Spot & Tango achieves an 85 percent completion rate on post-purchase surveys served immediately after checkout.

“Completion rates are very high, but 85% actually complete a PPS survey after checkout, which is like shockingly high, but true.”

Insourcing manufacturing added 30-plus percentage points of contribution margin on a fully loaded basis (COGS, pick, pack, and delivery).

“Adding 30-plus points of contribution margin, fully loaded.”

Vertical integration cut COGS by 15 to 20 percent versus outsourced manufacturing at Spot & Tango.

“Our COGS is whatever, 15%, 20% less than it would be otherwise.”

CAC at Spot & Tango fell as monthly ad spend scaled from $1M to $5M per month, reversing the typical assumption that costs rise with scale.

“We actually our CAC is lower now at $5 we spend than it was at a million dollars we spend per month.”

In-app advertising cohorts for Spot & Tango showed at least 90 percent churn by second-order rotation, making the channel unviable.

“Those cohorts were awful. I remember looking like second order rotation and it was like I think the churn rate was like at least 90 if not higher percent.”

Connor explains why DTC brands should not enter physical retail without a multi-year commitment: short-term retail economics are unfavorable and can drag down the core e-commerce business.

“You do not want to be in physical retail unless you have what it takes to stick for multiple years.”

Periodontal disease affects 90 percent of dogs aged three years and older, a market-size signal for the pet dental category.

“Imperial periodontal disease affects 90% of dogs 3 years of age and older.”

Spot & Tango's Pup Gum product, a dog dental chew, is growing faster in early days than the company's flagship UnKibble Hero and targets a 90 percent disease-prevalence market.

“It's growing faster than our UnKibble Hero product in the early days.”