Get live statistics and analysis of Andrew @ RTAILD's profile on X / Twitter

If your product is small, a stand like this is how you scale to 500+ independent retailers $250-500 to make, boosts revenue by 2-3x

If you're building a DTC brand and thinking about retail, you NEED to study these brands: - Mike's Hot Honey - Cocojune - Cleveland Kitchen - Sauz

An endcap in a place like Target during Q4 has 30-40 million people who will walk by it There are almost no assets on Meta or Google that are able to hit that kind of reach for a high intent customer

As a DTC brand owner, why would you ever get your brand into retail? A BIGGER EXIT Most people forget, the goal is NOT to make 5-10% profit monthly, that you reinvest anyway You've started your brand because you're after 8-figures, and the only way you'll get that is via an EXIT DTC = $$ DTC + Retail Distribution = $$$$ In 2024, buyers paid double-digit EBITDA multiples for brands with a strong retail presence

If you're a DTC brand switching to a 3PL, this tiny hack could save you MONTHS Retail compliance One of our clients went with a boutique 3PL to save money, BAD move Took an extra month to move to a 3PL that can ship to retailers in compliance with their standards

A lot of DTC brands don't know what to be doing on the B2B side Here's a simple way to approach it: Under $5M/year: start wholesale, sell to smaller retailers (mom-and-pop-shops, specialty, etc.) where you don't have to be involved as much Between $5-15M/year: look into retail chains with 10-250 doors, specific to your brand's niche (i.e. Petco) Over $15M/year: start looking to get into big retailers like Walmart or Target, where you're actively involved with trade spend and marketing

If you're a DTC brand and a retailer reaches out, you shouldn't say "YES" Let me explain: A retailer will only reach out to you because they want your BRAND in THEIR stores In this situation, you have some leverage Most brand owners think that the retailer knows best, or that they're "too big to say no to" Completely WRONG, retailers will respect you EVEN more if you stick to your plan Here's a real example: Whole Foods reaches out to you and says they want a 500-door rollout, when you only had planned for a 100-door test to start with In that situation, you're doing more harm than good by moving forward So what do you do? You NEGOTIATE Pitch the retailer back and narrow down your scope to a specific subset of regions and doors Here's the BEST part - you can ask for stuff too: - Promotional support - In-aisle merchandising units - Even endcaps In that situation, YOU have (some) leverage It's in a retailer's best interest to help you brand grow, and if they won't do it - their competitor will

Your DTC price is: $29.99 Sign up bonus: $29.99 - 10% = $26.99 CAC: $16 Landed product cost: $7.50 Margin: $3.49 (before LTV) Your wholesale price is: $14.99 Landed product cost: $5 if ordered in bulk Margin: $9.99 (before LTV) Your DTC brand is missing out...

Just heard of a brand that used digital sampling to get an 80% retention rate and 6,000+ reviews using a platform where customers put in their email + zip code, buy a product matched to their preferences, and then get their money back - while the brand gets opt-ins, reviews, and key shopper insights Genius strategy

If you're a DTC brand owner and your goal is to exit for 8-9 figures, you need to understand this The best thing you can do for your brand if you want a giant exit is to diversify your distribution Buyers want safety, stability. They want controlled, stable, recurring growth Sure there might be some rare examples like Dollar Shave Club, which sold for 7x with DTC-only But on average, if your brand shows it can win both online and offline, it becomes 10x more attractive to a buyer You get a bigger exit amount, and a higher exit multiple too DTC = $$ DTC + Wholesale = $$$$ DTC + Wholesale + Retail = $$$$$ (credits Paul Goodman for the $$ explanation)

Every failed DTC retail launch comes down to 3 things: - Packaging sucks (tiny fonts, no clarity) - Premium price no one will pay - No plan for driving velocity once you're in

Recent DTC brands that did retail right: - Seed Health - Dr Squatch (recent-ish) - Brez - Proper - Blueland - Bubble - Bloom Nutrition - PAPATUI

If you're a brand owner and 100% focused on your brand, this is the number you need Spend $700k-$1.5M/month And earn $20-30K in TAX-FREE cashback Granted, it's not a life of just PJs and 5-star hotels But you can build your brand and not worry about personal expenses

