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Dr. Martens Looks to Adopt European Marketing Strategies to Revitalize Struggling US Business


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Dr. Martens Claims Brand Strength Despite Profit Drop, Citing Disappointing US Results

Despite experiencing a decline in profit, Dr. Martens maintains that its brand is stronger than ever. CEO Kenny Wilson addressed investors on June 1st, acknowledging the company’s positive performance in the EMEA region, including its home market, the UK, as well as in Japan during the 2023 financial year. However, Wilson expressed disappointment in the lackluster sales results in the United States.

Wilson admitted that while the brand is strong, its execution in the US market was weak. This weak performance can be largely attributed to a different marketing focus in the country, where Dr. Martens shifted its attention away from its core product and instead prioritized the promotion of shoes and sandals.

Dr Martens images- dipperFeed

The CEO highlighted the key difference in marketing strategy between the US and Europe, stating that the European business allocated more media spending to promote its boots. He emphasized that Dr. Martens’ strategy moving forward is to concentrate primarily on its iconic products—given its leading position as the number one brand worldwide for boot awareness—and innovate around them, rather than chasing seasonal trends.

We always think about the long term, and we never take shortcuts.

Kenny Wilson, Dr Martens

Dr. Martens Aims to Refocus on Boots Business in the US with New Marketing VP

To realign its focus on the boots business, Dr. Martens has appointed a new marketing vice-president in the United States. Despite the shoes and sandals segments experiencing faster growth, the brand emphasizes that it remains primarily a boot brand.

While the group achieved its revenue target of £1 billion, representing a 10% increase compared to the previous year, there was a 10% decline in boots revenue largely due to the underperformance in the US market. The company attributes this milestone to the successful implementation of its long-term DOCS strategy and the overall strength of its brand.

However, the company’s profit after tax dropped by 29% to £128.9 million for the year ending March 31st. Dr. Martens acknowledges that the poor performance in the US market resulted in price not offsetting inflation across the group.

In order to address cost increases within the business, Dr. Martens has carefully considered consumer insights when making price adjustments. It plans to implement an average price increase of 6% during the autumn/winter 2023 season. Consumer research conducted by the brand indicated that customers perceive Dr. Martens as offering compelling value for money, allowing the brand to make these planned price adjustments without compromising its market position.


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