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Identify and reach specific consumer groups so you can efficiently target and capture your most valuable consumers. Use our athletic and Outdoor Segmentation to drive more sales using targeted messaging. It also can help you refine your merchandising mix and assortment once you understand the differences among key consumer segments. Seven athletic segments and four outdoor segments are included.
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The U.S. footwear industry grew by 7 percent in the first half of 2018. Growth was driven by gains in casual footwear and online shopping. Social responsibility and sustainability awareness is also providing additional opportunities for the industry.
Leisure Sneakers Lead U.S. Footwear Sales Gains, with Added Boost from Other Comfort-Oriented Styles
Comfort is in style year-round as leisure sneakers dominate U.S. footwear sales gains. Other growing styles include sports and fashion slides, strappy sandals and mules/clogs.
The U.S. athletic footwear industry grew by 2 percent in 2017, generating $19.6 billion in sales, according to global information company The NPD Group. Unit sales also grew by 2 percent and average selling price remained flat, at $58.16.
The three key components of the $334 billion retail fashion segment, apparel, footwear, and fashion accessories, are each in different positions when it comes to the business, according to leading global information company The NPD Group. The apparel industry, which represents 65 percent of total U.S. retail fashion dollar sales and spans everything from basics to jeans, continues to enjoy the consistent growth experienced over the past few years. Conversely, the more trend-driven footwear and fashion accessories industries are now experiencing sales declines, keeping overall retail fashion sales in the 12 months ending February 2017 even with results from the prior year.
U.S. footwear sales improved during the first half of 2018. With many brands and retailers in transition, market share is up for grabs. Here’s a look at what’s driving the turnaround and the trends leading growth.
Online shopping for athletic footwear and apparel continues to grow in Japan. However, not all online retail categories are on the same growth path.
Travel retail is booming. Airport traffic grew 8% globally over the last year, and that growth is predicted to continue, averaging +8% annually through 2026.
The U.S. fashion industry is rapidly changing. At the same time, a flurry of factors – including shifts in consumer shopping behavior, retail closures, new celebrity influencers, and today’s macro trends – are having an impact on consumer spending. Here’s a look at 5 fashion trends we’re watching right now.
Many footwear brands are struggling in today’s changing retail environment, offering others a chance to capture market share. Are you taking advantage?
The back-to-school season now includes more options for the consumer than ever before. We took a look at how U.S. consumers shopped for back-to-school products in 2017 to help you plan for the 2018 season.
The back-to-school season isn't about one-stop shopping anymore. Find out what it is about these days.
Our client, a footwear manufacturer, wanted to win floor space for a premium product designed exclusively for a major retailer. The manufacturer needed to prove to the retailer that the return on the new product would be worth the incremental spend. Our client turned to us to build a compelling case.
The back-to-school season is the second largest retail shopping season. To gauge what’s to come this year, we looked back on last year’s back-to-school shopping behavior
Identifying top-selling and fast-growing styles is key to your success in today's competitive U.S. independent footwear market. Go to the source for ongoing insight that details exactly what's happening in the independent shoe channel and how it relates to your market. Identifying top-selling and fast-growing styles is key to your success in today's competitive U.S. independent footwear market. Go to the source for ongoing insight that details exactly what's happening in the independent shoe channel and how it relates to your market.
Insights and Opinions from our Analysts and Experts
Fashion footwear gained momentum heading into Q4, which leaves me with a positive outlook for the holiday season. The U.S. market grew six percent in Q3, driven mainly by the sport leisure category, but there has also been a turnaround in categories including sandals and, more recently, cold/all weather boots. Tied to my expectation that these styles will perform well, I believe that the brands and retailers that speak to the consumer priorities below will be successful this holiday.
Active and Comfort
Fashion sneakers have driven half of the fashion footwear market’s growth so far this year, and I expect this category to remain very important through holiday. But, its growth rate slowed in Q3, and heading into holiday boots seem primed to regain some share. In addition, while consumers will look to get dressed up for holiday festivities, comfort is the key word. Brands that are incorporating fashion along with athletic and comfort elements will win.
