Naturepedic: The Decisions Behind 3X Revenue Growth in 5 Years
- Vanesa Lalo
- 12 minutes ago
- 2 min read
In this episode of The DTC Insider, Brian Roisentul sits down with Arin Schultz, Chief Growth Officer at Naturepedic, to discuss the key decisions that helped the brand triple its revenue in just five years.
Arin shares how Naturepedic evolved from its wholesale roots into a growing omnichannel brand, explaining how influencer marketing, physical retail, and continuously adapting their marketing strategy have contributed to the company's growth.
They dive into influencer marketing, UGC, Meta and CTV advertising, retail expansion, and why choosing the right channels and store locations matters more than simply following the latest trends. Arin also shares how Naturepedic gives employees a sense of ownership, why physical stores can drive online growth, and how hiring the right people allows leaders to delegate without becoming a bottleneck.
Plus, they explore AI and the changing customer journey, prospecting and demand generation, the limitations of focusing too heavily on immediate ROAS, and why brands should never become too comfortable with the marketing strategy that's working today.
Here’s a glimpse of what you’ll learn:
• The key decisions that helped Naturepedic triple its revenue in just five years.
• How Naturepedic built an omnichannel strategy across e-commerce, wholesale, and physical retail.
• Why influencer marketing has become one of Naturepedic’s most valuable growth investments.
• How a six-person influencer team helps the brand scale creator partnerships and UGC.
• Why authentic creator content can outperform expensive, highly produced ad campaigns.
• Why Meta and CTV work better than TikTok for Naturepedic’s current customer base.
• How physical retail can drive incremental online growth in the markets where stores open.
• Why choosing the right retail location matters more than choosing the most expensive one.
• How giving retail employees a sense of ownership can improve performance and retention.
• Why hiring the right people is essential to delegating effectively and avoiding leadership bottlenecks.
• How AI and LLMs are changing product discovery and the customer journey.
• Why Naturepedic shifted more budget toward prospecting and demand generation instead of relying too heavily on Google.
• Why immediate ROAS doesn’t always tell the full story of a marketing campaign.
• How to think about long-term brand growth instead of simply capturing existing demand.
• Why brands should continuously evolve their marketing strategy instead of getting comfortable with what works today.
Resources mentioned in this episode:
Sponsor for this episode:
This episode is brought to you by BSR.
BSR helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.
To learn more about BSR, visit their website or book a call here.
Comments