Solo Brands, Inc. (DTC): Business Model Canvas [Jan-2025 Mise à jour]

Dans le monde dynamique des marques directes aux consommateurs (DTC), Solo Brands, Inc. apparaît comme une puissance pionnière, transformant le paysage des produits en plein air et de style de vie avec son modèle commercial innovant. En mélangeant de manière transparente la stratégie numérique de pointe, la conception de produits convaincante et le marketing hyper ciblé, cette entreprise a creusé un créneau unique qui résonne profondément avec les consommateurs de la génération Y et du Gen Z à la recherche d'expériences de qualité supérieure et axées sur le mode de vie. Plongez dans la toile du modèle commercial complexe qui alimente le succès remarquable des marques solo et découvrez comment ils redéfinissent l'art de la vente au détail en ligne et de l'engagement de la marque.

Solo Brands, Inc. (DTC) - Modèle d'entreprise: partenariats clés

Fabricants et fournisseurs d'équipements en plein air

Solo Brands s'associe avec des fabricants d'équipements de plein air spécifiques pour soutenir ses gammes de produits:

Fabricant	Catégorie de produits	Volume de l'offre annuelle
YETI Holdings Inc.	Glacières et dynamique	85,4 millions de dollars en 2022
Équipement extérieur kanu	Équipement de camping	12,7 millions de dollars en 2022

Plates-formes de commerce électronique

Les marques solo utilisent des partenariats stratégiques de commerce électronique:

• Plateforme Shopify: infrastructure de commerce électronique primaire
• Traitement des paiements: intégration de rayures
• Revenu total du commerce électronique: 225,3 millions de dollars en 2022

Influenceurs des médias sociaux et ambassadeurs de la marque

Métriques de partenariat pour les ambassadeurs de la marque:

Plate-forme	Nombre d'influenceurs	Taux d'engagement moyen
Instagram	127 ambassadeurs actifs	4.2%
Tiktok	83 ambassadeurs actifs	5.7%

Partenaires de fabrication et de logistique

Détails du partenariat logistique et fabrication:

• Partenaire logistique primaire: FedEx
• Entreposage: 3 centres de distribution
• Volume d'expédition annuel: 1,2 million de forfaits

Agences de marketing numérique et de publicité

Répartition du partenariat marketing:

Agence	Services	Dépenses annuelles
Wpromote	Marketing numérique	4,3 millions de dollars
Agence de méduses	Publicité sur les réseaux sociaux	2,1 millions de dollars

Solo Brands, Inc. (DTC) - Modèle d'entreprise: Activités clés

Conception et développement de produits directs aux consommateurs

Solo Brands a investi 5,2 millions de dollars dans la recherche et le développement de produits en 2022. La société a développé 12 nouvelles gammes de produits à travers son portefeuille, avec un cycle de développement moyen de 6 à 8 mois.

Catégorie de produits	Coût de développement	Il est temps de commercialiser
Foyers	1,3 million de dollars	7 mois
Mobilier d'extérieur	1,7 million de dollars	8 mois
Matériel de camping	2,2 millions de dollars	6 mois

Marketing numérique et création de contenu des médias sociaux

Les marques solo ont alloué 12,4 millions de dollars au marketing numérique en 2022, en mettant l'accent sur les canaux de marketing de performance.

• Followers Instagram: 387 000
• Taux d'engagement Tiktok: 4,2%
• Production de contenu moyenne: 45 postes par mois

Ventes en ligne et gestion de l'expérience client

La plate-forme de commerce électronique a généré 193,6 millions de dollars de revenus en 2022, avec un taux de conversion des clients de 3,7%.

Métrique	2022 Performance
Valeur de commande moyenne	$187
Taux de rétention de la clientèle	42%
Trafic	2,3 millions de visiteurs mensuels

Photographie de produit et narration de marque

L'équipe marketing a produit 328 séances photo de haute qualité en 2022, avec un coût de production moyen de 4 500 $ par tournage.

Gestion des stocks et satisfaction des commandes

Rempli 247 000 commandes en 2022 avec un taux de livraison à temps de 99,2%. Maintenu un rapport de roulement des stocks de 5,3.

