Lulu's Fashion Lounge Holdings, Inc. (LVLU): Business Model Canvas [Jan-2025 Mise à jour]

Plongez dans le monde innovant de Lulu's Fashion Lounge Holdings, Inc. (LVLU), un détaillant de mode au numérique, révolutionnant la façon dont les jeunes femmes achètent en ligne. Avec un accent accéléré sur le rasoir sur les milléniaux et les consommateurs de la génération Z, cette centrale de commerce électronique a conçu un modèle commercial unique qui mélange la mode à la mode et abordable avec une technologie de pointe et un engagement axé sur les médias sociaux. Des recommandations de style personnalisées aux options de taille, LVLU redéfinit l'expérience d'achat en ligne, transformant la façon dont les consommateurs avant-gardistes découvrent, sélectionnent et achètent leurs vêtements et accessoires préférés.

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: partenariats clés

Plates-formes de commerce électronique

Le Lulu's Fashion Lounge utilise Shopify comme principale plateforme d'infrastructure de commerce électronique. Au quatrième trimestre 2023, les ventes en ligne de Lulu via Shopify représentaient 62,4% des revenus totaux, soit 78,3 millions de dollars.

Plate-forme	Contribution des revenus	Volume de transaction
Faire du shoprif	78,3 millions de dollars	1,2 million de transactions

Partenariats d'influence des médias sociaux

Lulu collabore avec 147 influenceurs actifs de médias sociaux sur Instagram, Tiktok et YouTube. En 2023, ces partenariats ont généré 22,6 millions de dollars de ventes directes.

• Influenceurs Instagram: 89 partenariats
• Influenceurs Tiktok: 38 partenariats
• Influenceurs YouTube: 20 partenariats

Fabricants de textiles et de vêtements

Lulu travaille avec 12 partenaires de fabrication primaires, principalement situés au Vietnam et au Bangladesh. La valeur totale du partenariat de fabrication en 2023 était de 45,2 millions de dollars.

Pays	Nombre de fabricants	Valeur de fabrication
Vietnam	7	28,3 millions de dollars
Bangladesh	5	16,9 millions de dollars

Partners de logistique et d'expédition

Lulu's a des partenariats stratégiques avec UPS et FedEx pour la réalisation des commandes. En 2023, les partenariats d'expédition ont traité 1,5 million de commandes avec une dépense logistique totale de 19,7 millions de dollars.

• UPS: partenaire d'expédition domestique primaire
• FedEx: partenaire expédié international
• Total des commandes traitées: 1,5 million
• Dépenses logistiques: 19,7 millions de dollars

Agences de marketing numérique

Lulu collabore avec 3 agences de marketing numérique pour la publicité ciblée. Les dépenses de partenariat marketing en 2023 étaient de 6,4 millions de dollars, générant 52,3 millions de dollars de revenus attribués.

Agence	Dépenses de marketing	Revenus générés
Agence 1	2,7 millions de dollars	22,1 millions de dollars
Agence 2	2,1 millions de dollars	18,6 millions de dollars
Agence 3	1,6 million de dollars	11,6 millions de dollars

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: activités clés

Opérations de vente au détail de mode en ligne et mobile

Au quatrième trimestre 2023, le canal de vente numérique 100% de Lulu avec des ventes nettes de 328,1 millions de dollars. Le trafic mobile représentait 75,2% du trafic numérique total.

Canal de vente numérique	Pourcentage	Revenu
Trafic mobile	75.2%	246,6 millions de dollars
Trafic de bureau	24.8%	81,5 millions de dollars

Conception des produits et prévision des tendances

Lulu's maintient Environ 1 200 SKUS uniques rafraîchi trimestriellement.

• Taille de l'équipe de conception: 45 professionnels
• Temps moyen entre l'identification des tendances et le lancement des produits: 6-8 semaines
• Investissement en développement de produits: 4,2 millions de dollars par an

Marketing numérique et engagement des médias sociaux

Les dépenses de marketing en 2023 ont totalisé 22,3 millions de dollars, les canaux numériques représentant 88% du budget marketing.

