PDQ & craft beer founder. Boosting DTC brand conversion rates up to 33% by enabling an Amazon-like customer experience. 👉 https://xitter.cf/t.co/mgsUPdKCsI
Joined October 2013
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Two years ago, everyone was chasing senior hires. We hired nine grads with zero experience and trained them.
Today they're the operators holding PDQ up.
We've looked at well over 1B checkouts.
The #1 reason shoppers abandon: a discount code that doesn't work.
46% of people leave when a code fails. Go try three of your old influencer codes right now.
DTC teams spend millions getting a shopper to checkout.
Then a first-time buyer and a 40th-order VIP see the exact same experience, when they need different incentives and different delivery promises.
Things Shopify could have bought for the $100M they spent on shop.com
1. a used Boeing 737
2. an entire Italian village
3. approx 25 million lattes
4. a 90-meter yacht
5. a (bad) soccer team
At @shoptalk? We're hosting After at White Limozeen from 7:30 to 10, with a pool, cocktails and a bolo tie bar (!)
It's approval-only, so grab a spot now: luma.com/dwb0bcen
Most brands don't have a data problem. They have a trust problem.
Attribution says one thing. The P&L says another. So the team runs on gut and whoever talks loudest in the meeting.
It's how a dashboard becomes useless.
9 brands tested social proof at checkout last week.... Some-
Won on desktop, flat on mobile.
Won in the subscription cart, nowhere else.
Won before the weekend only.
Almost nothing wins in aggregate.
Segment, segment, segment!
The fear: upsells will clutter my checkout and cost me the sale.
The data from one brand this week: customers showed low sensitivity to upsells. And ours beat Shopify's native upsell on AOV, mobile especially.
The clutter isn't the risk. The empty checkout is.
I was going to write something but recently @JeremiahPrummer said it better than I would have-
When you pay for software, you're paying for three things. Features, reliability, expertise.
AI made features nearly free.
And the other two got more expensive.
$270B abandons checkout every year.
The industry's answer is to chase people down the street after they walk out.
No store on earth would run that way.
Fix your cash register.
USPS repriced sub-1lb Ground Advantage last month. Most brands will just eat it in margin.
Shipping isn't a cost you absorb. It's the most under-tested revenue lever in DTC.
1 in 7 brands still offers exactly one shipping option.
Fully loaded, Meta CAC runs $212-230 in 2026 (according to Eightx in April)
You'll spend every dollar of it dragging someone to a checkout you last touched in 2023.
Ads get the meeting. Checkout closes the deal.
Everyone was chasing senior hires. We built a bootcamp and hired juniors with zero experience.
The market tightened. Companies raised their requirements. We doubled down.
Skill, curiosity, and grit beat formal experience. Every time.
In 2020 my craft beer company went from a taproom to 1,000 online orders a day. In weeks.
The boom every founder dreams of nearly broke us. Not the selling. The delivering.
That nightmare is why PDQ exists. Your best month will find your weakest system.
NYC meetup! This Wed, 2 spots left 👇
@PrettyDamnTweet is a proud sponsor alongside @getpostpilot, @superfiliate, Uptick, and of course the hosts @dtcmvp.
luma.com/dtcmvp-vpc4
We ran a test. Added a delivery promise to the product page. Nothing else.
+498% revenue per user. 38,000 shoppers. Confirmed.
Shoppers aren't wondering IF they want it.
They're wondering when it arrives. Answer the question before checkout does.
Your first-time buyer and your 10th-order VIP see the exact same checkout.
Same offer. Same shipping. Same everything.
One size fits all fits no one.
Everyone said AI killed checkout.
Then the data came in. Shoppers arriving from AI convert 20-25% higher and spend about 35% more.
AI isn't killing checkout. It's sending checkout its best customers.
Industry average A/B test win rate: 10-15%.
PDQ merchant win rate: 41.5%.
Testing works better when you start from 1B+ checkouts of data instead of a hunch.
Brands spend millions getting shoppers to checkout.
And $0 on what happens once they're there.
That math only works if you hate money.