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Dave Spandorfer is the co-founder & CEO of Janji, an 8-figure running apparel brand. Shop Janji's products at www.janji.com.
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If you think profitable DTC growth is dead, think again.In this episode, Dave Spandorfer—co-founder and CEO of Janji, a running apparel brand—explains how his company grew to 8 figures without chasing broad TAM or burning VC money. You'll learn why narrowing your focus on a niche customer can be your greatest growth lever, how to build a mission-led brand without leading with your mission, and the specific tactics Janji used to run lean—from fulfillment redesign to offshore hiring to renegotiating with factories during tariff spikes.
What you’ll learn:
- How Janji grew faster in year 13 than in year 3
- Why experiential niches outperform generalized DTC
- Operational frameworks for margin expansion
- How to preserve brand soul and scale profitably
- What the “tip of the spear” strategy means for your product roadmap
This episode is a must-watch for 7–9 figure eCommerce founders under margin pressure, looking to grow leaner, smarter, and with more brand clarity.
CHAPTER TITLES:
1:25 - Taking Your Passion & Starting A Business
4:36 - The Mission of Janji
11:40 - How To Evolve Your Business With A Changing Market
20:20 - Longterm Growth is Stable Growth
30:50 - Keeping Your Targeted Customer & Products Narrow
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ADMISSION
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FOLLOW UP WITH ANDREW
X: https://x.com/andrewjfaris
Email: podcast@ajfgrowth.com
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