ chat with Ben: 🚀Why you shouldn't be afraid of Amazon  🚀 Why you should be studying your funnel  🚀 Ben's guide to mastering acquisition through subscription and SMS  🚀 Why you should consider reducing your dependency on paid social  🚀 A Case for ROAS Agnosticism (!?) Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
43:28
February 8, 2021
Ep 72: Presell Pages Every Damn Time 🚀
Subscribe to DTC Newsletter! In our latest installment of All Killer No Filler, we have Tim Peacock, Cam Wind, and Raven Dixon from the Pilothouse team on the pod to talk presell pages, providing a sneak peek into our upcoming DTC+ course! Take a listen for: 📦 Why presell pages sell better than eCommerce stores 📦 How to optimize your bundles 📦 Different types of presell pages and when to use them 📦 A sample presell page outline 📦 Why presell pages will be even more important with ios14 changes Take a listen to the pod, then sign up for DTC+ and join our Build a Presell Page Challenge, February 24-16. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
30:18
February 6, 2021
Ep 71: Sipping the DTC Cocktail with Avec Drinks’ Dee Charlemagne
Subscribe to DTC Newsletter! How we drink is changing. The pandemic has seen a major rise in at-home alcohol consumption and a simultaneous call for healthy alternatives to spirits and mixers. Denetrias “Dee” Charlemagne is a co-founder of Avec Drinks, a high-flavour low sugar mixer challenger brand that launched in June of 2020. Avec Drinks has arrived at the perfect time offering premium mixer to pair with premium spirits, that appeal to calls for healthier (and tastier) drinking options. Not even a year old, the pod takes a behind the scenes look at Avec Drinks' early growth and DTC strategy including:  Their organic first approach  Plans for a 2021 paid strategy  The benefits of building a creative community Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
35:25
February 2, 2021
Ep 70: All Killer No Filler: Building Teams that Scale 📈
Subscribe to DTC Newsletter! This week on All Killer No Filler we’re unpacking our approach to team building and growth with Pilothouse’s team of super scalers including Jordan Chew, Cam Wind, Dave Steele, and Kyle Hitchcox. These guys know two things 1. How to grow teams that scale 2. their sports metaphors. Listen to this slam dunk pod for: 📦  Finding opportunity in chaos and harnessing that potential 📦  Why it’s ok to fail 📦  The importance of radical transparency, hyper-communication, and rapid feedback loops 📦  Why we look for and encourage entrepreneurial mindsets at PIlothouse 📦  A walkthrough of Pilothouse’s hiring process and onboarding workflow Come for the great team-building advice, stay for the synchronized swimming reference. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
50:22
January 30, 2021
Ep 69: Declared Data and Product Matching with Jebbit & Pour Moi
Subscribe to DTC Newsletter! This week, we’ve got a combo platter pod!  We’re chatting with Tom Coburn, the cofounder and CEO of Jebbit, a software tool that creates delightful, data-rich customer experiences that encourage consumers to provide information about themselves. Also joining us is Ulli Haslacher, the President of Pour Moi Skincare, a DTC challenger brand that utilizes unique climate-smart technology recently named one of the best inventions of 2020 by Time Magazine. Listen to the podcast for:  📦 Insights on how you should be collecting and activating on declared data  📦 Why surveys just aren't cutting it anymore when it comes to data collection  📦 How a Jebbit quiz resulted in zero product returns for Pour Moi Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
34:34
January 26, 2021
Ep 68: All Killer No Filler: UGC is Rocket Fuel for your Ads 🚀
Subscribe to DTC Newsletter! Today on All Killer No Filler, we’re catching up with the head of Pilothouse’s newly formed UGC department, Angela Meadows, plus all-star Senior Media Buyers Nate Vankoughnet and Liam Robinson. User-Generated Content (UGC) is an umbrella term that covers everything from product reviews to celebrity endorsements. The Pilothouse ad buyers consistently saw UGC content killing, inspiring the establishment of a whole department for UGC at Pilothouse.🔥🔥🔥 Listen to the pod for insight on why you should be building out your UGC strategy. Listen for: 📦 How to match UGC content type to brands to scale campaigns 📦 UGC as a trust-building mechanism 📦  The importance of enthusiasm in UGC 📦  Why you should be testing first with in house UGC 📦  What type of UGC to activate across your funnel 📦  Behind the curtains insight into how Nate builds out his UGC campaigns for prospecting and retargeting Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
26:06
January 23, 2021
Ep 67: The Brick and Mortar Opportunity with Dylan Carpenter
Subscribe to DTC Newsletter! This week on the pod we have Dylan Carpenter, host of the podcast Rich Ad Poor Ad and Founder/CEO of agency Koality Media.  Dylan has experience working with Fortune 500 companies and spent over $15 million on Facebook/IG ads. Today, he’s here to chat about the brick and mortar opportunity, what local businesses can be doing to grow, and what’s happening in the ad space. Stick around for value bombs on:  💣 Local campaigns vs. eCommerce campaigns 💣 Why it all comes down to creative 💣 Tips for local businesses 💣 Why you should think twice before trying to hack the algorithm  💣 A chatbox restaurant hack Take a listen to the full pod for Dylan’s plans for 2021, angel investing, his response to iOS 14, his crypto tips, and the wildest gift he’s received 🐢. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
48:24
January 19, 2021
Ep 66: DTC Experience Design with Partner's Jesse Campbell
Subscribe to DTC Newsletter! Welcome to part two of our brand experience discussion.    Due to a scheduling snafu, we were lucky enough to chat with Jesse Campbell twice!  Jesse is a designer and founder of Partner, specializing in design and branding for eCommerce and digital products and partnering with top 1000 Shopify Companies.    In this pod, we delve into Jesse’s expertise in the cannabis industry (a helpful listen for anyone working with a restricted industry) and unpack brand transparency and the many different ways brands can activate transparency to build trust.    Listen to the full pod for:  📦 Shortcuts to help determine your brand identity    📦  Why you need a two-pronged brand story    📦  Trust and transparency to determine brand differentiation, and the many facets of transparency    📦  Experiences and opinions on the rollout of legal cannabis in Canada, and transitioning from grey to white market industry   📦 Predictions for a personalization forward future for eCommerce Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
45:09
January 16, 2021
Ep 65: Designing eCommerce Experiences with Facebook Shopping’s Design Manager
Subscribe to DTC Newsletter! We’re serving up high-end experience and design expertise for this week’s pod with Andrea Wagner, Design Manager for Facebook Shopping and Jesse Campbell, designer and founder of design agency Partner. Take a listen for discussion on building with the customer in mind, radical transparency, and predictions on upcoming digital experience design trends! Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
37:17
January 12, 2021
Ep 64: Will iOS14 wreck your Facebook Ads campaigns? (NEW GAME-CHANGING RULES INBOUND)
Subscribe to DTC Newsletter! On this week’s All Killer No Filler, the Pilothouse team catches up with Right Hook Digital Co-Founder and CEO Dee Deng to talk iOS 14.    This looming update or “global internet shockwave,” has the potential to change business as we know it, holding far-reaching implications for measurement, optimization, and business tools.    You’ll want to hear this team of experts unpack their instincts, plans, and strategies for surviving this big change.   Listen to the pod for:    📦  A breakdown of wtf’s happening with iOS14  📦  Facebook and Google’s response to the imminent change   📦  How does this compare to GDPR?   📦  What this change will look like for UX  📦  The role of agencies in this turbulent time   📦  Predictions for the future and how businesses will adapt Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
47:48
January 9, 2021
Ep 63: Radical Personalization with RightMessage's Brennan Dunn
Subscribe to DTC Newsletter! Brennan Dunn is the co-founder of RightMessage, a tool that helps make automated segmentation and website personalization easy for any business. He’s also the founder of Double Your Freelancing, providing resources and training for over 50,000 firms and freelancers. We know that niched offerings outperform generic, but Brennan takes personalization to the next level. Brennan’s area of expertise is dynamic niching -  on the fly, data-informed curation of messaging to appeal to each individual customer. If you care about simple ways to increase conversions, and your customer personalization is limited to *|FNAME|*, THIS is the pod for you. Listen for value bombs on: 💣 Personalizing CTA’s based on where someone is in your offer funnel 💣 Using data to personalize your opt-in forms and increase conversions 💣 Low hanging fruit: are you missing an opportunity to convert returning visitors to your site? Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
48:03
January 5, 2021
Ep 62: 2020 in Review: Top DTC Insights
Subscribe to DTC Newsletter! Join Eric as he reflects on year one of DTC Podcast and unpacks the top takeaways, key insights and strategic formulas uncovered in 2020.  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube  
24:09
December 30, 2020
Ep 61: Building a Sneaker Content Empire with Nice Kicks' Matt Halfhill