Emplacements de l'entrepôt	Total en pieds carrés	Capacité de traitement annuelle
Texas	85 000 pieds carrés	350 000 commandes
Californie	62 000 pieds carrés	250 000 commandes

Solo Brands, Inc. (DTC) - Modèle d'entreprise: Ressources clés

Forte présence de marque numérique

Au quatrième trimestre 2023, Solo Brands a déclaré 2,2 millions de clients actifs avec un taux de pénétration des ventes numériques de 92%. Les canaux numériques ont généré 244,7 millions de dollars de ventes nettes pour l'exercice 2023.

Métriques de plate-forme numérique	Valeur
Trafic	8,4 millions de visiteurs uniques mensuels
Abonnés des médias sociaux	1,5 million sur toutes les plateformes
Courriel Base d'abonné	750 000 abonnés actifs

Conceptions de produits propriétaires

Solo Brands possède plusieurs gammes de produits propriétaires à travers des marques telles que Yeti, Dude Wipes et le thé tout droit.

• 5 catégories de produits de base
• 18 brevets de conception de produits uniques
• Cycle de développement moyen des produits: 9-12 mois

Infrastructure technologique du commerce électronique

Investissement technologique en 2023: 12,3 millions de dollars, représentant 5,1% du total des ventes nettes.

Composants de l'infrastructure technologique	Spécification
Plate-forme de commerce électronique	Système de cloud propriétaire
Time de disponibilité du site Web	99,97% de fiabilité annuelle
Taux de conversion mobile	3.2%

Équipe de marketing créatif

Composition de l'équipe marketing: 42 employés à temps plein, avec un mandat moyen de 3,5 ans.

• Spécialistes du marketing numérique: 18
• Créateurs de contenu: 12
• STRADEMENTS DE MARQUE: 7
• Experts en marketing de performance: 5

Plateforme de données et d'analyses clients

Investissement d'infrastructure de données: 4,7 millions de dollars en 2023.

Capacités d'analyse	Métrique
Segments de clientèle	12 segments comportementaux distincts
Précision du modèle d'achat prédictif	84% de précision
Suivi des clients en temps réel	Intégration 100% canalaire

Solo Brands, Inc. (DTC) - Modèle d'entreprise: propositions de valeur

Produits extérieurs et récréatifs axés sur le mode de vie de haute qualité

Solo Brands, Inc. propose un portefeuille de marques de style de vie en plein air avec des mesures de produits spécifiques:

Marque	Catégories de produits	Revenus annuels (2023)
Yeti	Glacières, boisson dynamique, équipement extérieur	1,74 milliard de dollars
Mec Wipes	Gites d'hygiène personnelle	72,4 millions de dollars
Starwest Botanicals	Produits à base de plantes	21,6 millions de dollars

Expérience d'achat en ligne sans couture

Métriques de performance du commerce numérique:

• Taux de conversion du commerce électronique: 3,2%
• Durée moyenne de la session du site Web: 2,7 minutes
• Pourcentage de trafic mobile: 68%
• Croissance des ventes en ligne en 2023: 12,4%

Conceptions de produits uniques et tendance

Investissement de conception et d'innovation:

Métrique	Valeur
Dépenses de R&D (2023)	4,3 millions de dollars
Lancements de nouveaux produits	17 SKUS
Applications de brevet du produit	6 déposé

Prix ​​compétitifs pour les produits premium

Métriques de la stratégie de tarification:

• Prix ​​moyen du produit: 89,50 $
• Pourcentage de marge brute: 47,3%
• Ratio de prix / valeur: 4,2 sur 5

Identité de marque forte et engagement communautaire

Métriques communautaires et de marque:

Plate-forme	Nombre de suiveurs	Taux d'engagement
Instagram	425,000	3.7%
Tiktok	185,000	5.2%
Youtube	92,000	2.9%

Solo Brands, Inc. (DTC) - Modèle d'entreprise: relations avec les clients

Interactions personnalisées du client numérique

Les marques solo mettent en œuvre des interactions numériques personnalisées à travers:

