eCommerce Evolution Subscription-Only Success: How Spot & Tango Hit $100M with Great Margins and No Retail Distribution
Jul 24, 2025
Russell Breuer, founder of Spot & Tango, shares his inspiring journey from a New York studio apartment to a $100 million pet food company in just seven years. He dives into the innovative 'Unkibble' process, showcasing how it merges freshness with convenience. Russell emphasizes the power of vertical integration and a subscription-only model that drives customer loyalty. He also discusses the importance of performance marketing, ROI, and how AI plays a crucial role in their strategy. This conversation offers invaluable insights for D2C founders!
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Founding Story of Spot & Tango
- Spot & Tango started from a studio apartment with fresh, human-grade pet food made for their own dogs.
- Personal and family experiences inspired their mission to provide healthy, convenient pet meals directly to consumers.
Value of Vertical Integration
- Build your own manufacturing to gain supply chain control, improve margins, and innovate rapidly.
- Vertical integration acts as a competitive moat, especially in fluctuating tariff environments.
Subscription Model Advantage
- Subscription fits the pet food needs; dogs require consistent, regular feeding.
- Personalize portions based on dog specifics to enhance customer experience and loyalty.
