Ep 555: How Outway Got Back to Profitable 8-Figure Growth: Channels, Margins, & the Brand Moat Ahead

Oct 27, 2025

Rob Fraser, the founder and CEO of Outway, a performance sock brand, shares insights on scaling his business to eight-figure profitability. He discusses how Outway expanded into the U.S. market and leveraged Amazon and wholesale channels for growth. Rob emphasizes the importance of brand building and community engagement, predicting a shift back to these values in 2026. He also shares challenges faced during expansion, the need for margin improvement, and the complexities of scaling from $5M to $10M.

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INSIGHT

Brand As The Last Defensible Moat

Brand is becoming the last defensible moat as product and ads commoditize.
Relationships with consumers can’t be prompted or fully automated, so invest in brand now.

ADVICE

Operate The U.S. As Its Own Business

Treat the U.S. as a separate business unit with its own P&L and logistics.
Open a U.S. 3PL to cut costs, improve margins, and speed delivery for American consumers.

INSIGHT

Channels Were The Growth Unlock

Expanding sales channels unlocked growth after flatlining in 2022–23.
Amazon and wholesale put Outway where customers already shop and discover socks.

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