Subscribe to DTC Newsletter! Our pod guest this week is Matt Halfhill, founder of Nice Kicks - one of the most popular content websites in the footwear/streetwear industry. Matt spent years as a sneaker reseller, eeking out a healthy margin on platforms like eBay, but he soon realized the value is in creating your own product that you have the creative freedom to promote as you see fit. According to Matt’s predictions - if you rely on other people’s products, your days are numbered. Every producer is moving towards a DTC model in this time of profound change as legacy businesses across all industries adopt to the new norm. (Hello and welcome to DTC - you’re in the right place 😉) This is why product creation is a major initiative for Nice Kicks in 2021. Services and products are investing so heavily in content that it only makes sense that content websites are looking to create products. Take a listen to the full pod for discussion of the above, plus:  ⚙️ Mechanics of a content machine 🧵Tailoring content for your audience’s audience  👟 2021 predictions 🔥 Hot takes on the sneaker resale market 👟 A sneaker aesthetics deep dive Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
57:08
December 22, 2020
Ep 60: What Most Brands Get Wrong on Google Ads
Subscribe to DTC Newsletter! On this week’s All Killer No Filler, we’re tackling the biggest ad platform of them all - Google. Google has been quietly growing its ad offerings while refining its algorithm, and our team of Google Ads heavy hitters Saul Garcia, Richard Clement, and Rafael Scott are your google guides here with up to date intel to help you on this massive platform. 💥 Getting specific with your SEO keywords 💥 Retargeting on Google 💥 Supercharge your audiences with branded keyword bidding 💥 The benefits of paid ads x organic listings  💥 Retargeting on Google  All this plus actionable strategies and resource suggestions to supercharge your Google ad presence. Take a listen, then get to work! 💪 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
46:02
December 19, 2020
Ep 59: The Power of Pinterest with Pins 4 Profit's Lindsay Shearer
Subscribe to DTC Newsletter! 📌  Pin Ads 4 the Win! 📌    With 2020 being a year of unpredictability & madness, a surprising contender for traffic & sales in Ecom has consistently shown up in Pinterest Ads!   As the algorithm continues to mature on Pinterest, we’ve been getting some powerful results that are def turning heads.   Here’s a snapshot of what we’re seeing: ✅  83% of people on Pinterest have made a purchase ✅   700M Users & growing on the platform ✅   $100K + the average household income of a :us: Pinterest user ✅   Crazy :arrow_up: ROAS opportunities on TOF & Retargeting ✅   Super :arrow_down: CPMs $.50-$2.50 ✅   Maturing algorithm   In the midst of the: ❌ volatility in both the world & consumer buying behavior ❌  unpredictability of almost all ad platforms ❌  account shut downs ❌  radically changing cross channel ad landscapes   How are you filling your funnels?   If you’re looking for another source of consistent high-quality traffic Pinterest has some serious power💥 !!   Eric sat down with Lindsay Shearer who has one of the largest & industry-leading 📌  Pinterest ad agencies in the world called Pins4Profit and asked a ton of hard questions!  Check out her deep dive into 📌 Pinterest ad strategy for Ecom brand owners & agencies.   It’s time to expand your traffic sources! Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
35:20
December 15, 2020
Ep 58: Stop the Scroll with Performance Driven Creative
Subscribe to DTC Newsletter! This week’s All Killer No Filler features the Pilothouse Creative Team sharing their top tips & tricks for creating scroll-stopping creative and balancing performance with polish.    Take a listen for key insights on:   🗝 Standing out on socials   🗝 Data-driven creative   🗝 Intentionally breaking from design best practices  🗝 Easily applied creative hacks  🗝 How we structure our creative team Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
35:36
December 12, 2020
Ep 57: Neville Medhora: How to Make Content & Copy Stand Out in a "Sea of Same"
Subscribe to DTC Newsletter! Our pod guest this week is Neville Medhora, the brain behind copywriting agency and training business Copywriting Course. He’s also the author of three books, and an advisor to AppSumo, The Hustle, and swipefile.com. His training videos have been viewed by thousands and he currently advises numerous companies on how to make their copy awesome and increase conversion rates across all the materials they produce. We know we have some big-time copy nerds in our audience - this one’s for you. 🤓 Take a listen for: ✏️Why you should write exactly as you talk  ✏️The not so secret sauce for building your audience ✏️Creating content that pops  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
59:28
December 8, 2020
Ep 56: AKNF Black Friday Cyber Monday Retrospective with Pilothouse
Subscribe to DTC Newsletter! As promised, we sat down with a full panel of heavy hitters from Pilothouse to break down their Black Friday/Cyber Monday 2020 experience. Listen to the pod for quick hits on:    💥 2020’s record-breaking Black Friday   💥 Starting sales early & extending to Cyber Week   💥 Our inventory strategy & plans for next year  💥 Balancing prospecting & retargeting over BFCM  💥 Our two-pronged creative strategy   💥 How to approach “gifters” by building a 🔥🔥🔥  Amazon storefront    Save and share with your team so you can activate these strategies next year 💪 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
26:53
December 5, 2020
Ep 55: Mission Marketing for Hypergrowth with Tru Earth's Ryan McKenzie
Subscribe to DTC Newsletter! Today on the pod, we have Ryan McKenzie, co-founder of eco-friendly laundry strip brand Tru Earth -  Canada’s 2nd fastest growing startup. Tru Earth has seen a two-year revenue growth of 8408% from $0 to a current run rate of over $30 million. Listen to this pod for insight on: 📦 Mission Marketing 📦 Starting Strategically Small   📦 Thinking of Retail as a Partner 📦 Influencer Strategies  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
45:18
December 1, 2020
Ep 54: 🔪 🚀 AKNF - Building a Content Machine
Subscribe to DTC Newsletter! The Pilothouse team is slammed hustling for Black Friday - they’ll be back next week to debrief on highlights from the big day, so stay tuned. In the meantime, we’re checking in with Eric and Kyle on how things are going in the DTC world and what they’ve learned while building a content creation business. If you’re looking to enhance your content - this one is for you. Take a listen for: 📦 How to develop a content machine 📦 Building a quality audience 📦 The power of 3rd party brands *** Note: We had some technical difficulties on this one. Apologies for the less than ideal sound quality! We have AirPods on order so it won't be an issue next round. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
28:16
November 28, 2020
Ep 53: Media Buyer Showdown (In House vs. Agency) with Smart Marketer CEO Molly Pittman
Subscribe to DTC Newsletter! We’re going head to head into our latest DTC podcast debating agencies vs. in house media buying teams. Our guest this week is powerhouse Molly Pittman. Molly is the CEO of Smart Marketer and Train My Traffic Person, a training program for in-house media buyers. She’s the author of Click Happy, and she recently launched a new podcast, Smart Marketer. I’ll have what she’s having. Here are some highlights from the pod: So what’s the deal? Agency or In-house? We may have lured you here with a clickbait-y title; it’s less about in house or agency, more about relationship building. There is no one size fits all response; different businesses have different needs. The wheels fall off agency partnerships when business owners pass the buck; it’s naïve to hire an agency, hand over ads, and expect to be hands-off from that point onwards. Joint accountability, collaboration, and hyper-communication are essential. With minimal information or insight into your business, an agency partnership is unlikely to thrive. It is the agency’s responsibility to insist on visibility into the business, and it is the responsibility of the business owner to maintain open lines of communication with the agency. When it comes down to brass tacks house vs. agency, Molly will pick in-house as that’s her background. Her take is that there is something special about having a team in touch with the day to day, who intimately knows the company’s voice. Again, there is no one size fits all response. If you’re just starting, you'll need agency support before you start buying ads. Some folks know they aren’t good at marketing - get yourself an agency! Maybe you need scale support or to delegate a specific element of your strategy? Time for an agency. Molly’s 6 Steps for  Effective Campaigns The Offer Who Ad Copy Creative Campaign Structure Everything Else Listen to the full pod for predictions on the future of agencies’, why you should hire candidates with service industry experience, and a reminder to monitor your screen time. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
01:01:48
November 24, 2020
Ep 52: 🔪🚀 AKNF - Comment Moderation Can Add 20% On Your Bottom Line
Subscribe to DTC Newsletter! Today we dove in with Pilothouse's Comment Moderation team, where we handle clients' ad comments with wit, style, and grace to improve ads, audiences, sales pitches and ultimately, your bottom line (up to 20%). 📦 How to use comment moderation during the onboarding process to improve early results 📦 How to arm your comment moderators with the tools and resources they need when taking on a new account. 📦  The nuances behind when negative comments should be hidden, deleted, or even left in plain sight for everyone to see. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
23:24
November 22, 2020
Ep 51: The Evolution of 3PL with Hook Logistics
Subscribe to DTC Newsletter! Next up on the pod, we’re talking 3PL with Fraser Kinsley, CEO of Hook Logistics and Jacob Sussman, Head of Marketing.  Hook knows that logistics and fulfilment can be a full-on nightmarescape, and they are here to help with DTC-friendly solutions. We talk about their origin story, building brand voice, and the future of fulfillment on this logistics-focused pod. Here are key takeaways: 🗝  Meet your customers where they’re at 🗝  Separate your brand from the pack 🗝  The key to good copy 🗝  DTC is here to stay 🗝  The future of DTC It’s time to think about how you will compete and stand out. Are you more interesting? Are you fostering a deep connection with your community? Do you have innovative distribution? Find your thing, and lean in. Take a listen to the full pod for a behind the scenes peek at how the Hook team is re-imagining 3PL for the DTC market. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
