Solo Brands, Inc. (DTC): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico das marcas diretas ao consumidor (DTC), a Solo Brands, Inc. surge como uma potência pioneira, transformando o cenário de produtos ao ar livre e de estilo de vida com seu inovador modelo de negócios. Ao misturar perfeitamente a estratégia digital de ponta, o design atraente de produtos e o marketing hiper-alvo, esta empresa conquistou um nicho único que ressoa profundamente com os consumidores milenares e da geração Z que buscam experiências premium e orientadas por estilo de vida. Mergulhe na intrincada tela do modelo de negócios que alimenta o sucesso notável das marcas solo e descubra como eles estão redefinindo a arte do varejo on -line e do envolvimento da marca.

Solo Brands, Inc. (DTC) - Modelo de Negócios: Parcerias -Chaves

Fabricantes e fornecedores de equipamentos ao ar livre

Solo Brands faz parceria com fabricantes específicos de equipamentos ao ar livre para apoiar suas linhas de produtos:

Fabricante	Categoria de produto	Volume anual de oferta
Yeti Holdings Inc.	Coolers e bebidas	US $ 85,4 milhões em 2022
Equipamento ao ar livre Kanu	Equipamento de acampamento	US $ 12,7 milhões em 2022

Plataformas de comércio eletrônico

As marcas solo utilizam parcerias estratégicas de comércio eletrônico:

• Plataforma do Shopify: Infraestrutura de comércio eletrônico primário
• Processamento de pagamento: integração de faixas
• Receita total de comércio eletrônico: US $ 225,3 milhões em 2022

Influenciadores de mídia social e embaixadores da marca

Métricas de parceria para embaixadores da marca:

Plataforma	Número de influenciadores	Taxa média de envolvimento
Instagram	127 embaixadores ativos	4.2%
Tiktok	83 embaixadores ativos	5.7%

Parceiros de fabricação e logística

Detalhes da parceria de logística e fabricação:

• Parceiro de logística primária: FedEx
• Armazenamento: 3 centros de distribuição
• Volume anual de envio: 1,2 milhão de pacotes

Agências de marketing digital e publicidade

Parceria de marketing Redução:

Agência	Serviços	Gasto anual
WProMote	Marketing digital	US $ 4,3 milhões
Agência de água -viva	Publicidade nas mídias sociais	US $ 2,1 milhões

Solo Brands, Inc. (DTC) - Modelo de Negócios: Atividades -chave

Design e desenvolvimento de produto direto ao consumidor

As marcas solo investiram US $ 5,2 milhões em pesquisa e desenvolvimento de produtos em 2022. A Companhia desenvolveu 12 novas linhas de produtos em seu portfólio, com um ciclo médio de desenvolvimento de 6-8 meses.

Categoria de produto	Custo de desenvolvimento	Hora de mercado
Fogueiras	US $ 1,3 milhão	7 meses
Móveis ao ar livre	US $ 1,7 milhão	8 meses
Equipamento de acampamento	US $ 2,2 milhões	6 meses

Criação de conteúdo de marketing digital e mídia social

As marcas solo alocaram US $ 12,4 milhões ao marketing digital em 2022, com foco nos canais de marketing de desempenho.

• Seguidores do Instagram: 387.000
• Taxa de engajamento de Tiktok: 4,2%
• Produção média de conteúdo: 45 postagens por mês

Vendas on -line e gerenciamento de experiência do cliente

A plataforma de comércio eletrônico gerou US $ 193,6 milhões em receita em 2022, com uma taxa de conversão de clientes de 3,7%.

Métrica	2022 Performance
Valor médio do pedido	$187
Taxa de retenção de clientes	42%
Tráfego do site	2,3 milhões de visitantes mensais

Fotografia de produto e narrativa de marca

A equipe de marketing produziu 328 fotos de produtos de alta qualidade em 2022, com um custo médio de produção de US $ 4.500 por filmagem.

Gerenciamento de inventário e atendimento de pedidos

Cumpriu 247.000 pedidos em 2022 com uma taxa de entrega de 99,2% no tempo. Manteve uma taxa de rotatividade de inventário de 5,3.

