Subscribe to DTC Newsletter - https://dtcnews.link/signup
Rob Fraser, founder of performance sock brand Outway, returns to the DTC Podcast to share how his business rebounded from flat growth to profitable eight-figure scale. Rob reveals exactly how Outway added Amazon, wholesale, and U.S. distribution, and why 2026 is all about community and brand.
This is a must-listen for brand owners scaling past $5M and trying to professionalize ops, expand markets, and stay profitable while doing it.
đ In this episode:
⢠How Outway treated the U.S. like a separate business unit â and why you should too
⢠Their 3-prong expansion strategy: Amazon, wholesale, and 3PL logistics
⢠The margin unlock that let them outspend competitors and return to profitability
⢠How Rob plans to build brand and community in the running space
⢠What changes when you hit 8-figures: cash flow, inventory planning, and team complexity
⢠Robâs hot take on brand as the last defensible moat in DTC
If you're building a real business, not just chasing growth hacks, this episode is for you.
Timestamps
00:00 The future of brand and community building
02:40 Outwayâs U.S. expansion and logistics challenges
05:30 Overcoming slow growth and finding new sales channels
09:10 Amazon vs DTC strategy and merchandising lessons
12:20 Profit focus, tariffs, and efficiency improvements
15:00 Scaling pains: hiring, inventory, and cash flow
18:00 Founder evolution and professionalizing the business
20:00 Building a Canadian brand and competing with U.S. giants
23:00 The return of brand and the power of community in 2026
29:00 Outwayâs 2025â26 brand and running club strategy
33:00 Expanding in the U.S. and adapting creative for new markets
34:30 Balancing entrepreneurship and personal health
37:00 Living brand values through team culture
38:00 Rebranding from Endur to Outway and lessons learned
41:00 Founders, equity mistakes, and long-term thinking
43:00 Q4 readiness, demand signals, and Prime Day insights
46:00 Using AI tools like Sora for creative production
47:30 Future of streaming ads and creative reinvention
49:00 Closing thoughts on creativity and growth mindset
Hashtags
#dtcpodcast #outway #robfraser #ecommerce #brandstrategy #d2c #marketing #entrepreneurship #communitybuilding #scalingbrands #runningcommunity #founderstory #directtoconsumer
Subscribe to DTC Newsletter - https://dtcnews.link/signup
Advertise on DTC - https://dtcnews.link/advertise
Work with Pilothouse - https://dtcnews.link/pilothouse
Follow us on Instagram & Twitter - @dtcnewsletter
Watch this interview on YouTube - https://dtcnews.link/video