30:26
November 20, 2020
Ep 50: Ops for the Win, with Brenda Mendez
Subscribe to DTC Newsletter! Looking for growth support? Building a brand? Need an ops overhaul? Talk to Brenda Mendez, former COO of Snow Teeth Whitening and Branding and Marketing Specialist. This force to be reckoned with problem solver and ops mastermind is ready to roll up her sleeves and help. She specializes in building ops to alleviate pain points utilizing her lived experience and no-nonsense analytical approach to streamline your business. She’s basically business Mary Poppins. She wants to set up your business for success - so much so that you don’t need her anymore. Maybe a business Ghostbuster? 👻🚫 (...we’ll work on our analogy.) Here are the key strategy takeaways from our podcast you can try on your own ops stack. Approachable Ops 3 Pillars for Growth Whether you’re growing a product, persona or service, Brenda uses this three-pillar framework to develop and elevate brands. Brand Equity Community Associations Bypass Burnout Creating and scaling a DTC business is a major undertaking that requires serious mental stamina. Prioritizing your mental health is a must. Here are some tools Brenda employs (based on personal experience with burnout after a significant push when taking Snow to retail) Self Audit 5 Non-Negotiables Communication Waterfall Listen to the full pod for more, including how not to be a bottleneck, how to best activate different influencer tiers, and why rebrands aren’t as scary as they sound. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
36:32
November 17, 2020
Ep 49: 🔑 Keys to Agency Growth with the Pilothouse Principals
Subscribe to DTC Newsletter! This week we return with the Pilothouse founder team to discuss the agency's wild growth and how we've stayed aligned and in-sync while growing from 16 employees 74 during eight months.  📦  How to hire entrepreneurs and GROW equity  📦  Aligning incentives with all staff AND clients 📦  The next opportunities for Digital Agencies 📦  Instilling team vision and values 📦  Over-communication as a rule 📦  Making sure you have everyone on the right seats 📦  Becoming a DEEP integration partner and what that means for our funnel 📦  Business development via content (DTC newsletter anyone?) Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
33:29
November 14, 2020
Ep 48: Pushing Past $100M With Josh Elizetxe
Subscribe to DTC Newsletter  As an agency partner to ❄️ Snow, we’ve enjoyed a front row seat to their journey of both category dominance, and category creation. We caught up with Josh on a podcast to discuss growth in all its dimensions.  Elizetxe’s (pronounced el-is-et-chay) superpower is his commitment to challenging the status quo. His trailblazing attitude inspires others to think differently.  When it comes to growth, Josh is always willing to explore and experiment in many dimensions at once, both through ad-driven DTC, retail, billboards and more. What follows is an unpacking of Josh’s central ideas about growth that he’s learned throughout the process of scaling his company beyond $100M. Prepare to grow your operation 🔵 Head & the heart: It is essential to have clarifying conversations to determine what success means to you, and what end goal you’re looking to achieve. Is your goal to provide for 5 to 10 people? Are you looking to create a generational company you can pass down to your children? Dig deep to unpack what making an impact means for you and your business. As Elizetxe puts it, thinking about scale starts in your brain and your heart.  🔵 Brace yourself: Be proactive as you prepare to scale. Take what you’re doing and multiply it by 100. What systems and how many people will you need to accommodate that growth? Start to take the next best affordable steps to work towards that goal, putting in place the building blocks for that growth moment.  🔵 Macro management: Elizetxe advocates a high-expectation, low-pressure managerial style. Give your hiree’s full control. Be sure to brace yourself for growing pains in delegation and relinquishing control when scaling to a bigger team. A lot of stress can be reduced by due diligence in the hiring process - hire someone you trust to sit in the driver’s seat.  🔵 Swim with sharks: As you scale, hire those that share your risk appetite. You want your team filled with scrappy folks who are operating on your level. Only egotistical leaders are intimidated by hiring entrepreneurial forces to be reckoned with.  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
56:45
November 11, 2020
Ep 47: 🔪🚀 The Evolution of a Copywriter
Subscribe to DTC Newsletter  Hello and welcome to this week’s edition of the All Killer No Filler podcast where we hang out with the talented members of the Pilothouse agency to tease out the key insights, distinctions, and updates that you need to know to grow your DTC brand fast. My name’s Kyle Guilfoyle and today I’m super excited to be joined by Pilothouse co-founder Kyle Hitchcox as well as our in-house copywriting team Alora Bossy, Brad Knell, and David Franklin. Today we’re going to be nerding out about copy.  What is copy, anyway? And specifically, I’m curious how you explain it to ‘non-marketers’? We like to start episodes with a ‘value rocket’ by asking the question: what’s one thing about copywriting most people don’t know that they probably should? Why is copy important? // OR more interesting → Can you take me back to the time you realized copy was an important skill? What does it mean to be a conversion copywriter? I often think becoming a copywriter is kinda like learning a new language. How would you describe the evolution of, say, someone who knows nothing about copy to becoming a strong copywriter? Also New School vs. Old School → Brad and David have been at this game a loooong time, and Alora, while experienced, hasn’t been at it for -- how long have you guys been at it? -- 15-20 years (or however long it’s been) What steps do you recommend someone take to become a strong copywriter in the shortest amount of time? So the skill of copy kind of has ‘sub skills’ -- offers, hooks, stories, transitions, voice/tone, etc -- do you see copy similarly? If so, what do you think is the most important ‘sub skill’ to master first and why? How do you approach offers? What makes a winning offer? What are your all-time favourite copy tools and resources? Favourite copywriters? Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
40:31
November 7, 2020
Ep 46: Hassle-Free Influencer Marketing in 2021 with Roger Figueiredo, Hashtag Paid
Subscribe to DTC Newsletter! Not getting the results you want with your influencer campaigns? We’re here to help! Step 1. Sign up for our Flywheel Challenge (Only a few spots left and closing the doors on Saturday for REALS.) Step 2. Listen to our conversation with Roger Figueiredo the VP of Marketing and Sales Development for hashtag paid, a leading platform for executing influencer campaigns. We pick Roger’s brain on all things influencer marketing, take a peek at the highlights below: 🚫 Are you making the #1 influencer marketing mistake? 🔎 Celebrity Influencers vs. Nano Influencers 📄 The Art of Whitelisting ⏳ Take Time With Your Customers 💵 Creator Compensation Listen to the full pod for a debrief on the COVID-induced creator economy, why legacy brands are reluctant to jump into influencer marketing, how to effectively measure influencer targeting and a laxative case study in influencer authenticity. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
45:38
November 5, 2020
Ep 45: All Killer No Filler - Work Less, Save 20% with Automated Rules
Subscribe to DTC Newsletter  For this week's Pilothouse podcast Ask yourself: what am I doing in the account hour-by-hour, day-to-day? Then, how can I automate that. 📦 This cast breaks down our favorite automations for testing, stop loss, and optimization. 📦 The ad testing automation that gives you scalable data at a fraction of the cost 📦 The Stop-loss automation that adds 20% to your bottom line 📦 What happens when you over automate things, and how to avoid it 📦 Ultimate naming conventions for campaigns Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
23:56
October 31, 2020
Ep 44: DTC Principles To Live by With Jason Akatiff
Subscribe to DTC Newsletter  ⏳ How much time and effort can having a set of principles for business and life that you've honed down to sharp blades to help you pare down to what's really important? The answer is in this podcast.. Jason Akatiff is the founder of a4d.com, a powerhouse affiliate marketing network, as well as ecommerce brands BauBax and Boundery.   Jason has been a performance marketer since the 90’s and is an advisor and overall DTC strategy expert who has generated a quarter-billion dollars in affiliate commissions (and billions in ecommerce sales) throughout his career. He’s also a mentor of Eric’s - basically making him DTC’s Obi-Wan Kenobi.  Watch this week’s sneak preview as Jason shares his take on what has been happening in the affiliate space during COVID-19 and discusses his guiding principles,100 of which he has recently shared on his blog. Here are three fundamental principles he unpacks on the pod:  Never build something for cash flow alone. Always build for cash flow and value creation. You’ll make a lot more (with a lot fewer taxes) selling what you’ve created if executed right. Be efficient in your solutions and help. Synthesize long-winded answers down to the core of the issue (this principle led to the creation of Akatiff’s blog).  Train your talented people to be system builders. Focus on building and creating new and different things that other people haven’t been able to do.  You can find Jason’s other 97 principles on business, vision/planning, process, hr/culture, and tech/dev, over at https://jasonakatiff.com (highly recommended). Take a listen to the full value-packed conversation on our podcast. We run the gamut from HR and structuring strategy to skill development, COVID-19 responses, to further Star Wars references, and why you should be taking 100+ days of vacation a year.  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
