S17 E9: Why Routine Beats Discounts This Q4 (with Jen Gray)

What if the real key to winning Q4 has nothing to do with discounts, and everything to do with routine? This week is another throwback from the Ecom Founders Q4 Summit, featuring the one of the most popular talks from the event: Jen Gray, formerly SVP of Marketing at Recharge, digs into the psychology of routine. Jen breaks down why the old school ideal customer profile misses the point, how millennials and Gen Z actually spend differently, and how brands like Casper, Tushy, and Barefaced turned one time purchases into daily habits through product diversification. She also covers product positioning and subscription strategy, plus a stat worth remembering going into BFCM: subscribers can be worth seven times more in LTV than one time buyers. This one's got a lot of visual data, so consider checking this one out on YouTube (https://www.youtube.com/@limitedsupply) after listening. --- Triple Whale is the AI operating system built for modern commerce. We help you see what's actually working in your business, what's not, and what to do next. Then we take action for you — pausing the underperforming ad, generating the next batch of creative, flagging the inventory risk before it hurts your bottom line.  Learn more at https://triplewhale.com/limitedsupply --- Nik will be hosting the upcoming 2026 Ecom Founders Q4 Summit, taking place on September 24th in New York City. To learn more about the event, check out: ⁠https://ecomfounders.com/q4⁠ --- Want more DTC advice? Check out the⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Limited Supply YouTube page⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for more insider tips. And if you’re looking for an instant stream of on-demand DTC gold, check out the⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Limited Supply Slack Channel⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for Nik’s most unfiltered, uncensored thoughts. Check out the Nik’s ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠DTC newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Follow Nik on Twitter/X: ⁠⁠⁠https://www.twitter.com/mrsharma⁠