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The Coordinates To Merchandising Success

Renovate. Communicate. Invigorate. The Coordinates To Merchandising Success. Marshal Cohen Chief Industry Analyst The NPD Group, Inc. SPONSOR LOGO. Turn these c hallenging t imes into g olden o pportunities. Text your email address and Marshal to: 80565.

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The Coordinates To Merchandising Success

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  1. Renovate Communicate Invigorate The Coordinates To Merchandising Success Marshal Cohen Chief Industry Analyst The NPD Group, Inc. SPONSOR LOGO

  2. Turn these challenging times intogolden opportunities Text your email address and Marshal to: 80565

  3. The NPD Group: Industry Growth - Total U.S. Market Year over year growth Consumer Electronics1 Apparel Footwear Home Textiles Small Appliances Accessories +4.9% -3.8% +2.3% -0.2% +7.2% +10.7% +12.4% -3.2% +10.9% +7.7% +25.8% +25.4% Toys Mobile Video Games Beauty2 Office Supplies2 Auto2 +8.5% -22.3% +3.2% +8.8% +2.8% -3.3% +22.4% -12.2% N/A +5.7% N/A +11.2% In store and Online Online only Source: The NPD Group/Consumer Tracking Service, 12 months ending, November, 2012 1) Through August ‘12 - Excludes Wireless. 2) Based on The NPD Group/Retail Tracking Service

  4. It’s Time … • To get rid of old ideas • To use technology to rewrite the rules • To create new traditions • To adapt to the consumer and not expect the consumer to adapt to us Last year

  5. The coordinates to merchandising success Renovate Communicate Invigorate

  6. The coordinates to merchandising success Renovate New traditions Where to shop Price value equation Communicate Invigorate Direct to consumer Connections Innovate Differentiate Prioritize

  7. Renovate New traditions Where to shop Price value equation

  8. New Consumption Era Era of more

  9. Era of More More components Not just price More communication Getting your voice heard More competition Outside the industry More challenging Distractions More connections Sharing

  10. New Era of More One Style -- Many Options

  11. Where More Is Heading

  12. More connected devices, more sharing • More than 400 million devices are connected in U.S. homes • Computers • Gaming consoles and Blu-ray Disc players • Internet connected HDTVs • Tablets and Smartphones • By the end of 2013, a shift towards more screen-sharing across devices is expected. Source: The NPD Group/Connected Intelligence, Connected Home Report

  13. Even Dramatically More Part Time Workers

  14. Just Where Is All This Growth Coming From? Finding Growth Will Be Challenging … Time For A Renovation Learning To Do More With Less

  15. Heritage Branding Ask Yourself Do You Have A Brand With A Heritage To Share

  16. Success Goes Well Beyond Heritage Branding

  17. Adoption is often about “brand” Which was main motivator for purchasing iPhone? Source: The NPD Group/Tech Innovation Study, December, 2012; excludes “Other” and “Did not personally buy device.”

  18. Where Are We Heading In The World of Big Data…You Need Smart Data

  19. Communicate Direct to consumer Connections

  20. Showrooming

  21. 3D Retailing Ask Yourself How You Can Enhance The In Store Or Online Experience

  22. Shopping apps across age groups Source: The NPD Group/Connected Intelligence, SmartMeter, October 2012

  23. Shopping-related websites are still driving more use than shopping applications overall. Source: The NPD Group/Connected Intelligence, SmartMeter, October 2012

  24. Platform Marketing MVP Mobile Virtual Promotion System

  25. Global Model • Global Growth – (Vulnerable) • Right Balance • Domestic • International (% Euro/Asian Growth Plan) • Retail • Wholesale • Global Issues • Financial • Political • Events • Tourism • Currency

  26. Blurring Blurring • Channel • 80% Dept Store • Now One Category • New Found Aspirations • Designers At Mass • Multi-tier Designer Offerings • Off Price Erosion • Gender Differences • Men • 14% of suppers are prepared by men - an all time record high* • Women • Now Trading Over Ask Yourself How You Can Shift Marketing To A Broader Appeal *Source: The NPD Group/CREST, National Eating Trends and Annual Food for Thought surveys.

  27. Small appliances gain Top Selling Small Appliances During Black Friday Week 2012 Source: The NPD Group/WeeklyRetail Tracking Service, November Week 4 2012 vs. 2011

  28. Invigorate Innovate Differentiate Prioritize

  29. Building innovation in Toys Building Sets grew double-digits in 2012 Why? LEGO has driven sales with innovative new product lines that have tremendous appeal to consumers and retailers

  30. Boom Times Make Strong & Long Work For Your Products 13 + Strong & Long 10’s Lean & Mean 00’s Retail Rush 90’s Narrow & Deep 80’s Big Brands 70’s Designers

  31. Autos Lease Vs. Own Aircraft Furniture Carpet Jeans Apparel Accessories

  32. Longer Term Trends • Jean Cycle • Decade Long • Wear Now Era • Heel vs. Flats

  33. New Heights Continue Dollar Sales Percent Growth 25 Flats: Two Years Back For Big Growth So It Is Time Again 19 Heels Are Becoming More Of An Accessory Too…How To Market ? 11 10 9 6 4 3 2 -2 -2 -5 All Heights: Two Year Trends Now Source: The NPD Group/Retail Tracking Service

  34. Next Generation Hybrids • Autos • Dressy Jeans • Casual Dress Shoes • Brand Associations How Do You Bring Multi-tiered Product To Market

  35. Shapewear Beyond Innerwear

  36. More Bang For The Buck(s) Cole HaanInjects Technology Into the Sole Of Footwear

  37. Need vs. Desire • Want It • Need It • “Need Cycle” Create A Communication With Consumers To Remind Them

  38. NoMoPhobia Get The Passion Back Into The Equation

  39. Innovate Ever Shopped as a Result of Social Media Source: The NPD Group/E-Commerce Report

  40. Mobile Communications Frequency Tolerance Of Calls/Texts/Messages Are Different How Do You Multi-Tier Your Message

  41. Not The Status Quo

  42. De-Tech Don’t Ignore The Basic Process Of In-Store Selling Without Gimmicks 5% off The Check If You Check Your Tech at the door

  43. Find The Right Balance Retail Is All About Risk Averse Risk vs. Risk Averse Direct To Consumer vs. Partners Brand vs. Private Label Basics vs. Innovation

  44. The coordinates to merchandising success Renovate Invigorate Communicate No Risk – No Reward Know Risk – Know Reward

  45. Thanks For Listening Text Your email address and Marshal to: 80565

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