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Abercrombie & Fitch Co.Company analysis
Prepared by: Olga Gnedash, Alexander Petrushin, Brent Hanson
Agenda Company Overview Business Description History Industry and
competitors SWOT analysis Unique Sales strategy Recommendations and
Conclusion
Company Overview Specialty retailer that sales casual apparel Operates under 5 brands: Abercrombie & Fitch,
AbercrombieKids, Hollister and RUEHL and Gilly Hicks: Sydney brands.
The company operates in the US, Canada, UK. Operates 1039 stores worldwide (February 2008) 80,100 employees
Abercrombie
Established July 1998 7-14-year-old age group 170 stores in US “Classic cool” theme Logo Moose
Hollister Co. Established July 2000 14-18-year-old schoolers 455 stores in US and Canada Theme “SoCal” Logo Seagull
Abercrombie & Fitch Established June 1892 Targets 18-22 year-old age group 357 stores Theme “Casual Luxury” Logo Moose
The RUEHL Established September 2004 Targets 22-35 year adults Operates 22 stores Logo French Bulldog
Gilly Hicks: Sydney Established January 2008 Operates 5 stores Targets 18 and up Logo Koala Theme Australia
History David T. Abercrombie established Abercrombie
Co. on June 1892 In 1904 wealthy Ezra Fitch became a co-owner In 1909 issued and mailed 50,000 copies of 456-
page catalog In 1917 A&F became the largest retailer in NYC
that sold sportswear In 2006 A&F opened its first store in Canada, In
2007 first store in UK
Industry and Competitors Retail Industry (Special Lines) 40,000 companies operate 90,000 stores Summarized annual revenue $130 billion Dominance of large companies Slowdown in spending on clothing Labor-intensive industry, high demand for qualified and
skilled sales reps Two main sales seasons- fall (main for A&F) and spring
Industry and Competitors Gap, Inc., The Target Corporation Gap, Inc., The Limited Brands American Eagle
Outfitters, Inc. Benetton Group SpA
Tommy Hilfiger Corporation
Urban Outfitters, Inc. Wet Seal, Inc, The Aeropostale, Inc.
Competition
Abercrombie & Fitch
American Eagle The Gap
Established 1892 1904 1969
Revenue (billion USD)
6.91 2.8 16
Number of stores
1039 697 3139
Employees 80,100 20,600 150,000
Scope of operation
US, Canada, UK
US More than 19 countries
SWOT Analysis Strengths Strong brand portfolio Strong financial performance Robust balance sheet
Weaknesses Low inventory turnover ratio Limited geographic reach
SWOT Analysis Opportunities Expansion in new
markets Investment in
infrastructure Development of new
concepts Increasing online sales
Threats Counterfeit goods Increasing rental rates in
US Slowdown in the US
economy
Unique Sales Strategy: IMC High integration of Marketing
efforts Recruits high energy “brand
reps” largely from college campuses who dress in A&F
Issues subscription catalog – A&F Quarterly (350,000 Americans has subscribed)
Issues “magalogs”
Unique Sales Strategy Emphasis on high level of
service, quality, brand image
Targets Generation Y
Positioning strategy involves the use of overt sexuality advertising appeal
http://www.youtube.com/watch?v=9dqEcKcadUE&NR=1
Unique Sales Strategy: Publicity Positive 18-22-year-olds
Controversy surrounding its ad campaign has added allure and exclusivity
34 consecutive quarters of record sales and earnings
Negative Parents
Organizations
Legislators
“Playboy for kids”
Unique Sales Strategy: Store Layout comfortable armchairs
designed Large photos on the
walls extremely loud,
energizing trance and dance songs
dimmed light unique A&F’s scent in
the store
Unique Sales Strategy: Web site Allows to download
music, e-post cards Provide useful
information, FAQ Shop online Watch Abercrombie TV Create ANFMail
accounts
Recommendations and Conclusion Long-term recommendations Open a discount clothing store Invest in overseas expansion (Europe, Japan)
Short-term recommendations Sponsor college events Strengthen rebellion and controversy image Emphasize on online shopping Review the choice of magazines where A&F places ads