BODY APRIL 2018

April, 2018

Vegas
Show
Reports



contents

APRIL 2018

42 MALE BASICS photo reports

shapewear 33
active 37
men 41
lingerie 43
shoes 61

47 BRABAR 43 CLO INTIMO
55 ADORE BY ALLURE
columns features

news show report: new international lingerie show 17
finance retail profile: bridal garden 20
calendar
3 interview: rodrigo cano 22
32 retail profile: yes she can! 24
30 show report: las vegas shows 27

retail profile: heart strings 38

Publisher, Editor-in-Chief

Nick Monjo

Nick@FMMG.com

Associate Publisher
Ted Vayos

Ted@FMMG.com

BODY Magazine No. 183

is published by Fashion Market Magazine Group,
2820 Stillwell Ave., Brooklyn, N.Y., 11224. www.bodymagazine.us

Ph. (718) 676-4444.
Fax (718) 449-1481

© 2018. All Rights Reserved.
No part of this magazine may be reproduced without

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Most photography provided by manufacturers.

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April, 2018

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euroskins.com | vp@euroskins.com Sweet Dreams, APM Models, Unique
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news inventory necessary to achieve higher sales.” would, in calendar 2017, record EBITDA
In the fiscal year ended June 30, 2016 the (Earnings Before Interest, Taxes,
bendon losses revealed Depreciation and Amortization) of $17.7 mil-
company lost NZD 20.7 million (about $14.9 lion on sales of $126.4 million. It projected
Bendon Group Holding Ltd. has posted million) on sales of NZD 151.0 million (about that this would double to EBITDA of $35.6
significant recent losses, including in the six $109.2 million), compared to a loss of NZD million on sales of $202.6 million in calendar
month period ending July 31, 2017, and in the 13.2 million (about $9.5 million) on sales of 2020.
years ending June 30, 2016 and June 30, 2015. NZD 138.8 million (about $100.4 million)
the year before. But Noble cautioned that “although the
This and other information was revealed in financial forecast information set forth below
a 425 page proxy statement recently filed Naked itself has suffered continuing losses, is presented with numeric specificity, such
with the SEC by Naked Brand Group, the including $10,798,503 on sales of $1,842,065 information reflects numerous estimates and
public U.S. company that is expected to in its fiscal year ended January 31, 2017 and assumptions that were made at the time it
merge with privately held, New Zealand- $19,063,399 on sales of $1,389,414 the year was prepared,” as well as a host of other vari-
based Bendon in the near future. before. In a recent quarterly filing Naked ables and risks.” It continued, “no assurances
confirmed that as of October 31, 2017 it had can be given that these financial forecasts
Bendon, whose exact financial situation “an accumulated deficit of $62,896,457 and and the underlying assumptions are reason-
had not been widely known until this filing, expects to incur significant further losses in able,” noting, “for example, the projections
lost 18.5 million New Zealand (NZD) dol- the development of its business.” set forth below assume that the Stella
lars (approximately $13.3 million at to current McCartney license would continue in effect
exchange rates) in the six months ended July The two companies expect the proposed for the periods for which the financial fore-
31, 2017, on sales of NZD 59.8 million (about merger to significantly improve their finan- casts are provided, an assumption for which
$43.2 million). The SEC filing, which cial condition. According to the proxy state- management had a reasonable basis at such
describes many details of the two companies ment Noble Capital Markets, LLC, finan- time. However, Bendon’s license to use the
and the merger, also reported, Bendon cial advisor to Naked, analyzed the effects of Stella McCartney brand terminates effective
Group “has continued to incur losses since 31 the merger and projected the sales and earn- June 30, 2018.”
July 2017 as a result of continued challenging ings of the combined companies as of May
conditions and still not having sufficient 20, 2017. A chart is provided in the current (Continued on page 4)
filing estimating that the combined company

DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US APRIL 2018 • BODY 3

news with our royalty, advertising and other reve- Group’s bank issued letters that confirmed
nue is significant because the operating the Group had breached covenants and obli-
(Continued from page 3) expenses directly associated with adminis- gations under their loan facilities as at 30
tering and monitoring an individual licens- September 2017 and as at 31 December 2017
McCartney launched lingerie in 2008 and ing or similar agreement are minimal. and the Bank has expressly reserved its
swimwear in 2016, but revealed a new licens- Therefore, the loss of a significant licensing rights under the Facilities Agreement and
ing partner last summer. The license has partner” the document continued, “without each other finance document. As at 31 July
been important to Bendon. It contributed an equivalent replacement, could materially 2017 there was a total balance outstanding
12% of Bendon’s revenue, or approximately impact our profitability.” (excluding cash on hand) of NZD
$5.2 million (at current exchange rates) to the $43,800,000. On 16 March 2018, the Bank
total sales of NZD 59.8 million (or about The filing continued, stating Bendon’s issued a letter advising the Company that it
$43.6 million) for the six months ended July “loss from continuing operations is as a result is supportive of the proposed merger with
31, 2017. Moreover, the license contributed of the Group not having sufficient inventory Naked Brands Group Inc. Furthermore, in
9% of Bendon’s revenue, or approximately necessary to achieve higher sales, as a result contemplation of this said merger, the Bank
$6.3 million, to the total sales of NZD 96.3 of suppliers not being able to supply inven- has agreed with a proposal to provide finan-
million (about $70.2 million) in the seven tory and the finalisation of the transition of cial accommodation to the Group on the
months ending January 31, 2017. its major brand from Elle MacPherson to basis that the Group repays US $20,000,000
Heidi Klum Intimates.” (NZD $28,500,000) of the current facilities
The proxy statement explained that for no later than immediately following the pro-
Bendon “The operating profit associated Significantly, Bendon reported that “On 15 posed merger date.” Several other conditions
December 2017 and on 14 February 2018, the required by the Bank of New Zealand are
also listed in the proxy statement.
360° PERFECTION ®
Many details of Bendon’s operations, as
Comfort well as the structure of the merged entity are
Curves & included in the filing. For example, it con-
Confidence firms that “Justin Davis-Rice, the executive
chairman of Bendon and a director of
Naked, beneficially owns 9.8% of the out-
standing Bendon Ordinary Shares. As such,
Mr. Davis-Rice will own approximately
8.9%” of the merged company. He will also
serve as CEO of the resulting firm. Carole
Hochman, current CEO of Naked, will be
board chairman of the merged entity with
1.8% of the shares. — NM

Call for a Sample aerie sale jump 34%

877-360-8426 Aerie lingerie total brand comparable sales
www.shapeez.com in the fourth quarter of 2017 jumped 34%, a
stunning increase particularly since compa-
rable sales for the brand were also up 17% in
the fourth quarter of 2016.

This is the 15th consecutive quarter of posi-
tive comps for the company, and will lead to
“35 to 40 new Aerie store openings in 2018
with roughly 70% in under penetrated mar-
kets,” according to Jen Foyle, global brand
president of the lingerie division of American
Eagle Outfitters (AEO).

Of the new Aerie stores, 10 to 15 will be stand-
alone, the rest side-by-side Aerie locations.

(Continued on page 5)

