What Warby Parker’s direct listing means for the future of DTC brands

There’s a Warby Parker of luxury footwear. A Warby Parker of cowboy boots. A Warby Parker of hearing aids. It’s a uncommon model that may grow to be a normal by which others not solely measure themselves, however turns into shorthand for a whole enterprise class.

Over the final decade, Warby Parker has constructed itself into the exemplar of trendy direct-to-consumer model success. (Satirically, in its early days, GQ dubbed the nascent model to be the “Netflix for glasses” as a result of its at-home try-on mannequin mimicked the means Netflix’s DVD rental program labored.) It constructed off the buy-one-give-one mannequin popularized and pioneered by Tom’s (with footwear) to disrupt a product class in eyewear that was each monopolized by behemoths like Luxottica and Esilor and opaque on pricing and markups. In a 2015 Quick Firm cowl story, co-CEO Neil Blumenthal mentioned, “We’re usually requested why Warby has been profitable. If we sum it up in a single phrase, it’s deliberate.”

Now, Warby Parker goes public by way of a direct listing. It’s not the first of the direct-to-consumer brands to take action: Casper, the mattress firm, had its IPO in February 2020; and Figs, the healthcare attire model that made scrubs horny, went public final Could. Each nonetheless lose cash, however traders have put extra religion in Figs’s prospects than the one-time “Nike for sleep.” Figs is buying and selling at $38.73, up from its inventory debut in Could at $22, whereas Casper’s inventory is at $4.79 after its $12 per share IPO value final yr.


Warby Parker, too, will not be worthwhile (the firm experiences 2020 losses at $55.9 million). However as the long-time bellwether for the state of direct-to-consumer brands, its future efficiency will impression how traders—and customers—think about the class, as firms like Allbirds additionally head to the inventory market. For a decade, Warby Parker has been synonymous with younger, hip, artistic, and tech-class staff by providing trendy glasses at inexpensive costs by way of a handy e-commerce platform. Can that model halo survive traders’ obsession with high-growth, high-margin companies?

The state of the Warby Parker model is powerful

“I don’t assume there’s a model that’s extra essentially sound than Warby Parker,” says Web Smith, founder of the 2PM Inc. consultancy, which has a selected deal with how digital is altering commerce. “I believe the ‘Warby Parker of’ descriptor nonetheless applies, as a result of what you’re going to see from rather a lot of direct-to-consumer brands in the subsequent 5 to seven years is a pivot to bodily retail.”

In accordance with Warby Parker’s S-1 submitting, it generated 60% of internet 2020 income from e-commerce and the remaining 40% from its retail shops. In the first six months of 2021, that cut up grew to become 50-50. Warby Parker’s plan is so as to add between 30 and 35 new retail shops this yr to its present 145 retailers—and preserve that tempo of rollout into the foreseeable future.

Smith sees this as a successful play. “Warby’s going again to fundamentals by saying, ‘We constructed this nice digitally native model, and that’s our main automobile, however we’ve got these contact factors in [retail] which can be great, and if nothing else, will function a billboard and make us $2 million to $3 million per storefront per yr,’” he says. “That performs rather well for them, as a result of it lowers their [customer] acquisition prices, it decreases logistics prices like delivery, and people appear to be the two greatest challenges for DTC brands proper now.”

The perils of being public

For Warby Parker, its personal challenges will change considerably as a public firm. Forrester vp and principal analyst Sucharita Kodali says its greatest concern could be sustaining momentum and curiosity when its gross sales figures are public. “When firms are non-public, it’s a lot simpler for folks to think about you’re profitable, however now there are revenue targets, income targets, and public traders don’t neglect what you mentioned and didn’t do,” says Kodali.

Beneath these pressures, it’s often a model’s values which can be most challenged in the face of assembly quarterly outcomes. Marketing consultant Chuck Welch, founder of Rupture Studio, which has labored with main brands like Nike, Spotify, and PepsiCo, says that when Wall Road calls for its pound of flesh, will probably be telling how the firm decides to feed it. “You’ll be able to feed it by holding regular and utilizing these further sources to scale and attain extra folks,” says Welch. “Or you’ll be able to feed it by compromising these values, squeezing margin, and short-circuiting a mannequin that’s been very profitable. We’ve seen firms which have had their values examined as they’ve gone public, and brought on that strain to scale, develop, and return worth to traders in any respect prices.”


The future of Warby Parker is discovering one other Warby Parker

Warby Parker should stability that problem, and its continued retail growth, with its greatest progress hurdle: Folks simply don’t purchase rather a lot of eyeglasses. The model’s unique conceit was that with cheaper value factors and classy designs, prospects would deal with glasses like sneakers, one other interchangeable trend accent. That didn’t change into the case. So the model will finally want to seek out one other product class through which it will possibly successfully and authentically broaden.

“For Warby Parker the model to proceed rising, they’re going to should promote greater than eyewear as a result of the lifetime worth of a Warby Parker buyer isn’t very excessive,” says Smith. “And that’s scary. Attire is straightforward however doesn’t make a lot sense. So which product line will it’s for them? That’s my greatest query.”

However there’s hope for Warby Parker if it’s resolute in sustaining its core model attribute. “Warby Parker constructed a complete mannequin round a imaginative and prescient of transparency, and positioned themselves as what’s finest for the shopper,” says Welch. “The mission was to get you the finest product, not at simply the most cost-effective value, however at a value that makes you are feeling sensible. That’s the brilliance of their mannequin. I’m going to make you are feeling sensible since you didn’t pay what you thought you wanted to pay. When somebody does that, you are likely to belief them.”

To date, the one kind of glasses Warby Parker doesn’t promote are the variety that may see the future. However that deliberate focus isn’t out of trend.