01:06:33
October 29, 2020
Ep 43: 🔪🚀All Killer No Filler - Listen to this URGENTLY
Subscribe to DTC Newsletter  This week on AKNF we are joined by Pilothouse Senior Media Buyers Raven Dixon and Stu Mason for a rapid fire discussion of the tactics and strategies that are moving the needle for our agency this week. Off the top we discuss "what to do when you need to test new assets and Facebook continually wants to go back to the same well?" To Join the DTC Influencer Flywheel Challenge (course) Nov 10-13, join the waiting list here: https://learn.directtoconsumer.co/influencer We cover: 📦 How to create REAL urgency and leverage scarcity with your ads (especially around BFCM) 📦 Consider your MARGIN first when advertising on Facebook (and what to do if your product has a low AOV).  📦 Digging deep on Pre-sales landing page data to optimize and improve 📦 The POWER of Pre-orders (the ultimate brand flex) 📦 Don't be afraid of letting it all hang out and put your EGO in your ads 📦  How long do we have jobs? The Future of Facebook Ads in a world of smart automation. To Join the DTC Influencer Flywheel Challenge (course) Nov 10-13, join the waiting list here: https://learn.directtoconsumer.co/influencer Subscribe to our newsletter: https://directotoconsumer.co Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube 
32:10
October 24, 2020
Ep 42: SEVEN Figures WITHOUT Instagram or Facebook: Molly Borman, JustNips
Subscribe to DTC Newsletter  🤗  Hey y'all! This pod with Molly Borman from JustNips For All was a lot of fun and filled with high-value topics that we don’t often talk about on DTC. Check it out.  As marketers, our first impulse is to buy ads to grow our business. For many of us, this approach has worked wonders. But what if you couldn’t advertise on social media at all?  Meet the indomitable Molly Boorman, founder and CEO of Just Nips Fake Nipples, the fastest growing breast cancer nipple accessory on the market, and author of The Instagram Iceberg, a #1 New Release on Amazon.   After Instagram’s restrictive policies resulted in Just Nips being removed from the platform, Molly pivoted to a social media free strategy and is pioneering what she calls “The Iceberg.”  The Iceberg is everything other than social media that goes on under the surface to make your business grow.   Molly’s path found her scaling her company with attention to detail, word of mouth, PR, community and more.     Listen for Molly’s “marketing epiphany” and other impactful insights in the pod:    📦 The power of word of mouth, grassroots community building, and the shift to hyper-locality  📦  The necessity of authenticity and storytelling and how to sell your story to the press  📦  Why dumping your money into Facebook ads (blindly) is never the answer  📦  Experiences of a first-time founder, and a temperature check on the entrepreneurial climate Listen to the full pod for Molly’s Just Nips journey, along with her titillating takes, tips, and refreshing approach to socials.  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
54:47
October 22, 2020
Ep 41: 🔪🚀 All Killer, No Filler: The $100K Facebook / Amazon Bridge
Subscribe to DTC Newsletter We had a VERY exciting week at Pilothouse, due mainly to Amazon PRIME Day.  We've been growing our Amazon. This year for one client we did over $100K in revenue, just on Amazon this past week.  We go deep on Amazon and how to: 📦 Optimize your Amazon listing (images, bullet points, keywords, product description + content) 📦 PPC campaigns for maximizing Prime Day 📦 How to use ACOS to maximum effect (Amazon Cost of Sale) 📦 The Benefits of Maximizing Prime Day for BCFM and Organic (Getting on the Top 100 List) 📦 Promoting Amazon listings with Facebook Ads (Facebook Amazon Bridge) to Rapidly launch products 📦 How to leverage FBM (fulfilled by Merchant) listings along with regular FBA Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
21:36
October 17, 2020
Ep 40: 🍷 Uncorking DTC Wine Potential with Simon Solis-Cohen
Marketing in a restricted industry? Interested in subscription-based sales? This one's for you!  Subscribe to DTC Newsletter  In our latest pod, we chat with Simon Solis Cohen of Highway 29 Creative - an expert in DTC wine marketing.  With a hospitality background and experience in the Napa wine scene, Simon took his passion for wine to the digital marketing space specializing in e-commerce, marketing, and DTC sales for the wine industry.  We’ve decanted key takeaways from our chat to help you crush your DTC marketing goals. Get it? Wine? Crushing grapes? No? You’ve stopped reading? Great. (or should I say, grape 🍇) 🍷 Build a one to one relationship  🍷 Be the star of your own story 🍷 Lean into lifestyle  🍷  Harnessing UGC reviews 🍷  OG DTC & Subscription Sips Wine Clubs are having a bit of a reckoning at the moment, reevaluating their legacy structure in light of new offerings in the DTC Market. Historically, wine subscriptions have held a more old school “you get what you get and you don’t get upset” mentality, offering 1-3 shipments a year, with predetermined options. Now, looking at other subscription models of have changed this - wine needs to evolve. Rather than forcing your client to take six bottles of whatever you decide, when you decide - now wine club members can choose their frequency, their quantity, and their product - give the customer choice to cater their experience to their needs/wants.  Don't want to just hear it through the grapevine? To learn more about Simon’s 5 stage wine marketing funnel, why cab sauv is king, the legacy of Sideways, and harvesting geekiness in the wine industry. Watch the full video here: https://youtu.be/zaeG2w-jpaA Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
45:58
October 15, 2020
Ep 39: All Killer, No Filler - "Even IF..." for 3x Lift
Can you improve your ads 3x with simple hacks like using "Even IF" at the beginning of your ads? YES! Subscribe to DTC Newsletter  This week's AKNF features Pilothouse media buyers discussing the issues of the day including: 📦 "Even IF" for 3x lift 📦 28 Days Stayed (q4 relief from Big Blue) 📦 Bundling Kungfu 📦 Conversion API early return (and cash bonuses!) Featuring Kylh Eitchcox, @Liam Robinson @Taylor Cain Eric Dyck Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube Join the Flywheel Challenge! https://learn.directtoconsumer.co/influencer
25:30
October 10, 2020
Ep 38: 400% Growth Through Content Iteration with CrossRope Srdjan Popovic
For our latest podcast, we sat down with Srdjan Popovic, Chief Marketing Officer of Crossrope. He happens to be a DTC Newsletter superfan. 🙌🏻 Subscribe to DTC Newsletter  Crossrope is on a mission to become a household name in the fitness space. They have innovated the jump rope with their weighted, interchangeable ropes and accompanying app providing portable workouts that can be activated anywhere. Crossrope has seen a 400% growth in the last year. How? Srdjan credits three key elements: Agility Iteration Access to an extensive library of footage 🔑 Agility & iteration are essential 🔑 Create LOTS of content (more than you think you need) Read on for other value bombs from our conversation with Srdjan: 🔑 Meet your customers where they are ✈️ Build the plane as you’re flying it 📦 Watch your sneak preview of this week’s full pod for some insight on podcast ads, how to infuse comedy in your creative, how Srdjan activates on DTC value bombs, and to hear us bask in Srdjan’s praises -  it’s almost too much. (just kidding, keep telling us we’re great!) Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
48:58
October 8, 2020
Ep 37: 🔪🚀28-Days Later, Conversion API, SnapChat and BFCM Prep
Join our Pilothouse media buyer brainstorm, as we prepare for Black Friday / Cyber Monday 2020.  Subscribe to DTC Newsletter  In this 30 minute value rocket, we cover: 📦 UGC Mashup mechanics (thumbnails, captions, and workflows 📦 Fall out from 28-day Conversion Window deprecation (what will it mean for Facebook Ads v. Google Ads) 📦 Limitations of Server to Server + Conversion API + Shopify  📦 BFCM Preparations! Roadmapping offers and Strategy! 📦 Top of funnel strategies on SnapChat (Unlock your conversion events!) 📦 Black Friday goes 100% Online, what will it mean? Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
31:17
October 3, 2020
Ep 36: Crushing SEO without Backlinks with Nick Jordan
Subscribe to DTC Newsletter! Nick Jordan is a character. and a razor sharp SEO with results to back up his bombastic opinions. In his first three years in business with ContentDistribution.com he's grown several websites from 0-100,000 in a year, some projects doing 500K organics already all with zero focus on backlinks. "There are 3 main things people think about when they think about SEO and I don't do any of them." ⛔️ Backlinks ⛔️ Technical SEO ⛔️ Praying to the Google Gods He lays out his entire methodolgy in this podcast, screensharing his private tools, giving you a clear picture of how all of it works, including: 📦 Why Content velocity is your biggest lever with SEO 📦 How to link sites internally to create the most juice 📦 How to create top, middle, and bottom funnel SEO content 📦 How to think about grouping keywords on pages 📦 How to find new dimensions within your keyword research 📦 Why content velocity is a moat 📦 How to do all this without the content hamster wheel feeling 📦 Why Efficiency Score it the #1 ranking metric 📦 The biggest missed opportunities for DTC and SEO Learn all about this and lots more in this action packed poddy from DTC and Nick Jordan KEY LINKS Keyword Grouping Tool Quality Content is Key Drive Your SEO Results with Content Velocity Brandjacking 101 Hiring Your SEO Content Writing Team Josh Fletcher's Growth Hacking Bible Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
