HG O'Connell

In 2013, Nate Checketts and I were friends emerging from painful entrepreneurial speedbumps. We both dreamed of launching our own outdoor/athletic apparel brands (Cotopaxi and Rhone). We could have seen each other as competitors, but we instead invested a few thousand dollars in each other’s businesses in a show of solidarity (and when I say a few thousand dollars, it was an embarrassingly small number because neither of us had money). We ended up launching within weeks of each other. Nate gave me valuable feedback on early Cotopaxi logo concepts, we shared supplier contacts, media leads, and investor intros. For the last decade, we’ve been each other’s biggest cheerleaders. As both brands were getting started, Peter Lane Taylor from Forbes wrote an article about each of us (an intro from Nate). Peter has covered dozens of startup brands over the years - many are no longer around or are shadows of their original vision. A few of them, however, scaled remarkably fast. This is an article highlighting five standout brands and what set them apart. I want to give Nate a huge high five and hug for the incredible job he’s done as a founder/CEO and for his sincere friendship over the years. Your friendship and support has meant the world to me, Nate.

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Dropped some #politicalnews last week that establishes how frequent #cannabis users plan to vote this November. The headline finding: Most of them are moveable from an electoral standpoint. This voting bloc may have the most true swing voters of any. Only 14% say they're locked in to either President Biden or the other guy. There's this huge electoral reward for endorsing legal weed, and it's going to have an impact this November. The Biden-Harris administration is embracing pro-cannabis policy. Meanwhile, cannabis presents a major disadvantage for Republican candidates. Republicans have no room to maneuver on cannabis because the GOP platform still endorses prohibition. Forbes, Marijuana Moment , HIGH TIMES, GreenState , Cultivated Media, and others gave this poll (+/-3.9%) some great exposure. It's probably the first poll that treats this demographic, which is more than 35m voting-age people, as a serious voting bloc. #2024election #polling #voting

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The business world can be tough, especially in the CPG industry with its unique challenges. Class action lawsuits are unfortunately common, and every brand may face them at some point. At paperroo branding + package design, we strive to cover our customers legally from every angle, focusing on understanding food laws and avoiding unsupported claims. I personally value clean eating and comprehend food terminology. I never once thought poppi was going to cure my gut issues. It's a healthier alternative to soda that will hopefully allow those of us with gut issues to enjoy a tasty beverage. What is the real problem here? I believe it's crucial to prioritize education of the body and its relationship to food. The people of the US have a real problem with this and suing a beverage company for a "false" claim is not it. https://lnkd.in/gdjzS6Zr

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Random CPG thought. The awkwardness and weird exhilarating feeling you get trying to connect with a new buyer was never better summarized than when Carly Rae Jepsen came out with this earworm in 2012: "Hey, I just met you, and this is crazy, but here's my number... so call me, maybe?" To illustrate the feeling and hopefully make you feel less awkward through my own awkwardness, here is a photo of me holding an invisible phone like a true "old" millennial. You're welcome. ;) #Weallknowiwillbetheonecalling #cpg #entrepreneurship

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Vinyl Outsold CDs Two-to-One Last Year -- It's remarkable to see vinyl records not just surviving but thriving with $1.4 billion in sales. In an era where any song is just a click away, the continued growth of vinyl speaks volumes about our evolving desires and perhaps, the direction in which the world is heading. While I've always cherished records, I can't imagine life without the convenience of digital streaming from Spotify and Apple Music, which gives me access to more music than ever. Yet, in this digital age, I find myself increasingly drawn to the tactile allure of vinyl. When I do take the time to play a record, I’m fully immersed in the experience—from handling the album and dropping the needle to flipping the record. It’s an engagement that I value even more nowadays. Last year I interviewed three Gen Z shoppers on an episode of "Let's Talk Resale", including Sophia Richter, who shared her experience thrifting in a JC Penny parking lot. It wasn’t as straightforward as online shopping, but the thrill of the hunt was a big part of the experience. This all highlights a broader point about our complex human desires and potential future trends. The resurgence of vinyl and the popularity of thrifting tell parallel stories in our modern narrative of seeking experiences. They underscore that while we readily embrace digital efficiency, we also crave and value immersive, hands-on experiences. With streaming accounting for 81% of music revenue in 2023, it will remain dominant. Yet, I also anticipate that vinyl sales will continue their 17-year growth trend. There's a time and place for vinyl records, and they seem even more special in an era when I can instantly summon any song on Spotify to match my mood. Adam Werbach David Volta Rachel Barge Daniel Goldfarb #vintage #thrifting #resale #recommerce Trove https://lnkd.in/gJiugHTr

