(Bonus) The Curious Case of Casper (with Dan Frommer)
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The Rise of Direct-to-Consumer Brands
This chapter examines the emergence of direct-to-consumer (D2C) brands, focusing on their strategies to cut out retail middlemen and enhance customer engagement. Using Casper and Harry's as key examples, it discusses the implications of Casper's IPO and the competitive nature of the mattress market. The chapter concludes by exploring the challenges Casper faces in transitioning from a mattress-centric business to a broader sleep brand within the expansive sleep economy.
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