The Growth Playbook Behind a Brand in Major Retail

In this episode of The DTC Insider, Brian Roisentul sits down with Brittany Tomkiewicz, VP of Marketing at Kate McLeod, to discuss how the brand approaches growth across customer acquisition, creators, paid media, DTC, and major retail partners including Sephora, Nordstrom, Anthropologie, Goop, and boutiques across the U.S.Brittany shares how nearly 15 years in marketing have shaped the way she thinks about growth in an environment where platforms, consumer behavior, and technology are constantly evolving. She explains how Kate McLeod has built an acquisition ecosystem that connects content creation, creator partnerships, and paid media, using CPA and blended CAC thresholds to determine when to scale. They also discuss why Meta remains the brand’s biggest advertising channel, how TikTok and Google fit into the mix, and why Pinterest is becoming their next area of exploration.They dive into Kate McLeod’s creator strategy, from building authentic, long-term relationships to paid partnerships and whitelisting creator content. Brittany explains how the team evaluates creators, why they avoid oversaturating audiences, and how expanding their creator program has led to a major uptick in sales. She also shares why founders of younger brands may be better off building creator relationships themselves before hiring someone to manage the program.Plus, Brian and Brittany discuss how the brand is preparing for Q4 and Black Friday, why one of its biggest promotions of the year remains largely unchanged, and how gift-with-purchase offers and contingency planning can help maximize revenue. They also explore how Kate McLeod adapts its strategy across DTC and major retail partners, from sponsored ads and in-store events at Nordstrom to creator communities at Sephora, and how the team is beginning to use AI for data analysis, customer support, and brand discoverability. Ultimately, Brittany shares why successful growth today requires constant evolution while still staying focused on the channels, relationships, and strategies that actually work.-- This episode is brought to you by BSR.BSR helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, visit their website or book a call.

In this episode of The DTC Insider, Brian Roisentul sits down with Elisabeth Crossley-Wright, founder of With Love Darling, to discuss her unconventional path from serving in the Danish army and deploying on nato missions to building a jewelry brand centered around storytelling, purpose, and creating meaningful impact.Elisabeth shares how joining the army at 19 and spending five years pushing her physical and mental limits shaped the resilience she would later bring to entrepreneurship. After studying law, working with the UN, and raising her family, she reached a point in her late 30s when she knew she wanted to build a business that could make a difference. That idea eventually became With Love Darling, a jewelry brand designed to be about much more than the product itself.They dive into how Elisabeth found her first production partners in India, why storytelling became central to the brand, and how her customers ultimately helped shape the business. She explains how Facebook advertising helped take the brand from one or two orders per day to as many as 30, why rising acquisition costs eventually made that model less attractive, and why she later made the difficult decision to scale back paid advertising and focus more on organic growth, community, and building a stronger brand voice.Plus, they discuss how With Love Darling works with women in Kenya, how creating economic opportunities unexpectedly helped build a support network and greater independence within their communities, and how meeting those women led Elisabeth to discover another challenge she had never considered: access to period products. That experience inspired an initiative that donates reusable period kits and reinforced her belief that deeply engaging with a community can be more powerful than simply spending more on advertising. Ultimately, Elisabeth shares why building a meaningful business is not about solving every problem, but about finding where you can make a difference and starting there.-- This episode is brought to you by ⁠⁠⁠⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠⁠⁠⁠.⁠⁠⁠⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠⁠⁠⁠ helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠⁠⁠⁠⁠⁠⁠⁠visit their website⁠⁠⁠⁠⁠⁠⁠⁠ or book a ⁠⁠⁠⁠⁠⁠⁠⁠call⁠⁠⁠⁠⁠⁠⁠⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Nick Sanetra, Director of Marketing at Clove, to discuss how the brand is rethinking customer acquisition, creative strategy, and profitability while staying focused on the fundamentals of understanding its customers.Nick shares his journey from ad tech and agencies to the brand side, and how that experience shaped the way he thinks about growth and unit economics. He explains how Clove evolved from a growth-first mindset to making every marketing dollar pull its weight, and why ambitious revenue goals need to be backed by the right systems, marketing calendar, and customer demand. They dive into Clove’s customer acquisition strategy, why broad targeting and highly automated