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ODDITY has been a bright spot in an otherwise dim direct-to-consumer #retail environment. Not only are they profitable (not just EBITDA positive but actual GAAP profitable), they're #growing consistently at a time when the #beauty industry is warning of a slowdown. Finance chief Lindsay Drucker Mann told me about half of Oddity's sales are from repeat customers so its growth isn't just related to autoship subscriptions. What sets Oddity apart from other beauty and wellness companies is it's using #AI to develop new products based on what it's learning from customers. It's setting out to make products that actually work, which keeps customers coming back. Is #AI Oddity's secret sauce? Or is there something more to this story? #dtc #ecommerce #retailindustry #cosmetics #wellness #earnings https://lnkd.in/dbKqh59E

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Fellow Sephora fans! Who else listened to Zena Arnold, CMO of Sephora US, while restocking skincare supplies lately? Treat yourself to both (key points below). 🌟 Brand and performance are interconnected. Brand is who you are, what you stand for, and why you exist. Performance is how you drive sales, conversions, and the biz. The best marketing is when they work together (plus, you won't know how to drive performance until you confirm your consumer and brand). 🌟 Omnichannel is big and getting bigger. Blurring channel lines is only the beginning. Today you can "click and collect" (buy online and pickup). Tomorrow, I can't wait for more virtual try-ons, recos, in-store VR, and more. 🌟 Understanding your consumer is everything. Get to know them in traditional ways (insights reports, brand studies). And less traditional ways (social, reviews, favorite influencers). Get out into the wild, observe and learn. Keep the customer voice at the core of all you do. 🌟 Current customers are gold. Your current customers are your best brand ambassadors. While some brands are making fancy ads to woo new guests, Sephora nurtures the current. Zena says, "Your current customers telling friends about the great experience of your product or brand is stronger than any ad you can make." 🌟 Remember what it's all for... A healthy level of stress is helpful to light a fire, especially if you haven't figured it all out YET (you will). Our loves ones (especially little ones) are the best experience and can inspire exciting, new growth. https://lnkd.in/g_4AS_JW

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In 2023, CPG #PrivateLabels grew dollar and unit sales thanks to the unique confluence of retailers investing in their own brands and consumers facing high inflation 📈🛒. Mary Ellen Lynch, principal of Circana's center store solutions practice, discusses private brand shoppers and what they’re looking for in this new #GrowthInsights episode. 🎧 Listen to the full episode!

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I want to talk about consumer behavior. We spend a lot of $$ on focus groups and research to understand it, but there's a huge gap between what people say they do and what they actually do in stores. I've learned not to rely only on research; I use it as a guide. The truth is, in studies, people often tell us what they think we want to hear, not what they really do. For example, I recently observed shoppers checking nutritional labels on products full bad for you ingredients. When I asked why they bought these items, they quickly said it was for their kids, not themselves. As a parent, I know we all want the best for our kids. This got me thinking: if they’re willing to buy unhealthy items for their children, what are they buying for themselves? This contradiction revealed a deeper truth about consumer behavior. People often rationalize their choices to align with a better image of themselves, even if their actions tell a different story. This insight shows the the importance of trusting your instincts and observing real consumer behavior in stores, rather than just believing research or studies. Real behavior at the point of sale tells us more than any survey can. It highlights the need to watch closely and listen carefully to what consumers do, not just what they say.