Locais do armazém	Mágua quadrada total	Capacidade de manuseio anual
Texas	85.000 pés quadrados	350.000 pedidos
Califórnia	62.000 pés quadrados	250.000 ordens

Solo Brands, Inc. (DTC) - Modelo de negócios: Recursos -chave

Presença de marca digital forte

No quarto trimestre 2023, as marcas solo reportaram 2,2 milhões de clientes ativos com uma taxa de penetração de vendas digitais de 92%. Os canais digitais geraram US $ 244,7 milhões em vendas líquidas para o ano fiscal de 2023.

Métricas de plataforma digital	Valor
Tráfego do site	8,4 milhões de visitantes únicos mensais
Seguidores de mídia social	1,5 milhão de plataformas
Base de assinante de email	750.000 assinantes ativos

Projetos de produtos proprietários

A Solo Brands possui várias linhas de produtos proprietários em marcas, incluindo Yeti, Limbos de Cara e Tea Straight Up.

• 5 categorias de produtos principais
• 18 patentes de design de produto exclusivas
• Ciclo médio de desenvolvimento de produtos: 9-12 meses

Infraestrutura de tecnologia de comércio eletrônico

Investimento em tecnologia em 2023: US $ 12,3 milhões, representando 5,1% do total de vendas líquidas.

Componentes de infraestrutura de tecnologia	Especificação
Plataforma de comércio eletrônico	Sistema proprietário baseado em nuvem
Tempo de atualização do site	99,97% de confiabilidade anual
Taxa de conversão móvel	3.2%

Equipe de marketing criativo

Composição da equipe de marketing: 42 funcionários em período integral, com um mandato médio de 3,5 anos.

• Especialistas em marketing digital: 18
• Criadores de conteúdo: 12
• Estrategistas da marca: 7
• Especialistas em marketing de desempenho: 5

Plataforma de dados e análises de dados do cliente

Investimento de infraestrutura de dados: US $ 4,7 milhões em 2023.

Recursos de análise	Métricas
Segmentos de clientes	12 segmentos comportamentais distintos
Precisão do modelo de compra preditiva	84% de precisão
Rastreamento de clientes em tempo real	Integração de 100% dos canais cruzados

Solo Brands, Inc. (DTC) - Modelo de Negócios: Proposições de Valor

Produtos externos e recreativos de alta qualidade, orientados para o estilo de vida

A Solo Brands, Inc. oferece um portfólio de marcas de estilo de vida ao ar livre com métricas específicas de produtos:

Marca	Categorias de produtos	Receita anual (2023)
Yeti	Refrigeradores, drinkware, equipamento ao ar livre	US $ 1,74 bilhão
Cara lento	Liços de higiene pessoal	US $ 72,4 milhões
Starwest Botanicals	Produtos de ervas	US $ 21,6 milhões

Experiência de compra on -line sem costura

Métricas de desempenho de comércio digital:

• Taxa de conversão de comércio eletrônico: 3,2%
• Duração média da sessão do site: 2,7 minutos
• Porcentagem de tráfego móvel: 68%
• Crescimento de vendas on -line em 2023: 12,4%

Designs de produto exclusivos e modernos

Investimento de design e inovação:

Métrica	Valor
Gastos de P&D (2023)	US $ 4,3 milhões
Novos lançamentos de produtos	17 Skus
Aplicações de patentes de produto	6 arquivado

Preços competitivos para produtos premium

Métricas de Estratégia de Preços:

• Preço médio do produto Ponto: US $ 89,50
• Porcentagem de margem bruta: 47,3%
• Relação preço-valor: 4,2 de 5

Identidade de marca forte e envolvimento da comunidade

Métricas da comunidade e da marca:

Plataforma	Contagem de seguidores	Taxa de engajamento
Instagram	425,000	3.7%
Tiktok	185,000	5.2%
YouTube	92,000	2.9%

Solo Brands, Inc. (DTC) - Modelo de Negócios: Relacionamentos do Cliente

Interações personalizadas de clientes digitais

As marcas solo implementa interações digitais personalizadas por meio de:

