Good morning,
Here’s what you’ll find in today’s DTC:
You’re reading this newsletter along with new subscribers from: Oakley Avenue, Mor Furniture, and Zook Disk. 👋
🗓️ Q4 Is Won Long Before It Starts
Q4 just ended. And yes, it feels early to be thinking about the next one... But a successful Q4 doesn’t start in November. It starts now.
Q1 is where creative systems are built. ✅
Testing frameworks are defined. ✅
Channels earn the right to scale. ✅
By the time Q4 arrives, weak foundations are already locked in, and you’re stuck executing on decisions made months earlier.
The brands that win peak season don’t rely on last-minute heroics. They use Q1 to pressure-test strategy, refine creative, and gain clarity around what actually drives growth.
Pilothouse partners with brands to build systems that scale confidently when volume and pressure increase.
If Q4 performance matters to you, Q1 planning should too.
🚀 Keep Sales Moving After The Holidays
Every January, ecommerce brands hit the same wall: sales drop, returns spike, and momentum stalls.
But Q5 doesn’t have to be a dead zone.
With the right moves, you can turn the post-holiday slump into a runway for growth.
The Pilothouse team shares these tips on how to take advantage of Q5:
1. Lean Into the Reset Mindset
“New Year, New Me” may not be the cultural force it once was, but the reset energy is still real. Consumers are thinking about routines, habits, and leveling up.
Shift messaging from holiday deals to:
This positions your brand as part of their reset, not just another December purchase.
2. Run Smart Clearance or Bulk Offers
January shoppers crave value.
Options that work:
If you have a loyalty program, now’s the moment to activate new Q4 customers. Exclusive offers or early access can pull them into their second purchase fast.
3. Launch Something New
If you’ve got a new product in the wings, January is a power move.
Why?
Most brands pull back, so the market is quieter, giving your launch more attention at a lower cost.
A mid-January or late-January drop can:
The Takeaway?
Don’t wait for demand to “come back.” Create it.
Use January to reset your messaging, clear inventory with purpose, and introduce something fresh.
Brands that stay active while others go quiet gain market share and start Q1 already ahead.
🎧 How a 0.5% Conversion Rate Is Killing Your DTC Growth
Jordan from Pilothouse breaks down why so many ecommerce sites are stuck at a 0.5% conversion rate and how moving to just 1% can literally double revenue without increasing ad spend.
Instead of buying traffic, Jordan shares why brands should focus on fixing their site funnels.
He shares a simple framework to audit your homepage to PDP flow and how to fix your biggest conversion chokepoints.
What we cover:
▶️ Watch the full episode on YouTube.
🎧 Or click here to listen on Spotify.
Growth marketer Nick Theriot shares how these urgency triggers can make people buy now.
The key is to only use one so it doesn’t look like you are desperate to sell. Save these ideas for your campaign and test them out!
Discover three brands doing something that makes them standout in crowded categories:
📥 Got a B2B Biz?
Join dozens of B2B companies finding demand-gen success through our niche community of 150k brand leaders and founders this year. Talk to our team to learn more.
Have you heard our latest podcasts?
Don’t forget to rate the DTC Podcast on Apple (⭐️⭐️⭐️⭐️⭐️)
DTC Newsletter is written by Rebecca Knight and Frances Du. Edited by Eric Dyck.
Please note that items in this newsletter marked with * contain sponsored content.
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