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The Pricing Lever Every DTC Brand Ignores | Drew Marconi (Intelligems)

Published on: 24th June, 2026

When did you last actually change your price? Not the ad creative, not the landing page. The price itself. If you are like most founders, you set it once on a spreadsheet and never touched it again.

Drew Marconi is the co-founder and CEO of Intelligems, the profit optimization platform behind a thousand-plus A/B tests and more than $600M in DTC transactions. Before this he was chief of staff to McKinsey's global managing director, then built the dynamic pricing engine for half a million rides a day at the ride-sharing company Via. He is one of the most rigorous pricing thinkers in ecommerce, and this one is packed with frameworks you can use this week.

His core case:

Raise price before you touch conversion rate.

A $10 increase on a $100 product can double your profit per order.

You can lose half your conversion and still come out the same.

In this episode:

- Why a $10 price increase can double profit per order

- How to find your free shipping threshold from your order value distribution

- The first question to answer before you price anything: what are you pricing for

- Why the right price is a mirage that changes by market and season

- Profit per visitor, the metric that should replace ROAS obsession

- The pricing mistakes Drew spots in seconds

- How Intelligems uses AI to design, build, and read your tests

- Where dynamic pricing crosses the line, and where it just makes you money

Chapters:

00:00 The pricing lever almost everyone ignores

01:43 From McKinsey to pricing 500K rides a day

05:45 The pivot: from mobile games to Shopify pricing

11:14 Why most ecommerce brands still price on gut feeling

15:34 What Gruns gets right: a storefront for every customer

18:02 Why founders optimize ads 10x more than price

21:46 The math: how a $10 price bump can double profit

24:25 The pricing mistakes that quietly cost you money

26:47 How to actually find your free shipping threshold

31:22 Why the right price is a mirage

34:25 How Intelligems uses AI to run your tests

37:46 The future of personalization and dynamic pricing

41:56 Is dynamic pricing fair to customers?

44:43 Lightning round and where to find Drew

Connect with Drew:

Intelligems: https://intelligems.io

Intelligems AI: https://intelligems.ai

LinkedIn: https://www.linkedin.com/in/andrewmarconi/

X: https://x.com/drewmarc

Ecom Growth Insider is the podcast for ecommerce founders who want to scale profitably. New episodes on paid media, CRO, offers, pricing, and the operating systems that actually move the needle.

More episodes and newsletter: https://ecomgrowthinsider.com

Work with HoloGrowth: https://hologrowth.com

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About the Podcast

Ecom Growth Insider
Real behind-the-scenes strategies from the trenches of scaling DTC brands. With founders, marketers, and growth experts.
If you're a DTC brand founder, CMO, growth marketer, or operator trying to scale your e-commerce business profitably, this podcast is for you.

Hosted by Andrej Tumachowitsch — founder of the growth agency HoloGrowth — this show goes deep on what actually works to grow online brands in today’s ultra-competitive landscape.

We go way beyond generic advice.

Every episode gives you practical, battle-tested insights directly from 7-, 8-, and 9-figure brand founders, top-tier marketers, and agency operators actively working in the trenches.

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- And the biggest mistakes brands are making right now (and how to avoid them)

Expect a mix of founder interviews, expert roundtables, solo lessons, and deep dives into what’s working right now in paid acquisition, conversion, and retention.

No fluff. No recycled advice. Just proven strategies to grow your ecommerce brand.

If you're tired of surface-level podcasts and want unfiltered access to the tactics and lessons real brands are using to scale — hit subscribe and join us inside the Ecom Growth Insider.

About your host

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Andrej Tumachowitsch

I'm the founder of HoloGrowth, a performance-driven growth agency helping e-commerce brands scale profitably to 7- and 8-figures through paid ads.

With years of experience in the trenches of DTC growth, I have worked with over 30 brands worldwide – building, optimizing, and scaling their marketing systems.

As the host of the Ecom Growth Insider podcast, I dive deep with top founders, marketers, and growth experts to unpack what’s really working behind the scenes in the DTC space.

My mission? To bring raw, actionable insights that help brand owners scale smarter.