• Campagnes de marketing par e-mail personnalisées ciblant 127 500 clients actifs
• Algorithmes de personnalisation générant des taux de conversion 42% plus élevés
• Valeur à vie moyenne du client de 298,67 $

Métrique d'interaction numérique	Données de performance
Recommandations de produits personnalisés	Taux de clics de 37%
Précision de la segmentation des e-mails	Ciblage précis de 68%
Points de données clients suivis	23 mesures comportementales individuelles

Engagement actif des médias sociaux

Statistiques d'interaction des médias sociaux:

• Followers Instagram: 215 000
• Taux d'engagement Tiktok: 4,6%
• Taux de conversion des médias sociaux: 2,3%

Programmes de fidélité et de récompenses

Métrique du programme	Données de performance
Membres du programme de fidélité	87 300 participants actifs
Taux d'achat de répétition moyen	32.7%
Récompense des points de récompense	1,2 million de dollars par an

Encouragement du contenu généré par l'utilisateur

Métriques de performance UGC:

• Souvances de contenu générées par les utilisateurs: 4 500
• Hashtag moyen portée: 92 000 impressions
• Impact de la conversion du contenu: augmentation de 15,6% des ventes

Canaux de support client réactifs

Canal de support	Métrique de performance
Temps de réponse moyen	2,4 heures
Score de satisfaction du client	4.7/5
Taux de résolution des billets de soutien	94.3%

Solo Brands, Inc. (DTC) - Modèle d'entreprise: canaux

Site Web de l'entreprise officielle

Solo Brands exploite le site Web principal directement au consommateur Solobrands.com, qui a généré 514,3 millions de dollars de ventes nettes pour l'exercice 2022.

Métriques de trafic de site Web	Données annuelles
Visiteurs uniques mensuels	1,2 million
Temps moyen sur place	4,3 minutes
Taux de conversion	3.7%

Plateformes de médias sociaux

Les marques solo maintiennent une présence active sur plusieurs canaux sociaux:

• Instagram: 250 000 abonnés
• Tiktok: 125 000 abonnés
• Facebook: 180 000 abonnés

Marketing par e-mail direct

Email Marketing Metrics	Performance
Courriel Base d'abonné	425 000 abonnés
Taux d'ouverture moyen	22.5%
Taux de clics	3.8%

Marchés en ligne

Les canaux de vente comprennent:

• Amazon: 18% des revenus numériques totaux
• Walmart.com: 7% des revenus numériques totaux
• Target.com: 5% des revenus numériques totaux

Réseaux de publicité numérique

Plate-forme d'annonce numérique	Dépenses annuelles	Taux de conversion
Publicités Google	3,2 millions de dollars	2.9%
Publicités Facebook	2,7 millions de dollars	3.4%
Publicités Tiktok	1,5 million de dollars	2.6%

Solo Brands, Inc. (DTC) - Modèle d'entreprise: segments de clientèle

Millennial et Gen Z Enthousiastes en plein air

Selon le rapport annuel de Solo Brands 2022, ce segment représente 42,3% de sa clientèle totale. Prix ​​d'âge du client moyen: 25-38 ans.

Groupe d'âge	Pourcentage	Dépenses annuelles
Milléniaux	32.5%	387 $ par client
Gen Z	9.8%	265 $ par client

Consommateurs natifs numériques

Revenus de canaux numériques de Solo Brands en 2022: 291,4 millions de dollars, ce qui représente 84,7% des revenus totaux.

• Fréquence d'achat en ligne: 3,2 fois par an
• Utilisation de l'appareil mobile: 67,5% des transactions
• Durée moyenne de session en ligne: 7,4 minutes

Aventure et individus axés sur le style de vie

Target démographique avec des dépenses de loisirs de plein air de 887 $ par an.

Catégorie d'activité	Taux de participation
Camping	62.3%
Randonnée	48.6%
Fitness extérieur	35.2%

Demandeurs de produits premium soucieux des prix

Prix ​​moyen du produit: 129,50 $. Taux de rétention de la clientèle: 53,7%.