If your product is small, a stand like this is how you scale to 500+ independent retailers $250-500 to make, boosts revenue by 2-3x

An endcap in a place like Target during Q4 has 30-40 million people who will walk by it There are almost no assets on Meta or Google that are able to hit that kind of reach for a high intent customer

As a DTC brand owner, why would you ever get your brand into retail? A BIGGER EXIT Most people forget, the goal is NOT to make 5-10% profit monthly, that you reinvest anyway You've started your brand because you're after 8-figures, and the only way you'll get that is via an EXIT DTC = $$ DTC + Retail Distribution = $$$$ In 2024, buyers paid double-digit EBITDA multiples for brands with a strong retail presence

If you're a DTC brand switching to a 3PL, this tiny hack could save you MONTHS Retail compliance One of our clients went with a boutique 3PL to save money, BAD move Took an extra month to move to a 3PL that can ship to retailers in compliance with their standards

If you're building a DTC brand and thinking about retail, you NEED to study these brands: - Mike's Hot Honey - Cocojune - Cleveland Kitchen - Sauz

Your DTC price is: $29.99 Sign up bonus: $29.99 - 10% = $26.99 CAC: $16 Landed product cost: $7.50 Margin: $3.49 (before LTV) Your wholesale price is: $14.99 Landed product cost: $5 if ordered in bulk Margin: $9.99 (before LTV) Your DTC brand is missing out...

Recent DTC brands that did retail right: - Seed Health - Dr Squatch (recent-ish) - Brez - Proper - Blueland - Bubble - Bloom Nutrition - PAPATUI

If you're a DTC brand owner and your goal is to exit for 8-9 figures, you need to understand this The best thing you can do for your brand if you want a giant exit is to diversify your distribution Buyers want safety, stability. They want controlled, stable, recurring growth Sure there might be some rare examples like Dollar Shave Club, which sold for 7x with DTC-only But on average, if your brand shows it can win both online and offline, it becomes 10x more attractive to a buyer You get a bigger exit amount, and a higher exit multiple too DTC = $$ DTC + Wholesale = $$$$ DTC + Wholesale + Retail = $$$$$ (credits Paul Goodman for the $$ explanation)

Every failed DTC retail launch comes down to 3 things: - Packaging sucks (tiny fonts, no clarity) - Premium price no one will pay - No plan for driving velocity once you're in

If you're a DTC brand and a retailer reaches out, you shouldn't say "YES" Let me explain: A retailer will only reach out to you because they want your BRAND in THEIR stores In this situation, you have some leverage Most brand owners think that the retailer knows best, or that they're "too big to say no to" Completely WRONG, retailers will respect you EVEN more if you stick to your plan Here's a real example: Whole Foods reaches out to you and says they want a 500-door rollout, when you only had planned for a 100-door test to start with In that situation, you're doing more harm than good by moving forward So what do you do? You NEGOTIATE Pitch the retailer back and narrow down your scope to a specific subset of regions and doors Here's the BEST part - you can ask for stuff too: - Promotional support - In-aisle merchandising units - Even endcaps In that situation, YOU have (some) leverage It's in a retailer's best interest to help you brand grow, and if they won't do it - their competitor will

If you're a brand owner and 100% focused on your brand, this is the number you need Spend $700k-$1.5M/month And earn $20-30K in TAX-FREE cashback Granted, it's not a life of just PJs and 5-star hotels But you can build your brand and not worry about personal expenses

Just heard of a brand that used digital sampling to get an 80% retention rate and 6,000+ reviews using a platform where customers put in their email + zip code, buy a product matched to their preferences, and then get their money back - while the brand gets opt-ins, reviews, and key shopper insights Genius strategy

A lot of DTC brands don't know what to be doing on the B2B side Here's a simple way to approach it: Under $5M/year: start wholesale, sell to smaller retailers (mom-and-pop-shops, specialty, etc.) where you don't have to be involved as much Between $5-15M/year: look into retail chains with 10-250 doors, specific to your brand's niche (i.e. Petco) Over $15M/year: start looking to get into big retailers like Walmart or Target, where you're actively involved with trade spend and marketing