Скачать или смотреть DTC Ecommerce Data and Money Numbers with Austin Gardner Smith of Bainbridge

To kick off 2022, we spoke with Austin Gardner-Smith of Bainbridge.

We discussed:

Why it's important to dig into your financial data to forecast and make decisions
Which metrics subscription ecommerce sellers should focus on
Which levers you can pull to maximize value in a DTC ecommerce business
How changes/improvements actually impact the bottom line and balance sheet

About Austin:

Austin is Co-Founder & President at Bainbridge, an integrated SaaS solution that combines data, analytics, and finance for DTC brands. They help ecommerce companies (including subscription brands like MUD\WTR, Geologie, and Wandering Bear Coffee) take control of data and finances.

If you learn something from this discussion, we'd love to have you join us next time. Learn more about this series here: https://liveseries.getarpu.com/

This series is brought to you by GetARPU.com, which helps subscription sellers make more money and retain more customers with upcoming shipment notifications that offer 2-click upsells and delays. Check us out if you want to provide an amazing experience for your subscription customers. (Syncs with ReCharge (Shopify + BigCommerce)

Timestamps

0:00 Intro
2:35 Austin's journey to Bainbridge, and how they help DTCs understand the Money Numbers
8:00 Why it's important to understand CAC AND LTV (Austin wants you to understand something he calls Contribution Margin)
10:23 Example: One DTC brand discovered how accessorial fees were hurting their contribution margin and negotiated better rates
19:10 Additional metrics subscription merchants should monitor (+ why LTV should be specific to a certain time period)
20:54 The value of understanding Delay Retention Rate (yes, that's an ARPU term we're in the process of creating)
24:50 Predictability in subscriptions is finicky. Cohort analysis can help keep you out of a cash trough.
27:33 Should a 1:3 CAC:LTV ratio be the goal in DTC ecom?
29:53 Do you really have a subscription business if people subscribe and churn quickly?
36:00 Levers sellers can pull to impact the bottomline (including increasing prices!)
43:13 What Bainbridge actually does for DTC merchants