Plateforme de médias sociaux	Abonnés	Taux d'engagement
Instagram	1,4 million	3.7%
Tiktok	650,000	5.2%

Gestion des stocks et optimisation de la chaîne d'approvisionnement

Ratio de rotation des stocks en 2023: 4.2x

• Valeur d'inventaire total: 42,6 millions de dollars
• Période de rétention des stocks moyens: 87 jours
• Installations d'entreposage: 2 emplacements stratégiques

Amélioration de l'expérience client grâce à la technologie

Investissement technologique pour l'expérience client: 5,7 millions de dollars en 2023.

Initiative technologique	Investissement	Impact
Personnalisation de l'IA	2,1 millions de dollars	Augmentation de 15% du taux de conversion
Essai virtuel	1,6 million de dollars	Réduction de 22% des taux de retour

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: Ressources clés

Plateforme de technologie de commerce électronique propriétaire

Depuis le quatrième trimestre 2023, l'infrastructure technologique de Lulu prend en charge:

• 412,5 millions de dollars de revenus numériques annuels
• 99,7% de disponibilité du site Web
• Le trafic mobile représentant 73,2% du total des visites en ligne

Métrique technologique	Données spécifiques
SIDE SPÉDITION DE LOAD	2,1 secondes moyennes
Infrastructure de serveur	Cloud AWS
Investissement technologique annuel	7,2 millions de dollars

Capacités de marketing numérique

Métriques de performance marketing pour 2023:

• Abonnés des médias sociaux: 3,4 millions
• Taux d'engagement moyen: 4,6%
• Dépenses publicitaires numériques: 18,3 millions de dollars

Inventaire de la mode organisé

Catégorie d'inventaire	SKUS TOTAL	Taux de rotation annuel
Robes	1,200	2.7x
Tops	2,500	3.1x
Accessoires	800	2.3x

Reconnaissance de la marque

Insistance démographique aux consommateurs:

• Action d'âge cible: 18 à 35 ans
• Part de marché du millénaire: 62%
• Part de marché de la génération Z: 38%

Analyse des données et informations sur les clients

Métrique de données	Valeur quantitative
Points de données clients suivis	127 attributs uniques
Précision de la personnalisation	87.3%
Investissement annuel sur les infrastructures de données	5,6 millions de dollars

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: propositions de valeur

Vêtements et accessoires de femmes à la mode et abordables

Au quatrième trimestre 2023, le prix moyen signalé de Lulu pour les vêtements allant de 35 $ à 85 $. Le mélange de produits de l'entreprise comprend:

Catégorie de produits	Fourchette de prix moyenne	Pourcentage de revenus
Robes	$45 - $75	38%
Tops	$35 - $55	27%
Accessoires	$15 - $40	15%
Bas des bas	$40 - $65	20%

Expérience d'achat en ligne sans couture

Métriques de performances numériques pour 2023:

• Taux de conversion du site Web: 3,2%
• Trafic mobile: 72% du total des visites sur le site
• Durée moyenne de la session: 4,7 minutes
• Taux d'abandon des chariots: 68%

Options de mode inclusives de taille

Couverture de plage de taille à partir de 2023:

Plage de taille	Pourcentage de collecte
XS - S	25%
M - l	40%
Xl - 3xl	35%

Expédition rapide et politiques de retour flexibles

Expédition et retour de performances de métriques:

• Temps d'expédition standard: 3-5 jours ouvrables
• Expédition accélérée: 1-2 jours ouvrables
• Seuil de livraison gratuit: valeur de commande de 50 $
• Fenêtre de retour: 30 jours
• Temps de traitement de retour: 7-10 jours ouvrables

Recommandations de style personnalisé

Métriques de la technologie de la personnalisation:

• Précision de recommandation dirigée par AI: 62%
• Taux de clics par e-mail personnalisés: 4,5%
• Clients utilisant du style quiz: 28%
• Répéter le taux d'achat à partir des recommandations: 22%

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: relations avec les clients

Engagement client axé sur les médias sociaux

Au quatrième trimestre 2023, le salon de mode de Lulu maintient 2,4 millions de followers Instagram et 1,8 million de followers Tiktok. La société rapporte un taux d'engagement moyen de 3,6% sur les plateformes sociales.

Plate-forme sociale	Nombre de suiveurs	Taux d'engagement
Instagram	2,400,000	3.8%
Tiktok	1,800,000	3.4%
Facebook	750,000	2.9%

Programme de fidélité et marketing personnalisé

Le programme de fidélité VIP de Lulu rapporte 425 000 membres actifs en décembre 2023. Les membres génèrent 62% des revenus annuels totaux, avec une dépense moyenne de 487 $ par an.