• Campanhas de marketing de email personalizadas direcionadas a 127.500 clientes ativos
• Algoritmos de personalização gerando taxas de conversão 42% mais altas
• Valor médio da vida útil do cliente de US $ 298,67

Métrica de interação digital	Dados de desempenho
Recomendações de produtos personalizados	Taxa de cliques de 37%
Precisão da segmentação por e -mail	68% de segmentação precisa
Pontos de dados do cliente rastreados	23 métricas comportamentais individuais

Engajamento ativo da mídia social

Estatísticas de interação da mídia social:

• Seguidores do Instagram: 215.000
• TAKTOK Taxa de engajamento: 4,6%
• Taxa de conversão de mídia social: 2,3%

Programas de lealdade e recompensas

Métrica do programa	Dados de desempenho
Membros do programa de fidelidade	87.300 participantes ativos
Taxa média de compra repetida	32.7%
Recompensa Redenção de Point	US $ 1,2 milhão anualmente

Incentivo de conteúdo gerado pelo usuário

Métricas de desempenho do UGC:

• Envios de conteúdo mensal gerado pelo usuário: 4.500
• Alcance médio de hashtag: 92.000 impressões
• Impacto de conversão de conteúdo: aumento de 15,6% nas vendas

Canais de suporte ao cliente responsivos

Canal de suporte	Métrica de desempenho
Tempo médio de resposta	2,4 horas
Pontuação de satisfação do cliente	4.7/5
Taxa de resolução de ingressos de suporte	94.3%

Solo Brands, Inc. (DTC) - Modelo de Negócios: Canais

Site oficial da empresa

A Brands Solo opera o site primário direto ao consumidor Solobrands.com, que gerou US $ 514,3 milhões em vendas líquidas para o ano fiscal de 2022.

Métricas de tráfego do site	Dados anuais
Visitantes únicos mensais	1,2 milhão
Tempo médio no local	4,3 minutos
Taxa de conversão	3.7%

Plataformas de mídia social

As marcas solo mantêm presença ativa em vários canais sociais:

• Instagram: 250.000 seguidores
• Tiktok: 125.000 seguidores
• Facebook: 180.000 seguidores

Marketing de email direto

Métricas de marketing por email	Desempenho
Base de assinante de email	425.000 assinantes
Taxa de abertura média	22.5%
Taxa de cliques	3.8%

Mercados on -line

Os canais de vendas incluem:

• Amazon: 18% da receita digital total
• Walmart.com: 7% da receita digital total
• Target.com: 5% da receita digital total

Redes de publicidade digital

Plataforma de anúncio digital	Gasto anual	Taxa de conversão
Google anúncios	US $ 3,2 milhões	2.9%
Anúncios do Facebook	US $ 2,7 milhões	3.4%
Anúncios Tiktok	US $ 1,5 milhão	2.6%

Solo Brands, Inc. (DTC) - Modelo de negócios: segmentos de clientes

Entusiastas do ar livre milenar e general Z

De acordo com o relatório anual de 2022 da Solo Brands, este segmento representa 42,3% de sua base total de clientes. Faixa média de idade do cliente: 25 a 38 anos.

Faixa etária	Percentagem	Gastos anuais
Millennials	32.5%	US $ 387 por cliente
Gen Z	9.8%	US $ 265 por cliente

Consumidores digitais-nativos

Receita de canal digital da Solo Brands em 2022: US $ 291,4 milhões, representando 84,7% da receita total.

• Frequência de compra on -line: 3,2 vezes por ano
• Uso do dispositivo móvel: 67,5% das transações
• Duração média da sessão online: 7,4 minutos

Aventura e indivíduos focados no estilo de vida

Demografia -alvo com gastos de recreação ao ar livre de US $ 887 anualmente.

Categoria de atividade	Taxa de participação
Camping	62.3%
Caminhada	48.6%
Fitness ao ar livre	35.2%

Buscadores de produtos premium conscientes de preços

Preço médio do produto: US $ 129,50. Taxa de retenção de clientes: 53,7%.

