The Shopify Growth Show

Brian Lockard: Making $1.5M in 7 Days Launching His Shoe Brand - The Shopify Growth Show (#22)

Imagine launching a brand and making a million in sales in just a week. In today’s episode, you’ll hear from Brian Lockard, who launched a brand that aims to bring nurses shoes that make them feel like the respected professionals they are. Listen to the episode to hear what Brian has to say about founding BALA shoes: why he decided to market to nurses specifically, what it was like to go in on the brand 100%, and what Brian is doing to reach the next level of growth. Topics Discussed in Today’s Episode: * How Brian came up with the idea for BALA nursing shoes * Why Brian selected nurses as a market instead of going more broadly * How Brian approached his finances when he was starting up * The influence that working at Nike had on the BALA  * When Brian started to see that they had a product that people wanted * How BALA’s launch aligns with the narrative about fundraising * How Brian came up with the name BALA * The most unexpected challenge Brian has had * Brian’s favorite tools * Advice Brian would give to a D2C founder starting today * The nicest thing anyone has done for Brian in his career Resources: * Brian Lockard [https://www.linkedin.com/in/brianlockard/] * BALA [https://wearebala.com/] * Jim Huffman website [http://jimwhuffman.com/] * Jim's Twitter [https://twitter.com/JimWHuffman] * GrowthHit [https://growthhit.com/] * The Growth Marketer's Playbook [https://growthmarketersplaybook.com/]

The DTC Playbook for BFCM 2025 (Part 2): How Smart Brands Win Q4 Without Wrecking Q1 - The Shopify Growth Show (#21)

Most brands focus on what works in November. Smart brands plan for what happens in January. In Part 2 of our Black Friday Growth Series, Jim Huffman shares the strategic lens every DTC operator should adopt before running another BFCM campaign. Following up on the tactical BFCM episode, Jim goes deeper — exploring the downstream effects of your Q4 strategy and how to win long-term. He covers what separates high-ROI brands from revenue-chasers, how to evaluate customer acquisition quality during peak season, and how to balance margin, brand, and lifetime value when everyone else is just trying to “make noise.” This isn’t about bigger discounts. It’s about smarter growth. TOPICS DISCUSSED IN TODAY’S EPISODE * The biggest mistake brands make during BFCM * How to set Q4 goals that don’t backfire in Q1 * Why who you acquire in Q4 matters more than how many * Offers that build loyalty vs offers that attract deal-chasers * How to use BFCM for email growth and long-term leverage * The mindset shift that separates pro operators from seasonal brands Resources: * Growth Marketing OS (Operating System)  [https://growthhit.gumroad.com/l/growth-marketing-os] * GrowthHit [https://growthhit.com/] * Jim Huffman website [http://jimwhuffman.com/] * Jim's Linkedin [https://www.linkedin.com/in/jimwhuffman/] * Jim's Twitter [https://twitter.com/JimWHuffman] * The Shopify Growth School [https://shopifygrowthschool.com/]   Additional episodes you might enjoy: Startup Ideas by Paul Graham (#45) [https://podcasts.apple.com/us/podcast/startup-ideas-by-paul-graham-45/id1562388323?i=1000538908197] Nathan Barry: How to Bootstrap a Company to $30M in a Crowded Market (#41) [https://podcasts.apple.com/us/podcast/nathan-barry-how-to-bootstrap-a-company-to-%2430m-in/id1562388323?i=1000535983838] How I Met My Biz Partner and Less Learned Hitting $2M ARR (#44) [https://podcasts.apple.com/us/podcast/how-i-met-my-biz-partner-and-less-learned-hitting-%242m-arr-44/id1562388323?i=1000538187224] Ryan Hamilton on his Netflix special, touring with Jerry Seinfeld, & how to write a joke (#10) [https://podcasts.apple.com/us/podcast/ryan-hamilton-on-his-netflix-special-touring-with/id1562388323?i=1000521072332] How We're Validating Startup Ideas (#51) [https://podcasts.apple.com/us/podcast/how-were-validating-startup-ideas-51/id1562388323?i=1000543344688]

The Ultimate DTC Playbook for Black Friday & Cyber Monday 2025 - The Shopify Growth Show (#20)

