Last November we hit the PACK EXPO trade show in Chicago and along with geeking out on the latest packaging and processing technology, we made a stop at the Annual 2025 Outlook conference hosted by Matt Reynolds, Editor of Packaging World Magazine. This event covered the big topics shaping the packaging world: automation, sustainability, skill shortages, contract management, and e-commerce. As a company whose core services focus on print and packaging production, there is one conference topic that stood out: a presentation on the growing demand for so-called “contract management” companies. According to the latest report published by PMMI (The Association for Packaging and Processing Technologies) “three quarters of the contract packaging (CP)/contract manufacturing (CM) companies interviewed predict their business will grow year-over-year for the next three years. This is because 67% of brand owners plan to maintain or increase their current use of CP/CM services.”
The report made it clear that there was a key advantage to working with an outsourcing partner: “accessing machinery/packaging formats not available in-house (59%); testing new products or packaging (48%); developing customized product/packages (especially for short or limited runs (48%)); serving the e-commerce channel (7%)”, and so on. From food to pharmaceuticals, companies are relying on CP/CM partners to handle parts (or all) of their production. While plenty of contract packaging companies (we share the same niche) talk about “driving ROI,” “speed-to-market,” and “supporting growth,” one critical factor often gets overlooked: success isn’t just about planning for the future—it’s also about adapting to unpredictability and navigating the unexpected.
How do we define “driving value” in a world where project demands can skyrocket or stall without warning? Let’s be reminded that “problem-solving” isn’t only reserved for the arena of launching a brand’s product— it extends well beyond selecting the right paper, designing and producing packaging, or managing labels and logistics.
Want proof of just how wild this ride can get? Look no further than our partnership with Casper Sleep.
Come rain or shine: our winding journey with Casper Sleep
Founded in 2014, Casper disrupted the traditional mattress industry with their “mattress-in-a-box” concept, sold exclusively online. Their startup story began humbly, with founders investing $100,000 of their own money. But with savvy marketing (YouTube influencers, celebrity endorsements, and a little help from Kylie Jenner), Casper became a breakout hit. The founders expected to sell $1.8 million worth of mattresses in their first year. It turned out, they hit that number in just two months! Fast-forward a few years, and they were pulling in several hundred million in revenue. Mattresses as we knew them were big, expensive, and hard to transport. But thanks to advances in polymer chemistry, Casper could produce mattresses from cost-effective materials and allow the product to be folded into a box for shipment, and then unfolded at a customer’s home. Consumers could return the mattress for free after a trial period. While Casper’s strategies led to remarkable early success, the startup was about to embark on a whirlwind journey.
So what’s the lesson here? Whether you’re scaling up or navigating a pivot, success requires the right mix of planning, adaptability, and a dash of creative problem-solving. Here’s a timeline chronicling the various stages of Casper’s partnership with Flyleaf.
2016 – 2018: Startup period
Flyleaf produced unique Welcome Kits for Casper across different mattress series: US Mattress, Canada Mattress, the Wave, the Essential, the Foundation, the Core, as well as materials for duvets and sheets. There was even a dog bed which needed its own print materials. Early Welcome Kits included a ‘handwritten’ note that was printed by robots at a company called Handwrytten. A personal touch goes a long way! Casper initially outsourced their mattress manufacturing primarily to an East Coast facility in Georgia who then added a West Coast operation in California. In response, Flyleaf transitioned from a single print manufacturing facility on the East Coast to a dual-coast operation, aligning with Casper’s footprint. No one at Casper requested this—we took the initiative to ensure we could swiftly meet urgent material needs.
2019: Scale up phase
Casper grew rapidly and realized the need to simplify the various Welcome Kits into a single generic Welcome Kit. Another pressing request involved managing Casper’s SKU label orders. Previously, each of Casper’s manufacturing facilities ordered labels independently so Casper tasked us with organizing their label SKUs to ensure consistent branding and volume pricing, rather than having each facility purchase labels separately. To get an idea, these are just some of the many label categories: UPC labels (barcodes for scanning) and mattress size labels (Twin, Twin XL, Full, Queen, King, Cal King). Casper’s shift from DTC channel to a retail environment significantly increased the demand for packaging labels: retailers like Costco required 5 UPC labels and every mattress series had their own branding for color identification. At one point, Casper managed as many as ten mattress series, each available in six sizes—making SKU management and reordering increasingly complex. The label business grew to include ‘Suffocation Warning’ stickers (mattresses were packed with a plastic cover to protect the product), ‘Tyvek’ labels that get sewn onto the mattress, as well as ‘Law’ labels that were specific to every mattress manufacturing partner.
Previously, managing this volume of label SKUs across multiple stakeholders was slow and cumbersome. With Flyleaf’s custom-built Interface, tracking and organizing these items became far more efficient. The centralized hub allowed Casper and their manufacturing partners to access up-to-date information, track progress in real-time, and coordinate more effectively. By the end of 2019, our digital catalog grew to over 300 Casper SKUs. Flyleaf was shipping materials to 22 Casper facilities across Canada, the U.S., and Mexico. Most orders were shipped to their contract manufacturers.
2020: Dealing with the COVID-19 crisis
Casper faced several supply chain challenges that limited its ability to meet growing consumer demand. Raw material shortages and labor constraints at manufacturing facilities—exacerbated by COVID restrictions—significantly impacted production. These disruptions made it difficult for the company to keep up with increased demand for mattresses and related products.
2021: Ongoing supply chain disruptions
Following its IPO and amid the ongoing pandemic-driven demand surge, Casper faced constant operational challenges. CEO Philip Krim noted that while the company worked closely with partners to “effectively navigate” these issues, the supply chain remained “challenged” due to prolonged material shortages. Labor shortages at manufacturing partners’ facilities further exacerbated supply constraints, making it difficult for Casper to fully capitalize on strong consumer demand. For Flyleaf, this uncertainty presented a significant challenge. We had built up Welcome Kit inventory in anticipation of orders that were ultimately delayed for months. As a result, we were left holding materials that remained unused for over nine months before they were finally depleted.
2022–2023: Transition under private equity ownership
Casper was acquired by Durational Capital Management in 2022, prompting significant shifts in its manufacturing strategy. Over the following year, many of Casper’s 14 manufacturing partners were phased out, a process that accelerated as Carpenter Co.—which already operated four facilities producing Casper products—was onboarded at the end of 2023. During this transition, Flyleaf continued supporting Casper’s manufacturing partners as they navigated these changes.
2024: New acquisition by Carpenter Co.
By the end of 2024, Carpenter Co. acquired Casper, which meant the brand was now operating as its subsidiary. Thanks to our already established partnership, we were able to continue supporting their operations with timely delivery of printed materials. As Casper embarks on its next chapter under Carpenter Co., we can’t help but reflect on the incredible people we’ve met and collaborated with along the way. For many, the scale-up period will always stand out as a defining chapter in their careers — where putting our heads together turned obstacles into opportunities and new possibilities emerged. We’re grateful to everyone who championed Flyleaf along the way, helping to shape the path forward and lay the groundwork for what’s next.