• Repita taxa de compra: 47,3%
• Valor médio do cliente ao longo da vida: $ 612
• Taxa de engajamento de desconto: 38,6%

Usuários ativos de mídia social

Demografia de seguidores de mídia social a partir do quarto trimestre 2022:

Plataforma	Seguidores	Taxa de engajamento
Instagram	247,000	4.3%
Tiktok	89,000	6.7%
YouTube	62,000	3.9%

Solo Brands, Inc. (DTC) - Modelo de Negócios: Estrutura de Custo

Desenvolvimento e design de produtos

Despesas anuais de desenvolvimento de produtos: US $ 3,2 milhões (2023 ano fiscal)

Categoria de custo	Quantia
Salários da equipe de design	US $ 1,5 milhão
Desenvolvimento de protótipo	$850,000
Pesquisa de materiais	$450,000
Ferramentas de software e design	$400,000

Marketing digital e publicidade

Despesas totais de marketing digital: US $ 12,7 milhões (2023)

• Publicidade de mídia social: US $ 5,4 milhões
• Marketing de influenciadores: US $ 3,2 milhões
• Marketing de mecanismo de pesquisa: US $ 2,5 milhões
• Plataforma de marketing por e -mail: $ 600.000

Manutenção da plataforma de comércio eletrônico

Custos anuais de manutenção da plataforma: US $ 1,8 milhão

Despesa de tecnologia	Custo anual
Hospedagem de sites	$450,000
Software de plataforma	$650,000
Suporte técnico	$700,000

Inventário e armazenamento

Despesas totais de gerenciamento de inventário: US $ 7,5 milhões (2023)

• Custos operacionais do armazém: US $ 3,2 milhões
• Armazenamento de inventário: US $ 1,8 milhão
• Software de gerenciamento de inventário: US $ 500.000
• Infraestrutura de logística e remessa: US $ 2 milhões

Aquisição e retenção de clientes

Custos totais de aquisição de clientes: US $ 9,3 milhões (2023)

Despesa de envolvimento do cliente	Quantia
Equipe de suporte ao cliente	US $ 2,6 milhões
Marketing de retenção	US $ 3,7 milhões
Software CRM	US $ 1,2 milhão
Programa de fidelidade	US $ 1,8 milhão

Solo Brands, Inc. (DTC) - Modelo de negócios: fluxos de receita

Vendas diretas de produtos online

As marcas solo geraram US $ 514,3 milhões em receita total para o ano fiscal de 2022. As vendas on-line direta ao consumidor representaram 95,8% da receita total, totalizando aproximadamente US $ 493,7 milhões.

Categoria de produto	Receita anual	Porcentagem de vendas
Produtos da marca Yeti	US $ 412,6 milhões	80.2%
Outras marcas	US $ 101,7 milhões	15.6%

Ofertas de produtos baseadas em assinatura

A Brands Solo opera um modelo de assinatura por meio de sua marca Ranch Water Hard Seltzer. A partir de 2022, a receita baseada em assinatura contribuiu com aproximadamente US $ 22,5 milhões para a receita total.

• Taxa de retenção de assinatura: 68%
• Valor médio da assinatura mensal: $ 45
• Total de assinantes ativos: 42.000

Mercadoria de marca

As vendas de mercadorias de marca geraram US $ 37,2 milhões em receita para 2022, representando 7,2% da receita total da empresa.

Categoria de mercadorias	Receita anual	Margem bruta
Acessórios da marca Yeti	US $ 28,5 milhões	62%
Outras mercadorias de marca	US $ 8,7 milhões	55%

Coleções de produtos sazonais

As coleções de produtos sazonais geraram US $ 45,6 milhões em receita, com pico de vendas durante as temporadas de verão e férias.

• Receita de coleta de verão: US $ 26,3 milhões
• Receita de coleta de férias: US $ 19,3 milhões
• Margem de coleta sazonal média: 58%

Potenciais parcerias por atacado

As parcerias por atacado contribuíram com US $ 24,1 milhões para a receita total em 2022, representando 4,7% do total de vendas da empresa.

Canal por atacado	Receita anual	Número de parcerias
Varejistas ao ar livre	US $ 15,6 milhões	42
Lojas especializadas	US $ 8,5 milhões	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.