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Topics we'll cover today:
💠 3 Things This Brand Did to Triple Revenue in Five Years
💠 The Goldmine Most Brands Ignore
💠 Latest news in the DTC space
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3 Things This Brand Did to Triple Revenue in Five Years
The other day, I interviewed Arin Schultz, Chief Growth Officer at Naturepedic.
During our conversation, he shared that the brand has tripled its revenue over the past five years.
There wasn’t one magic campaign behind it.
But there were three decisions that helped make it happen.
1. They Built an Influencer Team, Not an Influencer Campaign
Naturepedic now has six full-time employees dedicated to influencer marketing.
Each person focuses on creators relevant to a specific product or audience, including parenting, health and wellness, mattresses, and bedding.
They then repurpose that content across organic social, Meta ads, and even CTV.
This gives Naturepedic a consistent stream of authentic creative without relying entirely on expensive photo and video shoots.
The strategy has worked so well that…listen well…around 400 influencers are currently waiting to collaborate with them! 🤯
2. They Treated Retail as Part of Their E-Commerce Strategy
Naturepedic has expanded from six company-owned stores in 2020 to an expected 35 by early next year.
But those stores don’t only generate retail sales.
Every time Naturepedic opens a location, online sales in that market increase by approximately 10% to 15%.
The store gives customers a place to discover the brand, experience the product, and build confidence before purchasing.
That matters when you’re selling a product that can cost thousands of dollars and isn’t easy to return.
The transaction may happen online.
But the store may be what makes it happen.
3. They Chose Locations Based on Customer Behavior, Not Demographics Alone
The company once had a store in Chicago’s Lincoln Park neighborhood.
On paper, the location looked great.
In reality, it was on a dead-end road with almost no parking.
It became their worst-performing store.
Before choosing their next Chicago location, Arin visited the city multiple times.
He walked potential areas.
He watched traffic patterns.
He spoke with nearby store managers and people who lived there.
They eventually opened in Highland Park.
It became their second-best-performing store in the country.
The takeaway?
A demographic report can tell you who lives in an area.
It can’t always tell you how people behave once they’re there.
Naturepedic’s growth didn’t come from obsessing over one channel.
They built an influencer engine to generate awareness and content.
They used retail to create trust and support online sales.
And they did the work required to make each physical location successful.
Each part strengthened the others.
That’s how you build a growth system.
—
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The Goldmine Most Brands Ignore
Everywhere I look, brands are obsessed with attribution.
Multi-touch. Last Click. MMM.
Some even run post-purchase surveys only to “prove Meta is working.”
But here’s the thing...attribution won’t tell you what your customers actually want.
That’s where zero-party data comes in.
👉 Reviews
👉 Pop-ups
👉 Post-purchase surveys
👉 Other surveys
👉 Customer calls
That’s the real goldmine.
Because unlike attribution, zero-party data gives you intentional answers straight from your customers.
And customer calls? They’re criminally underrated.
Split them into 3 groups and you’ll get totally different insights:
Non-customer email subscribers
→ Why haven’t they bought yet? What’s holding them back?
One-time customers
→ Did the product meet expectations? Why didn’t they buy again?
VIP customers
→ What made them fall in love with your brand? What would make them buy even more?
Each group is sitting on insights you can’t get from an attribution report.
And that’s where C.A.T. comes in:
Collect → Analyze → Take action.
Most brands are already running ads and email/SMS…
But they’re not collecting this type of data.
Or, if they are, they’re not analyzing it.
And almost nobody takes consistent action on it.
When you do, everything changes:
→ Your offers get sharper.
→ Your messaging resonates.
→ Your ads and emails convert better.
→ Even your product roadmap becomes clearer.
That’s exactly what we do inside our Revenue Gap Analysis.
We overlay your customer purchase behavior with all your marketing touchpoints (ads, email flows, offers, website) to uncover revenue you’re currently leaving on the table.
It’s not guesswork. It’s your customers literally telling you what they want.
Want us to run a complimentary analysis and show you 3 high-impact opportunities hiding in your data?
👉 Book your Revenue Gap Analysis here
Latest News in the DTC Space
📰 YouTube is changing how it counts views [read more]
📰 Meta publishes holiday marketing guides [read more]
📰 Automated bidding comes to ChatGPT ads [read more]
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About The Writer
Brian Roisentul is the founder & CEO of BSR, a growth marketing agency he started in 2013 to help e-commerce brands unlock hidden revenue by identifying misalignments between their marketing and customer behavior. He is also the host of The DTC Insider podcast, where he interviews thought leaders, founders, and directors in the e-commerce space.
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