Jake Paul's personal care brand, W, exemplifies the new arbitrage of customer acquisition through creator-led businesses, leveraging Paul's massive embedded audience. The episode details W's successful launch into Walmart, its plans for expanded distribution including Amazon and GoPuff, and the strategic navigation of building a brand that can eventually thrive beyond its celebrity founder's immediate shadow. It offers crucial insights into the evolving landscape of brand building and customer acquisition in an era where traditional DTC methods are less effective.
"Even the most vanilla celebrity will do something stupid from time to time," admitted Woodie Hillyard. But Hillyard isn't working with the most vanilla celebrity -- he's working with Jake Paul. Paul is an online star with over 20 million subscribers on YouTube alone, known for wild publicity stunts. Most recently, Paul has taken up boxing, with an upcoming scheduled match with Mike Tyson later this month. But Paul, like many other creators, is trying to build consumer-facing brands as well. Hillyard is the CEO of W, Paul's personal care brand, which currently offers products like body wash, deodorant and shampoo. It launched earlier this year with distribution in Walmart. Hillyard knows a thing or two about growing brands alongside influencers. He's the former chief revenue officer of Safely, Kris Jenner's home cleaning startup. He joined this week's Modern Retail Podcast and spoke about the launch strategy of W and how it plans to grow in the coming year. In Hilliard's estimation, it's much harder to launch a new brand now than ever before. That's why he's so bullish on creator-led businesses. "During the heyday of DTC, when Warby Parker and Harry's and Casper were scaling, you could acquire customers for a pretty reasonable clip and drive a lot of traffic to your website," he said. "That arbitrage has gone away now. That new arbitrage, in my mind, is creator, because creators have this massive embedded audience of people who want to associate with them." According to Hillyard, W's launch has been a smashing success. Now, it has plans to go into more stores beyond Walmart. For now, that's probably online platforms like Amazon and GoPuff, but more physical stores are likely on the horizon as well. But, for now, the brand is dependent on the figurehead behind it. Hillyard said W plans to expand beyond Paul's shadow. But for now, he believes that Paul -- despite his headline-worthy shenanigans -- is the right person to launch a brand like W. "There's always a risk th