Here’s the best playbook for DTC growth
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Here’s the best playbook for DTC growth
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I built and sold a $2m ARR agency in 2 years. Now I help 6 and 7-figure agency owners get dream clients reaching out to you, ready to work.
There is a 7-step formula for winning in DTC. Follow it 👇 1. 80% gross margins 2. 25-30% spend on marketing 3. product benefits that are visually demonstrable 4. customer feedback that informs new products and messaging 5. leadership team familiar with the grind and willing to do things fast 6. team understands direct response aesthetics and focuses on performance 7. replenishable product that is ”necessary” (eg. pet food, beauty products, cereal, t-shirts) Things to keep in mind: 1/ Lower margins make scaling tougher 2/ Lower marketing spend will slow growth 3/ Needing heavy explanation is a product flaw 4/ Customer feedback is worth whatever you do to get it 5/ Leadership team needs to set the culture for this: DTC moves fast. 6/ Performance is more important than brand 99% of the time for 99% of brands. 7/ Repeat customers, subscription programs, and convenient refills of necessities win big. With those 7 things I don’t see what could stop you other than a completely useless product. And maybe not even that... Who is doing this right in 2024?
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DTC Head of Growth - Leading Teams to Better CM, CAC:LTV & MER Through P&L Led Marketing | MBA | Co-Founder of The UK's #1 Fitness Brand Growth Agency Barbell Marketing [BBM] & E-comGrowth.com
Are you struggling to make a mark in the crowded DTC market?💡 Let's talk about differentiation, an often overlooked but powerful strategic tool. It’s all about identifying and communicating your unique value proposition - that one thing that separates you from your competitors. 1️⃣ Competition: Understand the strengths and weaknesses of your competitors. 2️⃣ Customers: Identify what truly matters to them. 3️⃣ Creative Input: Develop a compelling narrative around what makes you different. Perhaps it's time to step back and rethink. What sets you apart? After all, being different isn't just an option in the DTC space...it's a necessity! 💭
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Challenging and stewarding mission-driven brands with a creative-first approach to amplify their impact
The difference between the DTC market now and 5 years ago? The level of competition in each category. Pre-Covid there were still some blue oceans out there. Today, every category is near saturation point. Why? Because the barrier to entry is so low. Supply chain and fulfillment options mean creating and launching a product has never been easier. The challenge though? To do it well… And to grow consistently is harder than ever. Before you needed: → Product → Media Buyer → Drop Shipper Now: ✅ High quality product ✅ Top quality ingredients ✅ Rock solid brand ✅ Top creative team ✅ Multi-channel strategy ✅ Lifecycle and retention strategy The barrier to entry may be lower than ever… But what it takes to win? More than ever before.
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There is nothing more powerful than discipline strategy. What does that look like? Look for alignment. Aligning a brand's policies with their goals. Partnering with the right distributor to launch with an epic retailer. That retailer is where the brand's core customer shops. And yes, we leave space to be flexible and pivot. I love emergent strategy too... That is kind of like leaving space to be surprised and discover things. There is magic in that space. Yesterday there were some really big wins. The long game wins are the foundation for stepping forward and gaining market share. Let's go y'all. #salesleadership #sales #thewinsdontdefinesuccessthestrategydoes
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When developing positioning, we often to look at the market and competitors to define our window of opportunity. Don't forget to consider your ideal customers. Here's a couple questions to ask: 1. Who would get the most value out of this product or service? Explore adjacent categories and less obvious customers. You may find new opportunity. 2. What assumptions about your category currently exist in the minds of your customers? Being aligned with assumptions can be good or bad, depending if you're wanting to disrupt. It's not just about trying to carve out a tiny space relative to the competition that already exists. You need to be sure you understand what ideal customers value and be able to deliver well on that. #brandstrategy #positioning #customer
