Casper’s Mattress Trap: Why the DTC Dream Became Too Expensive

Casper turned mattresses into a fashionable direct-to-consumer category, but advertising costs, returns and intense competition weakened the economics. The case shows how growth can become destructive when customer acquisition keeps getting more expensive. In this video, we examine: • Why digital advertising stopped being an easy growth engine • How returns and physical logistics pressure DTC margins • What Casper teaches about brand growth without durable economics Discussion question: Can a direct-to-consumer brand remain digital-first once acquisition costs surge? Explore professional courses and practical learning resources: Visit our website for latest courses: https://thecasehq.com/ Visit our AI Courses: https://thecasehq.com/artificial-intelligence-courses/ Visit our Digital Technology Courses: https://thecasehq.com/digital-technologies/ Visit our Higher Education Courses: https://thecasehq.com/higher-education-courses/ Visit our Quality and Lean Six Sigma Courses: https://thecasehq.com/quality-lean/ Visit our Strategy and Leadership Courses: https://thecasehq.com/strategy-and-management-courses/ Visit our Human Resource Courses: https://thecasehq.com/human-resources/ Visit our Maritime and Shipping Courses: https://thecasehq.com/maritime-shipping/ If this case study was useful, please like the video, subscribe to The Case HQ and share your view in the comments. #Casper #DTC #GrowthStrategy #BusinessCaseStudy