1 / 90

BRA Presentation

BRA Presentation. Outperforming Your Competition Mitch Kummetz, CFA Senior Research Analyst Retail Team Leader D.A. Davison & Co. mkummetz@dadco.com. Who am I? . Author of Mitch’s Boardsport Report. Research Analyst covering Apparel, Footwear and Specialty Retail Stocks. Who am I? .

hartwell
Télécharger la présentation

BRA Presentation

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. BRA Presentation Outperforming Your Competition Mitch Kummetz, CFA Senior Research Analyst Retail Team Leader D.A. Davison & Co. mkummetz@dadco.com

  2. Who am I? • Author of Mitch’s Boardsport Report

  3. Research Analyst covering Apparel, Footwear and Specialty Retail Stocks Who am I?

  4. Who is your competition? • Inside the pond…other surf/skate/snow shops

  5. Who is your competition? • Inside the pond…other surf/skate/snow shops • Outside the pond…specialty stores, department stores, sporting goods stores, vendor-owned retail

  6. Specialty Retail

  7. Specialty Retail • 550 new stores in the next 3 years

  8. Fun Facts! • Zumiez currently has 5 stores in CA and believes it can ultimately grow to 70 stores in this market

  9. Fun Facts! • Zumiez currently has 5 stores in CA and believe it can ultimately grow to 70 stores in this market • These new stores represent roughly $90 million

  10. Specialty Retail • 550 new stores in the next 3 years • 2.5 million new square feet in the next 3 years

  11. Specialty Retail • 550 new stores in the next 3 years • 2.5 million new square feet in the next 3 years • $1 billion in the next 3 years

  12. Specialty Retail

  13. Where will that $1 bil come from? • New business

  14. Where will that $1 bil come from? • New business • From A&F, AE, Aeropostal, etc.

  15. Where will that $1 bil come from? • New business • From A&F, AE, Aeropostal, etc. • From inside the pond

  16. Competing outside the pond • Know your competition

  17. Competing outside the pond • Know your competition • Emulate their strengths

  18. Competing outside the pond • Know your competition • Emulate their strengths • Expose their weaknesses

  19. Outside Competition…strengths • Purchasing Power

  20. Outside Competition…strengths • Purchasing Power • Infrastructure

  21. Outside Competition…strengths • Purchasing Power • Infrastructure • Private Label

  22. Fun Facts! • Private label represented 30% of Pac Sun’s sales in 2004

  23. Fun Facts! • Private label represented 30% of Pac Sun’s sales in 2004 • Private label represented 13% of Zumiez’ sales in 2004

  24. Outside Competition…strengths • Purchasing Power • Infrastructure • Private Label • Marketing Budget

  25. Outside Competition…strengths • Purchasing Power • Infrastructure • Private Label • Marketing Budget • Web Presence

  26. Fun Facts! • ANF had direct-to-consumer sales of $110.6 million in 2004

  27. Outside Competition…strengths • Purchasing Power • Infrastructure • Private Label • Marketing Budget • Web Presence • Gift Cards

  28. Fun Facts! • Consumers spent roughly 11.5% of their holiday budgets on gift cards this season according to the NRF

  29. Outside Competition…weaknesses • Limited access to brands

  30. Outside Competition…weaknesses • Limited access to brands • Minimal hardgoods exposure

  31. Outside Competition…weaknesses • Limited access to brands • Minimal hardgoods exposure • Rigid real estate model…mostly mall based and inland

  32. Outside Competition…weaknesses • Limited access to brands • Minimal hardgoods exposure • Rigid real estate model…mostly mall based and inland • Lack authenticity

  33. Objective • Retain the kid living by the beach.

  34. Objective • Retain the kid living by the beach • Capture the kid visiting the beach

  35. Exposing Weaknesses • Brands

  36. Top Brands • Independents…Volcom, Billabong and Quiksilver

  37. Top Brands • Independents…Volcom, Billabong and Quiksilver • Pac Sun…Quiksilver, Billabong and Volcom

  38. Fun Facts! • Quiksilver accounted for 10.9% of Pac Sun’s sales in 2004

  39. Fun Facts! • Quiksilver accounted for 10.9% of Pac Sun’s sales in 2004 • Billabong accounted for 9.4% of Pac Sun’s sales in 2004

  40. Need to Focus on • Smaller, less-distributed brands

  41. Need to Focus on • Smaller, less-distributed brands • Derivatives of larger brands…POVD

  42. Use BRA muscle to convince vendors to focus on • Incubating new brands

  43. Use BRA muscle to convince vendors to focus on • Incubating new brands • Funding small struggling brands

  44. Use BRA muscle to convince vendors to focus on • Incubating new brands • Funding small struggling brands • Developing derivative brands

  45. Exposing Weaknesses • Brands • Hardgoods

  46. Hardgoods • Drives customer loyalty

  47. Hardgoods • Drives customer loyalty • Emphasize softgoods side of surf hardgoods

  48. Hardgoods • Drives customer loyalty • Emphasize softgoods side of surf hardgoods • Skate/snow hardgoods brands (Independent, Element, Burton, etc.) are national, while surf hardgoods tend to be local…this can be a point of differentiation

  49. Exposing Weaknesses • Brands • Hardgoods • Location

  50. Location • Surf shops have a captive audience in the summer

More Related