Subscribe to DTC Newsletter - https://dtcnews.link/signup

Dr. Kathrin Hamm (PhD Economics) didn’t set out to be a founder. She just wanted to sleep. One ugly “medical” weighted blanket fixed her insomnia… then made her realize the whole category was stuck in 30-year-old design, plastic beads, and overheating. So she rebuilt it from scratch with a chunky-knit, breathable form factor that looks like home decor, not a pharmacy product.

Role-based hook: For DTC founders building a new category (or trying to escape the “Meta-only” trap) and scaling from early traction into real distribution.

In this episode we get tactical on:

Why Bearaby launched on Kickstarter to bypass “what even is this?” cold traffic friction
How the product design (breathable chunky knit) became the marketing
The early growth engine: gifting + press + interior design circles, before paid
A surprisingly underrated channel: TV/Netflix set placements as free cultural reach
What changed on Meta: why creative strategists + creative diversity is now non-negotiable
Europe expansion lessons: language, sleep habits, visuals, and humor are not transferable

Who this is for: founders + marketers selling anything that requires education (sleep, wellness, new formats, “never seen this before” products).

What to steal:

Launch new categories where early adopters already are (Kickstarter) so you can teach before you sell
Build an earned pipeline (editors, designers, set decorators) that compounds for years
Treat each country like its own market: copy, visuals, and cultural jokes included

Timestamps

00:00 Bearaby origin story

02:08 Discovering weighted blankets for sleep

04:18 Why old weighted blankets failed

08:05 Selling out the first 800 blankets

10:10 Turning weighted blankets into a lifestyle brand

14:20 Why Kickstarter and gifting worked

18:15 Getting Bearaby onto Netflix sets

20:45 Scaling through DTC, Amazon and retail

24:45 Expanding Bearaby into Europe

29:05 Germany launch and viral egg hats

32:20 How Meta creative changed

34:35 Dealing with copycats

37:35 New product innovation beyond blankets

42:00 Where Bearaby is headed

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 - @dtcnewsletter

Watch this interview on YouTube - https://dtcnews.link/video

Ep 592: $250K Kickstarter to West Elm: How Bearaby Built a Weighted Blanket Category (Without Early Meta Spend)

DTC Podcast