Motley Fool Money – Dave Gilboa, Warby Parker: The Future of Eyewear & AI Innovation

Date: September 9, 2025
Host: The Motley Fool (Tom Gardner and Tim Byers)
Guest: Dave Gilboa, co-founder and co-CEO of Warby Parker

Episode Overview

This episode features an in-depth interview with Dave Gilboa, focusing on Warby Parker’s bold entrance into AI-powered eyewear through a partnership with Google, the company’s founding philosophy, and how Warby Parker balances cutting-edge innovation with its longstanding mission to make quality eyewear affordable and accessible. The discussion spans the company's long-term vision, strategies for sustainable growth, capital allocation, and maintaining customer-centric values, offering valuable insights for investors and industry watchers alike.

Key Points & Insights

1. Warby Parker’s Mission and Origin ([01:04])

• Founding Motivation: Gilboa recounts how, 15 years ago, he and three friends set out to disrupt an outdated, expensive glasses market that neglected consumers and innovation.
  • “It just didn't make sense to us that a pair of glasses... should cost more than an iPhone.” – Dave Gilboa ([01:20])
• Brand Vision: The goal is to build a brand impactful enough to endure for a century, balancing affordability with an outstanding customer experience.
  • “We set out to create a brand... that stood for something and wanted to make the experience great and dramatically bring down the price point for glasses.” – Dave Gilboa ([01:35])

2. The 100-Year Mindset & Long-Term Decision-Making ([02:38], [03:23])

• Long-Term Focus: Gilboa echoes a 100-year vision not unlike Costco’s, prioritizing fundamental, durable decisions over chasing short-term gains.
• Example Initiative: Warby Parker's partnership with Google to co-develop AI glasses is a long-term bet—one that may be a “short-term speed bump” but positions the company for the next decade-plus.

3. Warby Parker x Google: The AI Glasses Partnership ([03:23], [07:45])

• Product Features:
  • Glasses outfitted with cameras, speakers, microphones.
  • Embedded AI context: see, hear, process the world as the user does.
  • Integration with Google’s ecosystem (Gmail, Maps, Calendar, Street View).
  • Real-world examples: wayfinding, identifying objects/plants, summarizing meetings, and more.
• Category Creation: Warby Parker believes AI glasses will be the next major human-computer interface, just as smartphones were for the Internet.
  • “We fundamentally believe that glasses are going to be the primary interface that consumers use to connect with AI and we're excited to be on the forefront of that.” – Dave Gilboa ([04:29])

Notable Moment

“It's hard to overstate how important we think this will be... I can't think of other questions where I would rate 100 out of 100, but this one I'm going to have to say 100.”
— Dave Gilboa ([00:05] and [07:45])

• Strategic Rationale:
  • It’s a "massive bet" on the future of eyewear and electronics; no sales yet but heavy investment.
  • Warby Parker brings retail, supply chain, prescription workflow, and healthcare integration; Google brings cutting-edge AI capabilities.
  • “We're thrilled to be partnering with Google, whose researchers invented the transformers that are now the underpinning for all large language models.” — Dave Gilboa ([09:25])

4. Balancing Innovation with Affordability and Brand Ethos ([10:58], [12:48])

• Sustaining the Brand Promise:
  • Warby Parker is committed to affordable eyewear: “highly affordable, distribute everywhere they’re needed.”
  • Simultaneously investing heavily in R&D and technology.
• Sustainable Growth Model:
  • Expansion without sacrificing profitability.
  • Public commitments to grow adjusted EBITDA margins 1-2% per year.
  • Requires a strong core business (“the right to invest”) before pursuing moonshot innovations.

Notable Quote

“It's more important to set us up to grow sustainably over the next many years and decades than it is to maximize the growth this quarter or this year, if that comes at the expense of future sustainability.”
— Dave Gilboa ([12:48])

5. Capital Allocation: Stores, Products & Technology ([17:10], [18:13])

• Customer-Driven Investment:
  • Expansion of physical retail is prioritized to address location and prescription access, which block many would-be customers.
  • Ongoing innovation in product lines (e.g., progressive lenses, contact lenses), new service offerings.
  • A “walk and chew gum” approach: can invest simultaneously in footprint, product, and futuristic innovation.
  • “We always start by solving customer problems and understanding how we can serve our customers better. That's where the dollars and the effort goes to.” — Dave Gilboa ([18:13])
• Growth Outlook:
  • Ambitious store growth plan: from ~300 to possibly 900+ stores.
  • Digital experience or e-commerce remains vital but does not replace in-person for most customers.

Notable Quote

“If you ask most consumers to name an optical shop that they loved walking into, I think you'll be met with a lot of blank stares, if they haven't shopped with us, can.”
— Dave Gilboa ([19:16])

6. Product & Experience: Why Warby Parker Resonates ([10:58], [19:31])

• Customer Perspective (Tim Byers):
  • Appreciate bypassing high-pressure sales, “affordable glasses available where I want them, under the conditions in which I want to buy.”
• In-Store Experience:
  • Personal, style-driven, and expert-supported purchases.
  • Comprehensive eye exams, glasses, contacts, all in one place.

Memorable Quotes (with Attribution & Timestamps)

• “It just didn't make sense to us that a pair of glasses technology that's been around for 800 years should cost more than an iPhone.” — Dave Gilboa ([01:20])
• “We fundamentally believe that glasses are going to be the primary interface that consumers use to connect with AI and we're excited to be on the forefront of that.” — Dave Gilboa ([04:29])
• “It's hard to overstate how important we think this will be... I can't think of other questions where I would rate 100 out of 100, but this one I'm going to have to say 100.” — Dave Gilboa ([07:45])
• “It's more important to set us up to grow sustainably over the next many years and decades than it is to maximize the growth this quarter or this year, if that comes at the expense of future sustainability.” — Dave Gilboa ([12:48])
• “We always start by solving customer problems and understanding how we can serve our customers better. That's where the dollars and the effort goes to.” — Dave Gilboa ([18:13])

Timestamps for Key Segments

• [01:04] — Dave Gilboa shares Warby Parker's founding story and mission
• [03:23] — Details on the AI glasses partnership with Google
• [07:45] — Gilboa evaluates the transformative potential of AI eyewear (“100 out of 100”)
• [12:48] — Discussion on maintaining Warby Parker's core values while investing in the future
• [18:13] — Gilboa explains capital allocation priorities and customer-driven growth
• [19:31] — Importance of the in-store customer experience

Conclusion

Through a candid conversation, Dave Gilboa reaffirms Warby Parker’s unique blend of customer-centricity, affordable innovation, and willingness to bet big on transformational technology. As the company leans into AI-powered eyewear with Google, it remains committed to its original mission—making quality, stylish glasses accessible—while preparing to lead the next paradigm shift in how consumers interact with technology.