Ep 544: How to Break Through Scaling Ceilings in Google Ads & Unlock Incremental Growth

Subscribe to DTC Newsletter - ⁠https://dtcnews.link/signup⁠In this episode of the DTC Podcast, we sit down with Rob from Pilothouse to break open how to view Amazon not as a silo, but as an integral part of your unified growth engine.You’ll get tactical guidance on:How to compute real contribution margin per SKU, accounting for FBA fees, fulfillment, packaging leakagesWhy seemingly small tweaks (like packaging size) can move you down a fee bracketThe key metrics you should track (share of impressions, add-to-cart share, purchase share) to validate “loss-leading” campaignsHow to effectively attribute DTC ad spend lift into Amazon growthWhen Amazon DSP (streaming / video) is worthwhile — and how to measure its downstream impactHow to optimize listings for AI assistants (e.g. “Rufus”) with backend attributes, FAQ content, and enriched metadataWhy listen?If you manage paid acquisition across DTC + Amazon and feel like margin is slippingIf you want to build a strategy that doesn’t cannibalize your own channelsIf you’re curious how Amazon DSP / AI assistants can realistically contribute to growthTimestamps00:00 – The Data Problem on Amazon02:00 – How to Acquire Net-New Customers on Amazon05:00 – Protecting Brand Integrity and Competing on Premium Terms07:00 – Building Growth Strategies and Keyword Intent10:00 – Balancing Paid vs. Organic Rank and Profitability12:00 – Understanding Amazon Fees and Margin Optimization15:00 – Amazon’s Role in a Unified Growth Strategy17:00 – Leveraging Amazon DSP and Streaming Ads19:00 – Measuring Meta’s Impact on Amazon Performance20:00 – Optimizing for Rufus and the AI Search ShiftHashtags#AmazonAdvertising #EcommerceGrowth #DTCPodcast #AmazonStrategy #MarketplaceOptimization #Pilothouse #AmazonDSP #RetailMedia #EcommerceMarketing #UnifiedGrowth Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF552Follow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupThis week on the DTC Podcast, we sit down with Jake Bailey, Head of Industry at Meta, and Scott Kramer, VP of Growth at AS Beauty, to explore the evolving dynamics of holiday performance marketing in 2025.Jake leads Meta’s work with its exclusive Disruptors program, partnering with fast-moving, high-growth brands to push the boundaries of performance marketing. AS Beauty is one such brand — and Scott walks us through how they’ve used that collaboration to build one of their strongest Q4 playbooks yet.Together, they break down how creators, AI-native tools, and smarter campaign structures are shaping more resilient and scalable customer acquisition strategies.You'll learn:How Meta’s Advantage+ and Partnership Ads are driving real DR performanceWhy AS Beauty prioritizes incrementality over traditional ROASWhat creative diversification means in the age of AI and how to structure testsHow creator content is now integrated throughout the funnel — not just for awarenessTactical insights on budget pacing, exclusions, creative testing, and campaign simplificationWhether you’re navigating Cyber 5 or building a long-term performance engine, this episode is packed with the playbook and proof points from two powerhouses in the space.Timestamps00:00 – Meta’s partnership with AS Beauty and the Disruptors team02:00 – How AS Beauty drives growth across DTC, Amazon, and retail04:00 – Testing, innovation, and Meta’s two-way learning loop06:00 – Holiday 2024 challenges: uncertainty, tariffs, and consumer sentiment09:00 – The “lipstick effect” and how beauty brands thrive in downturns10:30 – Meta’s push toward value optimization and incrementality13:00 – Practical ways to measure incrementality and track new customers16:00 – Evolving partnership ads and creative diversification19:00 – Holiday creative strategy and combining catalog + creator content21:00 – Creators’ role across the funnel and authentic storytelling23:00 – Modern campaign structures, retargeting, and consolidation29:00 – Scaling spend safely during Cyber Week32:00 – AI-generated creative: performance, ethics, and practical use36:00 – Blending data with creativity for high-performing ads38:00 – Inside Meta’s exclusive Disruptors programHashtags#DTCpodcast #MetaAds #ASBeauty #DigitalMarketing #EcommerceGrowth #HolidayMarketing #PerformanceMarketing #AdStrategy #CreativeTesting #PartnershipAds #AIMarketing #Incrementality #FacebookAds #ReelsAds #MarketingPodcast #BlackFriday2024 #CyberMonday2024 #BeautyBrands #MarketingInnovation #DirectToConsumer Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

