How Casper Built a Mattress Funnel During the Pandemic

In this episode of The Marketing Funnel Podcast, Lucas and Luna examine how Casper, the direct-to-consumer mattress company, navigated the marketing funnel during the COVID-19 pandemic. With physical showrooms closed and consumers stuck at home, Casper had to pivot its top-of-funnel strategy from experiential retail to digital-first content. They discuss Casper's shift to virtual sleep consultations, its investment in podcast advertising and sleep-related content, and how it maintained interest and decision-stage momentum without in-person trials. The conversation also covers the challenges of high return rates and the role of its 100-night trial in converting skeptics. By June 2026, Casper's lessons are relevant for any DTC brand facing sudden channel disruptions. Lucas shares specific metrics: a 40% increase in online consultations during lockdown and a 25% conversion lift from personalized follow-ups. Luna questions whether the funnel's middle stages got enough attention. A fresh angle on adapting a physical-goods funnel to a no-contact world. #Casper #DTC #MarketingFunnel #PandemicPivot #ContentMarketing #PodcastAdvertising #VirtualConsultations #SleepTech #Ecommerce #CustomerExperience #ConversionOptimization #BrandAwareness #DirectToConsumer #BusinessStrategy #Marketing #FexingoBusiness #BusinessPodcast #TheMarketingFunnel Keep every episode free: buymeacoffee.com/fexingo