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Thrilled to have attended the panelist conference at Uplink Expo NYC on June 20th! Here are some crucial insights from beauty brand founders that are reshaping my approach in the industry: Exit Strategies: Learned that most beauty brand acquisitions happen without active pursuit from founders – truly organic growth can lead to organic acquisition opportunities. 🌱 Product Development Insights: Retailers' push for frequent product launches is intense, but it's vital to focus on quality over quantity – too many launches can overwhelm your brand and oversaturate the market. 🚫📈 Marketing Mastery: As a veteran in advertising, I understand the gravity of budgeting for CPG brands. The conference reiterated the importance of clever cash flow management for emerging brands to sustain and grow market presence. 💸📊 Capital and Retail Synergy: The financial bar to enter large retailers is high. Raising capital early is key, and a significant purchase order can be a powerful tool to fuel your funding round. 💡🔑 This conference has not only provided me with critical knowledge but also reaffirmed the importance of strategic thinking in the journey of a beauty brand. Let's connect and discuss the future of beauty! #UplinkExpo #BeautyIndustry #ProductDevelopment #MarketingStrategy #Retail #CapitalRaising

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85% of business leaders agree a well-functioning democracy is essential to U.S. capitalism, but 78% are concerned about the state of democracy in the United States today. That's according to a recent report from the Leadership Now Project, a bipartisan, pro-democracy group of more than 400 business leaders, which warns of growing political instability in the U.S. ahead of the 2024 election and the potential risks to business. Via TriplePundit What are your companies and business leaders doing to help protect our democracy? #leadership #elections Daniella Ballou-Aares Jennifer Stark Alix Lebec Ellen McGirt SHANNON WATTS Adaora Udoji Samantha Katz Lisa Witter McPherson Strategies

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TikTok's new Cross-Media Audience Measurement Partners program makes it easier to track your reach and engagement across platforms like TikTok. At Yaroo Co, we're excited to offer comprehensive solutions to help you grow your online presence and sales. Let's take your brand to the next level! #TikTok #CPG #DTC #Retail #Ecommerce #Marketing #Advertising #Growth #Partnership #Success #YarooCo #TikTokShop #CrossMedia #AudienceMeasurement"

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Walmart is shutting down its network of health centers after five years because the retailer couldn't find a way to make them profitable. The unexpected decision highlights the steep challenges of operating clinics at the moment - essentially, the high costs of labor, real estate and more, paired with low reimbursement rates and persistent administrative burden, one analyst told me. If Walmart - the largest retailer in the U.S., with $648 billion in annual revenue - can't make primary care work at scale, what does that mean for other operators? Is the end of Walmart Health an opportunity for competitors like CVS and Walgreens? How does telemedicine factor into all this? I take a stab at some of those questions in my piece, and let me know what you think, too -

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Excited to have been featured in Modern Retail to comment on contingency planning for startups. One of my favorite industry publications There have been lots of reports outlining the turbulence in the DTC/CPG ecosystem around partners going out of business. Distribution partners like foxtrot, lenders like Ampla, even banks back to the collapse of SVB last year. In this post ZIRP era where belts are getting tightened all over the economy, those belts oftentimes are tightened around the necks of the little guy - the every day SMB owner. Contingency planning is 100x more important in a contractionary macro period and when you are struggling to even get your business off the ground, it can easily fall to the back burner. I advocate for always having backup relationships with mission critical service providers in order to easily fall back if required. Tactically, this involves just a few extra meetings a quarter understanding how different service providers are able to meet your needs, and throwing them a bone every once in a while to keep relationships warm. Additionally, you should always have a downside case built out in your financial plan for when things do not go according to plan. Know where you will cut, where you will zig and zag. You don't have to do it in iris but you do have to do it Thanks Anna Hensel for writing https://lnkd.in/gcdtzZgd

