1. Athletic Footwear Industry
Rob Pannell,Kyle Ewanouski, Vaibhav Gupta, Venkat Koduru

2. Why athletic footwear?
Constant observable shift in consumer preferences due to seasonality
Relevant to college students since most as consumers of athletic shoes and involved in sports team
High (45%) gross margin; strong focus on marketing
Nearly all inputs are outsourced except for end-retailing
Push to cut out retailers, and sell directly to consumer

3. Industry Structure

4. Global Athletic Footware Market
Quick Figures
Global Footwear Market
$185 billion
US Athletic Footwear represents roughly 19% of global athletic footwear market
Asia-Pacific market is expected
Global Athletic Footware Market
$75 billion
US Athletic Footware
$14 billion
Avg Gross Margin:
45%
Avg Net Margin: 7%
Avg Marketing Expense: 10%

5. Shoe Distribution
Shoe Manufactures
Retailers
Customers

6. Types of Shoes
Based on survey data by NPD group of purpose of athletic footwear
Nearly 50% of sales is for “Casual Athletic” and “Running”

7. Customers
50% of sales in the US are to men, 30% to women, and 20% to children/infants
Males account for roughly 60% of sales to children and infants, so trend is not reversing

8. Let’s look closer
Though Men bought the same number of athletic shoes, they purchased more expensive ones
Women too purchased more expensive shoes, but they purchased less shoes
Children’s shoes (though only 15%) of the market, are the fastest growing area
2011 to 2012
Dollar % Change
Unit % Sales
Men
+6%
flat
Women
-3%
-5%
Children
+13%
+4%
Infants
+7%
Total
-1%

9. Consolidated Industry
US HHI = 2,713
Highly concentrated domestic market
Nike and Addidas (including Reebok brand) make up 80% of market share
Smaller, specialized players that focus on particular segments all with limited market share
Global HHI = 1,581
Moderately concentrated global market
Nike and Addidas (largest global players) make up 49% of market share

10. Specialization
Only the Nike, Adidas (Reebok), and New Balance brands offer products for a wide range of sports
Most of the other manufactures specialize in only a few segments

11. Key Success Factors Low internal costs Economies of scale & scope
Manufacturing efficiency
Outsourcing of majority of manufacturing & automation
Establishment of brand names
Quality control
Establishment of export markets
Compliance with government policies

12. SWOT Strengths Weaknesses
Low product costs, and high prices (avg. gross margin: 45%)
High net margin (avg. roughly 10%)
Strong brand loyalty
Lean organizations (money not tied up in factories, manufucatuing workers); most costs can be easily reversed (marketing)
Weaknesses
Low penetration of price sensitive consumer market (especially important in European market)
Numerous ethical problems at manufacturing facilities (problem not limited to Nike)
Opportunities
Growth in emerging markets (mainly in Asia-Pacific region) – growing wealth and internationalization
Many global marketing opportunities to increase exposure (World Cup, Olympics, etc)
Threats
Rising competition from counterfeited goods in growth markets
Slow growth in US
Negative growth in Europe

13. Nike 42% domestic market share
Purchased Converse in 2003 for $305 million
Focus on selling higher-priced “customized” shoes directly to customer – NikeId.com
Focus on technology – Nike+ product with Apple
Nike
Revenue (millions $)
Gross Margin
Net Margin
Marketing Expense
2012
24,128
43.40%
9.21%
11.24%
2011
20,862
45.58%
10.22%
11.73%
2010
19,014
46.28%
10.03%
12.39%
2009
19,176
44.87%
7.75%
12.26%
2008
18,627
45.03%
10.11%

14. Adidas 39% domestic market share (12% Reebok brand)
Purchased Reebok in 2006 for $3.8 billion
Globally Adidas is the more popular brand, US Reebok
In 2006, signed 11 year contract to become official NBA clothing provider
Increased revenue by 51%; Increased US market share
Addidas
Revenue (millions $)
Gross Margin
Net Margin
Marketing Expense
2012
19,347
47.73%
3.53%
10.09%
2011
17,347
47.54%
5.02%
10.21%
2010
15,587
47.79%
4.74%
10.74%
2009
13,495
45.39%
2.36%
9.90%
2008
14,038
48.67%
5.96%
10.48%

