Martín Gelpi, a specialist with nearly 20 years of experience in the e-commerce world, leads an...
Brian Roisentul has been driving the growth of e-commerce brands for over a decade. He is the founder and CEO of BSR Digital, a growth marketing agency specializing in paid media and email marketing. He’s also the creator of The DTC Insider, a key community in the e-commerce industry, featuring a weekly newsletter read by over 11,000 decision makers, and a podcast where he interviews industry leaders.
We spoke with Brian to hear his thoughts on the current and future state of e-commerce, the most common mistakes brands make, and what it really takes to build sustainable digital businesses.
Growing with Purpose: The Mission Behind BSR Digital
“When someone starts an e-commerce brand, they dream of making it grow,” says Brian. That dream guides every step at BSR Digital, where the team works daily to help their clients reach their full potential.
7 Trends Shaping E-Commerce in the U.S.:
Based on his experience working with major U.S. brands, Brian highlights several trends transforming the industry:
- Social Commerce: Platforms like TikTok Shop and YouTube Shopping are gaining more traction.
- In-house content creation: The most successful brands produce both short- and long-form content internally, often featuring the founders themselves.
- More UGC content: Content from actors or influencers is losing ground to authentic content created by the brand or its customers.
- Zero & First-party data: Deep customer knowledge is critical, especially after iOS 14 privacy changes.
- Meta as a key channel: Facebook and Instagram still lead in paid ad performance.
- Community building: Strong brands create spaces for daily interaction with their customers.
- Listening to the customer: Many CEOs personally call customers to better understand and improve the experience.
Profitability as a Priority
The current U.S. landscape is marked by rising costs and limited investment. This forces brands to focus on profitability, improving margins, increasing average order value, and maximizing customer lifetime value.
The Mistake of Thinking a Website and Ads Are Enough
A common mistake is assuming that having a website and running paid ads is all it takes. “You need to bring your brand to life—create content, tell your story, and offer excellent customer support,” Brian explains. That’s how you build a real, lasting business.
Tips for Beginners
His top advice for new entrepreneurs is to research the market thoroughly and choose a product and sub-niche with real potential. Then, it’s essential to surround yourself with the right partners in manufacturing, logistics, and tech to support your growth.
Standing Out Through Experience
“Today, user experience and personalization are key to standing out,” Brian says. Even if several brands sell similar products, differentiation lies in positioning, the shopping experience, and the brand-customer relationship. A great example: athletic underwear brands that focus on specific sub-niches within the broader market.
Success Stories That Prove the Impact
- From $70,000 to over $800,000 in monthly revenue in just 6 months for a portable charger brand.
- 77% growth in under 6 months for an auto parts brand.
- 36% increase in revenue in 3 months for an apparel brand.
“The takeaway is clear: brands that commit to their digital channel are the ones that truly grow,” he affirms.
Creating Content to Drive Growth
Brian is firm: “If your product can help someone, why not create content so more people can benefit?” With content creation more accessible than ever—even with just a phone—many brands are already generating up to 50% of their sales organically.
Final Thought: Build a Brand That Lasts
“You never know what’s around the corner,” says Brian. That’s why a brand needs to be more than just a sales channel. It needs identity, a community, and a clear value proposition. That’s the difference between simply having a website and building a brand with a future.
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