Black Friday and Cyber Monday aren’t just about slapping on a discount. In this episode, Jim Huffman breaks down the offer-led strategies and conversion playbooks top DTC brands use to turn Q4 into their most profitable months - without relying on bloated budgets or ad spend. Originally aired as a guest appearance on the Ecwid eCommerce Show, Jim reveals the full GrowthHit playbook for building winning Black Friday/Cyber Monday campaigns. He dives deep into offer-led growth, conversion rate hacks, retention strategies, email tricks that actually work, and how to survive the Q1 hangover. Whether you’re a scrappy DTC founder or scaling a 7-figure Shopify brand, this is your tactical guide to owning Q4 without burning out or discounting your business into the ground. TOPICS DISCUSSED IN TODAY’S EPISODE * Offer-led growth: the underrated strategy for converting in Q4 * The best bundles, BOGOs, and bonus offers that increase AOV * Tactical email patterns: “Oops” sends, internal leaks, and reminders that convert * How to turn customers into marketers for sustainable growth * Landing page and ad setup that avoids performance burnout * Why Q4 success starts with one hero product * Real examples from fashion, consumables, and niche DTC brands If you’re planning to “wing it” this Black Friday… don’t. This episode gives you the framework to build offers, emails, and experiences that drive real growth  in any year. Subscribe for more. Resources: Jim Huffman website [http://jimwhuffman.com/] Jim's Twitter [https://twitter.com/JimWHuffman] GrowthHit [https://growthhit.com/] The Growth Marketer's Playbook [https://growthmarketersplaybook.com/] The Shopify Growth School [https://shopifygrowthschool.com]     Additional episodes you might enjoy: Startup Ideas by Paul Graham (#45) [https://podcasts.apple.com/us/podcast/startup-ideas-by-paul-graham-45/id1562388323?i=1000538908197] Nathan Barry: How to Bootstrap a Company to $30M in a Crowded Market (#41) [https://podcasts.apple.com/us/podcast/nathan-barry-how-to-bootstrap-a-company-to-%2430m-in/id1562388323?i=1000535983838] How I Met My Biz Partner and Less Learned Hitting $2M ARR (#44) [https://podcasts.apple.com/us/podcast/how-i-met-my-biz-partner-and-less-learned-hitting-%242m-arr-44/id1562388323?i=1000538187224] Ryan Hamilton on his Netflix special, touring with Jerry Seinfeld, & how to write a joke (#10) [https://podcasts.apple.com/us/podcast/ryan-hamilton-on-his-netflix-special-touring-with/id1562388323?i=1000521072332] How We're Validating Startup Ideas (#51) [https://podcasts.apple.com/us/podcast/how-were-validating-startup-ideas-51/id1562388323?i=1000543344688]

How Brian Sloan Built an 8-Figure Sex Toy Brand with 2 Employees and No Ads - The Shopify Growth Show (#19)