The Danish concept of hygge has fully taken hold in the U.S. Slipper sales were up double digits in Q3*, and I expect similar results for holiday as retailers promote loungewear and family pajamas. Cold weather and winter/snow boots will also benefit from this trend, even if the winter isn’t quite as cold and snowy as we’d like. And, even fashion items with a bit of fluffy detail will evoke those same feelings of comfort and coziness.
Versatility and Travel
Consumer confidence is at an 18-year high, which bodes well for retailers this holiday season. But, consumers are still making very deliberate decisions when it comes to spending their money. According to NPD’s annual Holiday Purchase Intentions Survey, around one-third of consumers plan to utilize consumer reviews to learn more about products this holiday season and/or plan to rely on recommendations from friends/family/co-workers. The value equation is top of mind, and retailers and brands that offer functional and versatile options such as waterproofing, indoor/outdoor wear, and/or multi-season use will be tapping into this need. Products marketed specifically to improve the travel experience (lightweight, multi-occasion wear) will stand out as well. Digitally native brands with strong social media presence are uniquely poised to attract consumer attention to these elements.
Year-to-date through September, 29 percent of fashion footwear sales have been generated online. I expect this penetration to increase by three to five percentage points during holiday as retailers such as Target and Amazon are upping their free shipping game, and others will likely follow-suit. Gifting programs such as GiftNow are rolling out and will make it easier to gift a specific footwear item by eliminating the risk of sending an unwanted item or wrong size. In addition, according to our Holiday Purchase Intentions Survey, almost one-in-four Millennials reported that they plan to use their smartphone most often to do their holiday shopping. This is convenience at its best, and will surely drive the online business this season.
Source: The NPD Group/Consumer Tracking Service
*Source: The NPD Group/Retail Tracking Service
After what was a solid first half of 2018 for the U.S. team sports equipment market, sales slowed in the third quarter. This does not portend well for holiday season sales.
Baseball was one of the hottest stories to open the year, as new youth baseball bat regulations forced families to buy new bats for their children. Sales of composite bats grew by more than half in the first six months. In the third quarter, however, that demand fell off and baseball sales went flat. We can expect to give back those first half gains next year.
Golf was another strong story in the first half; however, sales for Q3 were essentially flat. This was fueled by a decline in golf club sales, and flat performance for golf balls. The excitement over new releases has worn off. Callaway and Titleist sales grew nicely for Q3, but most of the other brands did not.
Soccer equipment sales rose during the World Cup, but fell off again immediately after it ended. This has been a very typical pattern during World Cup years. Soccer sales grew in the mid-single digits for Q3. Again, the industry will return those gains next year.
Sales of basketballs and backboards slowed even further in Q3 than in the first half, with sales down in the low teens. Basketball participation continues to decline as do sales of performance basketball shoes.
Participation was also likely a factor in the weak football numbers; Q3 sales were down in the mid-single digits for football equipment.
Universal protective gear experienced low single-digit growth for the quarter. I believe retailers are missing a great opportunity to leverage parents’ concerns over injuries. Protective gear should be part of every sports equipment purchase.
In terms of how major brands fared in Q3, Wilson equipment sales declined in the low singles. Spalding sales were down in the mid-teens on account of the weak basketball results. Nike equipment declined in the mid-teens and Under Armour in the high teens, while Adidas grew by more than 20 percent. Adidas showed particular strength in soccer, due to the World Cup. Rawlings and Franklin both grew by about 10 percent, and Shock Doctor improved in the low singles.
These mixed results signal a challenged fourth quarter. Brands and retailers must be creative to capture some wins for Holiday 2018.
Sneakernomics: Holiday 2018 Predictions for Sports Retail
This holiday season will see some challenges for the overall U.S. sports retail environment. But, there are still some bright spots that I anticipate will be areas of growth for the market this season.
Starting with the not-so-great news, athletic footwear sales in the U.S. were down for August and September compared to these same months last year. At the moment, I see no catalyst to drive overall sales back into the positive column for holiday. Performance footwear continues to struggle, now into its fourth year, and I do not expect this to change during the holiday period. Brands continue to push performance shoes on consumers who have clearly said they are not interested. The sport leisure category was soft in September, on account of a sales decline for sport lifestyle footwear; gains in the running inspired and casual athletic segments could not quite offset the decline in basketball inspired products.
