Retention isn’t just an email strategy—it starts with product design and habit formation.In this episode, we sit down with Matt Bertulli, CEO of Lomi and Pela Case, to break down how two vastly different DTC brands—one selling composting machines with a built-in subscription model and the other selling phone cases with trend-driven drops—approach LTV, retention, and scaling profitably.🎙️ Key Takeaways:Why retention is a product problem first, not a marketing fixHow Lomi built a hardware-based subscription business that thrives on habitual useWhy hyper-segmentation in email is often a waste of timeHow Pela Case uses on-demand manufacturing to ride trends and drive repeat purchasesWhy DTC growth isn’t a funnel—it’s a loop00:00 – Intro: Retention Starts with Product03:50 – Why retention is a product problem first07:30 – How Lomi built a hardware subscription model13:00 – Creating habit-forming products for better LTV20:00 – The tradeoff between easy acquisition and high retention26:30 – Using design drops to drive repeat purchases30:00 – Why segmentation in email marketing is overrated36:00 – Funnels vs. Loops: How DTC growth really works#DTC #Ecommerce #RetentionMarketing #CustomerLTV #SubscriptionBusiness #EmailMarketing #BrandGrowth #SaaS #ConsumerGoods #DigitalMarketing #MarketingStrategy #Entrepreneurship #DTCBrands #ScalingBusiness #ProductMarketing Work with Pilothouse: ⁠https://www.pilothouse.co/get-in-touch?utm_source=dtc&utm_medium=podcast&utm_content=e&rPodcast⁠Subscribe on YouTube: ⁠https://www.youtube.com/@DTCPodcastSubscribe to DTC: ⁠https://www.directtoconsumer.co/⁠Listen to DTC Podcast: ⁠https://podcasters.spotify.com/pod/show/dtcpodcast

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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