How a D2C Mattress Brand Survived the Post-Crash Shakeout

In this episode, Lucas and Luna examine the D2C brand shakeout of 2022–2026, using Casper's journey from unicorn to acquisition and back as the central case. They unpack what Casper got right about brand awareness, what it got wrong about unit economics, and how a wave of digitally native brands are now quietly pivoting to wholesale and retail partnerships to survive. Specific numbers discussed: Casper's pre-IPO valuation of $1.1 billion versus its acquisition price of $216 million, and the 40% of D2C brands that have either closed or been acquired since 2023. The conversation closes with a look at the one metric most D2C founders still ignore: repeat purchase rate within 90 days. #Casper #D2C #DirectToConsumer #BrandStrategy #UnitEconomics #StartupFailures #RetailPivot #WholesaleStrategy #RepeatPurchase #CustomerAcquisitionCost #CAC #LTV #MattressWars #Ecommerce #VCBubble #Marketing #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo