So many DTC brands think nice PR is more important than honesty. But that’s not us. I'm Nik, and I'm tired of all the hot air in our industry. This podcast is the behind-the-scenes conversation that gets to the heart of what DTC is really like. Nik Sharma founded Sharma Brands - and has no reason not to call people out, and share his spicy takes. Joined by the most experienced names in the industry, these are the conversations you won’t hear anywhere else. We’ll be diving deep into industry ...
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The Hustle presents - Exit Strategy with Moiz Ali. Join serial entrepreneur & investor Moiz Ali as he speaks with world-class builders about starting and selling the world's most successful e-commerce startups. Moiz Ali is the Founder of Native. Launched in 2015, Native is the fastest growing CPG company in the United States, and has over 1 million customers nationwide. The company was acquired by Procter & Gamble for $100 Million in November 2017, the first acquisition by P&G in nearly ten ...
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This podcast will show you how to build, launch, grow, and scale a wildly successful online business. Listen to real conversations with proven practical strategies and success stories. You will learn how to generate more traffic, more sales, more profit, and customer lifetime value for your online store. Coming to you from the online marketing experts at Voy Media, here is your host Kevin Urrutia. We bring a rotating lineup of experts to analyze the week in content marketing, copywriting, em ...
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S9 E5: The State of DPA: Why and How It’s Growing (with Dan Pantelo, Founder of Marpipe)
47:41
47:41
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What’s changing with DPA? Does attention actually matter most in advertising? Are DPA and catalog ads the same? Nik’s talking with Dan Pantelo, the founder of Marpipe HQ, where they’re on a mission to make DPA ads even better. Find out Dan’s five strategic tips everyone should know about catalog ads and why DPA is growing rapidly. When should we NO…
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S9 E4: Listener Mailbag: Nik’s Best CRO Hacks, the Holiday Marketing Playbook, and More
46:22
46:22
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46:22
What’s a season of Limited Supply without Nik to answer some of the Slack channel’s hottest DTC questions? Nik’s dipping his fingers into the mailbag and unleashing his biggest CRO tips and tricks yet. Find out the five questions your landing page must answer and learn the difference between adding a promise and a guarantee to your site. Should you…
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S9 E3: Tactical Fourplay: How to Hit 100K
50:57
50:57
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Ready for a masterclass in DTC tactics? Then step on up, cause Mr. Sharma’s got everything you need to reach the 100K mark. Nik’s breaking down his secret tactics to hit your revenue goals by taking a deep dive into four specific strategies that are sure to boost your biz. It’s all about the angles— and we’re not talking about that jawline in the m…
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S9 E2: Masterclass: Building 9 Figure Celebrity Partnerships (ft. Hexclad’s President)
46:09
46:09
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46:09
Cookware doesn’t have to be boring. And this particular brand is making a huge splash. It’s the cookware company coveted by Michelin-starred chefs and Hollywood’s most elite, like Gordon Ramsay, Hailey Beiber, Halle Berry, Courtney Cox, Cameron Diaz… the list goes on and on. If you haven’t been on the brink of impulse buying a Hexclad pan at least …
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S9 E1: Why DTC Success is All About the Slow Burn (ft. Dianna Cohen of Crown Affair)
1:01:31
1:01:31
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You wanted to hear from the top DTC founders, so Nik wrangled up one of the top minds he could find in the biz for you— Dianna Cohen, the mastermind behind Crown Affair. Dianna breaks down what contributed to the massive success of her haircare company and chats with Nik about the importance of building a strong brand story. She explains how DTC su…
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S8 E12: Listener Mailbag: Biggest Mistakes Brands Make, Bankruptcy Predictions, and How to Get More Reviews
38:35
38:35
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38:35
You ask the questions. We answer them. It’s been a while, but Nik and Moiz are pulling out the Sorting Hat to pull out some of your juiciest, most pressing DTC questions. The guys reflect on some of the biggest mistakes DTC brands make (and they’ve seen plenty) and discuss why repeatable sales processes aren’t a nice thought— they’re an absolute ne…
