In this episode of The DTC Insider, Brian Roisentul sits down with Brittany Tomkiewicz, VP of Marketing at Kate McLeod, to discuss how the brand approaches growth across customer acquisition, creators, paid media, DTC, and major retail partners including Sephora, Nordstrom, Anthropologie, Goop, and boutiques across the U.S.

Brittany shares how nearly 15 years in marketing have shaped the way she thinks about growth in an environment where platforms, consumer behavior, and technology are constantly evolving. She explains how Kate McLeod has built an acquisition ecosystem that connects content creation, creator partnerships, and paid media, using CPA and blended CAC thresholds to determine when to scale. They also discuss why Meta remains the brand’s biggest advertising channel, how TikTok and Google fit into the mix, and why Pinterest is becoming their next area of exploration.

They dive into Kate McLeod’s creator strategy, from building authentic, long-term relationships to paid partnerships and whitelisting creator content. Brittany explains how the team evaluates creators, why they avoid oversaturating audiences, and how expanding their creator program has led to a major uptick in sales. She also shares why founders of younger brands may be better off building creator relationships themselves before hiring someone to manage the program.

Plus, Brian and Brittany discuss how the brand is preparing for Q4 and Black Friday, why one of its biggest promotions of the year remains largely unchanged, and how gift-with-purchase offers and contingency planning can help maximize revenue. They also explore how Kate McLeod adapts its strategy across DTC and major retail partners, from sponsored ads and in-store events at Nordstrom to creator communities at Sephora, and how the team is beginning to use AI for data analysis, customer support, and brand discoverability. Ultimately, Brittany shares why successful growth today requires constant evolution while still staying focused on the channels, relationships, and strategies that actually work.

-- This episode is brought to you by BSR.

BSR helps 7-figure+ brands build and optimize strategic growth systems that unlock hidden revenue and scale profitably, without adding chaos, channels, or unnecessary spend.

To learn more about BSR, visit their website or book a call.

The Growth Playbook Behind a Brand in Major Retail

The DTC Insider

The Growth Playbook Behind a Brand in Major Retail