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May 14, 2025

How Spot & Tango Achieved Profitability While Many D2C Brands Struggle

30 minutes

In this episode of The Future of Consumer Marketing, host Brett Stapper interviews Russell Breuer, Founder and CEO of Spot & Tango. What started as homemade dog food recipes in a New York City studio apartment has evolved into a thriving direct-to-consumer pet wellness brand with a $25 million manufacturing facility. Russell shares how the company has capitalized on the "humanization of pets" trend by creating personalized, high-quality dog food options while building a profitable D2C business model in a challenging market landscape. From making tough decisions about vertical integration to developing a data-driven marketing approach, Russell provides valuable insights on building a consumer brand that's both customer-centric and financially sound.

Topics Discussed:

Evolution from homemade recipes to a scaled D2C pet food business

Capturing the "humanization of pets" trend through product innovation

Building and operating a $25 million manufacturing facility

Creating a data-driven marketing organization focused on customer acquisition

Developing a subscription-based business model with strong retention

Achieving profitability in the D2C space against market headwinds

Balancing entrepreneurship with family life and personal commitments

...more