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Changing Demographic
Sundial Shea Moisture
• Shea Moisture recently sold a portion of there company to an investment firm Bain Capitol.• Shea Moisture is looking to broaden its customer base
outside of its normal core base of African Americans.• Bain Capitol is aiming to boost growth by taking a brooder
approach by marketing outside of ethnicity. • Shea Moisture is trying to capitalize off the growth of more
Americans using products that are organic and natural.
Article Overview
• The switch to marketing to a broader audience has been unsettling for Shea moisture core base.• Customer feels that the company has “sold out” and now
this base is being neglected. • Co-founder Richelieu Dennis ensures that he will continue
to serve his core customer while still engaging with a broader audience .
Article Overview
• Worlds leading private investment firm• Partners with management teams to provide and plan
resources for equitable growth• Partnerships: Dunkin Donuts, Nabisco, Dow Chemical
Company
Bain Capitol
• Statistical Descriptions of characteristics of a population; race, age, income etc… • Bain capital and Shea moisture are looking to capitalize on
a growing market• Shea moisture core demographics is African American
woman.
Demographics
Female Male <24
25-34
35-44
45-54
55-64 65
+
African
American Asia
n
Caucas
ian
Hispan
ic
demog
raphic
Has Kid
s
No Kids
- $20
k
$20k-
40k
$40k-
60k
$60k-
80k
$80k-
100k
$100
k-125
k
$125
k +
No Colle
ge
College
Adv. Deg
ree0
100200300400500600700800900
What is Shea Moisture Demographic
Demographics
• Growing company who has become popular among customer who love natural ingredients• Growing market means more opportunity for profits• Growing margin for more equable opportunity
Changing Demographic
• With the financial backup Shea Moisture has begun to change its market strategies:– Producing more products– Partnering with major retailers –Expanding representation in advertisement–Growing its availability in Social networks– Pop-up shops
Cater to the markets
• Cosmetics • Hair
• Bath
Expansion of Products
• Walgreens
• Meijer
• Target
• Ulta Beauty
Major Retail Partnerships
Advertisements
• Many of the core customers (African American) felt as the Shea Moisture would abandoned them with the interest of Bain Capitol• New advertisement confirmed this for most and it prompt a
boycott• To ensure that core customer knew they wouldn’t be
forgotten co founder Richelieu made countless statements about a “ New General Market”–New General Market- no segregation of products based
on cultures, ethnicities and demographics
Major Issue with advertisement
• Twitter–Uses twitter as a way to engage with customer while
keeping up on the latest trends.
• Instagram – Promotes and advertise latest sales and free giveaways
Social Networks
• A relatively new phenomenon where Shea Moisture does a takeover of a specific event which offers its products at discount prices
Pop-up shops
• Shea Moisture core customer felt as though they would become neglected• Shea Moisture has is making changes to ensure no portion
of its demographics have gone neglected• Ever changing products and constant acknowledgement of
all customer its what's making this brand grow.
What does this mean for customers?
• Shea Moisture is adamantly involved in growing communities and economic advancement for woman• Bain Capita share the same commitment and the vision for
growth• Investment in new ways to endure the growth of the New
General Market and better ways to serve the community
Why Bain Capitol?
• Shea Moisture is expanding its consumer base with the help of investments from the private investment firm Bain Capitol• A New General Market opens up opportunities to serve and
expand its demographics• Expansion and growth does not equal exclusion
Summary
• If moving forward with New General Market cause negative affects in core customer sales, how will Shea moisture strategies to cover lost equity?• Will Shea moisture ever remove language on products that
are specific to African American consumers?• What are ways Bain Capitol is ensuring growth?
Questions
• Because of the negative backlash with new advertisement, what are more inclusive ways to advertise products?• Has Shea Moisture seen a drop in sells with the new
marketing strategies?• Does Shea Moisture expect to expand to global markets?
Questions
• Bain capital. (n.d.). Retrieved February 15, 2016, from http://www.baincapital.com/• NG, S., & DEZEMBER, R. (2015, September 2). Bain Capital
to Take Minority Stake in Sundial Brands. Retrieved February 15, 2016, from http://www.wsj.com/articles/bain-capital-to-take-minority-stake-in-sundial-brands-1441197867• Shea Moisture Consumer Data and Demographics |
InfoScout.co. (n.d.). Retrieved February 15, 2016, from http://infoscout.co/brand/shea_moisture/
Sources