Welcome to this issue of The DTC Insider newsletter. 👋

We strive to deliver the latest growth marketing news and trends in the DTC space straight to your inbox every Wednesday.

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Let's dive in!

Topics we'll cover today:
💠 The 3 Revenue Leaks I Keep Finding in 7-8 Figure Brands
💠 Revolutionizing Women's Health

I’m putting together a new strategy resource for DTC 7 and 8-figure brands, something bite-sized and actionable to help you tighten your growth engine across ads, retention, and journey design.

Your feedback will mean the world to me. In the end, this is for you.

Even when everything looks good on the surface...
📈 Revenue's growing
🎯 ROAS looks healthy 

...under the hood, things often tell a different story.

And I keep spotting the same 3 leaks. Quiet, invisible ones.
The kind that cost brands $20K-$100K/month in profit.

Not media buying issues, strategy problems.
And if you don’t fix them, they compound.

Let’s break them down 👇 

🔻 Leak #1: Revenue is growing…but only on paper 

“We’re growing!”
→ ROAS is higher
→ Revenue is up 

Cool, but is it mostly from repeat buyers and discount pushes?

I've recently shared with you how a brand's revenue was up YoY, but when we took a deep look, they were losing orders from new customers AND subscribers every.single.month.

If new customer acquisition has stalled, you’re not scaling. You’re recycling.

Why it happens:

You’re tracking revenue and ROAS, but not who is buying.

If most of your growth is driven by promos and returning customers, you’re in trouble.

What to do instead:
→ Track CAC, not just ROAS
→ Break down revenue into New vs Returning
→ Rebuild acquisition with smarter, journey-aware offers

🔻 Leak #2: Lifecycle marketing is disconnected from the actual journey

This one is so overlooked! 

I guess every 7-8 figure brand has the core email flows set up...
But are they aligned with the business strategy?
Most times, they're not.

Why it happens:

Most brands I speak with don't have a clue about the value ladder. 

That is:
→ What customers buy on the first and future purchases
→ The time between orders
→ Why do they buy 

And many other things...

What to do instead:
→ Map out your customer purchase journey (with tools like Lifetimely)
→ Build flows around the product path and retention curve
→ Build replenishment logic that aligns with the buyer's behavior

🔻 Leak #3: Paid + retention are pulling in different directions

Ad teams care about having a high ROAS.
Email teams care about driving more revenue per recipient and email.

Who's working towards growing profitably?

Why it happens:
→ Your teams work in silos (likely separate contractors or agencies).
→ No one's accountable to a full-funnel plan.
→ So things get misaligned, fast. 

What to do instead:
→ Build a strategic 90-day plan across channels
→ Align the messaging, offer logic, and timing
→ Build a “Journey Overlay” to see where you’re winning (and bleeding) 

These are fixable, and fast.

But if you don’t spot them, they’ll keep hiding under good ROAS and “growth”. 

We’ve been doing short Journey Overlay teardowns for brands, and they always walk away with clarity.

Want me to walk through yours? 

I’m doing 3 more this week, book yours here.

The DTC Insider (newsletter + podcast) reaches a highly qualified audience of DTC founders, directors, and marketers. Learn more about the sponsorship opportunities we offer for your business.

Tune in to this episode of The DTC Insider podcast, in which Brian Roisentul sat down with Jamie Norwood, co-founder of Winx Health.

Check it out. 👇

 We discussed:
👉 Winx Health mission to support women's health
👉 Navigating startup challenges during the pandemic
👉 Building a brand that truly resonates with women
👉 The importance of structure and mentorship for first-time founders
👉 How word of mouth became a key growth driver
👉 Investing in organic growth for long-term success
👉 Exploring the opportunities and risks of retail expansion
👉 Engaging the community to boost customer retention
👉 Using rebranding to refresh market presence
👉 Creating social impact to strengthen brand loyalty 

Tune in:
📺 YouTube
🎧 Spotify
🎙️ Apple
🌐 Website

More episodes our listeners love:

💎 How BRĒZ is Disrupting the Beverage Industry with Aaron Nosbisch
💎 Bootstrapping a $100M E-Commerce Empire with Bear Handlon
💎 The Secret Sauce Behind BattlBox's Success with John Roman
💎 IQBAR’s Journey to 10,000 Locations And $50 Million with Will Nitze
💎 Supplement Brand Bootstrapped $10,000 and Built It Into Sales of $30 Million in Three Years with Ronak Shah

📰 Is ChatGPT Catching Google on Search Activity?
📰 President Trump Delays US TikTok Ban for Another 90 Days
📰 eMarketer forecasts how digital marketing will evolve in 2025, and beyond

If you found this interesting, please leave us a review. It’d mean the world to me.