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✨️Selecting the appropriate business-level strategy—differentiation (a unique brand), cost leadership (low pricing), or focused differentiation (specific expertise)—is essential to winning in your industry. Consider your options, rivals, and industry when making your decision. ✨️ ✨️To draw in and keep clients, create a positive atmosphere around your approach, similar to Nike's branding or Amazon's effectiveness. Recall that the secret to success is a clear value proposition and constant adaptation! I'd be happy to hear more about your company and assist you in selecting the best course of action for long-term expansion. ✨️ #marketingstrategy #differentiation #Lowpricing #Uniqueness #marketingtips #MarketExpansion #businessgrowth #BusinessStrategies
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A Modern Polymath & Physicist - Venture Builder - | Strong Middle East, Africa & South Med experience | Brand & GTM strategist | Serial Entrepreneur | Vertical AgriTech Developer
How to turnaround a DTC business? In my experience, DTC businesses fail because (top reasons - non exhaustive): ◾ They do not des-average enough their CAC-CLTV per actionable consumer segment and at such they do not understand who should be granularly their specific target consumers & what are their 4Ps preferences ◾ They waste (most of) their resources (CAC & CLTV) subsidizing unprofitable (or low profitability) consumers/ value propositions ◾ They have a structurally too low margin contribution per order as the result of an under-optimized/ inadequate supply chain ◾ At launch, they benefited from both a CAC-CLTV & a value proposition arbitrages but they then failed both to keep relevant their value proposition and protect/ improve their CAC-CLTV differential ◾ They thought they were a Tech company and over-invested in complex, hard to maintain & expensive in-house Tech ◾ For the ones that have a right-to-win omnichannel, they failed to execute at the right time, in the right way ◾ They lost confidence from their shareholders (may that be VC/ PE/ Strategic) as they didn't deliver on their commitments & as a consequence they failed to protect their key success drivers from access to finance through securing the right capabilities/ talents to protect their decision-making autonomy We have seen this 'movie' many times before and although each case & way forward is unique, most of the issues are similar. There are often ways to go about it but it requires a fast, consumer-centric & disciplined turnaround approach. The objective is to create a strong common understanding between shareholders and management on the past/ current performance's drivers, the business potential (in a fact-based consumer-back manner), the optimal strategy, the corresponding required resources & a de-risked execution roadmap. #dtcmarketing #startegy #execution #venturecapital #omnichannelmarketing
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Biggest challenge of a product launch 🚀 As a marketer, I’d highlight Product Differentiation as the major one. Clearly defining the Unique Selling Proposition (USP) and driving Innovation to set the product apart from the competition is both the most challenging and intriguing aspect of a new launch. Would love to hear more about your thoughts on this! #business #strategy #innovation
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8min of eComm wisdom from ops expert Kyle Bertin of Two Boxes 📦📦 We touch on: 📦 How DTC should brands setup their return operations? 🤔 Top industry return trends in DTC? 🗃️ Where Two Boxes fits into the operations stack Incredibly insightful - thanks for the chat!
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Launching a New Product? Harness the Power of Strategic Planning! At BlackPearl, we know successful product launches are rooted in thorough planning, not just showcasing innovative features. They require engaging your audience, showcasing your product's unique value, and paving the way for its long-term success. Your launch strategy should include: 🎯 Clearly-defined goals and objectives 📅 A timeline that aligns with your marketing and sales efforts 📩 Messaging that speaks directly to your ideal customers 📊 Metrics to measure the success of your launch By investing time and resources into planning your product launch, you can: ✅ Generate buzz and anticipation around your product ✅ Attract the right customers and build a loyal user base ✅ Differentiate yourself from competitors and establish market leadership ✅ Kickstart sales and foster revenue growth Let BlackPearl's marketing experts guide you through the intricacies of product launches. With a customized strategy, we ensure your product shines. Dreaming of a market-transforming product launch? Let's chat about how we can help you make a splash in the market! #ProductLaunch #LaunchStrategy #MarketingTips #BlackPearlLaunch #Innovation
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