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DTC PodcastAuthor: DTC Newsletter and Podcast
Weekly discussions between disruptive direct to consumer ecommerce brands and our amazing team about marketing, funnels, and everything scaling related. Subscribe to our newsletter for highlights and step by step tactical insights directtoconsumer.co Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Bonus: Revenue Is Lying to You: Planning, Execution and What Actually Drives Growth with Three Ships and Keen's Brand Study
Wednesday, 6 May, 2026
Subscribe to DTC Newsletter - https://dtcnews.link/signupWe surveyed 540+ DTC operators on how they plan and forecast. This episode, we break down the data and see why most brands are stuck reacting. We’re joined by Laura Thompson, co-founder of Three Ships Beauty, one of the few who's figured out how to run a tight, fast, 8-figure brand without drifting into chaos, and Mike Chiasson, Senior Solutions Engineer from Keen Decision Systems, to pressure-test the Three Ships Beauty playbook against the data.Grab your free copy of the report here: https://www.directtoconsumer.co/thereactiveloopreportIn this episode:The biggest gaps in how DTC brands planWhy "revenue is a lagging indicator"The bottom-up forecasting Three Ships usesThe KPI ownership system across the whole teamWhen scenario planning is worth the time, and when it's just noiseIf you’re a DTC operator past $5M who wants to stop reacting and start running a solid plan, this episode is a must listen.Timestamps0:00 Planning vs reacting in ecommerce2:03 Why most brands only plan 1–6 months ahead4:02 Bottom-up forecasting vs top-down forecasting6:06 Scenario planning and external market risks9:02 When media spend actually works harder11:01 The reactive loop hurting DTC brands14:03 Why brands over-invest in bottom funnel15:06 Weekly KPI reviews and forecasting systems18:02 The danger of reacting to noisy data20:04 Leading vs lagging indicators in ecommerce23:02 How talent impacts business performance24:58 Product launch delays and forecasting pivots26:53 Scenario planning for tariffs and supply chain risk31:55 Should brands worry about oil shocks?35:34 The biggest gap between planning and execution38:02 KPI systems that drive accountability42:16 The right way to plan for growth44:02 Why reactive brands fall behindSubscribe to DTC Newsletter - https://dtcnews.link/signupAdvertise on DTC - https://dtcnews.link/advertiseWork with Pilothouse - https://dtcnews.link/pilothouseFollow us on Instagram & Twitter - @dtcnewsletterWatch this interview on YouTube - https://dtcnews.link/video