To Subscribe to DTC Newsletter - https://dtcnews.link/signupAngus Rittenburg, cofounder of WYNK, didn’t start with a brand. He started with a problem: how do you legally and profitably distribute THC beverages in the fragmented U.S. cannabis market?In this episode of the DTC Podcast, we unpack how WYNK solved that problem through mechanical engineering, regulatory foresight, and operational creativity—from mobile production trailers to in-state dosing machines to navigating Meta ad bans.Try WYNK: https://drinkwynk.shopWhat you’ll learn:- Why mobile canning systems gave WYNK early market access- How hemp-derived THC opened retail and liquor store distribution- Ad strategies for cannabis brands under platform restrictions- Connecting QR-based sampling to retail conversion- DTC learnings that fueled retail expansionKey Topics:- Engineering compliance into your ops- THC vs Alcohol margins- Retailer education + event-based marketing- What Big Alcohol thinks about THC drinks- What success looks like in a future where alcohol and THC share shelves#DTC #Ecommerce #CPG #BeverageIndustry #AlcoholAlternative #BetterForYou #LowDose #Seltzer #RetailDistribution #Wholesale #GoToMarket #GrowthStrategy #DigitalAdvertising #FirstPartyData #EmailMarketing #RetailMedia #Rebates #FieldMarketing #BrandBuilding #FounderStory #EngineeringLeadership0:00 — Introduction 00:51 — Tesla → THC & the Origin of Wink 03:15 — The 53-ft Mobile Canning Line 10:30 — Minnesota Unlocks Hemp-THC Distribution 14:52 — Why Beverages ‘Feel’ Like Beer 25:24 — The Age-Gate Ad Workaround 33:34 — The $13.5B OpportunitySubscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this special edition of the DTC Podcast, we break down Crown Affair’s ad strategy, creative execution, and landing page experience. Hosted by Eric Dyck and joined by Aves, this teardown focuses on how the brand has scaled through a hero SKU, clean branding, and a ritual-based narrative that resonates with a premium beauty audience.What You’ll Learn in This Episode✔️ How Crown Affair uses a dry shampoo hero product to drive acquisition✔️ Why the “ritual” brand positioning allows flexibility in product education and bundling✔️ The importance of top-of-funnel clarity — and where their website messaging could improve✔️ What makes their ad creative mix so effective (UGC, press badges, branded visuals)✔️ Why they run retail-focused ads (Sephora) alongside DTC✔️ How Instagram lifestyle content supports their ritual narrative✔️ Tactical insights on bundle builders vs. in-cart upsellsBest Moments in the EpisodeBreakdown of their “Crown” pun, brand aesthetic, and above-the-fold critiquesWhy clean branding can still confuse users without contextual clarityWhat makes their ad messaging tactile and emotionally resonantHow running to a dry shampoo SKU helps educate while differentiatingThoughts on Instagram strategy beyond the grid: sell the lifestyle, not just the productThe risks and rewards of running top-of-funnel campaigns to retail storesWhy It Matters for DTC OperatorsCrown Affair shows how premium brands can scale with clarity + ritual. By focusing on fewer SKUs, tighter messaging, and a flexible customer ritual, they’ve found a formula that blends high aesthetic with real-world traction. If you’re running a beauty, wellness, or ritual-based brand — this episode will show you where strategy meets execution.Timestamps00:00 – Intro: Crown Affair Live Brand Breakdown02:00 – Why You Should Listen to Adventurous04:00 – Website Audit: What’s a Three-Course Ritual for Hair?08:00 – Ad Library Review: UGC vs. Branded Content12:00 – Founder-Led Storytelling & The “Ritual” Concept15:00 – The Glossier Comparison and Brand Persona17:00 – Bundle Builders, AOV Strategy, and Upsells18:00 – Instagram Strategy: Rituals Beyond Aesthetics20:00 – Final Thoughts and Call for Brand SuggestionsHashtags#DTCPodcast #AKNF #CrownAffair #AdLibrary #BeautyMarketing #BrandBreakdown #HaircareBrand #EcommerceStrategy #AdCreative #DTCBrands Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF550Follow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

To Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we break out of pure DTC and dive into the future of retail with Shopify’s VP of Retail, Ray Reddy. We explore how Shopify is transforming POS from a mere checkout tool into a full commerce operating system, unifying online and offline, unlocking customer data in-store, and embedding AI automation in the merchant workflow.What You’ll Learn:Why treating POS as an operating system (not just a terminal) opens new growth leversHow Shopify enables 50–60% customer identification in physical stores (via Live Lookup)What technical challenges (tax, permissions, compliance) matter most in unified retailHow Shopify is integrating AI to automate catalog, imagery, and advisory tasksThe importance of choosing a commerce partner for the next 5–10 yearsBest Moments / Key Themes:Evolving POS from add-on to core productThe “unified data model” philosophy versus stitched integrationsRole of AI in freeing up founders to focus on growthThe customer experience transformation in storesThe migration trade-offs and how Shopify approaches themWhether you’re a DTC brand exploring brick‑and‑mortar or a retail brand scaling omnichannel, this episode is full of tactical thinking about infrastructure, identity, and future proofing.Timestamps:00:00 Shopify POS as an operating system04:00 How Shopify’s POS evolved beyond an add-on08:00 Why offline retail remains a massive opportunity12:00 Unified commerce and eliminating system complexity17:00 Unlocking customer data and personalized retail experiences24:00 Building with platform primitives and enabling innovation25:00 How AI is transforming Shopify’s POS and merchant support31:00 Preparing for the next major tech shift in commerceHashtags:#Shopify #POS #RetailTech #UnifiedCommerce #EcommerceStrategy #Omnichannel #RetailInnovation #AIFuture #ShopifyPOS #DTCpodcast #DirectToConsumer #RetailTransformation #AIinRetail #CommerceTrends #ShopifyTips Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

To Subscribe to DTC Newsletter - https://dtcnews.link/signupHello, and welcome to the All Killer No Filler DTC Podcast. In this episode, we dive deep into what’s different this year heading into Q4 — from platform changes on Meta to how creative strategy and campaign structure must evolve.We welcome Jocelyn K, senior media buyer at Pilothouse, and Jocelyn H, senior strategist at Pilothouse. Both veterans of multiple Q4s, they walk us through the new levers, pitfalls, and playbooks for scaling DTC brands in a shifting landscape.In this episode you’ll learn:Why momentum (not late sporadic launches) should be your central strategy this Q4How to adjust your campaign structure and creative workflows amid Meta’s changes (Advantage Plus, phasing out shop checkout, etc.)Concrete tactics around creative velocity, offer structure, and funnel building to harvest maximum scaleTune in to get tactical, platform‑aware strategies you can put into action now — before the holiday rush.Timestamps00:00 What's Different About Q4 This Year02:00 Advantage Plus Shopping Campaigns and Meta Changes04:00 Creative Strategies and the Trojan Horse Approach08:00 Offers, Discounts, and Consumer Psychology14:00 Momentum, Simplicity, and Funnel Optimization18:00 Lead Generation Strategies Ahead of Black Friday21:00 Creative Testing and Meta’s New Priorities23:00 How AI Is (and Isn’t) Changing Creative StrategyHashtags#DTC #Q4Strategy #MetaAds #BlackFridayMarketing #EcommerceTips #DigitalAdvertising #CreativeStrategy #PaidSocial #AdBuying #MarketingPodcast Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://www.pilothouse.co/?utm_source=AKNF548Follow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we sit down with Alex Schultz, the CMO and VP of Analytics at Meta, to unpack nearly two decades of hard-earned marketing insights from inside one of the most influential tech companies on the planet.From his scrappy beginnings as an affiliate marketer trying to pay for college, Alex rose through the ranks at Facebook—helping launch self-serve ads, custom audiences, and building the company’s analytics function from the ground up.Now, as CMO, he shares how he thinks about brand vs. performance, why incrementality measurement is non-negotiable, and what it really took to lead the