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S8 E11: WTF is an ERP System Good For? (with Sharoon Thomas of Fulfil)
1:04:24
1:04:24
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Nik’s taken a breather for this ep, so you know what that means… Time for Moiz to hound his latest guest with the questions Nik is too afraid to ask. This week, he’s taking on Sharoon Thomas, CEO and founder of fulfil.io, to figure out WTF an ERP system is actually good for. More importantly, WTF is an ERP system? Sharoon shares his insights into t…
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S8 E10: Nik Grills OpenStore About Their Secrets to Success
49:16
49:16
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You asked, we listened. That’s right– you wanted to hear more about Open Store, so Nik pulled Trent Riggs (President of OpenStore) and Lukas Judodihardjo (Head of Operations at OpenStore) onto the pod to break down the ways that they’re revolutionizing the Shopify ecosystem. Trent and Lukas explain what it’s like to represent over 100,000 different…
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S8 E9: Temu Has the Power to Take Down Wayfair, Etsy, and Amazon— Here’s Why
45:53
45:53
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45:53
Goodbye, Shopify. See ya later, Etsy. Hasta la vista… Amazon???\ Yeah, we said it. Temu has the power to compete with Amazon. Has the Chinese drop shipping company grown too powerful to defeat? Or can our old-school favorites find a way to slay the DTC giant? Nik and Moiz discuss the looming threat of Temu to several major e-commerce retailers. Wha…
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S8 E8: Our Top Secrets to Absolutely Smash Your Sales at Target
38:21
38:21
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38:21
Welcome back, ya 88s. Quit trying to make brick-and-mortar happen. It’s never going to happen. Or at least not like you think it will. Nik and Moiz break down the common pitfalls DTC businesses make when it comes to opening up retail stores. How many stores are too many? And are you thinking about staffing in a realistic manner? Speaking of brick-a…
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S8 E7: News Break: Sephora’s Loyalty Program, Corporate Gifting, and Nik Got Sued (Again)
42:51
42:51
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42:51
Just because the guys don’t wear makeup doesn’t mean they can’t dig Sephora. They discuss the makeup giant’s clever loyalty program and explain why it’s the prime example of how to make a loyalty program work. Then, Nik and Moiz ruminate over how to make corporate gifting a lucrative DTC business. Could their idea for a corporate gifting channel tu…
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S8 E6: Racist or Righteous? Unpacking the Hate Against Chinese Companies
33:18
33:18
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33:18
We can’t escape TikTok Shop, and chances are good neither can you. But is it actually working for the brands that are using it? And what does their AoV look like? Nik also breaks down TikTok Shop’s shift to QVC-like ads as the boys debate the latest trends and happenings in TikTok Shop. How much do affiliates get paid anyway? But let’s get down to …
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S8 E5: Cart Promo Hacks, Old School vs. New School DTC Brands, and Capitalizing on Private Labels
44:19
44:19
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44:19
Who can possibly resist the “add two more leggings to your cart—and get the third one free” offer? Nik and Moiz discuss the power of cart promos—what do the best offers look like, and what are the game-changing moves brands are taking to capitalize on cart deals? They dive into the curious case of Halara, and unravel how the influencer-based brand …
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S8 E4: The Dirty Truth About Fad Products (We're Looking at You, Prime Energy)
54:55
54:55
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54:55
Polish up your POG collection because Moiz is still trying to pawn off his slammer at an absurdly high price to anyone gullible enough to buy it. In this week’s ep, the guys debate the sustainability of fad businesses. What’s the lifespan of the average fad—and is it wise to hop on the bandwagon before it dies out? Nik and Moiz break down the ways …
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S8 E3: Analytics vs. Creative: Which Matters More? with Nood’s VP of Marketing Bryan Cano
31:08
31:08
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Nik’s live from the Whalies and talking to one of DTC’s brightest minds—Nood’s VP of Marketing, Bryan Cano. In this jam-packed special episode, Bryan and Nik unravel marketing’s greatest mysteries. Are analytics marketing’s best attempt at science-ing the shit out of great creative? Are analytics mostly BS or are they the greatest tool in your DTC …