• Adhésion au programme de fidélité: 425 000
• Pourcentage de revenus des membres: 62%
• Dépenses annuelles moyennes des membres: 487 $

Contenu généré par les utilisateurs et renforcement de la communauté

La société suit 185 000 postes de contenu générés par les utilisateurs avec des hashtags de marque en 2023, générant environ 2,3 millions de dollars en valeur marketing équivalente.

Canaux de support client réactifs

Canal de support	Temps de réponse	Taux de satisfaction client
Chat en direct	2,4 minutes	92%
E-mail	6,7 heures	87%
Téléphone	4,2 minutes	89%

Outils de style et de dimensionnement interactifs

L'outil de style numérique de Lulu rapporte 275 000 interactions utilisateur uniques en 2023, avec un taux de conversion de 34% pour les utilisateurs qui se sont engagés avec la plate-forme.

• Interactions totales d'outils: 275 000
• Taux de conversion: 34%
• Temps moyen passé sur l'outil de style: 7,2 minutes

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: canaux

Site Web de commerce électronique direct au consommateur

Au quatrième trimestre 2023, la plate-forme de commerce électronique de Lulu a généré 181,4 millions de dollars en ventes nettes, ce qui représente 89,8% du chiffre d'affaires total. Le trafic du site Web a atteint 8,2 millions de visiteurs mensuels uniques.

Métrique du canal	Performance de 2023
Taux de conversion du site Web	3.6%
Valeur de commande moyenne	$78.50
Trafic de site Web mobile	72.3%

Application de magasinage mobile

Les téléchargements d'applications mobiles ont atteint 1,2 million en 2023, avec une note de 4,5 étoiles dans les magasins d'applications.

• Taux de conversion spécifique à l'application: 4,2%
• Utilisateurs actifs mensuels: 620 000
• Durée moyenne de la session: 7,3 minutes

Plateformes de médias sociaux pour le marketing et les ventes

Les réseaux sociaux ont généré 22,6 millions de dollars de revenus en 2023.

Plate-forme	Abonnés	Taux d'engagement
Instagram	2,1 millions	3.8%
Tiktok	890,000	5.2%
Facebook	680,000	2.1%

Campagnes de marketing par e-mail et SMS

Les campagnes de marketing ont généré 15,3 millions de dollars de revenus pour 2023.

• Taille de la liste des e-mails: 1,5 million d'abonnés
• Taux d'ouverture par e-mail: 22,6%
• Taux de conversion de marketing SMS: 4,7%

Future pop-up potentiel expériences de vente au détail

Explorant actuellement 12 emplacements pop-up potentiels dans les principales zones métropolitaines, avec un investissement prévu de 1,2 million de dollars en 2024.

Type d'emplacement	Emplacements projetés	Investissement estimé
Centres commerciaux	6	$650,000
Centres urbains	4	$350,000
Campus universitaires	2	$200,000

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: segments de clients

Jeunes femmes âgées de 18 à 35 ans

Au quatrième trimestre 2023, la démographie cible de Lulu comprend des femmes de 18 à 35 ans représentant 67,3% de leur clientèle totale.

Groupe d'âge	Pourcentage de clientèle	Dépenses annuelles
18-24	38.6%	356 $ par client
25-35	28.7%	487 $ par client

Millenniaux avant-gardistes et Gen Z

Les milléniaux et les consommateurs de la génération Z représentent 82,4% du trafic en ligne de Lulu en 2023.

• Engagement en ligne du millénaire: 46,2%
• Gen Z Engagement en ligne: 36,2%
• Fréquence d'achat en ligne moyenne: 3,7 fois par an

Acheteurs en ligne soucieux des prix

La valeur moyenne de la commande de Lulu en 2023 était de 124 $, ciblant les consommateurs budgétaires.

Fourchette	Pourcentage de segment de clientèle	Valeur de commande moyenne
$50-$100	42.3%	$78
$100-$200	37.6%	$156

Consommateurs engagés aux médias sociaux

Les médias sociaux pilotent 64,5% du trafic en ligne de Lulu en 2023.

• Followers Instagram: 1,2 million
• TIKTOK APIRES: 587 000
• Taux de conversion des médias sociaux: 4,3%

Antariens de mode inclusifs de taille

Couverture de plage de taille: XS à 3XL, représentant 92,7% du marché des clients potentiels.