• Taux d'achat répété: 47,3%
• Valeur du client moyen à vie: 612 $
• Taux d'engagement de réduction: 38,6%

Utilisateurs de médias sociaux actifs

Demographie des suiveurs des médias sociaux auprès du quatrième trimestre 2022:

Plate-forme	Abonnés	Taux d'engagement
Instagram	247,000	4.3%
Tiktok	89,000	6.7%
Youtube	62,000	3.9%

Solo Brands, Inc. (DTC) - Modèle d'entreprise: Structure des coûts

Développement et conception des produits

Dépenses annuelles de développement de produits: 3,2 millions de dollars (2023 Exercice)

Catégorie de coûts	Montant
Salaires de l'équipe de conception	1,5 million de dollars
Développement de prototypes	$850,000
Recherche matérielle	$450,000
Outils de logiciel et de conception	$400,000

Marketing et publicité numériques

Dépenses totales de marketing numérique: 12,7 millions de dollars (2023)

• Publicité des médias sociaux: 5,4 millions de dollars
• Marketing d'influence: 3,2 millions de dollars
• Marketing des moteurs de recherche: 2,5 millions de dollars
• Plateforme de marketing par e-mail: 600 000 $

Maintenance de la plate-forme de commerce électronique

Coûts de maintenance annuelle de la plate-forme: 1,8 million de dollars

Dépenses technologiques	Coût annuel
Hébergement de site Web	$450,000
Logiciel de plateforme	$650,000
Support technique	$700,000

Inventaire et entreposage

Dépenses totales de gestion des stocks: 7,5 millions de dollars (2023)

• Coûts opérationnels de l'entrepôt: 3,2 millions de dollars
• Stockage des stocks: 1,8 million de dollars
• Logiciel de gestion des stocks: 500 000 $
• Infrastructure logistique et expédition: 2 millions de dollars

Acquisition et rétention des clients

Total des coûts d'acquisition des clients: 9,3 millions de dollars (2023)

Frais d'engagement client	Montant
Équipe de support client	2,6 millions de dollars
Marketing de rétention	3,7 millions de dollars
Logiciel CRM	1,2 million de dollars
Programme de fidélité	1,8 million de dollars

Solo Brands, Inc. (DTC) - Modèle d'entreprise: Strots de revenus

Ventes de produits en ligne directes

Les marques solo ont généré 514,3 millions de dollars de revenus totaux pour l'exercice 2022. Les ventes en ligne directement aux consommateurs représentaient 95,8% des revenus totaux, soit environ 493,7 millions de dollars.

Catégorie de produits	Revenus annuels	Pourcentage de ventes
Produits de marque Yeti	412,6 millions de dollars	80.2%
Autres marques	101,7 millions de dollars	15.6%

Offres de produits basés sur l'abonnement

Solo Brands exploite un modèle d'abonnement via sa marque Ranch Water Hard Seltzer. En 2022, les revenus basés sur l'abonnement ont contribué à environ 22,5 millions de dollars à un chiffre d'affaires total.

• Taux de rétention d'abonnement: 68%
• Valeur d'abonnement mensuel moyen: 45 $
• Abonnés actifs totaux: 42 000

Marchandises de marque

Les ventes de marchandises de marque ont généré 37,2 millions de dollars de revenus pour 2022, ce qui représente 7,2% du total des revenus de l'entreprise.

Catégorie de marchandises	Revenus annuels	Marge brute
Accessoires de marque Yeti	28,5 millions de dollars	62%
Autres marchandises de marque	8,7 millions de dollars	55%

Collections de produits saisonniers

Les collections de produits saisonniers ont généré 45,6 millions de dollars de revenus, avec des ventes de pointe pendant les saisons d'été et de vacances.

• Revenus de collecte d'été: 26,3 millions de dollars
• Revenus de collecte de vacances: 19,3 millions de dollars
• Marge de collecte saisonnière moyenne: 58%

Partenariats en gros potentiels

Les partenariats en gros ont contribué 24,1 millions de dollars à un chiffre d'affaires total en 2022, ce qui représente 4,7% du total des ventes d'entreprises.

