Stanley Looks to Replicate the Water-Bottle Hype Among Guys

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 coloured 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.

Beyond hammertone green

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.

Influencing men

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.

Elon Musk’s SpaceX is set to make its stock-market debut Friday in the largest IPO ever—and perhaps the most closely watched. The company sold an outsized portion of the offering to individuals. Its performance on Friday will be a crucial gauge of investor appetite for mega-offerings from OpenAI and Anthropic expected later this year.

The rocket maker, which derives most of its revenue from its satellite internet unit and has a nascent artificial-intelligence business, will trade under the ticker “SPCX.” It sold 555.6 million shares at $135 each, raising about $75 billion in a deal that valued the company at roughly $1.77 trillion.

When will shares open for trading?

SpaceX executives are set to ring the Nasdaq’s opening bell in New York, but shares in buzzy initial public offerings don’t tend to start trading until later in the day.

Bankers leading an IPO typically want to match buyers and sellers for about 10% of the shares sold before opening trading to lessen volatility. For SpaceX, that would be about 55 million shares, or roughly $7.5 billion worth.

Because pre-IPO investors are restricted from selling shares for a while, it can take time to find willing sellers among those who bought shares in a high-demand IPO.

Shares of Alibaba , the largest U.S. IPO until SpaceX, opened for trading a little before noon in its 2014 offering. Last year, one of the highest-profile offerings was that of software maker Figma , whose shares started trading just before 2 p.m.

It is possible that SpaceX’s bankers will decide to start trading without matching the typical portion of orders to ensure the shares have several hours of trading on their first day, people familiar with the matter say.

How volatile will the stock be?

Bankers and traders expect SpaceX’s share price could be volatile in initial trading, thanks in part to the large portion of its shares expected to be held by individual investors. Some who anticipate individuals will rush into the shares worry they could just as easily get spooked and rush out.

Any sharp movement in stock price could trigger so-called circuit breakers that could pause trading. For most newly listed companies, a 10% swing in either direction prompts a five-minute pause. Companies that had their shares halted include Figma and Cerebras Systems , the chip company whose shares soared in its May debut.

These forced timeouts applied to single stocks came after the so-called flash crash in 2010, when the Dow Jones Industrial Average fell 700 points in eight minutes before recouping much of the loss.

What is all the talk about the ‘green-shoe’ option?

If the stock starts trading erratically, bankers have a secret weapon to attempt to calm things down.

Underwriters typically sell more shares to investors than an IPO’s total offer size, colloquially called the green shoe. In SpaceX’s case, they sold about 15% more shares than the stated offering size.

Because this means they technically allocated more than the offering amount, the so-called stabilisation agent, in this case, Morgan Stanley , needs to buy back the excess number of shares to deliver them. If the stock starts to fall, the bank will buy the shares in the open market, which helps buoy the stock price. If the stock isn’t faltering, the stabilisation agent can buy the additional shares they need to deliver to investors directly from the company.

The term “green shoe” comes from the first company to employ a version of this method years ago, a shoemaker that was a predecessor to Stride Rite. When Meta Platforms , then known as Facebook, went public in 2012, its shares started dropping and its bankers stepped in to buy more shares.

How will Elon Musk’s take-it-or-leave-it pricing fare?

Like all things Musk, SpaceX’s IPO bucked the norms. Instead of approaching prospective investors with a possible price range for shares ahead of the IPO and incorporating their feedback, the company set an exact share price from the beginning: $135.

The idea was to limit drama for what is already the biggest IPO of all time. It did, however, remove what many see as an important step along the way: price discovery. The success of this approach will partly be judged by how SpaceX’s shares trade Friday. If the stock surges, critics will say SpaceX left money on the table by not pricing shares higher. If the stock falls or trades flat, there will likely be critiques that SpaceX and its advisers overestimated demand.

Will the machinery hold up—and what will be the wider market impact?

The sheer size of SpaceX’s IPO will test the trading infrastructure at Nasdaq and could have ripple effects in the broader market.

Nasdaq has practiced with mock openings to make sure its trading platform is prepared. When Facebook went public, some investors who tried to change or cancel orders ahead of trading didn’t get confirmations because of a technology malfunction. The confusion contributed to Facebook shares dropping on the first day of trading. They didn’t return back above their IPO price for more than a year.

Meanwhile, some market watchers expect added activity Friday in stocks that individual investors might sell to buy SpaceX shares, such as those of technology companies and Musk’s electric-car maker Tesla . Such sales already appeared to be under way earlier in the week, when individual investors dumped single-stock holdings on a net basis for two days in a row, according to Vanda Research. (To be sure, those sales came on days that were poor showings for tech stocks broadly.)

It will take several days for SpaceX shares to show up in any major index funds , so the offering’s wider impact on the market could play out over the next several weeks or longer.