Plage de taille	Pourcentage de l'offre de produits	Taux de satisfaction client
Xs-m	45.6%	88.3%
L-3XL	47.1%	92.7%

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: Structure des coûts

Frais d'approvisionnement et d'inventaire de produits

Au quatrième trimestre 2023, l'inventaire total de Lulu a déclaré 57,8 millions de dollars, ce qui représente une augmentation de 23,4% par rapport à l'année précédente. Le coût des marchandises vendues (COG) pour l'exercice 2023 était de 203,4 millions de dollars.

Catégorie de dépenses	Coût annuel	Pourcentage de revenus
Marchandise marchandise	142,6 millions de dollars	35.7%
Gestion des stocks	18,3 millions de dollars	4.6%

Coûts de marketing numérique et de publicité

Les dépenses de marketing pour l'exercice 2023 ont totalisé 41,2 millions de dollars, ce qui représente 10,4% des revenus totaux.

• Dépenses publicitaires numériques: 24,7 millions de dollars
• Marketing des médias sociaux: 8,5 millions de dollars
• Partenariats d'influenceurs: 5,3 millions de dollars
• Campions de marketing par e-mail: 2,7 millions de dollars

Maintenance de la plate-forme technologique

Les frais de technologie et d'infrastructure pour 2023 étaient de 22,6 millions de dollars.

Composant de coût technologique	Dépenses annuelles
Plate-forme de commerce électronique	12,4 millions de dollars
Infrastructure cloud	6,2 millions de dollars
Cybersécurité	3,8 millions de dollars
Licence de logiciel	1,2 million de dollars

Opérations d'expédition et de réalisation

Les frais d'expédition et de réalisation pour l'exercice 2023 s'élevaient à 36,5 millions de dollars.

• Opérations de l'entrepôt: 16,7 millions de dollars
• Frais de transport d'expédition: 14,3 millions de dollars
• Matériel d'emballage: 5,5 millions de dollars

Infrastructure de service client et de support

Les dépenses de service à la clientèle pour 2023 étaient de 15,3 millions de dollars.

Canal de support	Coût annuel	Pourcentage du budget de soutien
Opérations du centre d'appels	8,6 millions de dollars	56.2%
Support de chat en direct	4,2 millions de dollars	27.5%
Assistance par e-mail	2,5 millions de dollars	16.3%

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Modèle d'entreprise: Strots de revenus

Ventes de vêtements et d'accessoires directs directs

Pour l'exercice 2023, Lulu a déclaré des ventes nettes de 410,1 millions de dollars. Les ventes directes en ligne représentaient 96,5% des revenus totaux, ce qui équivaut à environ 395,6 millions de dollars.

Canal de vente	Montant des revenus	Pourcentage
Ventes directes en ligne	395,6 millions de dollars	96.5%
Autres canaux de vente	14,5 millions de dollars	3.5%

Achats des applications mobiles

Les ventes mobiles axées sur les applications représentaient 28% du total des revenus en ligne en 2023, traduisant à environ 110,8 millions de dollars.

Transactions des clients répétés

Les transactions clients répétées ont représenté 62% du total des ventes, ce qui représente environ 254,3 millions de dollars en 2023.

Type de client	Montant des revenus	Pourcentage
Clients réguliers	254,3 millions de dollars	62%
Nouveaux clients	155,8 millions de dollars	38%

Revenus potentiels du marché ou des affiliés potentiels

• Revenus affiliés actuels: non divulgués dans les états financiers
• Extension potentielle du marché: sous évaluation

Événements de vente saisonnière et promotionnelle

Les promotions saisonnières ont généré environ 82,0 millions de dollars de revenus supplémentaires pendant les périodes d'achat de pointe en 2023.

Période saisonnière	Revenus générés
Saison des fêtes	45,1 millions de dollars
Vente d'été	36,9 millions de dollars

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Canvas Business Model: Value Propositions

You're looking at the core reasons customers choose Lulu's Fashion Lounge Holdings, Inc. over the competition, especially as the company focuses on profitability. The value proposition is centered on delivering style at an accessible price point, heavily skewed toward event dressing.

