The DTC Insider

• The Art of Storytelling in Business

  In this episode of The DTC Insider podcast, Brian Roisentul sat down with Mallory Ottariano, founder of Youer. Mallory Ottariano launched her brand on Etsy in 2012 as a side hustle. Before she knew it, it was matching her full-time income, and she decided to go all in. Fast forward, and she’s built a 7-figure clothing brand without paid ads (until recently). How did she do it? Let’s find out! Here’s a glimpse of what you’ll learn: The importance of community engagement in building a brand. How storytelling helps create deeper connections with customers. Using events to drive word-of-mouth marketing and brand loyalty. The strategic transition from organic growth to paid advertising. Effective inventory management as a key factor in scaling. The impact of a resale market on customer loyalty and sustainability. Challenges and opportunities of manufacturing in the US. The role of detailed tech packs in ensuring smooth production. Educating customers on pricing to address cost concerns. The power of authenticity in strengthening brand relationships. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

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• Building a Brand Through Scarcity

  In this episode of The DTC Insider podcast, Brian Roisentul sat down with Brandon Horoho, co-founder of Montana Knife Company, a 30-year overnight success—that’s how this company’s explosive growth story begins. Brandon and his co-founder, Josh, launched the company in 2020, but Josh had been crafting custom knives since he was 11. The idea? Mass-produce high-quality knives that could reach a wider audience while still maintaining craftsmanship. The results? From low 7 figures in 2021 to 8 figures in 2024. Their products sell out in minutes. They’ve built an email list of over 1 million customers. And now, they’re focused on becoming a household name—expanding beyond their niche with paid TV ads, podcasts, and influencers. Here’s a glimpse of what you’ll learn: The founding of Montana Knife Company and its rapid growth. Josh’s journey to becoming the youngest master bladesmith at 19. The role of quality craftsmanship in customer loyalty and retention. Building direct customer relationships and owning their data. Leveraging organic social media to grow without paid ads initially. The first knife drop selling out in 14 minutes and what it revealed about demand. The impact of email marketing as a core strategy with high engagement. The VIP program and how it strengthens customer loyalty. The focus on building a long-term legacy brand over short-term gains. Expanding manufacturing capabilities to support continued growth. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

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• How BRĒZ is Disrupting the Beverage Industry

  In this episode of The DTC Insider podcast, Brian Roisentul sat down with Aaron Nosbisch, founder & CEO of BRĒZ, the fastest-growing cannabis beverage in the market. In just a short time, Aaron has propelled his brand to rapid success, leveraging cutting-edge marketing strategies, creative compliance solutions, and a relentless focus on product experience. Aaron shares the story behind his brand’s meteoric rise, the innovative tactics that have driven its success, and his predictions and best practices for the future. Whether you're a founder, CMO, or marketer in e-commerce, you'll gain invaluable insights into scaling a brand in a highly regulated and competitive market. Here’s a glimpse of what you’ll learn: Introduction to BRĒZ and Its Growth The Product Development Journey Building in Public: The Philosophy Behind Transparency Competition vs. Collaboration in the Cannabis Space Key Lessons Learned in Business Growth Team Dynamics and Hiring A-Players Retail Growth and D2C Strategy Key Metrics for Business Success Channel Diversification in Advertising Personal Insights and Recommendations Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

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• How to Win Over Young Consumers in 2025

  In this episode of The DTC Insider podcast, Brian Roisentul sat down with Corina Pfeffer, co-founder of Pipa Skin Care, a skincare brand made for tweens. Along with her two childhood friends, Clara and Kristina, they built Pipa from a real-life need: safe skincare that pre-teens actually want to use. In just one year, they’ve hit milestones they never expected—selling in every U.S. state and growing an organic community of over 60K followers on Instagram. But scaling fast comes with its own set of challenges. In this episode, we’ll talk about how they’ve grown without ads, the power of organic marketing, and what they’re learning about customer retention.   Here’s a glimpse of what you’ll learn: Identifying a market gap: Creating safe skincare for tweens. Leveraging diverse expertise to build and scale the brand. Understanding the target audience and their online behavior. Crafting messaging that appeals to both tweens and parents. Growing through organic marketing without heavy ad spend. Adapting content strategy based on audience engagement. Utilizing social commerce, especially on TikTok, for sales. Retention strategies focused on engagement and innovation. Building brand loyalty through strong customer service. Using customer feedback for continuous improvement. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

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• Customer-Centric Strategies for E-Commerce Success

  In this episode of The DTC Insider podcast, Brian Roisentul sat down with Ben Feys and Kevin Niehoff, founders of PrettyBoy. They turned a personal challenge into a thriving e-commerce business. With Kevin's eczema diagnosis as a catalyst, they noticed a gap in the skincare industry for high-quality, simple products designed specifically for men. After learning the ropes of e-commerce during COVID, they launched PrettyBoy in 2022, creating the first men’s skincare brand to receive the National Eczema Association seal of approval. Here’s a glimpse of what you’ll learn: Turning a personal challenge into a successful business. Financial literacy as a foundation for growth. Adaptability in navigating the e-commerce landscape. The role of customer feedback in product development. Differentiating through lifestyle branding. Aligning operations with marketing for business success. Strengthening brand loyalty through community engagement. The impact of brand identity on standing out in the market. Creating memorable customer experiences to drive retention. Balancing focus and experimentation across marketing channels. Sponsor for this episode: This episode is brought to you by BSR Digital. BSR Digital helps e-commerce brands that want to scale their business to the next level through paid ads & email marketing. To learn more about BSR Digital, visit their website or book a call here.

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