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S8 E2: How an Investor Thinks About an IPO (& Dirty Tricks for Founders to Beat Them at Their Own Game)
34:27
34:27
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34:27
How did category-leading brands like Caraway and Mejuri rise to rapid DTC success? Nik and Moiz break apart the brand playbook and dive into Facebook’s top suggestions for creating more effective ads. How can celebrity testimonials and advertorials take your brand to the next level? Then, find out exactly how investors think about IPOs. Moiz analyz…
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S8 E1: News Break: The Death of Cereal, Outdoor Voices Goes Bankrupt, Selecting Ad Agencies
57:06
57:06
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57:06
Moiz is amped. Ok… So Moiz is always amped, but this time he’s EXTRA amped and ready to ditch the gym to hop on the Ozempic bandwagon. So what if he doesn’t *actually* need it? The boys wonder what happens when millions of Americans stop chowing down on that extra box of Cinnamon Toast Crunch once the Ozempic kicks in— is this the beginning of the …
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S7 E12: Listener Mailbag: Lessons From Failure, Going to War with Your 3PL, and Building a Kickass Landing Page
46:48
46:48
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46:48
As a CEO, failure is imminent. So just… Don’t make the same mistakes twice like Moiz, ok? It’s another Q&A episode, and Nik and Moiz are tearing into some of your best questions from their Slack channel. What are the five questions all landing pages must have? What’s the best way to manage your Facebook ads? And what the heck do CEOs actually do al…
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S7 E11: An SMS Marketing Masterclass with Postscript Co-Founder Alex Beller
57:30
57:30
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57:30
Limited Supply: 🚨FLASH NEWS 🚨 Postscript President is selling the secrets to his SMS success. Listen in with us! Or text STOP to opt-out. Get in loser, we’re going texting. In this ep, Moiz is breaking down everything you need to know about leveraging SMS to drive your revenue and accelerate your DTC’s growth. Alex Beller, co-founder of Postscript,…
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S7 E10: This Simple Hack Produces a 78% Better ROAS
52:56
52:56
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52:56
Listen up kiddies, and let Nick and Moiz tell you the story of ages past. Back in their day, before you had to worry about finding a MAX-9 brochure sitting in the plane seat in front of you, you used to look forward to busting open the germ-covered pages of the Skymall catalog on plane flights. Where else could you order a ton of crap you never kne…
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S7 E9: Crush Your CRO with These 20 Elite Tips
55:24
55:24
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55:24
Struggling to convert customers? Then this is the episode you’ve been waiting for. Nik and Moiz open up their game-winning playbook to reveal their top 20 secrets for optimizing your conversion rates. Learn how to improve your website’s performance through their time-tested tactics that skyrocketed Native Deodorant and Sharma Brands to the top of t…
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S7 E8: Shopify’s Price Increases (Again), Faire Brings Wholesaling Back, Viewer Website Audit
48:11
48:11
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48:11
Just when you thought we were done talking about Shopify… This week, the guys discuss the latest price hikes by the e-commerce platform and what the three-year contract means for your DTC. Is it fair—and are all retailers getting the same price increase? And what’s up with Shopify acting like the ultimate “pick me” girl when they’re the largest e-c…
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S7 E7: Shopify is Becoming Obsolete—What It Means for Your DTC
35:12
35:12
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35:12
A lot’s changed in the past 5 years, and we’re not just talking about the resurgence of those terrible bucket hats. America’s favorite EBITDADDY (and Nik) are back and talking about all the changes to things like Facebook creative targeting, affiliate marketing, and Shopify that you need to know about. Is it better to create one ad set with ten ads…
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S7 E6: The Inside Scoop on DTC Growth Plans in 2024
43:22
43:22
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43:22