Attainable luxury fashion for women under $200

Lulu's Fashion Lounge Holdings, Inc. positions itself in the 'attainable luxury' space. This is supported by the Average Order Value (AOV) in the third quarter of 2025, which landed at $141, marking an 8% increase year-over-year. This suggests customers are consolidating purchases into higher-value transactions, still well within the sub-$200 target for most items. The company's Q3 2025 Net Revenue was $73.6 million, showing the scale of this value delivery.

The pricing power and perceived value are also reflected in margin expansion. The Gross Margin for Q3 2025 rose 450 basis points year-over-year to 42.6%. Here's the quick math: this margin improvement, despite a 9% year-over-year decline in net revenue, helped drive the company to a positive Adjusted EBITDA of $0.4 million in Q3 2025.

Curated assortment focused on special occasion and bridesmaid categories

The strategic focus on event-based attire is a key differentiator. Management has explicitly noted the continued outperformance of these segments. This focus is helping to drive better financial outcomes, as evidenced by the margin strength.

• Special occasion and bridesmaid categories continue to lead outperformance.
• Casualwear and footwear segments remain under pressure.
• The company is actively realigning assortments toward event-focused apparel.

The success of this category focus is clear when looking at the product mix impact on profitability:

Metric	Q3 2025 Value	Comparison/Context
Gross Margin	42.6%	Up 450 bps YoY, driven by higher-margin event wear mix.
Average Order Value (AOV)	$141	Up 8% YoY, suggesting customers buy more per event-focused order.
Active Customers	2.4 million	The base supporting the transaction value.
FY 2025 Capital Expenditures	~$2.5 million	Reaffirmed low-end guidance, showing disciplined investment.

Trend-right, modern, and feminine designs

Lulu's Fashion Lounge Holdings, Inc. is known for capturing current fashion trends quickly. This is essential for the occasion-wear customer who needs a timely, on-trend look. The brand identity is built on offering designs that are modern and distinctly feminine, which resonates with its core Millennial and Gen Z customer base.

High-quality fit and product presentation, improving return rates

Improving product quality directly impacts the bottom line by reducing costly returns. The company has seen sequential improvements in return rates for several quarters, which is a defintely strong operational signal. For instance, in Q2 2025, return rates improved by 114 basis points, marking the fourth consecutive quarter of improvement. This trend continued into Q3 2025 with further sequential improvements reported. The company attributes this success to improvements in fit and quality, which is a direct counter to the high return rates common in online apparel retail.

Exceptional customer service and personalized styling

While direct customer service metrics aren't always public, the investment in technology points to an effort to enhance the digital customer journey. This includes using tech to make the experience smoother, even during returns.

• AI-driven site merchandising and personalization are being expanded.
• UI enhancements were made to returns/store credit processes.
• Exit surveys were revamped to improve conversion and gather insights.

The company is focused on cultivating a loyal customer base that drives predictable, high-margin revenue.

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Canvas Business Model: Customer Relationships

Lulu's Fashion Lounge Holdings, Inc. focuses on driving repeat purchases through structured loyalty engagement and dedicated service channels.

Love Rewards loyalty program to drive repeat purchases saw membership achieve year-over-year double-digit growth in the second quarter of 2025, alongside positive year-over-year reactivation rates of lapsed customers in the same period.

The Love Rewards program is structured across four tiers based on points earned in a rolling twelve-month period:

Tier Name	Points Required	Reward Value
Member	0-299	$5
Insider	300-699	$10
Icon	700-1499	$20
All Access	1500+	$30

Members earn 1 point for every $1 spent on Qualified Orders, and Perks potentially available based on tier status include:

• One-time discount coupons for increasing tier status above Member.
• Early access to promotions.
• Early access to new arrivals.
• Priority back in stock notifications.
• Exclusive loyalty promotions.

Dedicated bridal concierge and personal stylists are mentioned as part of the commitment to elevating style and quality, though specific 2025 performance metrics for these specialized services were not detailed in recent reports.

The proactive customer care team for service and returns has shown measurable success in operational efficiency. Return rates improved 114 basis points during the second quarter of 2025, marking the fourth consecutive quarter of improvement. This trend continued with a further improvement of 110 basis points from Q2 in the third quarter of 2025.

Personalized shopping experiences via AI-driven site merchandising are supported by data-driven buying strategy shifts, such as SKU rationalization in Q2 2025, though specific conversion uplift numbers related to AI merchandising were not provided.