Adidas sales went negative for September and I anticipate this will remain so for the balance of the year. Nike, Brand Jordan, and Converse sales were down for the month as well. Without growth from these major brands, the athletic footwear market cannot grow.
The top-selling shoe for the last two years, Nike Tanjun, also posted a decline for September. At this point, I do not believe there is a replacement for this shoe and the industry is lacking a hot item that can lift it. This void will put pressure on the entire market.
On the other hand, there are some bright spots for the athletic footwear industry, one of which has been the success of smaller brands. Vans, Puma, Reebok, Fila, and Brooks are all outperforming the market. Small is the new big, and I expect these brands will be popular and perform well this holiday. Another bright spot is the women’s business. As the industry has vastly underserved women, the women’s footwear market remains our greatest failure, but it is also our greatest opportunity.
In terms of activewear, or athletic apparel, sales were up slightly for Q3 and flat for August and September. I expect we will see a similar outcome for the holiday period.
Cold weather products sold well in Q3 as the inventories are very clean and fresh. However, the long range weather forecast is for a period of warm and dry weather, which will hold back any real gains for the category during Q4.
Just as in athletic footwear, smaller brands are succeeding in the activewear market. These are the ones we should look out for this season.
I expect the sports marketplace across both footwear and apparel to remain very promotional for Holiday 2018, as it has been for most of 2018 and last holiday season. If brands and retailers want to win with consumers this holiday, they must be careful to not sacrifice quality. Now more than ever, the sports industry needs a hot item.
Source: The NPD Group/ Retail Tracking Service
The U.S. athletic footwear industry grew its dollar sales a healthy 4 percent in the third quarter of 2018, which I am pleased to report was better than I had anticipated. The sport lifestyle segment contributed the most dollars gained, while performance footwear continued to struggle.
Women’s athletic footwear outperformed the rest of the market, with sales up in the high single-digits, and this was driven by stellar Vans sales. Men’s sales grew in the low single-digits, as the performance categories were all soft, while kids’ sales were up slightly for the quarter.
The athletic specialty/sporting goods channel experienced a low single-digit gain, but was dramatically outpaced by the other channels. Premium department stores grew in the high singles, while mid-tier department stores improved in the mid-single digits. Shoe chains grew in the mid-single digits as well.
In terms of categories, performance footwear continued its negative trend, which has now entered its fourth year. With declines seen in key segments including basketball, training, running, and hiking, there is no evidence that performance-as-fashion will make a comeback any time soon.
Sport lifestyle, the largest athletic footwear category, grew its sales by 8 percent. Cold/all weather boots had a solid beginning to the fall/winter season, with sales up 16 percent, driven by brands including Koolaburra, UGG, and Sorel. Skate shoe sales increased by 45 percent, driven by Vans, and sports slides were up 12 percent.
Looking at brand highlights, Nike, Adidas, and Skechers grew their sales for the quarter, as did Brooks, Vans, and Timberland. Nike, Inc. sales were flat on account of declines from Brand Jordan and Converse, and Under Armour also experienced a decline. The Q3 top-selling athletic footwear styles, based on dollar sales were: Nike Tanjun, Nike Air Max 270, Converse Chuck Taylor Low, Vans Ward, Nike Revolution 4, Nike Air Huarache, Nike Flex Contact, Jordan X, Adidas NMD R1, and Nike Flex Experience RN 7.
September, in particular, showed some surprises, especially as we step into the holiday season. With September sales decelerating for big brands including Nike, Adidas, and Skechers, I expect this will pose some weakness to holiday sales for the athletic footwear industry. In addition, the top-selling shoe for the last two years, Nike Tanjun, saw a sales decline in September, with no replacement in sight. Vans’ growth, while still robust, slowed in the last month. Echoing my sentiment that ‘small is the new big,’ I expect this theme to continue to hold true during the holiday season, which I believe will be an interesting one this year.
As I expected, activewear sales were up slightly for Q3. Weather was a factor as the warm and dry conditions slowed cold weather gains. This early trend does not bode well for holiday, as brands are already being quite promotional.