campaigns didn’t work as expected for the brand, and how changes to targeting and creative helped Clove spend 60–70% less year over year in a given month while generating more revenue. Nick also shares why TikTok is becoming a larger part of the media mix, how Clove approaches creative differently across the funnel, and why UGC continues to play an important role in reaching new customers. Plus, they discuss why post-purchase surveys have become one of Clove’s most valuable sources of customer and attribution data, how those insights influence budget allocation and creative decisions, why its loyalty program has become a consistent driver of incremental revenue, and how the team uses AI to accelerate time-consuming analysis without outsourcing critical thinking. Ultimately, Nick explains why sustainable growth comes back to strong systems, customer insights, and caring about the people you’re building for. -- This episode is brought to you by ⁠⁠⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠⁠⁠.⁠⁠⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠⁠⁠ helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠⁠⁠⁠⁠⁠⁠visit their website⁠⁠⁠⁠⁠⁠⁠ or book a ⁠⁠⁠⁠⁠⁠⁠call⁠⁠⁠⁠⁠⁠⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Mary McMahan, Brand Marketing Manager at WithSimplicity, to discuss how a small clean beauty brand grew by staying resourceful, building genuine relationships, and putting community at the center of its marketing.Mary shares how she joined WithSimplicity in 2019 as the brand's sole marketer, working with a limited budget while taking on everything from rebranding and packaging to website optimization and social media. She explains how focusing on owned and earned channels helped strengthen the brand's online presence, and how creative ideas like augmented reality makeup filters helped WithSimplicity adapt during the pandemic.They dive into the brand's affiliate strategy, how Mary manually finds creators through Instagram, why building genuine relationships matters more than treating affiliates as marketing metrics, and how one affiliate relationship is now evolving into a product collaboration. Mary also shares how WithSimplicity grew 130% in one year by being prepared to capitalize on the right opportunity and connecting with creators who were already aligned with the brand's values.Plus, they discuss why brand is ultimately about how customers feel, how email marketing and loyalty programs can strengthen retention, the value of behind-the-scenes and founder-led content, when agencies can help growing brands, and why AI still needs human knowledge and oversight in marketing.-- This episode is brought to you by ⁠⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠⁠.⁠⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠⁠ helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠⁠⁠⁠⁠⁠visit their website⁠⁠⁠⁠⁠⁠ or book a ⁠⁠⁠⁠⁠⁠call⁠⁠⁠⁠⁠⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Arin Schultz, Chief Growth Officer at Naturepedic, to discuss the key decisions that helped the brand triple its revenue in just five years.Arin shares how Naturepedic evolved from its wholesale roots into a growing omnichannel brand, while explaining how influencer marketing, physical retail, and a willingness to continuously rethink their strategy have contributed to the company's growth.They dive into Naturepedic's influencer strategy, why the company has a six-person team dedicated to working with creators, how UGC is being used across Meta and CTV, and why choosing the right channels matters more than simply following the latest marketing trends. Arin also shares the lessons behind Naturepedic's retail expansion, how physical stores can drive online growth, why site selection can make or break a location, and how giving employees a sense of ownership can improve performance and retention.Plus, they discuss AI and the changing customer journey, why Naturepedic is investing more in prospecting and demand generation, the limitations of focusing too heavily on immediate ROAS, and why brands should never become too comfortable with the marketing strategy that's working today.--This episode is brought to you by ⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠.⁠⁠⁠⁠⁠BSR⁠⁠⁠⁠⁠ helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠⁠⁠⁠⁠visit their website⁠⁠⁠⁠⁠ or book a ⁠⁠⁠⁠⁠call⁠⁠⁠⁠⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Jake Karls, Co-Founder & Rainmaker of Mid-Day Squares, to discuss what it really takes to build a brand people genuinely connect with.Jake shares the journey of building Mid-Day Squares from a condo kitchen into one of the most recognizable brands in CPG, while explaining why authenticity, storytelling, and human connection have been the foundation of the company's growth from day one.They dive into the realities of entrepreneurship, overcoming adversity, finding the right role as a founder, building a brand through vulnerability, and why documenting the journey can be more powerful than trying to create the perfect marketing campaign. Jake also explains why trust is the foundation of every great relationship, how brands create emotional connections that competitors can't replicate, and why authenticity remains one of the biggest competitive advantages in business.Plus, they discuss AI, the future of brand building, creating communities instead of audiences, and why the brands that will thrive are the ones that never lose their human connection.