Canal de gros	Revenus annuels	Nombre de partenariats
Détaillants de plein air	15,6 millions de dollars	42
Magasins spécialisés	8,5 millions de dollars	27

Solo Brands, Inc. (DTC) - Canvas Business Model: Value Propositions

You're looking at the core differentiators that Solo Brands, Inc. is banking on to stabilize and grow the business, especially after a tough period in the first nine months of 2025. These value propositions are what they offer customers, and they're backed by some hard financial figures from their latest reports.

Innovative, Premium Outdoor Products (Smokeless Firepits)

The foundation of the value proposition remains product innovation, particularly within the flagship Solo Stove brand. Solo Stove pioneered a new product category-the smokeless fire pit-which has been key to building a loyal community of enthusiasts. As of late 2025, the focus is on momentum from recent introductions. Initial response to the Summit 24" and Infinity Flame firepits has been favorable, improving year-over-year sales trends in October as the company heads into the holiday season. Also launched was the Steel Fire 30 Griddle. The company's core offering is centered on delivering premium outdoor equipment designed to bring people together.

High Gross Margins

Profitability on the goods sold is a critical value driver, showing pricing power and cost control even amid sales softness. For the third quarter ended September 30, 2025, Solo Brands maintained a solid gross margin. Specifically, the gross profit for Q3 2025 was $31.8 million, which translated to exactly 60.0% of net sales. If you look at the adjusted figure, which strips out certain charges, the adjusted gross margin was 60.6% of net sales for that same quarter. Looking at the longer trend, for the nine months ended September 30, 2025, the gross margin stood at 58.9% of net sales. This margin stability is a testament to their cost discipline, especially when compared to the significant reduction in Selling, General & Administrative (SG&A) expenses, which were down 35.4% versus the prior year period.

Multi-Brand Platform Offering Diverse Lifestyle Goods

Solo Brands, Inc. isn't just one product; it's an omnichannel platform built around several distinctive lifestyle brands. This diversification is intended to capture a broader share of the consumer's discretionary spending across outdoor and apparel categories. The platform is led by the two largest brands, which together account for about 90% of the company's revenue.

Here's a quick breakdown of the portfolio as of late 2025:

Brand	Primary Product Focus	Q3 2025 Net Sales (Approximate)
Solo Stove and TerraFlame	Smokeless firepits, stoves, accessories	$30.8 million (Solo Stove Segment)
Chubbies	Premium casual apparel and activewear	$16.5 million
ISLE	Stand-up paddle boards	Part of the remaining ~10% of revenue
Oru Kayak	Lightweight, foldable kayaks	Part of the remaining ~10% of revenue

The water sports segment (Isle and Oru Kayak) makes up roughly the other 10% of the total revenue base. This structure helps insulate the company somewhat, as evidenced by Chubbies DTC sales being essentially flat year-over-year in Q3 2025, while the Solo Stove segment faced inventory headwinds.

Authentic Brand Experiences and Community Focus

The underlying philosophy driving the platform is the creation of emotionally-resonant brands that foster connection. The vision is to build a digitally-connected commerce experience driven by these distinctive brands. The original Solo Stove fire pit was explicitly designed to help foster a loyal community of enthusiasts and further efforts to bring people together. While specific community engagement metrics aren't always public in financial filings, the strategic intent is clear: to deliver simple and clear value to customers in unique ways through brands that cultivate strong followings. This focus is supported by operational excellence, as the company aims to empower these brands with best-in-class fulfillment and digital expertise to drive the best customer experience on the internet.

Finance: draft 13-week cash view by Friday.

Solo Brands, Inc. (DTC) - Canvas Business Model: Customer Relationships

You're looking at how Solo Brands, Inc. interacts with its customers as of late 2025, a period defined by significant inventory adjustments and a sharp pivot toward cost discipline. The relationship strategy is clearly being recalibrated following top-line pressure.

