BONUS: Aviator Nation Drives Over $10 Million in Apparel Sales with their Tapcart App with Curtis Ulrich and Eric Netsch.

DTC Podcast · with Curtis Ulrich and Eric Netsch · June 8, 2022 · 37 min

Summary

Aviator Nation’s Ecommerce Director, Curtis Ulrich, and Tapcart CEO, Eric Netsch, reveal how Aviator Nation drives over $10 million in apparel sales and 12% of their total ecommerce revenue through their branded mobile app. This episode unpacks their strategy for bridging retail and ecommerce, leveraging push notifications for customer retention, and maintaining a startup culture within a 9-figure business. Ecommerce operators will learn actionable tactics for building and optimizing a successful mobile app strategy.

Key takeaways

• Implement a branded mobile app to bridge online and offline experiences and drive a significant portion of ecommerce sales; Aviator Nation achieves 12% of its ecommerce sales through its app.
• Prioritize push notifications over SMS for customer engagement within your app, as they can be more effective for conversions without being overly intrusive.
• Understand the 'cost per install' (CPI) economy for shopping apps to efficiently acquire high-value users.
• Focus on customer retention through app development, especially after periods of rapid growth, to build long-term customer lifetime value.
• Maintain a 'startup feel' and agile operations even as your business scales significantly to foster a strong brand identity and respond quickly to market changes.

Themes

Topics covered

Episode description

Subscribe to DTC Newsletter - https://dtcnews.link/signup Hello and welcome to the DTC Podcast: Tech Stack edition, where today I’m over the rainbow excited to talk with the Ecommerce Director of one of my favorite apparel brands, Aviator Nation. Build your app ➝ https://tapcart.com/dtcpod Join the nation ➝ https://aviatornation.com High quality garments, sun soaked in California nostalgia that help you feel like a rockstar every time you put on a hoodie. Curtis Ulrich has been part Aviator Nation since he started slinging hoodies at their first retail outlet 7 years ago. Flash forward to today they have over 100 retail locations and he’s overseeing a $100M channel. After a loungewear boom in the pandemic, Curtis has been focused on retaining as many customers for the long term. This is what let him to building an app and that’s where Eric Netsch comes in CEO and founder of Tapcart, and a massive resource for what brands are doing well on apps (as well as a hoodie wearing member of the aviator nation). In this colorful conversation you’ll hear all about How apps bridge the gap between retail and ecommerce The exact set up aviator nation uses to drive 12% of ecommerce sales through their app How the cost per install economy works for shopping apps The power of the push notification (and why Curtis prefers push to SMS) How Aviator Nation retains its startup feel as a 9 figure business Get ready to tap that app, on with the show… Subscribe to DTC Newsletter - https://dtcnews.link/signup Advertise on DTC - https://dtcnews.link/advertise Work with Pilothouse - https://dtcnews.link/pilothouse Follow us on Instagram & Twitter - @dtcnews

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Frequently asked about this episode

What does this episode say about dtc strategy?

Implement a branded mobile app to bridge online and offline experiences and drive a significant portion of ecommerce sales; Aviator Nation achieves 12% of its ecommerce sales through its app.

What does this episode say about customer retention?

Prioritize push notifications over SMS for customer engagement within your app, as they can be more effective for conversions without being overly intrusive.

What does this episode say about retail & omnichannel?

Understand the 'cost per install' (CPI) economy for shopping apps to efficiently acquire high-value users.

What does this episode say about shopify & ecommerce platforms?

Focus on customer retention through app development, especially after periods of rapid growth, to build long-term customer lifetime value.

What does this episode say about dtc strategy?

Maintain a 'startup feel' and agile operations even as your business scales significantly to foster a strong brand identity and respond quickly to market changes.

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