Smarter Retail

Resources for the independent retailer to survive and thrive.

Wednesday, March 12, 2003

Reebok is staging a comeback and fighting to gain market share from Nike. Reebok is riding a trend away from high-priced sneakers and is also capitalizing on the reemergence of the retro look:

In February 2002, Foot Locker told Nike the store wanted to reduce the number of Nike's marquee shoes — the Air Jordans, Shox and Air Force Ones going for more than $100 — because it believed that consumers were turning more to midprice shoes. According to a person close to the deal, Foot Locker told Nike it wanted to reduce its marquee shoes from 12 percent of the chain's business to 6 percent, and canceled $150 million in Nike orders.

Nike struck back. Nike denied that it had pulled back on existing orders or punished Foot Locker with late shipments, as had been reported. "But Foot Locker will no longer be a primary distribution for marquee and launch products," said Charles Denson, the president of Nike Brand, in a December call with analysts.

On Feb. 15, Nike's Hall of Hoops displays in Foot Locker stores were replaced by Reebok's Above the Rim, featuring RBK shoes and jerseys and hats endorsed by Allen Iverson, the Philadelphia 76ers star. Reebok has also filled the vacuum with more of its Classic line, part of the retro look that has been successful for such sneaker also-rans as Converse and Puma.

"They jumped on the retro trend, with sneakers like those sold 10 to 20 years ago — the youth of today haven't seen them," said Matthew D. Serra, the chief executive of Foot Locker. "Retro is very hot, and Reeboks are very affordable: $60, $70 for most of them. We put them in, and the customers responded." (Mr. Serra refused to give sales figures, or to discuss l'affaire Nike.)
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