When should your DTC brand take the leap of faith into the world of mixed media? What does an effective growth plan look like in 2024? Nik & Moiz set out to answer the big questions. We're taking a deep dive into the role of TV, podcasts, and explore the key pieces you need to know to effectively utilize a mixed media strategy. From the challenges …
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S7 E5: The 2024 Presidential Campaign Site Showdown
36:13
36:13
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36:13
This week, Nik and Moiz are digging into the showdown between the Trump and Biden campaigns' websites, and how they're currently stacking up against each other. Dive into the differences between the Trump and Biden campaigns' websites, with and how their landing page design and copy are critical to resonate with audience. The boys will also begin d…
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S7 E4: News Break: Rare Beauty’s Bloated Business Move, Dagne Dover’s Questionable Valuation and One-Click Unsubscribe
44:46
44:46
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44:46
Nik and Moiz break down the latest findings in the “Business of Fashion” article detailing several brands looking to make their exit in 2024. How do the valuations of brands like Dagne Dover and True Classic line up? Are they overshot or in line with the powerful branding these companies have taken advantage of? Then the guys get into the nitty gri…
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S7 E3: BarkBox’s $25 Million Success Story, with Ro Co-Founder Rob Schutz
58:44
58:44
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58:44
Nik and Moiz are joined by special guest Rob Schutz, who shares his fascinating career journey and insights into the early days of BarkBox. As the former VP of Growth, Rob discusses the challenges and successes of building the BarkBox brand, including how the company capitalized on early organic growth and leveraged the power of social media and in…
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S7 E2: The 2024 Shakedown: Bankruptcies, Bots, and Failed Brand Roll-Ups (Oh My!)
47:57
47:57
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47:57
Bankruptcies, failed roll-ups, and ad-spend-eating robots—sounds like the only proper way to kick off the New Year, yeah? Nik and Moiz are back, and they’re breaking down everything you might have missed during the holiday vacay, including the string of December bankruptcies that left several brands ringing in the new year with dashed dreams and bo…
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S7 E1: Listener Mailbag: SaaS’s Biggest Rip-Offs, Serial Returners, and Marketing a Lifestyle Brand
1:06:04
1:06:04
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You’ve got questions. They’ve got answers. Nik and Moiz are dipping into the Slack channel again to answer your biggest DTC questions. And they’re not holding anything back this go-round. Which SaaS platforms are, *pardon our French*, complete sh@#, and which ones are worth your time? The guys break down exactly what you should be looking for when …
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S6 E6: The Little Makeup Brand Who Could: How Jones Road Conquered DTC
53:19
53:19
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53:19
What are the marketing ops like for one of DTC’s biggest beauty brands? Cody Plofker, CMO of Jones Road Beauty, drops by the pod to chat with Nik and Moiz about how the brand doubled its Black Friday sales this year. And *spoiler alert*, they used the EXACT same game plan they have for the past three years…. so what about this year’s sales made it …
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S6 E5: True Classic’s Secret Black Friday Playbook Revealed
45:41
45:41
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45:41
True Classic’s mastermind strategist is back, so get ready to take notes, because you simply can’t afford to miss a single word DTC’s biggest disrupter has to say. Ben Yahalom, President of True Classic Tees, joins Nik and Moiz to dissect the brand’s Black Friday and Cyber Monday performance. What was True Classic’s ad spend like? What channels did…
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S6 E4: Cyber Weekend’s Biggest Winners and Losers
31:31
31:31
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31:31
Is the post-turkey haze making the details of your cyber weekend feel a little blurry? Wondering what sales you missed and what deals you might have blacked out on? Let the Black Friday/Cyber Monday hangover begin! But don’t worry because Nik and Moiz are here to break down all the dirty details about what went down this past weekend in case you ca…
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S6 E3: The Best Hacks to Build Brand Awareness
59:17
59:17
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59:17
