Hardware Podcasts

Framing the future of eyecare with Neil Blumenthal and Dave Gilboa of Warby Parker

How I Built This · 14 Dec 2023 · 39m

What this episode covers

Warby Parker co-CEOs Neil Blumenthal and Dave Gilboa discuss the company's evolution from a scrappy DTC startup to a public enterprise with over 200 stores and 3,000 employees. They explain the strategic pivot to brick-and-mortar retail to solve customer friction in eye exams and the decision to go public via a direct listing to provide liquidity without dilution. The founders also address the competitive threat of digital advertising costs and the transformative potential of artificial intelligence in personalized eyecare and diagnostics.

Most relevant to

companies scaling up

Topics

Mentioned

Companies
Warby Parker, U.S. Bank, Toms, Zenni, 1800 Contacts, Apple, Nike, Google, Meta

Related episodes from other shows

Other shows on the same ground, closest first.

  • The Startup CPG Podcast · 34m

    Founder Feature: Max Luthy of Plink!

    Max Luthy, co-founder of Plink!, discusses scaling his fizzy electrolyte tablet brand from concept to a launch in 1,100 CVS locations. He explains how the company pivoted its value proposition from sustainability to daily hydration, refined its flavor formulation to be less sweet, and optimized its e-commerce conversion rate by switching checkout platforms. Luthy also shares insights on navigating retail category placement and managing the operational challenges of rapid demand growth.

    Pricing, margins & unit economicsRetail, wholesale & distribution
    8 chapters

  • The Startup CPG Podcast · 35m

    Founder Feature: Marilyn Yang of Popadelics

    Marilyn Yang, co-founder and CEO of Popadelics, explains how she and her husband pivoted their pandemic-era shiitake mushroom chip brand from a DTC model to a retail-focused business, now present in over 3,000 stores including Whole Foods and CVS. Yang details the rigorous product development process with R&D consultants, the strategic decision to hire a branding agency to create an edgy identity, and the operational challenges of reformulating the product for retail shelf life and natural market certifications. She also discusses the company's self-funded origins, the decision to seek outside capital only after proving traction, and the difficulties of managing the 'hot and cold' timeline of securing major retail placements.

    Validation & product-market fitPricing, margins & unit economics
    9 chapters

  • The Hardware Entrepreneur · 37m

    #034 - How next-generation retail looks like, with Vibhu Norby of b8ta, USA

    Vibhu Norby, co-founder of b8ta and former Nest engineer, explains how his company is reversing the decline of brick-and-mortar retail by treating stores as software-powered platforms for hardware brands. He details the conflict of interest between traditional retailers and brands, describing b8ta’s model where brands retain 100% of sales revenue while paying a subscription fee for access to b8ta’s data analytics and customer engagement tools. Norby discusses the critical importance of the 'demo-to-sale' conversion rate, the mistakes made during b8ta’s early validation phase, and the necessity of planning for rapid success to avoid operational bottlenecks.

    Retail, wholesale & distributionValidation & product-market fit
    8 chapters

  • The Startup CPG Podcast · 33m

    #232 - 2026 Brand Resolutions

    Host Daniel Scharff interviews Rebecca Styn of Blind Tiger Spirit Free Cocktails, Dava Guthmiller of A Dash of, and Andrew Schundler of CH Matcha about their 2026 brand resolutions. Rebecca resolves to eliminate noise by saying no to unaligned opportunities like expensive celebrity gifting, focusing instead on strategic regional growth. Dava aims to step into the spotlight by sharing her personal story and passion for salt terroir to build authenticity, rather than just curating others' products. Andrew plans to double down on retail execution and in-person tastings for his canned matcha brand, learning from early data to avoid stretching the business too thin.

    Direct-to-consumer & e-commerceMarketing & brand
    6 chapters

  • Product Startup · 25m

    078: Selling Products Direct to End-Users via Shopify

    Tom Patterson, founder of WKND Digital and multiple e-commerce brands, explains why hardware startups should prioritize direct-to-consumer sales via Shopify to own the customer relationship and control margins. He outlines a strategy of launching with high margins to fund aggressive advertising, arguing that even a 10% product improvement justifies a significantly higher price point to outspend competitors. Patterson emphasizes that starting high allows for future discounts and easier negotiations with major retailers like Walmart, whereas starting low makes price increases nearly impossible.

    Direct-to-consumer & e-commercePricing, margins & unit economics
    5 chapters

The summary, chapters and topics are generated from the episode’s audio by this directory, not written by How I Built This. The episode itself belongs to its publisher.