The New Rules of DTC: How AquaSonic Became a Multi-Channel Powerhouse

DTC success used to hinge on cutting out the middleman. Today, the real growth opportunity is knowing how to show up everywhere customers shop.In this episode of Retail Remix, host Nicole Silberstein speaks with Arsalan Rahbarpoor, Founder and CEO of AquaSonic, about how he built an Amazon-native oral care brand that now sells across Walmart, Target, Walgreens, Best Buy and TikTok Shop. Arsalan shares how AquaSonic disrupted a legacy-dominated category with premium design, accessible pricing and a sharper read on consumer demand — and why consistency, packaging and operational planning became critical as the brand expanded into national retail.Key TakeawaysHow AquaSonic identified white space in oral care by combining premium design with accessible pricing;  Why launching on Amazon was foundational to AquaSonic’s future multi-channel success;  What changed when the digital-native brand expanded into brick-and-mortar;How TikTok Shop creates a different kind of discovery-driven opportunity than Amazon or brick-and-mortar retail; What the success of AquaSonic says about consumers’ increased interest in wellness and their new expectations for the category; and  Why AquaSonic is expanding beyond oral care into broader health, wellness and everyday essentials.  Related LinksExplore AquaSonic’s oral care products and wellness essentialsGet more retail industry insights from Retail TouchPointsSubscribe and catch up on all episodes of Retail Remix