48:44
October 1, 2020
Ep 35: 🚀🔪 All Killer, No Filler LIVES! FB Conversion Window Hacks, Shopify Native Upsells, Twenty Percent Text Changes
Subscribe to DTC Newsletter! The Pilothouse agency leaders return for a fast past discussion of the top media buying issues of the day.  📦 One day click view campaign hacks 📦 Creating lookalikes from Google Click ID for higher intent 📦 YouTube Crushing in Lead Generation 📦 Pre-Covid Pixel Seasoning - Should you nuke your pixel? 📦 20% text rule overturned, how to take advantage 📦 Mystery Products Rule! 📦Upsell Landscape Changing Fast Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
20:00
September 26, 2020
Ep 34: Proving Packaging Performance with Kevin Smith from SmashBrand
Subscribe to DTC Newsletter! How to Create Packaging that Performs with SmashBrand’s Kevin Smith The DTC Podcast sat down with SmashBrand’s Kevin Smith to discuss all things package design strategy. He delivered practical, implementable advice on reducing risk, differentiating your brand, and communicating your values to your customers. Kevin is the founder and managing partner of SmashBrand, working with clients such as Kraft Heinz, Duracell, 7-Eleven, and Paypal to innovate their packaging design, brand strategy, branding, and consumer testing. Kevin started his career as a CPG entrepreneur growing several brands to over $40M in revenue before pivoting to his true passion - brand strategy and creative direction. Watch the full conversation here or read on for key takeaways from Kevin’s data-driven differentiation-based strategies. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
39:26
September 24, 2020
Ep 33: Gut Instincts For DTC Growth with BIOHM Health’s CEO Afif Ghannoum
Subscribe to DTC Newsletter  👋🏻 Greetings DTCers! This week we have a doozie of a podcast filled with valuebombs about radical differentiation via expertise, $200K individual ambassadors, and how to create an effective echo chamber with earned media to grow your brand on autopilot. Meet BIOHM Health CEO @Afif Ghannoum,  A biotechnology attorney, and FDA regulatory expert. In addition to his role as CEO of BIOHM Health, Afif has launched three biotechnology companies with over $15 million in private equity financing, launched products in over 25,000 retail stores, and licensed technology to a global pharmaceutical company for a product sold in over 100,000 stores. 🤩 His father is renowned scientist Dr. Mahmoud Ghannoum, who made the breakthrough digestive health discovery that bacteria and fungi work together to dissolve digestive plaque in the gut. Recognizing an opportunity, Affif teamed with his father, leveraging his father’s expertise and landmark discovery to launch gut health company, BIOHM Health. BIOHM is currently seeing monthly sales approaching seven figures through tactics outlined here. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
53:14
September 17, 2020
Ep 32: What Exactly Does a Head of Growth Do? Margaret Fortner from DrinkHydrant.com
Subscribe to DTC Newsletter  Have you ever wondered what it’s like to be in the mind of a Head of Growth at a top DTC brand? Learn how to not only think like a growth marketer, but also how to put together a small ‘n’ mighty growth team for your DTC brand in today’s cast with Hydrant’s Head of Growth Margaret Fortner. Tune-in to Margaret’s data-focused thinking and learn… 📈 What does the Head of Growth do, anyway? 📈 How can you make data clear so that it tells a story? 📈 Why simple testing goals will keep you out of the weeds 📈 How Margaret has grown an efficient growth team 📈 And lots more Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
38:21
September 9, 2020
Ep 31: Build An Ambassador Army With Crew Fire’s Alan VanToai
Subscribe to DTC Newsletter  Build Your Ambassador ARMY Today!  In this cast, we uncover the exponential power that connection and community can have when it’s baked into your brand. Alan VanToai is the founder of Crew Fire -- a one-stop-shop for brands to build, mobilize, and incentivize their ambassador army! With both Apple and Google making moves limit Facebook’s Pixel power and compromising advertisers ability to track and reach their audience, now is the perfect time to turn your customers into selling machines by building a brand ambassador community. 👊🏽 Alan started as a Red Bull ambassador himself back in 2007. He was able to see first-hand how an engaged community can rapidly grow a brand. "There was a directory of all the other ambassadors not just in the country, but around the world [...] and I was able to look up the local ambassadors and hit 'em up [...] and say, 'I'd love to connect with you, grab coffee, and by the way, my friends and I are hosting a party, could we get some product?' and they'd hook it up. Now I'm a Red Bull superfan." Fast forward to today and Alan’s helping others do the same thing for THEIR brand. This cast goes deep into the why and the how behind brand ambassador programs.  Some of the benefits Alan’s seen come out of his client’s brand communities include: ⏩ Increased Conversion Rates (While Cutting Marketing Spend) with User-Generated Content ⏩ New Customers via Word-of-Mouth and Referral Sales ⏩ Greater Efficiency & Effectiveness Across Paid Social, Social, and Content Channels ⏩ Increased LTV of Your Most Valuable Customers ⏩ A New Hybrid Between Owned, Earned, and Paid Media (Which Enhances All The Rest) Convinced? Tune in to learn more about how you can grow your brand through ambassadors 🚀 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube 
54:50
September 3, 2020
Ep 30: Seven Figure First Year: Building a Category Busting Bar in Public
Subscribe to DTC Newsletter  This week’s DTC podcast with Mid-Day Squares Co-founder and COO, @Nick Saltarelli is dedicated to wives and partners everywhere! Watch: https://www.youtube.com/channel/UC2ZB_N0Vpg6iB5HxdxWg8gQ My wife and I love quality chocolate, and she’s a huge fan of protein bars. When she came across Mid-Day Squares, which, according to their ads are “Everything a chocolate bar isn’t, everything a protein bar wishes it was,” she knew she had to pull out her credit card. She told me about the company and I promptly booked a podcast with Nick Saltarelli, the COO and co-founder of Mid-Day Squares out of Montreal. Nick’s wife has been a true partner in business since they met, and the recipe for their category blending confectionary functional bars was her original idea. Multiple failed business attempts (plus one big winning exit), and a multi-year partnership with McGill University Food Science Lab and Mid-Day Squares was born. With product names like “Fudge Yeah,” and “Bust a Peanut” (coined by a female staff member, he’s quick to point out), Mid-Day Squares shot to $1.6 Million in sales in their first full year (in Canada alone). Now with US retail and DTC expansion in sight, they’re aiming for 8 figures in 2021. This podcast was an amazing deep dive on: 🍫 How to find and combine two niches ready to pop (quality chocolate + functional bars) 🍫 Breakfast is clogged, but the afternoon snacking market is a blue ocean 🍫 Name your company with how to consume your product 🍫 How to “build in public” and create content that drives unstoppable momentum with only your personal network 🍫 Why their first employee was a videographer 🍫 How to measure the true impact of your marketing, and determine retail lift from ad spend 🍫 How to leverage University partnerships to tackle high barrier product development 🍫 How Mid-Day went from 15% DTC to 50/50 when Covid hit. 🍫 The real job of a COO (moving sidewalks) 🍫 Centralized vs Decentralized decision making in your organization Nick challenged all DTC marketers to embrace a truly omnichannel pricing strategy that makes it so your product costs the same, no matter where it’s listed. The days of DTC companies passing savings on to customers for “going direct” are over, he says. The goal of building longevity in the space is to make as many people as much money as possible, while still being profitable. This is the reason he’d never undercut a retail partner by offering Mid-Day Squares cheaper online. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
59:03
August 27, 2020
Ep 29: Napkin Sketch to $100 Million In Sales with Keranique's Tom Shipley
Subscribe to DTC Newsletter  This week, we interviewed Tom Shipley who took Keranique Hair Regrowth from a napkin sketch to $100,000,000 in sales in 18 months. Some of the ear-nuggets you’ll find in this interview include: 📦How to maximize the lifetime value of a customer at each step of the funnel 📦 How to build a team that will crush your competitors  📦 The DTC blue ocean of merging product with content (hot product + great offer + story = next level of growth) 📦 What Tom considers to be the most important entrepreneurial skill 📦The “Simple Exponential Math” to increase your bottom line by 50% Speaking of the bottom line, our favorite quote from Tom was this: “I don’t give a shit about 10X-ing my top-line. I want to successfully 10x my bottom line while I’m delighting my customers. That’s the formula for long-term success.” Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
51:02
August 20, 2020
Ep 28: Scaling Knives to 8 Figures: Advanced Funnels for Ecommerce with Bokashi Steel
Subscribe to DTC Newsletter  What happens when two funnel loving brothers join forces with a fifty million dollar iconic brand, that has never really advertised? This week on DTC podcast we jumped on with Jordan and Oliver Lamb from Bokashi Steel Knives to discuss their funnels, as well as their new partnership with OG DTC Icon Big Green Egg bbq. 🔵 High end ClickFunnels + Shopify setups 🔵 Use digital incentives for ecommerce lead gen (think knife skills) 🔵 Referral programs and post purchase flows using reversion 🔵 $100K in sales with ZERO Ads with this “Collection Box” strategy Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
49:02
August 13, 2020
