Manscaped deliberately selects influencers who represent an 'everyday man' rather than a polished, idealized masculine stereotype. This counter-positioning against industry giants helps them build a more relatable and authentic brand that redefines masculinity for a new generation.
The initial process for sourcing a manufacturer for a high-risk product wasn't complex. It involved basic but persistent research on platforms like Alibaba. The key takeaway for entrepreneurs is that the solution often lies in gritty problem-solving rather than industry connections or specialized expertise.
The brand name 'Manscaped' was acquired by founder Paul Tran as part of his personal hobby of collecting domain names for future brands. This fortuitous acquisition, followed by massive branding investment, allowed the company to own the verb for the category, akin to Kleenex for tissues.
To overcome the limitations of generic AI models, Manscaped developed an internal large language model. They trained it on their specific products and a cast of 'virtual actors,' enabling them to generate on-brand, hyper-specific video B-roll that off-the-shelf tools struggle to create accurately.
Instead of using retail to build awareness, Manscaped waited until they had massive marketing spend. This ensured customers would specifically seek them out in stores, guaranteeing high sell-through for partners like Target and de-risking the move from D2C to physical retail.
For brands with a large Total Addressable Market (TAM), performance marketing can be squeezed for efficiency much longer. Manscaped waited until reaching significant scale before shifting budget from direct conversion campaigns to broader brand awareness initiatives, a transition many D2C brands make too early.