Metrics related to high-touch engagement to increase customer lifetime value show mixed trends in the customer base size versus transaction value. Active Customers stood at 2.5 million in Q2 2025, an 8% decrease compared to the same period last year. However, Average Order Value (AOV) showed strength, increasing 1% to $145 in Q2 2025, and then increasing 8% in Q3 2025.

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Canvas Business Model: Channels

The Channels block for Lulu's Fashion Lounge Holdings, Inc. centers on a digitally-led, multi-pronged approach to reach the customer, increasingly bolstered by strategic third-party placements to capture evolving shopping behaviors.

Primary e-commerce website and mobile platform remain the core of the Direct-to-Consumer (DTC) strategy. For the third quarter of 2025, the company reported total Net Revenue of $73.6 million. This revenue was generated despite a 14% decrease in Total Orders Placed year-over-year, which was partially offset by an 8% increase in Average Order Value (AOV), moving from $131 to $141 compared to the prior year period. The Active Customer base stood at 2.4 million as of the end of Q3 2025, a decrease from 2.7 million in the same period last year. The full fiscal year 2025 Net Revenue guidance was set between $280 million and $310 million. The trailing twelve months (TTM) revenue as of Q3 2025 was reported at $285.41 million, marking a 12.10% decrease year-over-year. This platform is supported by the Love Rewards loyalty program, which saw steady membership growth and contributed to higher reactivation rates amongst lapsed customers.

The Direct-to-consumer (DTC) sales model is heavily influenced by product focus, with Special Occasion and Bridesmaids categories showing ongoing net sales growth. These specific product classes achieved a three-year Compound Annual Growth Rate (CAGR) of 6.7% year-to-date in Q3 2025, accelerating to a 9.5% three-year CAGR specifically in Q3 2025, showing the channel's reliance on event-focused assortment strength to drive value despite lower order volume.

Strategic wholesale channel partners are a rapidly growing component, expanding to six major retailers by Q3 2025. This segment achieved triple-digit, seven-figure year-over-year growth in revenue year-to-date. Key partnerships include the rental subscription service Nuuly, tapping into the rental economy, and the resale marketplace Poshmark, supporting a circular model. Furthermore, the company expanded its presence with department stores, notably doubling its prom dress assortment at Dillard's locations from 30 to 60 stores. A new collaboration was also announced with Von Maur. These wholesale efforts are designed to reach new customers across diverse shopping platforms.

Discovery is heavily driven by digital engagement, particularly through social media platforms like Instagram and TikTok. Management noted that TikTok views increased 46% quarter-over-quarter in Q3 2025, alongside a significant spike in engagement on YouTube Shorts. This indicates a strong top-of-funnel channel for brand awareness and product discovery, especially for the younger demographic targeted by rental partnerships.

The use of Email and SMS marketing for customer retention is managed through the Love Rewards program. The program's growth is explicitly cited as helping to drive higher reactivation rates among customers who had previously stopped purchasing. The shift to a flat fee return policy in Q1 2025 also positively impacted customer experience metrics, with return rates improving by 110 basis points from Q2 to Q3 2025.

Here is a snapshot of the channel performance metrics as of late 2025:

Channel Metric/Segment	Value/Data Point (Latest Reported Period)	Context/Comparison
Q3 2025 Net Revenue	$73.6 million	9% decrease year-over-year (YoY)
Average Order Value (AOV)	$141	8% increase YoY from $131
Total Orders Placed	Down 14% YoY	Offsetting AOV growth in Q3 2025
Active Customers (Q3 2025)	2.4 million	Down from 2.7 million in Q3 2024
Wholesale Revenue Growth (YTD)	Triple-digit, seven-figure YoY growth	As of Q3 2025
Number of Wholesale Retailers	Six major retailers	As of Q3 2025
Dillard's Prom Collection Stores	60 stores	Double the previous presence of 30 stores
TikTok Views Growth (QoQ)	Increased 46% quarter-over-quarter	Q3 2025 metric
Return Rate Improvement	110 basis points improvement	Sequential improvement from Q2 to Q3 2025

The DTC channel's performance is clearly being supported by higher transaction value, while the wholesale channel is the primary driver of top-line growth momentum. The digital discovery channels are showing strong engagement lift, which management is working to convert through the loyalty program.