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As we discussed last week, Gen Z’s massive spending power is reshaping brand strategies across every consumer industry. Here’s how some brands are responding: * Caribou Coffee is creating a dating show on TikTok. * Bojangles is launching Instagram-famous menu items like Bo-Berry cookies. * Chicken Salad Chick is tapping local influencers for improved imagery and virality. While these are good first steps, the companies that will truly win the Gen Z market will be those that rethink their entire customer experience, with a focus on digital engagement. Gen Z is the first generation to grow up with smartphones. Viral mobile apps like Duolingo, Clash of Clans, and Strava show that gamified experiences and a sense of community are key to retention. Restaurants of the future will need to offer digital experiences that are both fun and community-driven, blending online and in-store interactions into a cohesive, engaging journey. Gamification is crucial, but so is integrating all customer touchpoints. Whether it’s ordering online, dining on-premise, engaging on social media, or participating in branded events, the experience needs to be seamless and consistently engaging. For Gen Z, great food isn’t enough; the overall customer experience must be meaningful and memorable. At Hang, we allow brands to also offer rewards for non-purchase actions, such as engaging on social media, completing branded challenges, playing minigames, or referring friends. Brands can even offer gated specialty products or experiences to the most loyal customers to create a sense of exclusivity and “VIP treatment” for their superfans. We provide the tools for any brand to undergo a true digital transformation and redefine their engagement with customers across every touchpoint. If you’re a restaurant looking to adapt your digital strategy for the modern consumer, I’d love to tell you more– DM me!

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In my new Retail Insights column I look at the likely future of #TikTok in the US (hint: don't prepare your goodbyes just yet):

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When the American Journalism Project launched five years ago, our mandate was to create the conditions for community-led nonprofit news organizations to sustainably provide the journalism our democracy requires. Today, I’m pleased to share our 2024 Impact Report, a look at the progress we’ve made since our inception. In the five years since our launch, we’ve raised $175 million from national and local philanthropy, and built a portfolio of 44 nonprofit local news organizations —  diverse in size, scope, reach and leadership. Some highlights from the report: -In the last year alone, our portfolio of 44 grantee organizations generated $86 million in revenue — a 36% increase over their 2022 revenue. -Year over year, the organizations in our portfolio are seeing a 58% median growth. -And this growth is leading to more journalism – last year, our portfolio of grantees employed 568 editorial and newsroom staff – an 18% increase over 2022. Organizations are growing, diversifying their revenue, adding journalists, and strengthening their communities. I’m proud of the progress the portfolio has made, and remain clear-eyed about the future. This report sheds light on how far we’ve come and sets the stage for what’s ahead. I hope you'll take a moment to read it. https://lnkd.in/eipwwhxN

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Happy Pride month! 🏳️‍🌈 While many news outlets seem to be spreading the word that corporate Pride activations and messaging are close to extinct, (specifically after the Bud Light and Target backlashes of 2023) this editor is seeing much to the contrary. While attending one of the nation's largest Pride parades in Washington, D.C. earlier this month, I took note (and photos) of every single brand representing at the event. For the 3.5 hours I attended (and I left the parade early), I saw over 50 brands participate, not to mention dozens of nonprofit and local entities. And the majority of companies put on quite a show. McDonald's, Tito's Handmade Vodka, Marriott International and Amazon rolled down the route with larger-than-life floats blasting music and carting dozens of celebrating employees. Traditionally more subdued brands such as Deloitte, Kaiser Permanente and SODEXHO INC showed out with swarms of staff marching in the parade. However, a few larger brands (Starbucks, Target) did choose smaller font on their banners, smaller groups and less splashy features overall, but they still showed up to represent. And there's been no shortage of Pride campaign announcements to this editor's inbox. In fact, this 2024 roundup showcases some of the more unique programs per industry including Chipotle Mexican Grill, Match Group's BLK App, and GLAAD. While more brands may be doing more showing than telling nowadays, it's important to acknowledge that they haven't completely given up on advocating for their employees and audiences. And when done authentically, that is noticed. [From today's PRNEWS Single Shot e-newsletter. Sign up here: https://lnkd.in/eKD9z6sP] https://lnkd.in/eN5MZKNs

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