Contrary to footwear, women’s activewear sales were quite soft, while men’s and kids showed solid growth.
Looking at channel performance, both premium and mid-tier department stores saw mid-single digit growth, and athletic specialty/sporting goods had a low single-digit decline.
One encouraging note was the early strength in outerwear, driven by retro track jackets and wind shirts. Cold weather outerwear categories are clean and fresh, which provided a nice lift to the market. Other segments that grew were sweatshirts, also fueled by the retro trend, and active bottoms. Sports bras declined in the mid-single digits, as the verticals took share from the core brands. Socks and swimwear were both negative as well.
In terms of brands, “Private Label” was the largest brand and one of the fastest growing. Both Adidas and Nike grew, largely on the retro trend, as did Patagonia, The North Face, Columbia, and PrAna. Under Armour, which has no retro product, experienced a sales decline. In addition, Fruit of the Loom, Hanes, and Champion saw growth as well.
There are plenty of examples of people talking at length about how today’s young consumer demands that brands take visible stands on social issues. Renowned author Simon Sinek said it best: “People don’t buy what you do; they buy why you do it.”
But how does a brand decide which causes to support and what position to take? I believe that brands (and retailers) must look inside themselves and discover what their purpose is; they need to answer the “why they do it” question.
There is a relatively new movement afoot called “purpose-driven brands,” when brands and retailers connect their purpose with the purpose of their consumers. A purpose-driven brand consciously conducts its business according to its purpose.
Customers want to know what a brand stands for and what motivates their decisions. Consumers want brands to align with their values.
Of all the industries that adopted this common sense approach to marketing, the Sports and Recreation industry was arguably one of the first to target the purpose-driven consumer.
So many examples come to mind. Some companies appeal to a larger consumer market simply by focusing on their core customer; Carhartt’s hardworking apparel for hardworking men and women, and Yeti’s outdoor coolers for serious outdoor enthusiasts come to mind. Other companies market themselves as environmentally-friendly, charitable, or take an all-encompassing approach. Patagonia has been a purpose-driven company since the beginning; its stated mission: “Build the best product, cause no unnecessary harm, use business to inspire and implement solutions to the environmental crisis.”
Merrell has two sections on its website pertaining to purpose. One is “What Matters Most,” and the other is, “Causes We Support.”
VF Corporation (owners of Vans, The North Face, and Timberland) positions itself as a “Purpose-led, performance-driven and value-creating organization,” striving to “improve people’s lives and make the world a better place.” From its corporate website: “We don’t just make the world’s best apparel and footwear; we power movements of sustainable and active lifestyles for the betterment of people and our planet. This is our Purpose. It’s why we come to work every day.”
These types of purpose statements inform every company’s decision and initiative. Consumers have a clear view of what drives these brands.
Once a brand or retailer has created their purpose, they then need to communicate that purpose clearly and consistently both inside and outside the company. And, more importantly, they need to act on these principles every day. Brands can use their purpose in marketing to communicate to the public. A brand’s purpose builds a relationship with the community.
Brands and retailers must look beyond their basic functions to discover their true purpose – they should look inside to discover “The right thing to do.” The products that are made and sold must reflect the purpose of the company. In short, brands must walk the walk. It’s not enough to just say that a brand supports a cause; every company action must reflect their purpose.
Consumers’ purchases will continue to be driven by their values. Successful purpose-driven brands will reflect and act on those values.
The Millennial and Gen Z consumers have been quite clear. They want to know where their brands and retailers stand on important social issues, and are willing to take their business elsewhere if those positions do not align with their own.
One of the most important causes for today’s younger generations is stopping climate change through sustainable consumption. A recent NPD study found that young U.S. consumers are willing to pay more for sustainable products. But are sports brands doing enough here?
The outdoor industry has always been at the forefront of protecting and preserving the environment. But, I think the outdoor industry has taken this position for granted. I believe the industry needs to tell the consumer all the things they do on a daily basis to end climate change, as well as the work that must continue.
I believe one of the many reasons for Patagonia’s current success is the very vocal and powerful stand they have taken on environmental issues. Other brands in the space can follow this lead. The stories are there. We just need to do a better job of telling those stories.
