Company wants to widen consumer base and product lines after its blockbuster growth among thirsty women
3 min
Stanley has spent the past few years turning a vacuum-insulated, 40-ounce water bottle into one of the most-desired womenswear accessories on the planet. Now it is widening its focus to include the customer it was first designed for more than 110 years ago—men.
The company, which is owned by Chicago-based HAVI, next year plans to release new products geared toward guys beyond its current male audience of outdoor enthusiasts.
The new Stanley man might not require a steel canteen to take into the wilderness, but he might want a sleek water bottle to take from the office to the gym to date night in a wine bar, according to Jenn Reeves, Stanley’s vice president of global brand marketing.
“He’s not a fashionista, but he cares about how he’s put together. He’s into grooming and how he looks, and into sports,” Reeves said. That hypothetical male customer wants water bottles that are a little sleeker and subtler than the brightly colored giant flasks coveted by Stanley’s female audience, she said.
The bid for diversification comes as Stanley looks to hold on to the brand equity it has accrued in a remarkably short time.
Stanley’s annual revenue jumped to around $750 million in 2023 from $73 million in 2019, and scores of articles and think pieces have in the past year been written to explain how a company originally targeting construction workers became one of the trendiest brands of the moment. Much of the success comes down to the recent rise of the brand’s 40-ounce Quencher, which it introduced in 2016. The $45 metal cup with a straw and a handle has become a status symbol among women and tweens, caused new-product frenzies in stores, and generated a “Saturday Night Live” skit lampooning women who drink out of comically “big dumb cups.”
Imitators and competitors for thirsty consumers are hot on Stanley’s heels. They include cooler-maker Yeti , which last year introduced a 42-ounce straw mug similar in design to the Quencher.
Stanley’s latest release is a collection of cooler bags and a carryall holder for its 40-ounce Quencher bottle, slated for release in April. The wearable coolers were developed in response to women’s complaints that the market’s existing offerings were too heavy, too clunky and too ugly, and the crossbody was designed to ease the burden of carrying a water bottle and a purse around all day.
The Stanley customer only became known internally as a “she” in 2020, when Terence Reilly, the former chief marketing officer of Crocs , joined as president. Reilly, who liked to say his team had turned Crocs’ divisive shoes “from a meme to a dream,” learned that the Quencher was becoming popular among a group of women in Utah, a few of whom ran a shopping blog called the Buy Guide , according to one of the blog’s co-founders.
The group, along with a female Stanley sales account manager, suggested that the company start selling its cups in colors outside of black, white and its signature hammertone green, and it did. Sales lifted, while the company began to lean more on real women to spread the word about its products.
The Stanley marketing team has grown slowly since Reilly’s arrival but is still tiny by industry standards: only seven full-time staff members across advertising, brand, marketing, media and social media, said Reeves, who joined in 2022. The company spends money on traditional direct marketing, such as email campaigns, but its biggest focus is social media and working with real women and influencers who promote Stanley to their followers.
Stanley got a big, unexpected break in November, when a TikTok user named Danielle Lettering posted a video claiming that the only item to survive her car fire was her Stanley Quencher. The clip went viral, and Stanley bought her a new car and covered related costs including taxes.
Many of Stanley’s male consumers are already Quencher fans, Stanley said, and guys sometimes feature in its ads. The company heading into 2025 has to translate its social-media momentum among women into a marketing strategy designed to attract more men with the planned sleeker range.
The typical male consumer is also swayed by the recommendations of influencers, but he often spends time on different platforms than his female counterpart, said Chris Anthony, the chief revenue officer of media company Gallery Media Group, which works with social-media content creators. He is likely to track interests, teams and channels, as opposed to following specific influencers across all platforms the way some women do, he said.
“Guys rely more on their feed versus the people,” Anthony said. “And letting the influencers tell their stories, and not being so prescriptive, will especially resonate with guys in the right way.”
Some of those influencers might be Stanley’s current best customers, Reeves said. “We have the women, and they love us,” she said.
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The pandemic-fuelled love affair with casual footwear is fading, with Bank of America warning the downturn shows no sign of easing.
The pandemic-fuelled love affair with casual footwear is fading, with Bank of America warning the downturn shows no sign of easing.
2 min
The boom in casual footware ushered in by the pandemic has ended, a potential problem for companies such as Adidas that benefited from the shift to less formal clothing, Bank of America says.
The casual footwear business has been on the ropes since mid-2023 as people began returning to office.
Analyst Thierry Cota wrote that while most downcycles have lasted one to two years over the past two decades or so, the current one is different.
It “shows no sign of abating” and there is “no turning point in sight,” he said.
Adidas and Nike alone account for almost 60% of revenue in the casual footwear industry, Cota estimated, so the sector’s slower growth could be especially painful for them as opposed to brands that have a stronger performance-shoe segment. Adidas may just have it worse than Nike.
Cota downgraded Adidas stock to Underperform from Buy on Tuesday and slashed his target for the stock price to €160 (about $187) from €213. He doesn’t have a rating for Nike stock.
Shares of Adidas listed on the German stock exchange fell 4.5% Tuesday to €162.25. Nike stock was down 1.2%.
Adidas didn’t immediately respond to a request for comment.
Cota sees trouble for Adidas both in the short and long term.
Adidas’ lifestyle segment, which includes the Gazelles and Sambas brands, has been one of the company’s fastest-growing business, but there are signs growth is waning.
Lifestyle sales increased at a 10% annual pace in Adidas’ third quarter, down from 13% in the second quarter.
The analyst now predicts Adidas’ organic sales will grow by a 5% annual rate starting in 2027, down from his prior forecast of 7.5%.
The slower revenue growth will likewise weigh on profitability, Cota said, predicting that margins on earnings before interest and taxes will decline back toward the company’s long-term average after several quarters of outperforming. That could result in a cut to earnings per share.
Adidas stock had a rough 2025. Shares shed 33% in the past 12 months, weighed down by investor concerns over how tariffs, slowing demand, and increased competition would affect revenue growth.
Nike stock fell 9% throughout the period, reflecting both the company’s struggles with demand and optimism over a turnaround plan CEO Elliott Hill rolled out in late 2024.
Investors’ confidence has faded following Nike’s December earnings report, which suggested that a sustained recovery is still several quarters away. Just how many remains anyone’s guess.
But if Adidas’ challenges continue, as Cota believes they will, it could open up some space for Nike to claw back any market share it lost to its rival.
Investors should keep in mind, however, that the field has grown increasingly crowded in the past five years. Upstarts such as On Holding and Hoka also present a formidable challenge to the sector’s legacy brands.
Shares of On and Deckers Outdoor , Hoka’s parent company, fell 11% and 48%, respectively, in 2025, but analysts are upbeat about both companies’ fundamentals as the new year begins.
The battle of the sneakers is just getting started.