We can’t all have Emily Ratajkowski repping our DTC brand (trust us—we’ve tried). So how do we get that same EmRata leverage if we don’t all have the celebrity pull to build brand awareness? Nik and Moiz break down various strategies for your DTC brand, including utilizing email swaps, considering third-party retailers, and refining your e-mail flo…
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S6 E2: From Billions to Bankruptcy: How SmileDirectClub and Dollar Shave Club Fell From Grace
46:00
46:00
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46:00
Lululemon, Mirror, Dollar Shave Club, SmileDirectClub, WeWork... In this day and age, it’s insane that businesses can literally disappear overnight. Except for maybe that last one… because honestly, we all saw that one coming. This week, Nik and Moiz are giving all the dirty details straight from the bankruptcy files of Dollar Shave Club and SmileD…
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S6 E1: The 8 Key Elements to Building a Winning DTC Team (Live from Marketingland)
43:01
43:01
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43:01
Do you have the right formula for creating an elite-level e-commerce team? Mr. Sharma certainly thinks he does—and he’s spilling his top secrets to building a winning DTC team in this special live episode from Marketingland 2023. The guys also dive into the latest stats from October’s Amazon Prime Day, pontificating on when other brands will start …
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S5 E12: Smash Black Friday & Cyber Monday with These Quick and Dirty Tips
56:41
56:41
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56:41
Battle stations ready? Prepare to be locked and loaded because this ep the guys are breaking down everything you need to know to plan for the biggest shopping event of the year. Nik and Moiz share their top strategies and tips for Black Friday and Cyber Monday—from email marketing to postcards and bundling, they’ve got you covered to help maximize …
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S5 E11: Everything You Need to Know About Launching Your E-Commerce Business
46:05
46:05
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46:05
Hold on to your butts. Cause this ep’s unleashing all of the best tips and tricks any founder launching their e-commerce brand must know. Nik and Moiz are sharing their insights about exactly what your tech stack should look like, why strong product messaging is the #1 thing your brand should focus on, and what the five essential components of laun…
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S5 E10: News Break: How to Maximize Your Credit Card Rewards/Klaviyo IPOs
49:00
49:00
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49:00
Why fight the system when you can actively exploit it? This week, Nik and Moiz are exploring the credit card rewards landscape and divulging their must-have cards and strategies for maximizing savings for your e-commerce brand. Should you go with cash back or points? Which card is the best for your biz? Then, the boys dissect the recent Klaviyo IPO…
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S5 E9: Listener Mailbag: High Ticket Items, Landing Page Metrics, & More
48:07
48:07
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48:07
Why is it next to impossible to understand cannibalization? And we aren't talking about the fun kind. Don't worry—you're not the only one. Nik and Moiz are hitting up the Slack chat to answer a few of your burning DTC questions. First, Moiz takes a dive into the multiverse, explaining what he would have done differently with Native Deodorant had he…
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S5 E8 - TV’s Top Advertising Strategies Revealed, with Juhi Pikale (Fabletics) and Austin Santino (Tatari)
54:38
54:38
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54:38
Television isn’t dead. Find out exactly how and why your brand should be utilizing television ads to boost your marketing strategy. Nik and Moiz chat with Juhi Pikale (VP of Performance Marketing at Fabletics) and Austin Santino (Client Development for Tatari) about the ins and outs of TV advertising, including the differences between various platf…
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S5 E7: Newsbreak: How to Get Blacklisted From Amazon, Death to Clean Eating, and the Bedding Business Beating Amazon
58:42
58:42
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58:42
How did one of Amazon’s best-selling nutrition companies just get blacklisted from the site? Nik and Moiz discuss the real reason Bloom Nutrition just got the boot—and turns out, it’s not *quite* as bad as you think… which honestly might make this story crazier. Then, meet the #1 bestselling brand on Amazon you’ve probably never heard of. Why’s thi…
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S5 E6: Paid Social Strategies That Will Make or Break Your Business