One area where the outdoor industry has fallen short is in diversity and inclusiveness. Outdoor brands and retailers are leaving business on the table by underserving minority groups and the everyday consumer. A big part of the current industry malaise is this inability to move away from only addressing the core.
The athletic side of the sports business has quietly been doing very good work on sustainability, but they have been far too quiet.
Brands have focused on new manufacturing techniques that create less waste and use less harmful bonding materials. Adidas’s Parley collection, which uses recycled plastic ocean waste, is a great example of the kind of work that is being done. But as we saw in the outdoor industry, brands are not telling the story well enough. Athletic retailers have virtually been left out of the conversation.
Diversity remains another opportunity for the athletic industry. All workers in the sports industry product chain must be paid a fair wage and work in safe conditions. Doing something this obvious will result in a significant upside for manufacturers and retailers that honor the quality of the work environment for female employees.
Much good work has been done in the sports retail business, but there is so much more to do. And as an industry, we can do a better job of telling these stories.
Back-to-School 2018 is a little more than half over and the results thus far, as I anticipated, have been rather disappointing. Looking at weekly sales data from June 3 through July 28, 2018 compared to the same period a year ago, athletic footwear dollar sales in the U.S. were essentially flat.
The sport lifestyle category has slowed given some weakness in retro basketball, but sales nonetheless grew in the mid-single digits.
The performance shoe categories all continued to struggle. Performance running (even with all the new initiatives) was down in the mid-single digits. Performance basketball sales declined as did training and hiking footwear. There does not appear to be a turn for ‘performance as fashion’ in the near term.
Sport slides have been a popular seller and were up in the low teens. Skate shoes grew by nearly half, driven by robust demand for Vans. What I have expected to be a hot brand this back-to-school season, Vans overall sales grew by more than three quarters during these weeks. NPD’s Checkout, a receipt mining service, has uncovered some interesting findings around the brand. In the last 12 months, the size of Vans’ in-store customer base has held relatively steady versus last year, but their customers are making more purchases; the proportion of in-store Vans buyers who have purchased two or more pairs has increased by almost 20 percent versus a year ago.
Looking at other brand highlights, Nike brand grew in the low single digits, though it was not enough to offset Nike Inc. declines. Adidas’s mid-teens gains were well off its previous torrid pace, though the brand continues to take share in the U.S. Brooks improved by a third. Skechers athletic shoes posted a slight decline, while ASICS saw sales fall in the high teens. Timberland and Columbia grew in sales, while Merrell and Keen declined.
Fila and Puma both had nice increases for the period. “Small as the new big” is an important theme for Back-to-School 2018.
Given these results, I expect this back-to-school season to be as promotional as last year, if not more so, putting pressure on margins. I also expect e-commerce to outpace sales growth in physical stores, as online becomes more and more important to the total.
Looking ahead, I expect these modest results to continue for the balance of the year. Whatever energy we see in athletic footwear will come from the smaller brands.
Source: The NPD Group/ Retail Tracking Service, 8 weeks ending July 28, 2018
The second quarter of 2018 (April-June) was not great for the U.S. team sports equipment industry, compared to the same three months in 2017. Sales were essentially flat for the quarter, as the new baseball bat regulations that drove baseball sales growth in Q1 had pretty much played out. Baseball sales in Q2 actually declined in the low single-digits. The gains it experienced during Q1 will be difficult to offset next year.
Though a slowdown of sales growth compared to the low teens increase during Q1, golf equipment still performed well, as more Boomers retire every day, with sales up in the mid-singles. Golf club sales grew in the mid-singles, indicating new entrants, while ball sales only grew in the high singles, likely dampened by the decline in golf rounds played in April and June.
April posted the coldest temperatures in two decades, which put a damper on spring sports.
Soccer equipment sales improved due to interest in the World Cup. Historically, these sales trends do not carry forward.
Q2 basketball equipment sales declined in the mid-teens, in line with the weak basketball shoe sales trend.
Looking at team sports equipment brands, Callaway grew by a quarter, taking share from those who have exited the golf business. TaylorMade sales were flat, and Titleist grew in the high teens.
