Why Most DTC Brands Are Scaling the Wrong Way

Most DTC brands pick their channel first and figure out the economics later. Jon Blair, Founder of Free to Grow CFO and a founding team member of Guardian Bikes, says that's why so many struggle to scale. Drawing on work with hundreds of e-commerce brands, he joins Renee Hartmann and Chris Baker to break down the three “games” every DTC brand is playing — apparel, durable goods and consumables — why each needs a different playbook for CAC, channels and inventory, and how to tell a durable brand from a temporary arbitrage. Plus: why niche brands with loyal fans win, and how to measure growth across Shopify and Amazon.