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 Takeaways
- How 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.
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What is Retail Remix?
The rules of retail are constantly changing. Today, we're in an exciting new era where brands can differentiate through experience and use technology to connect with customers in new and exciting ways. Retail Remix is a new podcast series brought to you by Retail TouchPoints, the industry's leading source for news, insights and research for all things customer experience. Every week, we sit down with someone who is helping put a new spin on the retail experience. Hear from the top practitioners, analysts and innovators in retail, and see what new engagement opportunities await.