Episode 24

Join Ankur Gattani, VP of Growth & Marketing at WebEngage, and Harsh Garhwal, VP of eCommerce at DaMENSCH, as they uncover the hidden strategies behind cultivating a thriving D2C brand prioritizing sustainable growth.

53 mins | September 14, 2023

About the episode

In the 24 episode of The State of Retention Marketing podcast, VP of Growth & Marketing at WebEngage, Ankur Gattani, engages in an enlightening conversation with Harsh Garhwal, Vice President of eCommerce at DaMENSCH. Together, they uncover the hidden strategies behind cultivating a thriving Direct-to-Consumer (D2C) brand that places sustainable growth ahead of quick victories.

Harsh Garhwal underscores the pivotal significance of prioritizing quality, data-driven creativity, and a customer-centric approach from the very first interaction with your brand. Drawing from his extensive experience, including building Decathlon’s online ventures, Harsh shares how he had to unlearn certain practices when transitioning to DaMENSCH.

Throughout this episode, you’ll gain valuable insights into achieving the delicate equilibrium between rapid growth and long-term sustainability. Harsh also sheds light on the importance of reducing reliance on discounts while making customer retention a fundamental mission that permeates every facet of your organization. If you’re part of the D2C landscape, this podcast is a treasure trove of strategies for securing enduring success.

Navigate through the chapters

00:31

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Harsh's Customer-First Journey at Decathlon

03:00

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Decathlon's 80/20 Approach: Nurturing Sporty Customers

05:15

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From the Start: Decathlon's POS Data-Driven CRM Strategy

07:52

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Navigating the Mobile App Era

10:55

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Decathlon's App Adoption: A Tale of Organic Growth

12:59

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Learning at Decathlon & Unlearning at DaMENSCH

15:58

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From Acquiring to Retaining: DaMENSCH's Mandate for Growth

18:36

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Inside DaMENSCH's Winning Team: Growth and Retention

21:01

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Data Rendition and KPIs: DaMENSCH's Holistic Approach

23:04

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Affordable Quality: Recruiter Products in Focus

25:53

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The RoAS Factor: Obsession with Data-Backed Marketing

28:55

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Numbers and Creativity Team-up

32:11

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Strategies for Long-Term Growth in a Discount-Driven Market

35:00

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Slow and Steady Wins the Race

37:57

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Understanding Consumer Behavior: From Style Seekers to Deal Hunters

41:33

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Retention Starts from Day One: A Different Perspective

44:40

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Retention vs. Acquisition: The Real Battle for D2C Brands

48:16

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Building a Sustainable D2C Brand: Insights from Harsh

About the speaker

Harsh Garhwal

Vice President of eCommerce at DaMENSCH

Harsh Garhwal is all about that customer loyalty magic. He thrives in the ever-changing retail world and is a pro at handling data to connect with users just right. His gig? Getting folks on board, keeping them around, and making sure they’re having a blast. Harsh is like the guru of projects and campaigns, and he’s got this amazing knack for using data to make users’ experiences even better.

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