Scaling to £35M+ with Minimal Meta Spend: Pure Pet Food's Story

Before pet food was “DTC sexy,” Pure Pet Food was scaling with zero ad spend.In this episode, Matt and Joe unpack how they built early traction through scrappy tactics like event pitching, awards, and PR - not Meta. With just a £300 council grant and no industry experience, they grew the brand to £1M+ in revenue without touching paid media.They share how that foundation led to VC backing and how they leveraged Meta spend, a custom subscription stack, and retention-first thinking to push past 8 figures.If you’re early-stage and trying to scale without burning cash, or already spending and want to scale smarter, this one’s for you.🚨🚀 If you're a brand spending £100K/month, we'll run your ads. Apply for your free audit here: https://eu1.hubs.ly/H0nkf8h000:00 Meet Pure Pet Food04:35 Early failures + finding purpose12:09 Early adoption into the pet food category14:30 The rise of subscription pet food16:50 How they were scouted for Dragons Den 19:20 Pitch experience 23:45 The impact post-air date25:40 Inflection point for the business28:03 Scrappy techniques29:30 Hiring proactive team members32:20 Raising investment36:50 Understanding the game of venture39:55 Overraising = pressure to 10x42:10 How they unlocked Meta49:15 In-house growth restructure 50:40 Scaling and testing 54:35 Retention & subscription flywheel56:55 Post-purchase flows & feedback1:02:20 Future vision for Pure Pet Food1:04:50 Will they exit?Follow Pure Pet Foodhttps://www.linkedin.com/in/mathew-cockroft-78bb2489/https://www.linkedin.com/in/joemitchellcreative/https://www.purepetfood.comFollow Loukas on socials:LinkedIn: https://shorturl.at/TRI8BTwitter: https://x.com/LoukasHambiFollow Olly on socials:LinkedIn: https://shorturl.at/kPrqOTwitter: https://x.com/oliverwhudsonFollow D2C Diaries on socialsTikTok: https://www.tiktok.com/@d2c.diariesInstagram: https://www.instagram.com/d2c_diaries/

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