Ep 27: DTC's Most Intimate Connection - JustWears, Alex Walsh
Subscribe to DTC Newsletter  🛑 This Just Wears DTC podcast is rated NSFW for irreverent underwear related copy like "palace for your fallus", and "Let your gonads be nomads" 🛑 The DTC movement sometimes feels like a religion, or even a cult (a really awesome one)   But that's only because a lot of very vibrant and intelligent people, engaged in meaningful work with disruptive startups and multinational CPG companies, all recognize a core aspect about how commerce is evolving.   At its core, DTC is about connection and about how, by going direct, you can create a new kind of customer relationship that's more personal, dynamic and valuable long term.   Alex Walsh Cofounder/CFO of JustWears is the PERFECT person to chat with about why DTC is such a big deal, and HOW to build a a brand with intimate connections in mind.   In this cast Alex gives a masterclass on DTC core principles, while Pilothouse team members Raven Dixon and Liam Robinson go deep on some of the copy and content marketing tactics that have helped them grow 5X in the last year.   In this cast you'll find   📦 The JustWears story 📦 What does DTC really mean? 📦 Alex's advice on Kickstarter 📦 Overview of Underwear - Afterthought product for Big Brands 📦 Establishing Brand voice with Humor 📦 How to clear the content bottleneck and keep your feeds fed 📦 Why Alex still replies to comments on his ads 📦 Dragons' Den Experience (and how to leverage it in ads) 📦 How to let success pull you rather than pushing so hard   Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
58:04
August 6, 2020
Ep 26: Supplements in 2020: Stand Out, Scale Up, and Save the Bees with Microbe Formulas' Dave Huffman
Subscribe to DTC Newsletter  Going from $15M to $50M, and from 1 - 15 in a marketing department is a tall order for any marketer.  After turning down the job multiple times Dave Huffman came up with a plan.   This podcast with Dave Huffman from Microbe Formulas answers 2 MASSIVE questions for any entrepreneur.   ① How to truly differentiate within your niche? ② How to structure your highest level strategy in a way that auto-manages your team? 🐝Bonus: How Microbe might just be able to save the. bees   Any real ones, know these are big ones. This cast is full of massive valuebombs along with these   📦 Free plus shipping still killing 📦 Sitewide promo strategy 📦 Growing from 1-15 employees in 3 months. 📦 Marketing the delivery mechanism as a differentiator 📦 Registration path traffic 📦 Best video editing software 📦 Podcasts as Flux Capacitor for your content marketing 📦 The strategic formula that sorts your team out 📦 KOLBE Assessment for team building based on action taking   This cast was just insanely valuable. I can't wait to break it down further in an upcoming DTC Newsletter.   Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
47:00
July 29, 2020
Ep 25: Pilothouse Principles Return to AKNF! 💥 UTM Lookalikes, Upsell Blueprint, Tai Lopez Buys Pier One
Subscribe to DTC Newsletter  It was great to sit back down with the Pilothouse founders and friends to discuss some hot button issues happening right now in our space and on the front lines of our agency. 📦 Tai Lopez is buying Pier One Imports 📦 Sketchy store closing ads 📦 Boomer Businesses 📦 How is CCPA affecting our lead gen campaigns? (and how we're recovering) 📦 DCT (Dynamic Creative) built more for scaling than testing For the ultimate, full-stack digital marketing agency experience, consider pilothouse.co Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
36:24
July 24, 2020
Ep 24: $5K - $10M - Scaling Watches with Google Shopping with Branzio's Ronnie Teja
Subscribe to DTC Newsletter  With his last $5000 dollars Ronnie Teja flew to a watch fair in China secured the inventory to sell his first watches. He sold those profitably, and has never looked back, scaling three different men's accessory brands across 77 countries, with each reaching $10M in sales, in just the last 4 years.  In this cast: 📦Google Shopping bidding strategy 📦Acquisition of affiliate content sites 📦YouTube killing for Mens Accessories 📦Installing E.O.S. in your business to raise your game Ronnie and I go way back in the affiliate game, so it was awesome to connect about all the ways he's grown as a marketer and as a business owner. In this cast we talk about how to get the most mileage from Google Shopping with your bidding strategies, how to find and aquire organic affiliate content sites, how YouTube is blowing up for men's accessories, and most importantly, how to install an Entrepreneur Operating System (EOS) extract yourself from the day to day grind of your business. All that and some cricket 🏏 Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
46:55
July 24, 2020
Ep 23: DTC 1 - Scaling Streetwear with Ambassador Ads - FRONTRVNNERS Joshua Jackai
Subscribe to DTC Newsletter  👋🏻 Today marks the first ever DTC podcast! Technically, this is a continuation of the Hot Seat series we've been doing with @Pilothouse but today's marks the transition to our own brand! 🎉🚀📦 This episode has it all: first touch ambassador ads, selling masks PRE-covid, investing in influencers, streetwear brand building, low key spirituality, and even SOP flexes by Alex Stiehl It was amazing to sit down and riff with Joshua Jackai on his journey building a high integrity streetwear up to solid figures a month and scaling, using an interesting ambassador tactic that recruits an army of micro-influencers to buy a product, be part of the brand and recruit others. This episode has it all This Ad driven ambassador plan is only possible because he's built a brand and a message that resonates with his audience. His message? That's for you to figure out but we really vibed with the brand's low key spirituality and Joshua's super hungry appetite to grow this thing. Dan Norcia and Eric Dyck provide some solid funnel feedback about how to make small differences to see big improvements. 📦 Joshua’s brand story with Frontrvnners streetwear 📦 What’s Joshua’s background with streetwear (BAPE, Diamond) 📦 How to create apparel that resonates with streetwear consumers 📦 Brand Ambassador + Customer acquisition in a single campaign (unique funnel) 📦 How are your brand ambassador campaigns structured on Facebook? 📦 The numbers on Joshua’s brand ambassador campaigns 📦 Targeting true micro influencers who want to be influencers 📦 Why this approach works in the streetwear niche 📦 Started running masks with a Direct marketing approach 📦 How has selling masks worked (ahead of the curve selling 2 years ago) 📦 Streetwear and influencers. How he Joshua got started in Vancouver 📦 Book recommendation “Grouped” how to infiltrate actual social groups with your brand 📦 Dan suggests product inserts to create more ambassadors 📦 Eric suggests using Typeform rather than google sheets to extend the brand experience 📦 $50K investment question: where would you put it? Talent, consultants. 📦 What are the key aspects to your mindset that are helping you succeed? (integrity) 📦 Spiritual vibe to the brand (low key Christianity) Low Key Christianity is the next wave (eric’s prediction) 📦 Joshua edits diversity into all his images. Important theme. Subtle progressivism. 📦 Adaptability and surveillance 📦 Joshua’s approach to automated systems (big evolution of the biz) 📦 Weird power flex by Alex Stiehl hundreds of SOPs 📦 Eric’s CRO advice for Ambassador funnel 📦 The Power of Facebook Groups 📦 Joshua asks what Pilothouse is: “relentless iteration” 📦 How to use SMS deftly in Frontrvnners funnel (eric) Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
53:37
July 17, 2020
Ep 22: Quadrupling Conversion Rate: Contrast Testing for Ads and Content (AKNF #9)
Subscribe to DTC Newsletter! It's true...testing is not the sexiest topic in digital marketing. HOWEVER we at Pilothouse hold it to be self-evident that... ...Iterative, structured testing is the key to high performance creatives and funnels.  Today we gathered two high performance team members Jacob Geary and Taylor Cain , both with an amazing track record of building out structured tests of creative and presales content and improving clients CRO performance 4X. Today we answer the questions: 🔵What are the structures and tools to use to find winners (angles, pages, ads) when you’re rapidly iterating 🔵What goes into project management when you’re testing so many things? 🔵What CRO metrics are your biggest levers in this process?  🔵What level of resolution is possible and optimal when it comes to CRO data 🔵What is Rubix and How Does it Change the Game for Tracking Funnels Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
34:17
July 17, 2020
Ep 21: Building Trust with Email Marketing for Ecom and Lead Gen (AKNF #11) with Julien Normand and Brett Turner
Subscribe to DTC Newsletter! A wise meme once said 💁🏻‍♂️ "It's Free Real Estate." I don't think they were talking about email marketing, but they could have been. Pilothouse has been building our team for the past few months, sniping expert @Julien Normand to lead the charge. We're now trailblazing with several of our brands on the ecommerce and lead generation side. Today we dove deep with @pilothouse head of email @Julien Normand on email for ecommerce AND lead gen, with in-house lead gen expert @Brett Turner 📧Julien’s basic ecom email philosophy strategy 📧Building education into your email flow 30-40% promo 60-40% educational 📧We see brands using soft CTA to just get the email 📧It’s ok to give an offer right away in email, but the focus should be building trust and 📧Which ESPs are preferred (different on Ecom and Lead Gen) 📧Multi-touch point email campaign for lead gen example. Touch points increase conversion! 📧HTML vs Plain Text in Email 📧Headlines for Open Rate vs Click Rate (Does Clickbait work?) 📧Julien talks about headlines and open rates 📧Email marketing segmentation - How much is enough? 📧Post purchase flow for best LTV 📧Where and how to use emojis for best results 📧Julien’s final words on Email marketing “Do Better!” (*stinger potential) 📧Sunset Flows, or manual list scrubs are a must!
