In this episode, Jordan sits down with Abby Kohler, account strategist at Pilothouse, to dive deep into how brands should be thinking about media buying and retention in 2025.
With economic volatility, tariffs, and rising acquisition costs, Abby shares why it's critical to build robust post-click systems—flows, segmentation, messaging—before scaling spend. She details Pilothouse's internal cross-channel playbooks: how email campaigns turn into presell pages, how Meta ads fuel Klaviyo segmentation, and how feedback loops across retention and paid media create compounding ROAS benefits.
Key Highlights:
Persona-led creative and messaging loops
How to AB test email timing windows to improve flow performance
Real examples of Meta targeting using Klaviyo engagement data
Scaling down spend without losing revenue
How Canadian brands are using patriotic messaging for a conversion bump
If you’re scaling a DTC brand and want your email, site, and ads to actually work together—this is the episode.
00:00 – Introduction
08:00 – What wasted ad spend looks like when flows are broken
11:00 – Turning an email campaign into a high-converting landing page
17:00 – Using Klaviyo openers and unsubscribers for Meta targeting
26:00 – Personalization through quiz-style popups
44:00 – The Febreze story and buying psychology
#DTCMarketing #EcommerceStrategy #RetentionMarketing #MetaAds #EmailMarketing #CustomerAcquisition #PerformanceMarketing #Klaviyo #MediaBuying #ShopifyBrands #DirectToConsumer #LifecycleMarketing #DigitalMarketingTips #MarketingStrategy #ScalingEcommerce
Work with Pilothouse: https://www.pilothouse.co/get-in-touch?utm_source=dtc&utm_medium=podcast&utm_content=e&rPodcast
Subscribe on YouTube: https://www.youtube.com/@DTCPodcast
Subscribe to DTC: https://www.directtoconsumer.co/
Listen to DTC Podcast: https://podcasters.spotify.com/pod/show/dtcpodcast
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