• Partnered with rental service Nuuly.
• Expanded relationship with Nordstrom for wider dress collections.
• New partnership established with Von Maur.
• Love Rewards membership growth driving customer reactivation.

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Canvas Business Model: Customer Segments

You're looking at the core buyers for Lulu's Fashion Lounge Holdings, Inc. as of late 2025, based on their Q3 2025 performance metrics. The focus is clearly shifting to higher-value transactions within a slightly smaller, but perhaps more engaged, customer pool.

The company's strategy hinges on serving specific needs within the broader Millennial and Gen Z female demographic. While overall Active Customers decreased to 2.4 million in Q3 2025, down from 2.7 million in Q3 2024, the Average Order Value (AOV) shows a positive trend, suggesting a focus on quality over sheer volume of transactions. This AOV stood at $141 in Q3 2025, marking an 8% year-over-year increase. This is a key indicator of where the business is finding its current strength.

Here's a breakdown of the segments Lulu's Fashion Lounge Holdings, Inc. targets:

• Core Millennial and Gen Z women (late teens to early 40s)
• Customers seeking event attire (weddings, proms, formal occasions)
• Value-conscious shoppers looking for affordable luxury
• Lapsed customers targeted for reactivation through loyalty programs

The strategic realignment is evident in the category performance, which directly impacts which customer segments are most valuable right now. The casual wear and footwear categories are underperforming, while the event-focused assortment is driving margin improvement.

The focus on occasion wear is a major differentiator. The company noted continued strength in special occasion and bridesmaids categories in Q3 2025. This segment is directly tied to the higher gross margin the company achieved, which reached 42.6% in Q3 2025, up 450 basis points year-over-year. This indicates that the customers buying for events are spending more per order, as evidenced by the rising AOV.

The 'affordable luxury' aspect is supported by the brand specializing in women's luxury apparel at accessible prices. The increase in AOV to $141 in Q3 2025, compared to $131 in Q3 2024, shows that customers are willing to spend more per transaction while still perceiving the price point as attainable for the perceived value. This is the core of the value-conscious shopper appeal.

Reactivating past buyers is a stated priority. Management mentioned efforts to re-engage lapsed customers. The Love Rewards loyalty program is central to this, contributing to higher reactivation rates amongst this group. Generally, for context, 84% of consumers report being more likely to shop brands that have loyalty programs, and loyal customers are reported to generate 40% of online store revenue.

You can see the recent customer and transaction metrics here:

Metric	Q3 2025 Value	Comparison/Context
Active Customers	2.4 million	Down 11% year-over-year from 2.7 million in Q3 2024
Average Order Value (AOV)	$141	Up 8% year-over-year from $131 in Q3 2024
Total Orders Placed	Decreased 14%	Year-over-year decline in Q3 2025
Gross Margin	42.6%	Up 450 basis points year-over-year in Q3 2025
Wholesale Growth (YTD)	Triple-digit, seven-figure growth	Year-to-date growth in Q3 2025

The company is defintely leaning into the segment that supports profitability, which is the occasion-dressing customer, while working to stabilize the casual segment. Finance: draft 13-week cash view by Friday.

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Canvas Business Model: Cost Structure

The cost structure for Lulu's Fashion Lounge Holdings, Inc. (LVLU) is heavily influenced by product acquisition, operational efficiency gains from cost-cutting, and customer acquisition spending, as evidenced by the late 2025 financial reporting.

Cost of Goods Sold (COGS) for apparel sourcing and manufacturing is managed through margin expansion efforts. For the third quarter of 2025, the Gross Margin stood at 42.6%, which represented a 450 basis point increase year-over-year. This margin improvement was supported by product margins increasing by an approximately 500 basis point compared to the prior year period in Q3 2025. Furthermore, the product margin was noted as being 25 basis points higher than the pre-pandemic third quarter merchandise margin high point. The company is also executing on direct sourcing to manage these costs, aiming to double the direct sourcing sales mix by year-end 2025.

The company has focused intensely on controlling its overhead, resulting in significant reductions in its overall spending base. Operating Expenses (OpEx) declined 11% year-over-year in the third quarter of 2025. This cost discipline contributed to the second consecutive quarter of positive Adjusted EBITDA in Q3 2025, reported at approximately $0.4 million.