35:12
July 10, 2020
Ep 20: Facebook Ads for Food and Beverage - Slate Milk - Manny Lubin
Subscribe to DTC Newsletter! Slate Chocolate Milk has reinvented chocolate milk and repositioned it for adults, with more protein, less sugar, and minimal, ethical packaging. Find out how they're driving 50% of their sales on DTC on FB and Instagram (and find out how they could 10X with Pilothouse advice).  Manny Lubin, as the DTC marketing focused founder within a duo, goes deep on his Facebook and Instagram strategy for Food and Beverage and Pilothouse opens up about exactly how to use 3rd party publicity like Shark Tank in your funnels to create engagement GOLD and big increases in AOV, EPC, and LTV. We discuss: 🟤 How covid has made them 50/50 DTC vs Retail, but how they want to be 20/80 with a focus on grocery 🟤 How they took milk back to the drawing board to reinvent this childhood staple 🟤 How their Shark Tank experience went south, but still had a massive positive impact. 🟤 How to use Shark Tank in your funnels for DTC Marketing as well as WHY using third party publicity in your presales works 🟤 Why ITERATION is the key when it comes to testing audiences and creative  🟤 How to increase "first moment of truth sales" and the Old Spice problem (better retargeting campaigns). 🟤 Slate's Post Purchase email flow 🟤 Slate's testing methodology when it comes to discounts and promos 🟤 Pilothouse squad sells Manny on Presales content...WHY does it work? Widen out your funnel 🟤 Relentless Iteration and third party brands 🟤 20x apparel company with Shark Tank 3rd party validation 🟤 How Apparel for chocolate milk supports the vision  🟤 $50K Grant - Love to see it - Would go RIGHT into DTC digital marketing 🟤  What's slowing Slate from Scaling RIGHT NOW? Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
38:40
July 9, 2020
Ep 19: Rebrand to Expand: Theragun Becomes Therabody to Sell CBD via "Jobs to Be Done"
Subscribe to DTC Newsletter! 💪🏻We've got an extremely powerful episode of DTC: Hot Seat by Pilothouse today where we talked with Dirk MacGregor, VP Acquisition at Therabody about Scaling a global healing brand and selling CBD. 🌱 Not only is Theragun a massive, globally scaling, 9 figure ecommerce power house, it's also making the world objectively better for hundreds of thousands of people around the world.  When Dr. Jason Wersland invented Theragun, it was out of sheer necessity to heal a broken body. He ended up creating a whole new category of "percussive therapy" devices, and has created a healing revolution that's allowed individuals to take control of their recovery journeys like never before.  We talk about product developement, multi-channel marketing, and really dive in on Theragun's rebrand to include TheraOne CBD under the umbrella brand Therabody, following the jobs to be done theory we talk about all the time on DTC. Other topics we covered: Theragun Story “built out of necessity” Dirk MacGregor’s DTC career and trajectory with Theragun Eric’s experience with Percussive Therapy Principles of the product: help you stay off the Pharma roller coaster Product with ACTUAL science to back it up. Dozens of trials happening now even. Refreshing to work on a truly great product that helps people “when those dials actually mean something to you, you become that much better of a marketer.” Not trying to sell people, trying to help people for real. 120 employees at Therabody, truly global brand. Using Pod structure DTC First, but then they cracked retail. Here’s what happened. Retail experience = Theragun Reset...focused on making it an experience Hiring is key. Do they have the right contacts, inroads? Don’t settle for Customer experience drives product development. Example, making the device quieter with a novel brushless motor “The Moment a customer has a bad experience with our product, we’ve lost them forever”  How do you design your customer feedback loop (it’s from everything, everywhere) How does Theragun’s marketing machine work? Make customers understand the “why” The Theragun Triangle Theragun’s 2020 marketing plans, where are they going to grow? DR? - Mass Reach? Aligning with Athletes? More localized Support? Where do we expand out of the digital channels Launched a CBD Brand in 2020. What are the plans to open new channels with this new product. Jobs to Be done theory of rebranding to expand your brand Therabody vs Theragun vs Theraone Regulations around Marketing CBD. Topical applications doable on Facebook. Subscription for CBD on the roadmap Dirk’s take on presales content and angles for Therabody Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
48:32
June 29, 2020
Ep 18: Small Wins, LinkedIn, Amazon, and Getting Your ASS KICKED Disrupting Snacking with iWon Organics
Subscribe to DTC Newsletter  Today on Hot Seat we sat down with iWon Organics founder Mark Samuel.  His protein packed chip replacement is on over 5000 shelves, while his direct to consumer business is booming. Disrupting CPG food and beverage is no cake walk, and Mark's tales from the front lines of grinding out the retail game are raw and honest. We dive into some interesting uses of LinkedIn to grow relationships that drive sales, how to grow organic influencer networks, as well as how to build a product that gets 40% rebuy rate in stores and on Amazon. At one point Mark mentions he worries he was being too low energy, but no one watching would think that. He's a powerhouse 💪🏻 We Covered - Intro to iWon Organics (300% Growth) - Mark Samuels Story building a snacking empire - How do you Synthesize a Snack? (Get your ASS KICKED) - Did iWon use a food scientist? No - trial and error and working with copackers - Inch wide mile deep again! Mark talks about how much you get your ass kicked as a successful entrepreneur  - What’s iWon’s biggest win? They’re AROUND, and making small wins every day. - What to be most careful about? - CASH FLOW - Repackaging fuckup (But doesn’t matter when you bank small wins every day) - LinkedIn Ninjitsu - Done with Facebook, but makes a post every.single.day. being your self. Off the cuff, that minute. - Does LinkedIn work for B2B retail marketing? - Snacking psychology and changing behavior with Dave Steele - Mark’s psychology for getting snacks on shelves - Pilothouse’s angle suggestion for pre-sale content for iWon - iWon’s trajectory throughout Covid - iWon’s experience with DTC advertising - very new - iWon’s Organic Amazon Strategy (variety pack is KEY - Adding bigger bag too) - You can get as many customers as you want if you’re willing to pay - 40% return purchaser rate on Amazon for iWon - Mark rips into KETO and we talk about latching onto food trends - iWon’s ORGANICALLY built influencer ecosystem, built on great product and authenticity  - Where would Mark put a $50K grant right now? Trials and promotion...maybe DTC. - Free Trial idea for iWon  - What’s your favorite Flavor? Korean BBQ followed by Eric’s Korean BBQ chip rant Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
44:53
June 29, 2020
Ep 17: SuperCoffee's Jim DiCicco Turns Down Shark Tank, Drives $80M Bringing "Sips to Lips"
Subscribe to DTC Newsletter  🔥🪑 Hot Seat #7 - SuperCoffee's Jim DiCicco  Today we follow Jim, CEO and the eldest of three DiCicco as he lays out the SuperCoffee story. Started in a dorm room from ingredients on hand, and now on thousands of store shelves across the country, and trending towards 9 figures of sales.  The product fills the need of providing energy for millions of Americans without being sweet.  Jim's "inch wide, mile deep" methodology was built from pounding the pavement and sampling his product around the country, building out markets one store at a time.  Jim goes deep on what it takes to build a company to this level, touching on fundraising, team culture building, and how to use Shark Tank to fuel your fundraising and your marketing.  Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
45:11
June 29, 2020
Ep 16: 💎10 Million Diamonds: Scaling a Luxury Brand 10X
Subscribe to DTC Newsletter  🚀🪑Welcome to Rocket Seat, where we talk with a current Pilothouse client to uncover their story of scale and reveal the tactics and strategies we've worked together to enact. Amir Meghani is a watch man. He comes from a watch family with deep roots in the business. Now, with JBW, he's set over 10 Million Diamonds and iced the wrists of thousands of Americans.   In an accessories market decimated by Covid, and 40% down over all, JBW has continued to scale with its direct to consumer marketing program built as a near perfect partnership between JBW and Pilothouse.   Today we dive deep on the importance of deep product roots, influencer whitelisting, and in-house creative. We also showcase what an ideal client/agency relationship looks like. By bringing in lead buyer Nate Vankoughnet and creative director Cam Wind, as well as JBW's Head of Growth Frank Alfaro III, we give a complete breakdown of the strategies that have had the most impact. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
44:47
May 28, 2020
Ep 15: Advanced Lead Generation in 2020 (and Server to Server Tracking Tips)
Subscribe to DTC Newsletter! In this cast we invite longstanding team member Brett to join us. We talk about what's working in lead generation, and the holistic approach to multi-touch marketing you need to make things work in today's environment. We also talk about what Ecommerce entrepreneurs can learn from lead generators and vice versa   ‣ What's Working with Lead Gen in 2020   ‣ Benefits from Lockdown for Lead Generation   ‣ How has Lead Generation Evolved in the last 5 years   ‣ Optimium form length (push the info onto the phone)   ‣ multi-touch marketing for lead gen (incorporating SMS + Push)   ‣ Lead Generation Ad Content (What Works?)   ‣ Which Niches are Popping for Lead Gen?   ‣ Automation and aggregation in the Lead Gen space   ‣ Telemedicine Client with multiple Touchpoints   ‣ Server to Serve Tracking - Benefits, what it enables, how to set it up   ‣ Main takeaways: Smarter customers and more automated middlemen Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
35:45
May 26, 2020
Ep 14: Solving Inventory in 2020 with Kickstarter for Jeans - Duer Denim
Subscribe to DTC Newsletter! Gary Lenett is a fashion industry icon. He got tired of predicting trends for the new denim wash and decided to make pants that served a simple function: pants so good, you'll never have to think about pants again. Duer look great and feel great, and can be worn for any occasion.    This fast scaling Vancouver brand was taking the Canadian retail, wholesale and ecom world by storm, when Corona hit. Luckily they were prepared.   Gary had long been planning NEXT, a new system for product distribution modelled after Kickstarter, a platform that Duer has already been massively successful with.    Pants on Demand, reduce the two biggest issues for apparel brands 1. by producing pants for people who order them you keep excess out of the landfill and 2. You'll never have to markdown goods again.    We also were lucky to have Calvin Roex, the head of their ecommerce platform where we discussed their most successful channels, the launch of their new program as well as suggestions for them to improve and expand on their angles.   Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
44:44
May 22, 2020
Ep 13: Influencer Collabs at SCALE With PureLei's John Hagan