15. Under Armor Focus is actually on specialized t-shirts
Only began offering footwear in 2006; negligible current footwear market share
But growing brand + strong brand loyalty = expectation of higher market share in the future
Growing net margins
Under Armour
Revenue (millions $)
Gross Margin
Net Margin
2012
1,834.9
47.92%
7.02%
2011
1,472.6
48.41%
6.58%
2010
1,063.9
49.87%
6.44%
2009
856.4
48.23%
5.46%
2008
725.2
48.94%
5.27%

16. Puma U.S Market share only 6% Global market share is 7%
Owned by PPR conglomerate
Large presence in European market
Increased raw material costs and reduced demand have damaged margins
But above average gross margin
Puma
Revenue (millions $)
Gross Margin
Net Margin
2012
4,252.3
48.28%
2.14%
2011
3,911.7
49.63%
7.64%
2010
3,517.8
49.69%
7.46%
2009
3,199.3
51.30%
5.12%
2008
3,281.2
51.76%
9.19%

17. Survey Results & Pricing Strategies

20. Premium Pricing Footwear products are listed at an above average price
Nike Lebron X P.S. Elite + Enabled priced at $279.99
(Why?)
Higher prices influence customers’ perceptions of product as they often equate higher prices to higher performance and an overall better product, in comparison to lower priced goods

21. Penetration Pricing
Footwear products are listed at a lower price than competitors in order to gain attention and support from new potential customers
Li-Ning leading sport brand in China attempting
Just signed Dwayne Wade in 2012
(Why?)
Companies attempt to gain market share and long term survival amongst the industry by attracting customers simply through the use of marginally lower costing products than their well known competitors

22. Promotional Pricing
Footwear products are often listed as on sale or part of a “Buy one Get one” offer for a limited time
(Seasonality of products)
Jordan AJ 2012 Lite- Men’S Width D- Medium
$ Now $99.99
(Why?)
Companies utilize promotional pricing in order to further attract the attention of price sensitive consumers and in turn develop a long term customer loyalty to the specific brand or provider

23. Temporal Pricing
Assume that when a sport is out of season the price of footwear specific to that sport in fact drops or goes on sale to provoke spending by consumers.

27. Value Based Pricing
Pricing Footwear products according to the amount and degree of benefits that that specific product provides to the customer, as opposed to pricing the product in regard to how much it takes to actually make it
(Nike’s average basketball shoe costs around $12 to manufacture)
(Why?)
VBP is utilized in order to capture more consumer surplus and works best when providers have an accurate idea of just what consumers are willing to pay for specific goods

28. High-Low Pricing
Footwear products are originally priced higher than competing products, and once initial consumer interest and popularity begin to diminish, prices are significantly lowered through the use of sales techniques such as:
promotional efforts
Coupons
discount rates
(Why?)
Initial high prices captures extensive revenue from customers willing to pay premium prices for popular products, and once the majority of customers tend to stray away, discount rates and slashing of high prices make customers feel products are more affordable

29. Advertising
In talking about Advertising we are going to talk mainly about the basketball shoe market to go more in depth and be more specific with our examples. Other sports are very simliar to what we will see happened with basketball. Nike sponsors many high profile athletes in the NFL and you have Under Armor sponsoring top players like Tom Brady, Ray Lewis and Cam Newton. Nike has exclusivity rights to the NFL. In baseball Derek Jeter is sponsored by Jordan. IN basketball though there is not much equipment aside from your jersey, so it is even more important for these companies to get the high profile athletes because everyone is looking at what is on their feet. Adidas is the main sponsor but athletes can wear whichever shoes they prefer.

30. In our survey we asked what brands people associated with certain sport.
While Nike was the brand which people associated most with Baseball, basketball and football, Jordan was the brand associated most with basketball.

31. Building upon this we asked which brand each individual preferred when buying a new pair of athletic shoes. Our survey results overwhelming showed that 71% of people would would choose Nike, Adidas coming in 2nd with 10% followed by Jordan, Reebok and Under Armor (a relatively new company) and the other being Puma.

32. In looking more in depth into advertising, we looked at some commercial data that shows the breakup of commercials by each company. This has Reebok, Adidas, Under Armor and Nike grouped together and shows which months are most popular when advertising on TV. March and April are popular months due to March Madness and the NBA Playoffs along with the beginning of baseball season. When you look at August, this is a popular month as school approaches as well as football season. Interesting to see that during the holiday season, commercials arent at their highest percentage.