rebrand from Facebook to Meta in under seven months.In this episode, you’ll learn:How affiliate thinking creates real marketersWhy starting with performance-driven urgency creates marketers who understand what actually drives growthThe self-serve ad platform strategy that unlocked small business scaleAlex shares how linking product and marketing—from in-product CTAs to retargeting drop-offs—became Meta’s growth engineWhy incrementality is the foundation of modern marketingForget last-click—true marketers use lift tests, holdouts, and on/off testing to see what really worksHow to build brands on performance platformsYes, you can build a brand on Meta—but only if you measure it rightThe inside story of the Meta rebrandIncluding a midnight WhatsApp from Zuckerberg and a literal house fireWhy creative strategy—not media buying—is the future in an AI worldAgencies will evolve, but those who control the data + creative inputs will control outcomesHow Alex is using creator marketing, email, and retargeting to market his new book, Click HereThe modern playbook Meta uses… now applied to booksVisit Hachette Book Group for information on how to purchase Click Here: The Art and Science of Digital Marketing and Advertising, out on October 7th. And you can check out an audio book version on Spotify here: https://open.spotify.com/show/5hsoMSkbpEboe0M4aGqNgZTimestamps00:00 - From Affiliate Marketer to CMO of Meta02:00 - Building Facebook’s Growth Engine and Analytics Team06:00 - Lessons From the Affiliate Mindset08:00 - Launching Self-Serve Ads and the First Custom Audiences11:00 - Rebranding Facebook to Meta: Inside the Strategy15:00 - Building Brands with Direct Response vs. Top-of-Funnel Marketing18:00 - How WhatsApp’s Brand Story Shifted Perception20:00 - Why Alex Wrote "Click Here" and Its Core Principles24:00 - The Future of Agencies and AI in Advertising28:00 - Marketing the Book Using Meta StrategiesHashtags#DTCpodcast #Meta #AlexSchultz #DigitalMarketing #BrandStrategy #AffiliateMarketing #Rebranding #MarketingBook #GrowthMarketing #AdvertisingStrategy #MarketingTips #SocialMediaMarketing #BusinessGrowth #CMOInsights #MarketingPodcast Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupOn this episode, we speak with Boone & Ben, co‑founders of Highland Style Co., a clean‑ingredient men’s grooming brand that grew from kitchen‑experiments to eight figures in revenue. We dig into their growth journey: how they built performance products, retained customers, and scaled unit economics without losing the values that launched them.What you’ll learn in this episode:How to validate product performance early via professional channels (barbershops/salons) to build credibility.The importance of embedding unit economics (margins, payback period, LTV/CAC) from day one to ensure scalable growth.Three content pillars that moved the needle for Highland: founder storytelling, expert endorsements, and aspirational user content.Real tactics for retention: packaging, post‑purchase experience, SMS/email flows, and repeat products.Why staying lean in team & operations matters, and how to hire/contract strategically to keep agility.How clean beauty standards (ingredients, packaging) can coexist with performance and profitability.Timestamps00:00 The origins of Highland and solving a personal problem02:00 Early product development and validation with barbershops07:00 Bootstrapping, fundraising, and focus on profitability10:00 Building strong unit economics and targeting 80% margins12:00 Meta ads and founder-led storytelling that drove growth15:00 Evolving content strategy and leveraging industry experts18:00 Scaling to eight figures with only two SKUs21:00 Staying lean with a four-person team and efficient operations25:00 Merging marketing with finance and building a payback workbook28:00 Retention tactics and post-purchase experience31:00 Expanding to Amazon and why it was a growth unlock32:00 Scrappy press tactics and winning grooming awards35:00 Building relationships with creators and affiliate partners36:00 Future goals, brand vision, and plans for expansionHashtags#DTCpodcast #HighlandHair #EcommerceGrowth #Bootstrapping #StartupStory #UnitEconomics #FounderJourney #ContentStrategy #RetentionMarketing #AmazonGrowth #HaircareBrand #DigitalMarketing #BrandBuilding #BusinessPodcast #ScalingBrands Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of All Killer No Filler, Abby & Henry from Pilothouse break down what it means to build real strategy for DTC brand growth. They explain how many brands today are stuck optimizing what already worked — rather than asking who the right audience is, what their pain points are, and how to speak to them.What we cover: • Defining real audiences & personas — how to move away from “Meta placing you” to targeting who truly values your product. • Lifetime value, product curation, NCAC & AOV — choosing what to push, upsell, or abandon. • Creative & messaging that connect across funnel stages — why the same creative at every stage fails. • Strategy informing all channels — landing pages, email, ads, CRO & more.“The game in 2020 was easy — now you're paying for a strategy that works.”Whether you have a growing DTC brand or are scaling, this episode gives you concrete frameworks to sharpen your strategy, escape the spin cycle, and unlock long‑term performance gains.Timestamps00:00 Strategy vs. Easy Growth in DTC02:45 The Role of an Account Strategist05:30 Integrating with Brand Teams Across Channels07:50 Unlocking New Audiences with Strategic Shifts11:20 Why Lifetime Value Should Shape Your Strategy15:30 Escaping the Tactical Spin Cycle18:00 Building Effective Top-of-Funnel Creative20:00 What a Strategic Audit Looks Like22:00 The True Meaning of “Better” Creative25:20 Why Deep Audience Research Drives Long-Term Growth26:40 The Future of Media Buying and Creative StrategyHashtags#DTCMarketing #EcommerceStrategy #MediaBuying #AdStrategy #GrowthMarketing #CustomerAcquisition #DigitalMarketing #CreativeStrategy #MarketingPodcast #Pilothouse Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video

Subscribe to DTC Newsletter - https://dtcnews.link/signupIn this episode of the DTC Podcast, we sit down with Rod Morris, co‑founder of Lovevery, to dig into how they turned a single product idea into a global early‑learning brand with over 150 SKUs, presence in 34 markets, and a sustainable subscription model.What you’ll learn:How Lovevery validated its premium product idea with the PlayGem and used early feedback to build credibility.The tactics that drove retention: mission‑aligned design, app features, quality materials.How unbundling the subscription and adding new SKUs (and retail partnerships) widened their customer base.Their strategy for profitable growth: optimizing supply chain, being more efficient, and adjusting to tariff pressures without compromising core experience.How circularity and resale aren’t just ethical branding—they’re catalytic for brand trust, lowering purchase friction, and increasing lifetime value.Roderick Morris is Cofounder and President of Lovevery, the global early childhood brand known for transforming the way families play and learn. Recognized for its award-winning, stage-based Play Kits program and the companion Lovevery App, the company provides science-backed tools that empower parents with confidence and nurture children’s development from birth. Founded in 2015, Lovevery has since expanded to early literacy with The Early Reader Club subscription and The Reading Skill Set—a proven, screen-free, learn-to-read program. Today, Lovevery continues to lead in early childhood innovation across more than 30 global markets.Timestamps00:00 Serving parents and children with premium products02:00 The origins of Lovevery and first product launch04:00 Cracking the market with the Play Gym07:00 Building credibility through influencers and early adopters10:00 Scaling the subscription program and retention learnings14:00 Product quality, durability, and material choices17:00 Unbundling subscription kits to expand access19:00 Growth during COVID and path to profitability23:00 International expansion strategy and new markets26:00 Walmart partnership and retail rollout27:00 Launching the circularity marketplace for secondhand play kits30:00 Mobile app evolution and impact on retention33:00 Managing tariffs and business sustainability35:00 Future growth levers and expanding into new skillsHashtags#DTCPodcast #Lovevery #RodMorris #Ecommerce #SubscriptionBusiness #ParentingProducts #DTC #ConsumerBrands #BusinessGrowth #Entrepreneurship Subscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video