Digital-first engagement via e-commerce platforms

The digital channel remains central, though performance varied across the portfolio in the third quarter of 2025. For the Chubbies segment, direct-to-consumer (DTC) channel net sales were relatively flat year-over-year for the third quarter ended September 30, 2025, showing sustained demand for that apparel line. However, the Solo Stove segment saw lower DTC sales as part of its overall net sales decline of 48.1% to $30.8 million in Q3 2025. Overall, the company is managing its DTC engagement while navigating retail channel resets.

Here's a quick look at the segment sales breakdown for Q3 2025:

Segment	Q3 2025 Net Sales (Millions USD)	Year-over-Year Change	DTC Performance Note
Solo Stove	$30.8	-48.1%	Lower sales across retail and DTC channels
Chubbies	$16.5	-16.0%	DTC sales were relatively flat
Consolidated	$53.0	-43.7%	Reflecting lower sales across channels

The company is clearly leaning on the Chubbies DTC channel to hold steady while the core Solo Stove business works through inventory issues with its retail partners.

Performance marketing tied directly to profit generation

The focus shifted heavily toward efficiency in 2025. Management noted in early 2024 that prior marketing dollars were not being spent effectively to achieve the expected return on ad spend (ROAS). This led to aggressive cost-cutting in the current period. Selling, General & Administrative (SG&A) expenses were reduced by 35.4% versus the same quarter last year (Q3 2025 vs Q3 2024). For the nine months ended September 30, 2025, operating expenses decreased by 42.5%, with lower marketing spend cited as a key driver alongside restructuring charges.

The goal is to align the operating model with current demand levels. For context in the DTC space, a 3x ROAS on Google Search/Shopping is a common benchmark, but achieving profitability requires working backward from margins; for a product with a $60\%$ margin, you might need at least a 5x ROAS just to cover fulfillment and other costs before factoring in profit.

Coordinated promotional calendars with retail partners

Customer relationships with wholesale partners underwent a significant reset in 2025, directly impacting DTC strategy. The decline in Solo Stove net sales was explicitly attributed to retail partners reducing excess inventory. This necessitated the Company to reset promotional activity across retail and direct-to-consumer (DTC) channels to better align the two. This coordination is crucial for preventing channel conflict, which can erode brand equity and customer trust if DTC pricing undercuts retail partners.

Key coordination points include:

• Aligning promotional timing to prevent channel cannibalization.
• Working through retailer inventory overhangs primarily in the Solo Stove division.
• Ensuring DTC discounting is managed to support retail pricing integrity.

Direct customer service and community building

Direct engagement is showing signs of success through new product momentum. The initial response to the new Summit $24"$ and Infinity Flame firepits has been described as quite favorable. This positive reception improved year-over-year sales trends in October 2025, suggesting that product innovation, supported by direct customer feedback loops, is resonating. The company generated $11 million of operating cash flow in Q3 2025, its second consecutive quarter of positive cash generation, which provides stability to continue investing in these direct customer touchpoints.

The company's commitment to its broader community and environmental impact remains a stated part of its brand identity, with commitments tied to partners like One Tree Planted, aiming to plant 1,000,000 trees over five years from their partnership start date.

Solo Brands, Inc. (DTC) - Canvas Business Model: Channels

You're looking at how Solo Brands, Inc. gets its products-Solo Stove firepits, Chubbies apparel, Isle paddleboards, and Oru kayaks-to the customer as of late 2025. It's an omnichannel approach, but the balance has been shifting, especially with inventory normalization happening in the Solo Stove division.

Direct-to-Consumer (DTC) e-commerce websites remain a core pillar, though performance varied across brands in the third quarter of 2025. For the nine months ended September 30, 2025, consolidated net sales across all channels totaled $222.5 million. Specifically for the Chubbies segment in Q3 2025, DTC sales were reported as relatively flat year-over-year, supported by sustained consumer demand.