--This episode is brought to you by ⁠⁠⁠⁠BSR⁠⁠⁠⁠.⁠⁠⁠⁠BSR⁠⁠⁠⁠ helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠⁠⁠⁠visit their website⁠⁠⁠⁠ or book a ⁠⁠⁠⁠call⁠⁠⁠⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Josh Sprague, founder of Orange Mud, Seven Clay, and Anvil & Acre, to discuss what it really takes to build and grow successful DTC brands in an ecommerce landscape that never stops evolving.Josh shares the lessons he's learned after launching three companies across different eras of ecommerce, explaining why strong business fundamentals, customer understanding, and operational excellence matter far more than chasing the latest marketing trends or growth hacks.They dive into the realities of paid media, attribution, Amazon, customer retention, and why founders should fully understand their business before investing in advertising. Josh also explains how he built a community of nearly 1,000 brand ambassadors, dramatically reduced product returns through customer education, and why testing and continuous optimization remain essential for long-term growth.Plus, they discuss AI, direct mail, email automation, scaling ecommerce brands, and what Josh would do differently if he were starting a brand from scratch today.--This episode is brought to you by ⁠⁠⁠BSR⁠⁠⁠.⁠⁠⁠BSR⁠⁠⁠ helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠⁠⁠visit their website⁠⁠⁠ or book a ⁠⁠⁠call⁠⁠⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Arshad Bahl, founder of Amrita, to discuss what it really takes to build a profitable DTC brand in an industry obsessed with growth at all costs.Arshad shares how the CPG landscape has changed over the last decade, why venture capital has shifted the priorities of many founders, and why he believes profitability, customer retention, and operational excellence matter far more than chasing revenue at any cost.They dive into the retention strategies that have helped Amrita grow sustainably, including why the first three orders are the most important in a customer's journey, how to bridge the trust gap with new customers, and why referrals and word-of-mouth continue to outperform many modern acquisition channels.Arshad also breaks down his approach to manufacturing, margins, customer acquisition, and channel strategy, sharing practical insights for founders looking to build stronger businesses without relying solely on paid media.Plus, they discuss the importance of building a business around your values, creating opportunities for neurodiverse talent, and why a profitable $5 million business might be a better outcome than a stressful $100 million one.--This episode is brought to you by ⁠⁠BSR⁠⁠.⁠⁠BSR⁠⁠ helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠⁠visit their website⁠⁠ or book a ⁠⁠call⁠⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Samuel Goodman, co-founder of Cheeky, to talk about what it really takes to build and scale a DTC brand from scratch.From starting with no background in dentistry to becoming the largest custom night guard company in the US, Samuel shares how they identified a real problem, validated it through hundreds of customer calls, and built their first product using 3D printing.They dive into the early days of the business, from testing demand with landing pages and ads to building a Shopify-first brand and scaling to thousands of customers through direct-to-consumer channels.Samuel also breaks down how they expanded beyond a single product into a full oral care ecosystem, and what drove those decisions based on customer demand.Plus, he shares the reality of breaking into retail, including years of outreach, getting their first meeting with Walmart, and what it actually takes to land on shelves and succeed once you’re there.--This episode is brought to you by ⁠BSR⁠.⁠BSR ⁠helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, ⁠visit their website⁠ or book a ⁠call⁠.

In this episode of The DTC Insider, Brian Roisentul sits down with Lekha Vyas, founder of SynQ Wellness, to talk about one of the most talked about trends in health right now: GLP-1 and what comes next.From her background leading brands at companies like L’Oréal and Estée Lauder to building a new category in wellness, Lekha shares how she’s developing a plant-based alternative to GLP-1 drugs, delivered through a Listerine style strip that dissolves in your mouth.They dive into the real impact of GLP-1 drugs, including long term side effects, dependency, and why more consumers are starting to question them. Lekha also explains the science behind sublingual delivery, how it bypasses the gut, and why it could change the future of supplements and metabolic health.Plus, she breaks down what it actually takes to build a breakthrough product, from 75+ formula iterations to early human testing, and how she’s approaching go to market, TikTok, and DTC in a hyper competitive landscape.--This episode is brought to you by BSR.BSR helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.To learn more about BSR, visit their website or book a call.