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  • September 2016 (Revised November 2017)
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Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone'

By: Robert J. Dolan
  • Format:Print
  • | Language:English
  • | Pages:22
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Abstract

“A Warby Parker of mattresses? Somebody is going to do it. Why not us?” This was the topic of a conversation begun in spring 2013 among Gabe Flateman, Philip Krim, Neil Parikh, and T. Luke Sherwin. The four met as members of a New York City venture accelerator program. All admired Warby Parker’s success in delivering on the promise of “designer eyewear at revolutionary prices,” via a direct-to-consumer sales model. “Big Mattress,” their term for the current manufacturer/retailer system, featured not only high prices, but also, as they would describe to many in the days ahead, "one of the worst buying experiences in the world."

Keywords

Mattress; Sleep; Marketing; Business Model; Marketing Channels; Adoption; Sales; Consumer Products Industry

Citation

Dolan, Robert J. "Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone'." Harvard Business School Case 517-042, September 2016. (Revised November 2017.)
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About The Author

Robert J. Dolan

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Related Work

    • June 2017 (Revised July 2020)
    • Faculty Research

    Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone'

    By: Robert J. Dolan
    • September 2016 (Revised November 2017)
    • Faculty Research

    Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone'

    By: Robert J. Dolan
    • December 2022
    • Faculty Research

    Casper Sleep Inc. (B): Strategy Evolution 2015 - 21

    By: Robert J. Dolan
Related Work
  • Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone' By: Robert J. Dolan
  • Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone' By: Robert J. Dolan
  • Casper Sleep Inc. (B): Strategy Evolution 2015 - 21 By: Robert J. Dolan
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