Influencer marketing can be one of the most powerful strategies for ecommerce brands, but it is also one of the most difficult to manage at scale. This is where John Hagan has made the biggest impact as Director of Growth at 3 year old German jewelry company PURELEI. Subscribe to DTC Newsletter  From 2018 to 2019, John helped scale Purelei in a competitive vertical 3X from high seven figures to healthy 8 figures with his advanced performance marketing skillset. On a slow week his team manages 40 influencer integrations. Black Friday? He's thinking more like 400 🤯 Hear how he's built his team to handle these collaborations and how he uses Dark Posts to maximize and regulate the positive impact influencer UGC has on his campaigns. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
54:23
May 20, 2020
Ep 12: Ultimate Customer Engagement Tactics for 2020 and Shopify Valuation
Subscribe to DTC Newsletter! The team was a little light this week, but the actionable insights are HEAVY.    🎥 How to make a first person explainer video (these are crushing)   📈Listicles continue to pay dividends in the form of cheap engagement   👨🏻‍⚖️Facebook Ads Rep Reports - Auction Competition is heating back   🛍Shopify vs. Tesla - which valuation is more nutty?   🏘Should you buy an office in this down market or continue to rent?   🩺Keeping a pulse on all accounts and staff as the weeks from home drag on Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
21:29
May 20, 2020
Ep 11: Window Washer to $1K Per Day on Amazon: Dan Vas "Anti-Guru" on Getting to 1000 True Fans
Subscribe to DTC Newsletter! This week we interviewed friend of the Pilothouse Team, Dan Vas who's built a steady 7 figure income by vlogging his journey as an Amazon Seller and growing an organic following of over 175K TRUE followers. On this cast we talk about the mindset of success, University vs online education, and a redefinition of the term "GURU"    Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
01:04:55
May 20, 2020
Ep 10: The Power of Giveback Marketing - Vessi Footwear
Subscribe to DTC Newsletter  🛒🌎ECOM COMMUNITY SERVICE ANNOUNCEMENT:   If you run an ecommerce brand or aspire to, you are hereby advised to watch this Hot Seat. Not only will it help you grow your business with seriously next level ideas, but it might just help make the world a better place by inspiring a quality capitalism :D 🚀🔥🪑 Hot Seat Episode 3 -  Vessi Footwear's Tony Yu drives a 90% decrease in CaC through give back campaigns, (3x sales growth and 7x ROAS) through choose what you pay campaigns), Kickstarter, YouYube Integrations and LOTS more.   Reviewing this cast I have to give my head a shake. The sheer amount of knowledge and value dropped by Tony Yu  here is astounding.    If you're building a direct to consumer brand, or know someone who is, give yourself permission to watch and share this whole Hot Seat. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
52:49
May 20, 2020
Ep 9: $3K to $150K Email Marketing in 3 Months with CROSSNET's Chris Meade
Subscribe to DTC Newsletter! When Chris messaged us over LinkedIn I was PUMPED. Crossnet is taking the world by storm, innovating a combination of Volleyball and Foursquare to create a truly NOVEL product that the world is lining up for.   🥾Hear how they BOOTSTRAPPED the company from flipping 10 orders to making orders of 22,000 units a pop.    🛒Hear how they used Linked In and classic content marketing to reach the influential retail merchandisers at Target, Dicks, and Walmart.   📩Learn how an education focused email marketing strategy and correct use of Wheelio went from driving $3K a month to $150K in just a few months.    🏋🏻‍♀️See someone working out on a balcony for the first time ever on the Hot Seat!   Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube 
37:13
May 20, 2020
Ep 8: Conversion Rate Optimization with Snow At-Home Teeth Whitening & Smoothie Box
Subscribe to DTC Newsletter! Conversion Rate Optimization for Subscription Ecommerce Products...could there be a sexier topic for brand owners? 💃🏼   🤓Nerd out with Eric, the Pilothouse team, along with legends Josh F Elizetxe from Snow At-Home Teeth Whitening and Vinny McCauley from SmoothieBox for a golden nugget filled talk that fills in the details on how each has built, optimized and pivoted their funnels to reach 8 figures in sales.   Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
01:31:58
May 20, 2020
Ep 7: Fix CREATIVE BURNOUT on Facebook Ads
Subscribe to DTC Newsletter  What do you do when the Facebook Ad creatives that brought you to scaletown BURN OUT? That's what this week's AKNF found us asking. We brought in our Senior media buyer, Nate Vankoughnet and Creative Director Cam Wind to join co-founder Kylh Eitchcox and myself for a round table discussion on:  1. The Facebook Power 5 and why you need to embrace it for longer lasting audience and creative  2. The Pilothouse Creative process (and the importance of aligned incentives on the creative team  3. How to create purposeful, angle driven creative  4. How build creatives and campaigns for launch (and the place for dynamic ads.)  5. Creative testing at Scale through isolated variables  6. Restarting a MASSIVE campaign after creative burnout strikes Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
46:48
May 20, 2020
Ep 6: It's True! This ONE Facebook Ads Copy Hack Can Improve Your Conversion Rate By 20% [REAL STATS]
Subscribe to DTC Newsletter! 🚀🔪AKNF #5 is LIVE 🚀🔪   This week we discuss:   🧔🏻 Nick Shackelford's "It's True" ad copy hook and our experiment testing it across most of our clients campaigns   👟We bought Vessi shoes and this happened (experiential marketing)   🛠Anthony Ulwick's concept of Jobs to Be Done and how that should impact how we think of and talk about all our products   🍫Rogers Chocolate, Accountants and the big Covid Pivot Winners Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
27:13
May 20, 2020
Ep 5: 5X ROAS on Facebook Ads [REAL STATS], InstaPage vs Product Page
Today we share some raw stats on the angle that Josh F Elizetxe freestyled on a previous podcast (Ever had a dream your teeth were falling out?), as well as some actual numbers of running a presales page in Insta Page vs to the Product description page direct. Oh yah, also during this pod, all of our Google Home Bots synced up and we may or may not have created Skynet. Sorry about that John Connor.   Subscribe to DTC Newsletter  00:00 - The Ad that Beat Kim Kardashian  01:38 - 🤖Skynet comes online (Google is listening)  01:50 - [REAL STATS]Josh Snow's angle (Ever had a dream your teeth fell out?) 🦷  03:05 - [REAL STATS] Instapage vs Product Page direct on Mens accessories  05:45 - Instapage Improves AOV  06:14 - Global Pixel Outtage! (Best practices for recovering)  11:00 - Overcoming Supply Chain Issues with Variety Packs  14:12 - Who's really buying your products? (Not always the end consumer) How to reach the real buyers  17:01 - VESSI Hot Seat Tease (Giveback Funnel, Thank You Page Referrals, and Novel Community Building Emails) Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
20:36
May 20, 2020
Ep 4: Traffic Is On Sale! Learn How To Ride This Wave!
Subscribe to DTC Newsletter  🟢It's GO TIME - This week I surprised the panel with an ambush AKNF session. Good thing our team is always ready to rock 🤘🏼Here we discuss the success we're having across the board, as traffic is on sale, and clients are scaling hard and fast. Watch this quick cast to glean some insight onto how YOU can best ride this wave with your brand! 🌊 0:00 - It's GO TIME across the board (and how best practices allow you to ride the wave)   2:50 - Double, or Triple your Budgets yesterday!   4:00 - Exodus of certain traffic vertical advertisers (travel + + ) means inventory is on sale   4:40 - ROAS vs Volume in these BOOM times (invest now at a discount)   6:00 - Email Story telling and education tactics from Chris Meade and CROSSNET   7:28 - Lifetime Budgets still CRUSHING (are you switched over yet??)   9:00 - Control campaign overlap with FB Experiences, Facebook's native testing platform   11:35 - Pre Sales Magic - Use presales page to align your angles fully (shout out to the master, Mohamed Ali Aguel!)   14:12 - Advertisers and Ideas we LOVE: - Novel ideas - Brands reinventing themselves - Info Product Deluge (The GURUS are coming( - DIY and Hair Dye is the new TP   18:25 - Is this the new normal for Ecommerce? What happens when the economy rebounds?   20:15 - 🍷Are you drinking more or less? Box wine vs Bottle?   21:35 - Shoutout to Moez Ali's new podcast "Exit Strategy"   22:10 - Team member personal growth through #WINNING  23:10 - No such thing as a bad Dragon's Den experience Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
27:36
May 20, 2020
Ep 3: How to Scale from $10K to $50K on Facebook Ads
Subscribe to DTC Newsletter! 🚀Welcome to All Killer, No Filler Fridays, the Easter Addition 🐰🍫   We're coming at you with insights and updates about the strategies and tactics that worked for our ecommerce and lead generation clients THIS week.   In this episode you'll find some tasty Easter Eggs 🍬🥚 on the following topics:   1. Promising start to building quizzes in messenger flows natively   2. How to "creatively refresh" a campaign that needs a reboot   3. How to scale from $10K to $50K when a client is bullish   4. The importance of investing in your Facebook relationship (and hacks on getting a rep)   5. Update on Lifetime Budgets, Polls, and Comment pinning from last week   6. Brands and Trends we love RIGHT NOW Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
28:04
May 20, 2020
Ep 2: Facebook Marketers Drop Your CPAs 20% - 50% with this simple hack + lots more ecommerce gold
Subscribe to DTC Newsletter! 👀Watch this 20 min vid to learn the tactic (that we learned from Josh F Elizetxe, that's LOWERING our CPAs 20-50% (!!!) for our Agency clients across the board.   Find out how switching campaigns to lifetime budgets could make a big addition to your bottom line.   🚀Welcome to All Killer, No Filler Fridays, the pod where Pilothouse principles get together to discuss what worked this week in our agency with examples and data to back it up.   Skip to -12:00 to hear our Lifetime Budget Scaling hack that's working well right now, or blast the whole "all killer, no filler" cast for other tips on:   1. Crushing with Facebook Poll Ads   2. Quiz funnels for ecom and Lead Gen   3. Ad comment kung fu   4. Lifetime budget hacks that lowered CPA 30%!   5. Testing old tactics, finding new wins   6. New client runways coming out of the crisis   7. Custom calculations in ad reporting Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
23:27
May 20, 2020
Ep 1: How To Advertise During A Global Pandemic
Subscribe to DTC Newsletter! 👋🏻Hey everyone! Eric Dyck here with my new WFH studio all built out!  What better time than a global pandemic to get five digital marketing veterans with over 50 years of performance ad buying experience into a #zoom call to discuss high level strategies and in-the-trenches tactics for brands and media buyers to keep their campaigns scaling throughout these uncertain times.  If you're a brand or a media buyer looking for guidance, then check out this value-packed call where we discuss the angles that are working right now, how position your brand during this time of low cost traffic and high anxiety, compressing the customer journey with campaign structure changes and lots more!  Check out the timestamps below to jump to the most relevant sections.  If you dig it, we'll do it again and again. Still here? Subscribe to DTC Newsletter Advertise on DTC Work with Pilothouse Visit DTC Instagram Visit DTC Twitter Watch this interview on YouTube
59:09
May 20, 2020