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The Nerd Marketing Ecommerce Podcast is a series of conversations about growing an ecommerce business. It's by CEOs and CMOs for CEOs and CMOs. Ecommerce veterans and 20-year operators Drew Sanocki and Michael Epstein deliver clear, actionable, data-driven strategies.
82 Episodes
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Harvard-published marketing professor Jonathan Zhang joins Drew and Mike to unpack research showing how direct mail drives lower CAC and higher lifetime value than digital channels. They dig into the psychology of touch, why Gen Z actually loves mail, and how brands like Amazon and Warby Parker proved it first. A data-driven roadmap for the next five years of marketing.
Preston Rutherford, Cofounder of Chubbies, joins Drew and Michael to share how the brand went from the brink of bankruptcy to a nine-figure exit. They dive into the dangers of ROAS obsession, the shift to a 50/50 brand vs. performance strategy, aligning teams around contribution, and the hard lessons that turned Chubbies into a durable, beloved brand.
Think Black Friday prep starts in the fall? Think again. In this episode, Drew and Michael explain why Back to School is the ultimate test window for Q4 success. They break down four actionable strategies you can launch this summer to identify your most profitable customer segments, validate your creative, and lower acquisition costs—before the holiday rush drives up competition and ad prices.
Recorded on Memorial Day, Drew opens up about the top lessons he learned as a Navy intelligence officer - lessons that shape how he leads today. He and Michael also reflect on personal regrets, from family and risk-taking to life metrics that matter most.
After auditing hundreds of Shopify brands, Zak Cassady-Dorion has a clear message: You’re missing easy revenue. He joins Drew to reveal his retention-first approach, killer Klaviyo playbook, and why PostPilot is his secret weapon.
This week, Drew and Michael unpack the latest tariff relief and what it means for DTC operators, break down Zuck’s vision for Meta as a fully automated ad platform, and explore the tension between brand and performance marketing. Plus, a deep dive into Aviator Nation’s remarkable rise—from Venice Beach to Forbes’ richest list.
What really changes when your DTC brand scales from 10 to 120 people - remotely? Drew and Michael break down the systems, rituals, and mindset shifts that helped PostPilot grow fast without losing culture, speed, or clarity. From all-hands to offsites to decision frameworks, this is a behind-the-scenes look at scaling alignment in a distributed team.
Drew and Michael are joined by PostPilot’s Head of Finance, Daan Harmsen, to unpack what the latest eCommerce data reveals about consumer behavior and shifting market sentiment. They dive into lessons from past tariff disruptions and share practical strategies for leading through uncertainty—emphasizing transparency, adaptability, and keeping momentum when it matters most.
Performance marketing gets all the spend—but is it driving real growth? Bonobos CEO John Hutchison talks with Drew & Mike about how rebalancing the mix toward brand led to stronger revenue, better retention, and long-term customer loyalty. Plus, they dive into his leadership style, navigating culture during change, and what younger marketers should focus on today to someday run the brands they love.
Drew and Mike react in real time to the Tariffs on China and break down how a number of tips from their DTC turnaround days apply more than ever. Get 30 turnaround tips in one place at https://www.postpilot.com/turnaround. (edited)
Mike gives a full rundown of Shoptalk, from the Vegas suite party to the AI trends in DTC. Plus, the Nerds talk about Vera Bradley unloading Pura Vida for... only $1 million?
What’s driving eCommerce valuations today? Drew Fallon, CEO of Iris Finance, reveals the latest trends in M&A, what makes a Shopify store attractive to buyers, and the financial strategies that separate high-growth brands from struggling ones. If you're a CEO or CFO thinking about scaling or selling, this episode is a must-listen.
Drew Sanocki and Michael Epstein break down PostPilot’s Series A journey - why they chose growth equity over VC, the challenges of raising capital, and how it impacted their business strategy. They also dive into Cozy Earth’s winning direct mail strategy, revealing how the brand optimized its catalog program for faster, more effective customer acquisition. Plus, they introduce the Email Echo Strategy, a powerful way for brands to extend their email marketing impact using direct mail.
Shopify has made a huge push into the enterprise market, but why are so many big brands still hesitant to make the switch? Drew and Michael break down key insights from eTail, explore why legacy brands remain stuck on outdated tech stacks, and highlight the massive opportunity Shopify is missing. They also debunk common loyalty program myths and share smarter retention strategies that actually drive results.
Klaviyo just launched its first-ever CRM built for B2C brands, and Drew was on the ground at the event. He and Michael break down what this means for eCommerce, Klaviyo’s competitive landscape, and whether this signals a major shift in the industry. Plus, they dive into two major DTC acquisitions and reveal how Four Sigmatic leveraged direct mail to drive retail success.
Super Bowl ads are the biggest marketing stage of the year - but are they actually driving new customer acquisition? Drew and Mike break down why most ads focused on brand retention over acquisition and what that means for DTC brands. Plus, they dive into the CFO-CMO dynamic - how alignment between these roles drives real, profitable growth - and why apparel brands like Vuori and Buck Mason are scaling direct mail into a multimillion-dollar acquisition channel.
The DTC landscape is shifting fast: tariffs are disrupting supply chains, Meta’s ad platform is more unpredictable than ever, and DTC brands are feeling the pressure. Drew and Michael break down the five major ways tariffs are impacting eCommerce, how Meta’s latest changes are frustrating advertisers, and why brands like Hexclad are scaling smarter—with strategies like direct mail and a Super Bowl commercial.
Drew and Michael break down why over-relying on one channel is risky, why ROAS is flawed, and how cutting costs can backfire. Plus, insights on driving high AOV in acquisition, beauty brand demographics, and the Jonathan Adler acquisition.
Introducing Nerd Marketing Live, our new format where Drew and Mike break down key insights and trends in the eComm/retail space and answer audience questions. In this episode, they spotlight how True Religion and Abercrombie achieved remarkable turnarounds and what other businesses can learn from their success. They discuss key trends shaping 2025, including the role of AI, the retail comeback for DTC brands, and the growing importance of efficient marketing strategies. Plus, get insights into benchmarks and key trends that will help brands thrive in the year ahead.
Drew and Michael welcome Tim Curtis, CEO of CohereOne, to discuss the often-overlooked advantages of direct mail. Learn how catalogs create a halo effect on other marketing channels, boost online sales, and enhance customer lifetime value. Get practical tips on launching your own catalog campaign and see why direct mail is a game-changer for modern marketing.
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