DTC Podcast Ep 584: Building in Pubic: Inspecting Bushbalm’s 70% Growth via Retail & the Pro Channel
Feb 9, 2026
David Gaylord, co-founder of Bushbalm and builder of a DTC-to-retail hair removal brand, returns with receipts. He breaks down scaling via the pro channel and Ulta, going deep with one retailer, and investing in trade marketing and education. Hear how product-first launches, simplified DTC assortments, and salon relationships powered a lean 70% growth run.
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Spend On Displays Before Digital Retail Ads
- Invest in classic trade marketing: displays, PDQs, and shelf risers to drive in‑store conversion.
- Prioritize display spend before broader digital investment tied to a retailer.
Court Placement In Retailer Marketing Calendar
- Negotiate to be part of a retailer's promotional calendar and homepage features to multiply visibility.
- Be prepared to commit spend and strong sell‑through to earn those premium placements.
Prune D2C SKUs To Improve Retention
- D2C grew about 25% but became a smaller focus as pro and retail accelerated the brand.
- Pulling back lower‑retention SKUs in ads improved overall customer retention.