53:54
53:54
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53:54
If you paid for it, you should be making the most of it. So are you getting your money’s worth from your paid advertising? Don’t worry— Nik and Moiz are here to dissect the ins and outs of exactly what you should (and should not) be getting out of your paid social strategy. The guys break down the importance of setting up a proper Facebook funnel, …
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S5 E5: 5 Secrets to Building a High-Converting Landing Page
49:54
49:54
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How can you harness the power of has-beens for your brand? This week the guys are exploring the hidden world of infomercials—and explaining why they’re one of the most underutilized— and best— forms of validation for your brand. Nik and Moiz also unveil their best tips for creating a killer landing page, including the top five things you absolutely…
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S5 E4: Listener Mailbag: Nik and Moiz Answer Your Top DTC Questions
41:41
41:41
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41:41
You have DTC questions, they have answers. Nik and Moiz are fielding all of your top listener questions from their Slack chat. Tune in to find out answers to all of your burning DTC questions. Do you need to worry about AI’s impact yet? What should your first hire be? What percentage of revenue should you target from upsells and cross-sells? And wh…
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S5 E3: News Break: Whatever Happened to Allbirds/Fashion’s Biggest Empire/Amazon Streamlines Packaging
45:41
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45:41
Does iOS 7’s new privacy and tracking protections spell disaster for SMS, affiliate link, and email tracking measures? Or is this not as big of a deal as it initially seems? Moiz and Nik are dissecting the latest in D2C news, including how Amazon is pushing to reduce the number of boxes by creating their own packaging… because we all know that Amaz…
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S5 E2: The Best Black Friday Strategies for Your DTC Brand
51:31
51:31
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51:31
What kind of C-Suite morons divulge their entire Black Friday strategy to the world for free? Our two morons, that’s who. And that’s why we love them. Nik and Moiz are opening their entire Black Friday playbook, and it’s loaded with some of the most valuable advice they’ve ever dropped on the pod before. And honestly? We’re not sure how they’re gon…
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S5 E1: Lessons in Logistics: Mastering Inventory Management and 3PL Relationships
45:39
45:39
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The boys are back in town, and this season, they’re spicing things up a bit. This time around, Nik and Moiz are tackling all the biggest questions you have from their time in D2C, and giving you a few pointers from their biggest takeaways. In this ep, Moiz is dishing on his greatest lessons in manufacturing with his time at Native Deodorant—from th…
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S4 E12: True Classic’s CEO on Company Culture, Creativity, and Going Viral
1:17:12
1:17:12
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You know that little feeling in the back of your throat that makes you feel emotions towards someone else? Yeah— it’s called empathy, and True Classic’s CEO, Ryan Bartlett, is here to explain why it's the one thing that will distinguish your D2C brand from the rest of the crowd. Nik and Moiz talk to Ryan about the importance of empathy in company c…
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S4 E11: The Argument for Marketing Warfare/The FTC Won’t Let Amazon Be /How to Crush TikTok Shop
56:28
56:28
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This week, the boys are breaking down a few of the most disruptive grey hat marketers in the industry, including the case of an imitation mayonnaise company that was buying its own product and stashing it in warehouses, the bone broth brand beefing up its D2C sales through Instacart, and the merits of using guerilla marketing to mess up the retarge…
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S4 E10: iOS 17 Kills Tracking Parameters/Structuring a Marketing Department/The Pill Club’s Fraud
51:47
51:47
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What happens when an online pharmacy starts committing insurance fraud? This week, Nik and Moiz are breaking down the scandal behind the now-defunct company, The Pill Club— and it’s a good one. Then, is Apple Vision Pro dumb, really dumb, or just naturally designed for the citizens of San Francisco and Silicon Valley who can’t travel without their …
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