What happens when you build an 8-figure business in one of the most taboo industries - without a team, funding, or traditional ad channels? Brian Sloan did exactly that. And in this episode, he reveals the unfiltered story behind his wild entrepreneurial path. Jim sits down with Brian Sloan, founder of AutoBlow, to unpack how he built a global DTC sex toy brand that now generates 8 figures annually - with a team of just two. From eBay auctions to viral PR stunts, Brian shares how his unconventional path, deep product focus, and scrappy tactics helped him thrive in a space where Facebook ads and mainstream visibility were off-limits. This conversation pulls back the curtain on manufacturing, media manipulation, brand building, and what it really takes to scale when the rules don’t apply to your category. Key Topics Covered: * How Brian went from selling antiques to latex fetishwear to inventing AutoBlow * The viral crowdfunding stunt that made him internet-famous overnight * Why he ditched Amazon - even after major sales * How to get on GQ, Playboy, Howard Stern, and more without a PR team * The power of press-worthy product ideas * Why focus (on just 2 SKUs) was his biggest growth unlock * Building a lean team using a global network of niche freelancers If you’re building in DTC and feel like you’re drowning in overhead or noise, this episode is a masterclass in focus, edge, and unconventional growth. Resources: * Autoblow [https://www.vieci.com/] * Jim Huffman website [http://jimwhuffman.com/] * Jim's Twitter [https://twitter.com/JimWHuffman] * GrowthHit [https://growthhit.com/] * The Growth Marketer's Playbook [https://growthmarketersplaybook.com/]   Additional episodes you might enjoy: * Startup Ideas by Paul Graham (#45) [https://podcasts.apple.com/us/podcast/startup-ideas-by-paul-graham-45/id1562388323?i=1000538908197] * Nathan Barry: How to Bootstrap a Company to $30M in a Crowded Market (#41) [https://podcasts.apple.com/us/podcast/nathan-barry-how-to-bootstrap-a-company-to-%2430m-in/id1562388323?i=1000535983838] * How I Met My Biz Partner and Less Learned Hitting $2M ARR (#44) [https://podcasts.apple.com/us/podcast/how-i-met-my-biz-partner-and-less-learned-hitting-%242m-arr-44/id1562388323?i=1000538187224] * Ryan Hamilton on his Netflix special, touring with Jerry Seinfeld, & how to write a joke (#10) [https://podcasts.apple.com/us/podcast/ryan-hamilton-on-his-netflix-special-touring-with/id1562388323?i=1000521072332] * How We're Validating Startup Ideas (#51) [https://podcasts.apple.com/us/podcast/how-were-validating-startup-ideas-51/id1562388323?i=1000543344688]

How this Fashion Brand Pivoted from Wholesale to DTC & Built a Multi 7-Figure Brand - The Shopify Growth Show (#18)

What do you do when wholesale feels like success but starts killing your brand? For the founders of Mestiza, it meant rewriting the playbook. In this episode, they share how they survived COVID, pivoted to DTC, and built a multi 7-figure fashion business - while raising kids and refusing VC money. Jim is joined by Luisa Takas and Alessandra Perez-Rubio, the powerhouse duo behind Mestiza - a New York-based fashion brand worn by celebrities and loved by loyal customers. The two dive into how they broke into Neiman Marcus early on but quickly realized wholesale wasn’t sustainable. From there, they detail how COVID forced a DTC pivot, how their hero product (“The Shimmy Dress”) became a game-changer, and how they’ve grown profitably while bootstrapping. This is a behind-the-scenes look at resilience, customer obsession, and building a brand with values.   TOPICS DISCUSSED IN TODAY’S EPISODE * Why wholesale nearly derailed their brand vision * How COVID forced a DTC rebirth that changed everything * The power of flagship products like the Shimmy Dress * Tactical tips for customer feedback, crowdfunding, and growth * How they raised a friends-and-family round and used SBA loans * Why being moms made them better founders * The co-founder dynamic that’s lasted longer than most marriages If you’re building a brand and wondering whether to go DTC, how to grow without VC money, or how to survive the messy middle - this episode is pure gold. Resources: * Mestiza [https://mestizanewyork.com/] * Jim Huffman website [http://jimwhuffman.com/] * Jim's Twitter [https://twitter.com/JimWHuffman] * GrowthHit [https://growthhit.com/] * The Growth Marketer's Playbook [https://growthmarketersplaybook.com/] Additional episodes you might enjoy: * Startup Ideas by Paul Graham (#45) [https://podcasts.apple.com/us/podcast/startup-ideas-by-paul-graham-45/id1562388323?i=1000538908197] * Nathan Barry: How to Bootstrap a Company to $30M in a Crowded Market (#41) [https://podcasts.apple.com/us/podcast/nathan-barry-how-to-bootstrap-a-company-to-%2430m-in/id1562388323?i=1000535983838] * How I Met My Biz Partner and Less Learned Hitting $2M ARR (#44) [https://podcasts.apple.com/us/podcast/how-i-met-my-biz-partner-and-less-learned-hitting-%242m-arr-44/id1562388323?i=1000538187224] * Ryan Hamilton on his Netflix special, touring with Jerry Seinfeld, & how to write a joke (#10) [https://podcasts.apple.com/us/podcast/ryan-hamilton-on-his-netflix-special-touring-with/id1562388323?i=1000521072332] * How We're Validating Startup Ideas (#51) [https://podcasts.apple.com/us/podcast/how-were-validating-startup-ideas-51/id1562388323?i=1000543344688]