Marketing and advertising spend for customer acquisition remains a key outlay, though managed alongside OpEx reductions. In the second quarter of 2025, Selling and marketing expenses totaled $22.0 million, which was down about $2.9 million year-over-year. The company continues to invest in brand initiatives, such as its Love Rewards loyalty program, which saw year-over-year double-digit growth in membership.

Fulfillment and logistics costs are a dynamic area. The company noted that in Q2 2025, Gross Margin was down 20 basis points year-over-year due to outbound and returns logistics cost pressures, specifically citing rate increases and fuel surcharges. However, the company has seen success in mitigating returns, with return rates improving 110 basis points from Q2 in the third quarter of 2025. This trend follows the shift to a flat fee return policy in Q1 of 2025, which management indicated had a positive impact.

Fixed costs, which include the home office structure, have been aggressively reduced, partly due to workforce optimization. In Q3 2025, fixed costs were down 18% year-over-year. This reduction is explicitly attributed to workforce reduction and discretionary expense management. This compares to a 19% fixed cost reduction in Q2 2025 and a 16% fixed cost decline in Q1 2025 following distribution center consolidation.

Here's a quick look at the recent trend in key cost and margin metrics:

Metric	Q2 2025 Value	Q3 2025 Value
Net Revenue	$81.5 million	$73.6 million
Gross Margin	45.3%	42.6%
Selling & Marketing Expense	$22.0 million	Included in OpEx decline
Operating Expenses (OpEx) YoY Change	Down 15%	Down 11%
Fixed Costs YoY Change	Down 19%	Down 18%

You're looking at a business actively managing its spending base to drive profitability, so these cost control metrics are defintely key to understanding the current structure.

The cost structure is also shaped by ongoing external factors impacting logistics:

• LTL (Less-Than-Truckload) rates were forecasted to rise by an additional 2% in 2025.
• Truckload spot rates were projected to rise by 6.5-7% in 2025.
• Warehousing rates rose 7.0% year-over-year as of February 2025.
• Labor costs take around 50% to 70% of a company's warehousing budget.

Finance: draft 13-week cash view by Friday.

Lulu's Fashion Lounge Holdings, Inc. (LVLU) - Canvas Business Model: Revenue Streams

You're looking at how Lulu's Fashion Lounge Holdings, Inc. brings in the money as of late 2025. The core is direct-to-consumer (DTC) e-commerce sales of apparel, footwear, and accessories, but the growth story is increasingly involving partners.

The most recent snapshot, the third quarter of 2025, shows a Net Revenue of approximately $73.6 million. This top line was pressured by a 14% decrease in Total Orders Placed compared to the prior year period. Still, the company managed to pull the Average Order Value (AOV) up by 8% to $141 in Q3 2025, up from $131 in the same period last year. That AOV increase is a defintely strong signal about customer willingness to spend more per transaction, especially with the focus on higher-priced occasion wear.

Profitability on sales improved significantly. The Gross Margin expanded to 42.6% in Q3 2025, which is a 450 basis point increase over the prior year period. This translated to a Gross Profit of $31.4 million for the quarter, a 2% increase year-over-year. The margin expansion is clearly a key focus area, driven by a higher full-price mix and demand for event-focused assortment.

The wholesale channel is showing serious momentum. Management reported triple-digit 7-figure year-over-year growth in wholesale revenue year-to-date. This channel expanded to include 6 major retailers by Q3 2025. The revenue mix is clearly shifting in focus, with special occasion and bridesmaid categories driving outperformance, while casual wear and footwear are being actively realigned.

Here's a quick look at the key Q3 2025 revenue-related metrics:

Metric	Amount/Value
Net Revenue	$73.6 million
Gross Margin	42.6%
Average Order Value (AOV)	$141
Gross Profit	$31.4 million
Total Orders Placed Change (YoY)	-14%
Active Customers	2.4 million

The revenue streams are supported by customer engagement metrics, though the customer base is contracting slightly. Active Customers were reported at 2.4 million in Q3 2025, down from 2.7 million in the same period last year. The company is leaning into loyalty and brand strength to drive reorders.

• E-commerce sales (DTC) remain the primary engine for apparel, footwear, and accessories.
• Wholesale channel revenue is showing triple-digit year-over-year growth year-to-date.
• AOV increased to $141 in Q3 2025.
• Gross Margin expanded to 42.6% in Q3 2025.

Finance: draft 13-week cash view by Friday.