What Should Build-a-Bear Workshop Do To Further Enhance its Recent Success Story?

Build-a-Bear Workshop has weathered the ongoing macroeconomic turbulence better than a host of other brands, as CNBC’s Laya Neelakandan noted in an extensive outline, due to a confluence of various unique factors: the power of nostalgia, the thirst for experiential retail, a unique and seemingly somewhat tariff-proof product pricing structure, and good old-fashioned market diversification.

In its fiscal H2 report card, Build-a-Bear notched record breaking revenue of $252.6 million, an uptick of almost 12% versus last year’s comparable statistic. Concerning its Q2 earnings delivered as August drew to a close, the company raised the bar on its outlook, citing advanced inventory purchasing which bolstered its bottom line from tariff pressures. The stock is up approximately 60% YTD, approaching a $1 billion market cap.

So, Build-a-Bear Workshop is in the midst of a serious success story: The question remains, what can it do to push the envelope even further, and how closely does it need to hew to its existing game plan?

The Elements of Build-a-Bear Workshop’s Success Story

The slowing foot traffic (at least, according to some retail voices) in malls has spurred Build-a-Bear to move into less conventional, but still attractive, spaces for sales: cruise ships, amusement parks, and other venues where its unique inventory can be appreciated. A growing international footprint has also helped to anchor the brand’s financials, and the retailer is also benefiting from being in the right place at the right time, per CEO Sharon Price John.

“The other piece is that I think that we’re in the right place at the right time,” John said.

“There’s a lot of planning, but sometimes you just happen to be in the right zeitgeist. Gifting is in the zeitgeist, ‘kidulting’ is a part of the zeitgeist, personalization is a part of the zeitgeist, returning to comfort things is a part of the zeitgeist, stuffed animals is in the zeitgeist right now,” she added.

A more business-savvy point was raised by D. A. Davidson analyst Keegan Cox, who noted that a constantly revolving inventory means that sticker shock is mitigated, largely due to a lack of previous comparables in the mind of the Build-a-Bear consumer.

“No consumer is really going to be able to tell, because there’s no direct comparable product,” Cox said. “I think that’s a good little tariff mitigation strategy that’s kind of just built into their model.”

Finally, there’s the basic nostalgia of the teddy bear or stuffed animal in and of itself, along with the intangible pull associated with creating your own furry companion in-store — solo, or with loved ones.

“If we learn anything from the Cracker Barrel saga, it is that nostalgia matters, and I think it’s a big part of it,” University of Pennsylvania marketing professor Americus Reed said, per CNBC.

“As you toil with putting something together and personalizing it, you’re essentially creating this extension of yourself, and that’s incredibly powerful,” Reed added. “And then you go home with it, and you can think about it and look at it. That’s really hard to replicate.”