33. This is just the number of commercials by month by each company
This is just the number of commercials by month by each company. Reebok of all companies appears to spend the most money on advertising during March April and August. Reebok used to have exclusivity right to the NFL before Nike took them over last year. Under Armor advertises most during football season, whats perceived to be there most popular sport. Adidas advertises most during March and April, March madness and NBA playoffs. Adidas is the major sponsor of the NBA.

34. Interesting to see that Music channels and realty TV are generally the most popular when it comes to advertising on certain networks. Targeting high school and college kids along with people in their 20s-early 30’s who would be found watching those channels. Sports networks are the next most popular networks. As you can see from the data, Under Armor is very specific in their advertising. Nike Reebok and Adidas branch out to many different demographics.

35. Breakdown, you can see the majority of commercials that the companies have on music and reality ty networks along with the sports networks.

36. Lebron James Kobe Bryant
Lebron James in 2003 signed a 7 year, $93 million deal with Nike and in 2010 resigned with Nike for an undisclosed amount known to be greater than $10 million per year.
Kobe Bryant
In 2003 Kobe Bryant signed a 5 year, $45 million deal with Nike. His current contract with Nike is unknown but believed to be an amount greater than his previous one.

37. Derrick Rose Kevin Durant
In February of 2012, Derrick Rose signed a 14 year, $250 million contract with Adidas. Derrick Rose was MVP of the league at age 22 before tearing his ACL.
Kevin Durant
Durant signed a 7 year, $60 million deal with Nike after turning down a 7 year, $70 million deal and $12 million signing bonus with Adidas. Durant says he has history with Nike dating back to the 8th grade.

38. Michael Jordan
Jordan signed a 5 year contract with Nike in 1984 for $500,000 per year and Nike stock options bringing the deal to over $7 million for 5 years.
Today Michael Jordan earns an estimated $60 million a year from the Nike/Jordan brand.
Air Jordans are responsible for 58% of all basketball shoe sales today and $2.5 billion in sales for Nike.

39. When you go onto Foot Locker’s website and sort basketball shoes by prices, highest to lowest, the first page of results that comes up shows these shoes. There is a direct correlation between the price of a shoe and the athlete associate with it.

40. Looking at our study, older people are indifferent about whether or not the shoes they buy are worn by a high profile athlete so this pricing strategy mainly affects the middle school and high school demographic.

41. Second Degree Price Discrimination
“Firms offer a menu of different packages” or in this case different athletic footwear options “designed in such a way that consumers sort themselves out (self-select) by choosing different packages.”
Different products offering different benefits to the consumers that allows the public to self select for the specific good they desire
(Nike Lebron X priced at $ vs. Nike Hyperdunk Low priced at $ vs. Nike Zoom Hyperchaos priced at $90.00)
Similar Product Different Name
(Nike Lebron X vs. Hyperdunk)

42. Nike Lebron X vs. Nike Hyperdunk
Nike Lebron X priced at $ Nike Hyperdunk priced at $140.00

43. Nike has them most selection of shoes and offers products across a wide range of prices. Reebok Under Armor Adidas price their shoes relatively high and don’t offer lower priced option along with Jordan. While Nike does offer the most selection, their prices are the highest among the basketball shoe market followed by Jordan which is owned by Nike.

44. Many of the options are centrally located around the dollar range. Jordan Adidas and Reebok don’t even offer prices below of $50.

45. Summary
Slow unit sales growth in developed markets; increasing in emerging markets
Margin growth in developed markets
Highly concentrated industry domestically; moderately concentrated globally
Second degree pricing discrimination frequently used with mainly penetration pricing, promotion pricing, premium pricing, and hi-lo pricing, value based pricing
Recap on trends and raw data:
Many from survey said that they though shoes were overpriced but also said that they had a high willingness to pay
Shift in consumer preferences due to intense advertising – consumers prefer celebrity endorsed or technology enhanced shoes with higher markups
Industry Growth:
Increased margins in developed markets
increased brand awareness in both developed and developing markets
Favorable demographic shifts in emerging markets

46. Recommendations Industry wide recommendations:
Increase prices through more technology advancements and celebrity endorsements (limited scope for increased sales in developed markets)
Expand market share with lower priced shoes in $25 to $50 range
Green marketing campaign: Proved successful for Nike
Company recommendations:
Nike: Focus on improving working conditions and PR image which are hurting growth in certain segments
Adidas: Increase market penetration in the US
Under Armor: Mainly focused on football and running. Should focus on expanding product lineup.
Puma: Expand market share outside Europe and expand product line to enhance premium pricing and penetration pricing