Rawlings grew in the high teens and Easton posted a decline, as did Spalding and Wilson. Nike equipment declined by more than a third, while Adidas improved by about 25 percent.
With reported participation rates continuing to fall, we can expect no real growth in team equipment for the balance of 2018.
Two events happened recently that highlight the dilemma that sports markets face.
Last week, LeBron James emerged from the “Decision Cave” and announced that he was taking his talents to LA. Then, Roger Federer agreed to be paid $30 million per year for 10 years to endorse Japanese retailer Uniqlo.
Many have assumed that LeBron’s change would somehow benefit sales, but in my opinion this is not the case. Yes, a lot of Lakers “number 23” jerseys will be sold, but there are thousands and thousands of Cleveland 23’s still left in inventory. These jerseys started at 50 percent off two weeks ago. Today, they are merely historic artifacts that could take years to clear.
I do not expect to see a big lift in basketball shoe sales either. When Kobe Bryant was at the height of his game, he had the top-selling jersey in the NBA, but he never sold a lot of shoes in the U.S. Los Angeles is more of a flip-flop market than basketball shoe market. Given the lead times in the sneaker industry, it will take many months to have LeBron shoes in Laker colors. And even then, there will be little appetite; performance basketball shoes remain solidly out of fashion in the U.S.
As a side note, it is important to point out that Kobe’s shoes sold in much greater quantities in China than they did in the U.S. However, LeBron has never been that popular a player in China. If U.S. basketball goes out of fashion with Chinese consumers who follow the sport, brands will surely struggle in China.
Turning to tennis, Federer played his first match at Wimbledon in Uniqlo apparel. It was announced that he would be paid for 10 years, regardless of whether he played tennis or not.
Tennis players earn amazing endorsement deals even as participation has stagnated. Their appeal is more to the ultra-wealthy than it is to the average consumer. Teen consumers are not even in the picture.
I’m in London as I write this, surrounded by fans of Fedo. Some might be interested in what he wears or which liquor he drinks, but none of these folks appear to have set foot in a mall, let alone a fast fashion retailer.
What we are realizing is that the paid endorser model is simply broken. Fans know that athletes and celebrities are paid to wear products, and only wear them because they are paid. Celebrities’ relationships with brands are based on compensation, and not on any true emotional attachments.
Consumers have begun to realize how phony these pay-to-wear deals are. Celebrities have not loyalty to brands, or fans. They simply will endorse whatever they are paid to wear.
The sports industry needs to return to the days of authentic and honest endorsement, where the relationship is guided by passion and emotion, not by big paychecks.
The February through April 2018 period (compared to the same three month timeframe in 2017) was a solid one for the U.S. team sports equipment industry. Sales grew in the mid-single digits, as the new baseball bat regulations drove baseball sales growth in the mid-teens. Composite bats improved by nearly half and pulled all the other categories up with it. These gains will be difficult to offset next year.
In composite bats, Rawlings more than doubled sales. Louisville Slugger grew in the high teens while DeMarini had a decline. Market share leader Easton grew by more than half.
Golf equipment also performed well, likely driven by the peak in Baby Boomer retirements, with sales up in the low teens. Golf club sales grew in the low teens, indicating new entrants, while ball sales only grew in the high singles, likely dampened by the decline in golf rounds played in April.
April posted the coldest temperatures in two decades, which put a damper on spring sports (with the exception of baseball). Soccer equipment sales were flat, while lacrosse had a mid-single digit decline. Field hockey had a surprising mid-teens increase. Tennis declined in the low singles.
Basketball equipment sales declined in the low teens, in line with weak basketball shoe sales.
Combat and wrestling-related sales grew in the low teens.
Protective gear, a standout category in 2017, slowed to a low single-digit increase.
Looking at team sports equipment brands, Callaway grew by a third, taking share from those who have exited the golf business. TaylorMade grew in the high singles, and Titleist in the high teens.
Rawlings grew by nearly a third and Easton by nearly half.
Spalding and Wilson both posted declines.
My expectation is that golf sales will flatten out as we move through the year, and baseball will hold up until the new bats are replaced, while the rest of team sports equipment market will be challenged.