Bain · Growth · Medium · Outdoor equipment · Voice-ready

Larkspan Channel Growth Path

Larkspan makes backpacking tents and sleep systems in Portland. Revenue is $52 million this year, 78% from its own site and 22% from specialty retailers. The board wants a credible path to $80 million in three years without taking contribution margin below 30%. They are split across wholesale expansion, two new categories, and a first EU site.

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