How Starbucks Proved That Free Isn’t Everything

Each year, Starbucks drives excitement with its seasonal launches – from PSL Day, marking the return of the popular Pumpkin Spice Latte, to Red Cup Day in November, when customers can snag a free reusable cup with any beverage purchase.

But this year, Starbucks kicked off the holiday season with an even bigger event – the launch of a $29.95 bear-shaped glass that broke the internet and sent fans into a frenzy. How did the Bearista craze impact Starbucks visitation trends – and what can we learn from its standout success? 

A Sustained Traffic Surge

On November 6th, the day of the Bearista launch, visits to Starbucks jumped 37.8% above the last 12 months' daily average, outpacing even the brand’s successful August PSL debut. (The Friday following the PSL launch drove a 23.1% spike in visits compared to the daily visit average over the last 12 months.) Even after the initial rush, traffic remained elevated for several days as fans hunted for remaining inventory and social media buzzed with stories of sellouts. The buzz wasn’t just big; it was lasting.

Giving Red Cup Day a Run for its Money

And despite its hefty price tag, the Bearista Cup drop drove a traffic boost similar to last year’s Red Cup Day boost, when the promise of a free cup drove a 40.7% surge in visits compared to an average Thursday. While the Bearista spike was slightly smaller, its momentum endured for days as excitement – and anxiety over scarcity – continued to build.

Lessons for Retailers in 2025

People lining up to pay $30 for a bear-shaped glass – albeit a super cute one – wasn’t on anyone’s bingo card this year. So what can we learn from the event’s smashing success?

For one thing, even in an era of trading down, consumers are still willing to splurge on items that feel special – especially those that offer a sense of belonging to a cultural moment. Value matters, but it isn’t everything. 

For another, not everything needs to be free or deeply discounted to draw major crowds. The Bearista proved that creativity and emotion can rival even the most generous giveaways.

And finally, scarcity (still) sells. The hype was so intense that fights broke out at some stores and eBay resales topped $1,000 – prompting Starbucks to apologize to disappointed fans and promise more holiday merch on the way.

With Red Cup Day just around the corner, will the Bearista momentum help drive an even bigger visit spike this year? 

Follow Placer.ai/anchor to find out. 

Placer.ai leverages a panel of tens of millions of devices and utilizes machine learning to make estimations for visits to locations across the US. The data is trusted by thousands of industry leaders who leverage Placer.ai for insights into foot traffic, demographic breakdowns, retail sale predictions, migration trends, site selection, and more.