Pricing, discounting and Black Friday strategy

Rosie Collins had a Christmas epiphany about baby shower gifts—every present focused on the baby, never the mom. That single observation turned into Deja Marc, a multimillion-dollar personalized jewelry brand that captures fingerprints, handwriting, and meaningful moments in elegant, timeless pieces. Within a year, she hit $400,000 in revenue while working full time. The secret? An engraving fairy she never actually met who packed orders while Rosie was at work, and an obsessive focus on mastering the craft before outsourcing anything.

In this interview, the founder of Deja Marc breaks down how she built this customer-obsessed brand without burning out, why she tracks MER (marketing efficiency ratio) over ROAS as her primary metric, and her counterintuitive take on Black Friday promotions—why doing 40 hours instead of two weeks can deliver the same results without destroying your team or margins.

What you'll learn in this interview:

• How a Christmas epiphany about baby shower gifts sparked a multimillion-dollar brand
• Why Rosie quit her agency job after hitting $400K in year one
• How she found an "engraving fairy" to pack orders while she worked full time
• Why mastering the craft yourself before outsourcing is critical
• How she built a relationship with her first supplier that still lasts today
• Why she tracks MER (marketing efficiency ratio) instead of ROAS
• Her approach to Black Friday: 40 hours vs two weeks of promotions
• How organic contribution to paid marketing changes profitability
• Why she believes in building expertise in-house before delegating
• The importance of unit economics and sustainable growth over hustle

If you're building a product-based business, juggling full-time work with side hustle ambitions, or trying to scale profitably without burning out, this conversation will fundamentally change how you think about sustainable growth, customer obsession, and building a brand that lasts.

SAVE 50% ON OMNISEND FOR 3 MONTHS Get 50% off your first 3 months of email and SMS marketing with Omnisend with the code FOUNDR50. Just head to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://your.omnisend.com/foundr⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to get started.

WANT TO GROW YOUR BRAND WITH META ADS? Join the Foundr Operators Waitlist → ⁠⁠https://foundr.com/operators⁠⁠

HOW WE CAN HELP YOU SCALE YOUR BUSINESS FASTER Learn directly from 7, 8 & 9-figure founders inside Foundr+ Start your $1 trial → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.foundr.com/startdollartrial⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ PREFER A CUSTOM ROADMAP AND 1-ON-1 COACHING? → Starting from scratch? Apply here → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://foundr.com/pages/coaching-start-application⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ → Already have a store? Apply here → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://foundr.com/pages/coaching-growth-application⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ CONNECT WITH NATHAN CHAN Instagram → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/nathanchan⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/nathanhchan/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ CONNECT WITH ROSIE COLLINS Instagram → https://www.instagram.com/rosie.c._/ Instagram → https://www.instagram.com/dejamarc/ Website → https://dejamarc.com/ FOLLOW FOUNDR FOR MORE BUSINESS GROWTH STRATEGIES YouTube → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://bit.ly/2uyvzdt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Website → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.foundr.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.instagram.com/foundr/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.facebook.com/foundr⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Twitter → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.twitter.com/foundr⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/company/foundr/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Podcast → ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.foundr.com/podcast⁠