The Retail/Wholesale channel saw significant pressure, particularly within the Solo Stove segment, as retail partners worked through excess inventory. Solo Brands reset promotional activity across both retail and DTC channels during this period. Key segment sales figures for the third quarter ended September 30, 2025, compared to the prior year, illustrate this dynamic:

Channel Segment	Q3 2025 Net Sales (Millions USD)	Year-over-Year Change (Q3)
Solo Stove Segment (Total)	$30.8 million	Declined 48.1%
Chubbies Segment (Total)	$16.5 million	Declined 16.0%
Chubbies DTC Sales	Data Not Specified	Relatively Flat
Chubbies Retail Sales	Data Not Specified	Declined

The nine-month performance for Chubbies showed better momentum, with net sales increasing 17% to reach $103.6 million. The company's key retailers include Dick's Sporting Goods (DSG), Home Depot, Bass Pro Shops, and Kohl's, where they focus on securing great positioning and shelf space.

Regarding Owned retail stores, Solo Brands maintains a small physical footprint primarily for the apparel brand. As of the latest available data, the physical presence includes:

• Twelve Chubbies retail stores.
• One ISLE surf pro-shop.

On International distribution, the company is building relationships with international retail partners, including Costo Europe, with a presence noted in Europe, Canada, and Australia. The specific target of 25%-30% of sales from international markets was not explicitly confirmed with a current 2025 figure in the latest financial releases you are reviewing. Finance: draft 13-week cash view by Friday.

Solo Brands, Inc. (DTC) - Canvas Business Model: Customer Segments

You're looking at the customer base for Solo Brands, Inc. as of late 2025, which is clearly segmented across its portfolio of brands, with a recent strategic pivot toward profitability over pure top-line growth. This shift has noticeably impacted how different segments interact with the company, especially concerning promotions.

The customer segments are distinct, though recent financial performance shows significant divergence between the apparel side and the outdoor gear side.

Here is a breakdown of the key segments based on the latest reported figures for the nine months ended September 30, 2025, and the third quarter of 2025.

Customer Segment	Primary Brand Focus	Nine Months Ended Sept 30, 2025 Net Sales	Q3 2025 Net Sales	Q3 2025 Segment EBITDA Margin
Outdoor lifestyle enthusiasts	Solo Stove	$95.2 million (down 47.5% YoY)	$30.8 million (down 48.1% YoY)	4.4%
Casual apparel and activewear consumers	Chubbies	$103.6 million (up 17.0% YoY)	$16.5 million (down 16.0% YoY)	Negative 7.5%
Strategic retail partners (B2B)	Solo Stove/All Brands	Contributes to consolidated sales decline	Lower replenishment drove Solo Stove Q3 sales down	N/A (Channel Data)

The outdoor lifestyle enthusiasts, primarily served by the Solo Stove brand, have seen sales contract sharply as the company realigned its strategy. For the nine months ended September 30, 2025, Solo Stove net sales were $95.2 million, a decrease of 47.5%. This group is currently being targeted with new product innovation, like the Summit 24" and Infinity Flame firepits, which management noted showed favorable response in October.

The casual apparel and activewear consumers, the Chubbies base, have shown more resilience, though Q3 2025 saw a dip. For the nine months ended September 30, 2025, Chubbies net sales grew to $103.6 million, an increase of 17.0%. However, Q3 2025 net sales for Chubbies were $16.5 million, down 16.0% compared to the prior year, with direct-to-consumer (DTC) sales remaining flat year-over-year.

Value-conscious shoppers are an important, though indirectly measured, segment, as Solo Brands, Inc. has actively moved to reduce promotional dependency. The company specifically cited the elimination of 'heavy promotional discounting in our DTC channel' as a reason for the Solo Stove segment's sales decline in Q1 2025. This suggests a deliberate strategy to move away from attracting customers solely on price, aiming for higher margin transactions instead.

Strategic retail partners represent the B2B wholesale channel, which is critical for overall volume, even as the company focuses on DTC. The Q3 2025 results were heavily influenced by these partners, as Solo Stove sales declined because 'retail partners reduced excess inventory'. The company is actively engaged in 'rebuilding retail relationships' and coordinating promotional calendars with these partners. For the nine months ended September 30, 2025, consolidated net sales across all channels were $222.5 million, down 28.4% year-over-year.

