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The Power of Marketing Studies at Due Diligence

December 12, 2010

Brand, Category, and Shopper Attitude & Usage Studies are what bring to light the key consumer dynamics of a brand in the context of its industry and retail channels. A quality study may cost up to $100,000 or $125,000, but the investment often pays back in multiples. Operating executives will be empowered with the framework to drive key business decisions. Financial sponsors can credibly enhance their models using the study to understand the often unknown - consumer behavior.

Formats of Food Retailers

October 19, 2010

Analysis of:formats of food retailers | www.mckinsey.com

Before determining the format, a detailed assessment of the marketing environment is necessary.

Private Equity Investing in Consumer Goods

October 14, 2010

SKU proliferation against a backdrop of retail consolidation. Rising raw materials against a backdrop of high unemployment and low consumer confidence. How can financial buyers navigate this environment?

2010 Holiday Season Forecast

August 30, 2010

Analysts will start sharpening their pencils forecasting the holiday selling season as back to school numbers are published. Our advice to them when trying to assess winners and losers? 1) Plan for mixed results on comp store growth, 2) Plan for overall sales to be flat to up slightly, 3) Probe your portfolio companies hard to see how much discounting they pre-budgeted in December.

A Status Report on Walmart's Re-invention

August 10, 2010

Walmart critics have been blasting the chain for less than stellar comp store growth, price cuts on high ticket items like electronics and consumables, and their new tagline Save Money. Live Better. A company of unprecedented size and scope is never going to escape unkind words. However, I am disappointed in many of the critics ill-informed opinions.

Why Tobacco isn't Going Up in Smoke

August 10, 2010

For 20 years the industry faced increased social, legal, and political pressure yet; it is still here, still profitable, and still reinventing its marketing to fuel growth.

Procter & Gamble, Inc. - Pampers Conundrum

May 18, 2010

The question over whether or not Pampers Swaddlers and Cruisers with DryMax is causing a rash highlights the conundrum social media places on mega-brands.  Even if the company's information and research is more accurate than the consumer's, should it argue the point, heed to the consumer's demands, evaluate the credibility of the claims, then act?

Procter & Gamble, Inc. - Pampers Conundrum

May 17, 2010

Analysis of:Diaper Gripes Grow Louder for P&G | online.wsj.com

The question over whether or not Pampers Swaddlers and Cruisers with DryMax is causing a rash highlights the conundrum social media places on mega-brands.  Even if the company's information and research is more accurate than the consumer's, should it argue the point, heed to the consumer's demands, evaluate the credibility of the claims, then act?

A Bright Spot in Women's Fashion

April 5, 2010

Analysis of:Ann Taylor Swings to Profit in 4th Qtr. | www.wwd.com

Ann Taylor's profit signals relevance for the day into night casual wear segment.  It also reinforces the fact that mainstream retailers can play in denim, and consumers will buy quality if they perceive it is a good value.  For Ann Taylor, it seems like $90-100 is the right price threshold.

What Is Your Mobile Marketing Strategy?

March 31, 2010

Just 5 years ago mobile marketing was defined as a city by city road show for a brand. Examples include the Virgin College Mega Tour Music event, or perhaps a retailtainment program in-store at Wal-Mart.  Now, mobile marketing means reaching consumers through their phones.  Companies need to get engaged with this tactic quickly.

The Case for Search Engine Optimization

March 24, 2010

Analysis of:Most Online News Readers Use 5 Sites or Fewer, Study Says | www.nytimes.com

Search Engine Optimization (SEO) - what is it?  In layman terms It is setting up a website in a way that search engines find it through keywords and external links.  The more links and the more keywords it can find on related content, the higher the site is ranked by the search engine.  The goal is to get the site on page 1 above where you need to scroll to see it.

The Mommy Blog Network

March 22, 2010

Analysis of:Honey, Don’t Bother Mommy. I’m Too Busy Building My Brand. | www.nytimes.com

What started as a casual exchange between friends online - sharing personal experiences of motherhood, experiences with different consumer products, advice on remedies for a little cold or how to ease the pain on a skinned knee, has blossomed into a multi-million dollar business.  Is your portfolio company there?

WWD Mens Fall 2010 Explained

March 18, 2010

With millions of people live-streaming fashion shows, they are no longer exclusively for buyers, designers are showcasing their lines for consumers.  When showcasing to consumers, the looks must be more identifiable and in the fashion world - Indentifiable = Wearable.

The Race for Market Share In Apparel

March 18, 2010

According to the NPD group, Apparel sales in the US are down 4.7% to $189 Billion.  We believe apparel sales will be flat in 2010. Despite the slight uptick in retail sales in February; the country still faces high unemployment, commodity prices will likely increase in 2010 which will slow the hiring process to preserve margins, and consumers now value saving more than spending.

Inside Procter & Gamble's Pantene Restage

March 16, 2010

Analysis of:Procter & Gamble Aims to Rejuvenate Pantene | www.wwd.com

The hair care category has been flat.  As the market leader, retailers are looking to Pantene to stimulate growth.  Procter & Gamble, Inc. responded with a restage of Pantene, but after examining the details, it looks more like brand renovation and a slight redefinition of need-states.  Retailers should probably look toward private label and smaller, niche players to drive their share and GMROI.

American Eagle - Headwinds and Tailwinds

March 15, 2010

Analysis of:Sales and Profits Rise as American Eagle Outfitters Limits Markdowns | www.nytimes.com

Record earnings at American Eagle and comp store growth wooed analysts and their growth platforms have great tailwinds, but the retailer still faces some headwinds in the teen apparel space.

Don't Put All of Your Eggs in Asia, The Cost of Eggs Will Increase

March 15, 2010

Analysis of:Chinese Exports Increase 46% as Demand From West Rebounds | www.nytimes.com

Corporate earnings are posting great growth trajectories on lower inventory levels and COGS across a variety of sectors.  However, companies must not become too comfortable with current cost structures.  The tactics they used to cut costs may no longer carry the same cost benefits 18-24 months from now.

FSI Growth Part II

March 8, 2010

Analysis of:FSIs Poised for Growth After 'Historic' 2009 | www.retailwire.com

This is part II of the analysis titled "FSI Growth Explained."  Perhaps digital coupon distribution is going to be the next medium that explodes and gets integrated with in store circular promotions at major retailers.

FSI Growth Explained

March 5, 2010

Analysis of:FSIs Poised for Growth After 'Historic' 2009 | www.retailwire.com

While FSI distribution and redemption grew 2007-2009, so did retail consolidation and consumer loyalty programs across Food and Drug.  This is not a coincidence.

Why Companies Can't Count on Employment Stats

March 5, 2010

Analysis of:Jobless Rate Holds Steady, Raising Hopes of Recovery | www.nytimes.com

While employment numbers may be related to people's economic sentiment, companies should not think the string of less bad/somewhat good news of late will continue to bolster comp store sales and pull them through the remaining months of this recession.  Upper income consumers continue to curb spending, many say they will continue to spend less post recession, they represented a large portion of the downturn on spending, and their behavior is not as dependent on unemployment trends.

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