How Solo Brands Uses Brick-and-Mortar to Save DTC Margins

Episode 18 of The Ecommerce Hour dives into Solo Brands, the parent company of Solo Stove, Oru Kayak, Isle Surf & SUP, and Chubbies. Lucas and Luna explore how a DTC conglomerate built entirely online is now opening physical stores to fix a chronic problem: rising customer acquisition costs. Using Solo Brands' first brick-and-mortar location in Dallas as a case study, they break down the unit economics of a physical store compared to Facebook ads, the lifetime value of in-store customers, and what the broader DTC industry can learn. Specific numbers include Solo Brands' 2025 revenue growth of 12% in stores versus 4% online, and how store-driven customers have a 40% higher repeat purchase rate. The conversation avoids generic retail coverage and focuses on the strategic pivot of a born-online brand. Perfect for founders, marketers, and anyone watching the DTC space evolve. #SoloBrands #SoloStove #OruKayak #Chubbies #DirectToConsumer #BrickAndMortar #RetailStrategy #CustomerAcquisitionCost #Dallas #LifetimeValue #ShoppingCenter #ProfitMargins #Ecommerce #BusinessPodcast #FexingoBusiness #RetailTurnaround #StoreEconomics #DTCGrowth Keep every episode free: buymeacoffee.com/fexingo