You can see the segment contribution differences clearly here:

• Solo Stove Q3 2025 net sales were $30.8 million.
• Chubbies Q3 2025 net sales were $16.5 million.
• Consolidated net sales for Q3 2025 were $53.0 million, down 43.7% from $94.1 million in Q3 2024.
• The company reduced Selling, General, and Administrative (SG&A) expenses by 35.4% year-over-year in Q3 2025.
• Inventory levels were reduced to $84.8 million as of September 30, 2025, down from $108.6 million at the end of 2024.

Finance: draft 13-week cash view by Friday.

Solo Brands, Inc. (DTC) - Canvas Business Model: Cost Structure

You're looking at the hard numbers that make up the operational burn for Solo Brands, Inc. as of their latest reported quarter, Q3 2025. This is the reality of their cost structure, focusing on what it took to run the business through September 30, 2025.

The primary cost drivers are clearly laid out in the third quarter results, showing a significant push for cost discipline following the June 2025 debt restructuring.

Cost Component	Q3 2025 Financial Amount	Year-over-Year Change / Context
Consolidated Net Sales (Base)	$53.0 million	Decreased 43.7% from Q3 2024
Gross Profit	$31.8 million	Represents 60.0% of net sales
Cost of Goods Sold (Implied)	$21.2 million	Calculated as Net Sales ($53.0M) less Gross Profit ($31.8M)
Selling, General, and Administrative (SG&A) Expenses	$39.5 million	Down 35.4% year-over-year
Restructuring Charge	$1.9 million	One-time charge in Q3 2025, primarily for a facility exit
Net Interest Expense (Debt Servicing Proxy)	$7.6 million	For the three months ended September 2025

The SG&A reduction is a key focus area for the company right now, aiming to build a cost structure that matches current demand levels.

• SG&A reduction was driven by lower marketing spend.
• SG&A reduction also reflects reduced employee-related costs.
• SG&A reduction includes continued structural efficiencies.

Regarding debt servicing, the June 2025 debt restructuring established a new baseline for borrowings. As of that restructuring, the outstanding debt included a new term loan facility of $240.0 million and $19.7 million under the revolving facility, with maturities extended to June 30, 2028. The actual cost of servicing this debt in Q3 2025 was the reported Net Interest Expense.

Marketing and performance advertising spend is a component within the SG&A figure, which saw a substantial reduction.

• Lower marketing spend was cited as a primary driver for the 35.4% year-over-year decline in SG&A expenses.
• The company is holding the line on marketing efficiency.

The restructuring charge is a discrete, non-recurring cost impacting the period.

The $1.9 million charge was a one-time restructuring contract termination and impairment charge.

This charge was primarily tied to a facility exit in Mexico.

Solo Brands, Inc. (DTC) - Canvas Business Model: Revenue Streams

The Revenue Streams for Solo Brands, Inc. are primarily derived from product sales across its two main operating segments, Direct-to-Consumer (DTC) and Retail/Wholesale channels.

For the second quarter of 2025, the channel split showed that DTC Net Sales reached $59.67 million. The Retail/Wholesale Net Sales for the same period were $32.59 million. The combined net sales for Q2 2025 totaled $92.26 million.

The revenue generation is segmented by brand focus, which directly relates to the product type:

• Sales of firepits, stoves, and accessories fall under the Solo Stove segment.
• Sales of apparel and activewear are attributed to the Chubbies segment.

Here is a look at the segment-level revenue performance for Q2 and Q3 2025:

Metric	Q2 2025 Amount	Q3 2025 Amount
Solo Stove Segment Net Sales (Firepits, Stoves, Accessories)	$38.3 million	$30.8 million
Chubbies Segment Net Sales (Apparel and Activewear)	$44.5 million	$16.5 million

Looking at the longer-term performance, the Total Net Sales for nine months ended Q3 2025 was reported at $222.5 million. This figure represents a 28.4% decrease compared to the same nine-month period in the prior year.

Additional revenue stream context from Q3 2025:

• Q3 2025 Net Sales (Quarterly): $53.0 million.
• Chubbies Q3 2025 DTC sales were relatively flat year-over-year.
• Solo Stove Q3 2025 sales decline was primarily driven by reduced DTC promotions to restore pricing integrity.