4 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US

news the quarter ended January 28, 2017. with terrific results so far.”
Foyle explained that there was “excellent During the call, Bob Madore, American
For the entire fiscal year, ended February 3,
2018, comparable sales for the Aerie brand growth” in Aerie’s “signature active line as Eagle’s CFO revealed “total gross square foot-
jumped 27% after rising 23% in the year ended well as our leggings, fleece, swim and acces- age declined slightly in the year as we continue
January 28, 2017. sories. With bras and undies at the core of to close under performing stores, including 25
our brand DNA, we see potential to expand AE stores and eight old format Aerie stores.
In the conference call with analysts to dis- our offerings and more broadly address our We opened 15 AE stores, 15 Aerie standalone
cuss the quarter, Foyle said “I’m extremely lifestyle needs.” stores and 28 Aerie side-by-side stores in 2017.”
proud of the consistent growth we experi- As of February 3, 2018 there were 91 U.S. and
enced throughout 2017. In fact, even a key “In 2017, we generated over 8.5 billion 18 Canadian stand alone Aerie stores. As of
milestone using $500 million of sales.” She media impressions and a 28% increase in that date there were also many Aerie “side by
continued, “Our next target of $1 billion is in social media followers. And we consistently side” stores, which are “part of AE mainline or
place, and we can’t wait to get there. In the expanded our customer base at a double- factory stores.” 90 of these were in the U.S., 13
fourth quarter, we saw a terrific growth in digit pace throughout the year.” in Canada and 13 in Mexico.
both our brick-and-mortar stores and in our
digital business. We strategically capitalized Foyle noted that a “strategic focus in 2018” $1 billion in sales is not the only goal for
on the key holiday weeks with a powerful will be to get more American Eagle apparel Aerie. Jay Schottenstein, American Eagle’s
gifting strategy and distortions in the big shoppers to buy Aerie lingerie. “Today, only executive chairman and CEO noted that
product categories.” 50% of women who shop our AE brand shop with the brand “it took us the last 7, 8 years to
Aerie. This represents a tremendous oppor- get to $500 million. I believe in the next two
In the fiscal fourth quarter ended February tunity to introduce new customers to the years, we can achieve over $1 billion. And
3, 2018, American Eagle itself, which also Aerie brand.” Speaking about new stores she when I look at Aerie, I look at the American
sells a variety of men’s and women’s apparel added, “we have had an incredible opportu- Eagle and I see the progress that’s being
other than lingerie, earned $93.957 million nity to expand our brand presence across the made in Aerie. And with the experience we
on sales of $1.229 billion, compared to country. Customers love our new store have, I think this could become, in the next
$54.622 million on sales of $1.097 billion in design, which debuted last fall in Miami.
And recently, we opened in a mall location (Continued on page 6)

DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US APRIL 2018 • BODY 5

news lengthy series of positive sales comps dating quarter but fell a bit for the year. Sales
back (with one negative exception in the for the 14 week fiscal quarter ended
(Continued from page 5) third quarter of 2015) since the second quar- February 3, 2018 were $99.165 million
ter of 2009. compared to $97.411 million for the 13
few years, a $2 billion, $3 billion week quarter ended January 28, 2017.
brand.” Soma’s net sales rose slightly in the latest For the 53 week fiscal year ended
February 3, 2018 sales were $343.864
By comparison, L Brands’ Victoria’s million compared to $344.545 million
Secret and Pink store and direct business in the previous 52 week fiscal year.
generated $7.387 billion in sales in the
U.S. and Canada in fiscal 2017. — NM “While we did see early positive
response to our holiday floor set, over-
The complete conference call can be all fourth quarter performance did not
found here: https://seekingalpha.com/ meet our expectations,” admitted
article/4154803-american-eagles-aeo- Chico’s president and CEO Shelley
ceo-jay-schottenstein-q4-2017-results- Broader, in the conference call to dis-
earnings-call-transcript?page=1 cuss the results with analysts. “We
went into the season focused on sleep,
soma comps down 2.3% and saw good response to separates.
But our assortment in PJ sets was too
Comparable sales at Soma were down limited and did not offer the right
2.3% in the 13 weeks ended January 27, print and color options to appeal to
2018. They were also down 1.5%, for the our customers.”
52 week period ending on that date. “In the solutions category, demand for our
Vanishing Back bra was healthy, but sales in
Until the middle of last year, compa- the Embraceable bra and Cool Nights were
rable sales at the lingerie division of Chico’s
FAS had been notching up every quarter for (Continued on page 8)
almost eight years. But they fell 1.8% in the
quarter ended July 29, 2017, reversing a

6 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US



news Vanishing Back bra, Vanishing Edge panty, 2018, compared to $6.199 billion for the 52
and Cool Nights sleepwear. We are also week fiscal year ended January 28, 2017.
(Continued from page 6) refining our loungewear offering.” Direct sales for the two brands fell from
$1.582 billion in 2016 to $1.508 billion in 2017.
softer than anticipated. Mary van Praag Broader continued, “While we expect
joined us as brand president in the fall, and Mary’s work to improve top-line results, we Parent company L Brands earnings in 2017
she and her team have been actively working are pleased that the 2017 cost management fell to $982.986 million on total sales of
the brand and making operational improve- of the brand, operational improvement, and $12.632 billion compared to $1.158 billion on
ments. From a merchandise perspective, the a shift to digital marketing resulted in Soma’s sales of $12.574 billion in 2016. L Brands also
team remains focused on key initiatives, most profitable year ever. These disciplined owns Bath & Body Works, La Senza and
including redefining the core franchise and improvements position Soma for top line Henri Bendel.
emphasizing solutions, including the growth in the back half of the year. To sup-
port our efforts at Soma, we are increasing In the conference call with stock analysts to
our marketing spend for the 2018 year, and
will be airing responsive TV ads in March to Total Comfort
kick off the spring season. We are also test- Total Control
ing a new and innovative bra at selected
stores, which has been generating very good
feedback and we expect to launch this fall.”

As of the beginning of February, there were
1460 Chico’s FAS stores in North America,
including 692 under the Chico’s name and
479 under the White House Black Market
name. During the past year the company
opened one and closed two Soma “frontline
boutiques,” ending with 270 locations. There
are also 19 Soma outlets. — NM

The full transcript of the Chico’s call can be
found here: https://seekingalpha.com/
article/4151802-chicos-fas-chs-q4-2017-re-
sults-earnings-call-transcript?page=1

New Sleepwear vs february sales up 2% discuss the fourth quarter, Jan Singer, CEO
of Victoria Secret, declared, “While results
Available now! Victoria’s Secret and Pink North American overall were down, we improved sales and
comparable store sales fell 6% in February. margin throughout the year from down high
See the entire collection at However, when the brands’ strong direct single-digits in Q1 to down mid-single-digits
business is added to the store results, there in Q4. This progress was led by a deep focus
www.exquisiteform.com was a 2% total increase. on the customer and products, starting with
the core, our bra business. Based on contin-
1-877-270-2731 Amie Preston, chief investor relations offi- ued engagement with the customer, we con-
cer at parent company L Brands, explained tinue to rebalance the bra mix, offering her
that in February the two brands registered choices of bras with benefits, balanced with
“growth in lingerie and beauty. Pink comps high-fashion in constructed and uncon-
were about flat. The merchandise margin structed. This was led by launches of
rate was down significantly to last year driv-
en by additional promotional activity in (Continued from page 9)
order to drive traffic.”

Looking back at the fourth quarter 2017,
Victoria’s Secret and Pink North American
comparable store and direct sales fell 1%.
They were down 8% for the full year 2017.

Total sales for Victoria’s Secret and Pink
stores in North America were $5.879 billion
for the 53 week fiscal year ended February 3,

8 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US

news APRIL 2018 • BODY 9

Illusion, Angel Max, T-Shirt, and the results here were sales growth
in our constructed bra business.”

Singer listed various areas of improvement, including resetting the
brand’s panty business, growth in the “sport business,” success in
attracting new customers with “casual sleep and lounge” and “pro-
gressive growth” in the digital arena.

She concluded, “We’re proud of the progress, but also recognize
there’s much more for us to do, as we continue to reset this business.”

Looking forward at the rest of 2018 Singer explained “we’re focused
on continuing to strengthen the core with bras with benefits, balanc-
ing with fashion, and we feel optimistic.” She cited the “fashion pipe-
line,” improvements in the panty business and a new marketing team
as factors that will lead to success this year.

Answering a question from an analyst about the “decline in the
unstructured bras,” Singer noted that bralette sales were strong in the
first two quarters of last year, and that the company is working on
“balancing our mix.” She added, “I would say the more velocity we
have on constructed, the faster we can get there, but we’re still in a
balancing mode and the bralettes are still part of our mix. But I’m very
confident in the bras that we are launching and those driving a rebal-
ance in the time needed.”

In the same conference call, Denise
Landman, CEO of the Pink brand,
said, in the fourth quarter, “bras and
panties, both drove mid to high sin-
gle-digit growth versus last year,
while expanding margin rates. Bra
sales and unit growth were driven
principally by our Wear Everywhere
and sports franchises, driven by a
strong fashion offering. Panties were
also strong across all silhouettes and
collections, driven by continued
newness.” Commenting on the holi-
day season she said “gifting collec-
tions” drove “strong double-digit
growth versus last year on an
expanded margin rate.”

“Apparel had areas of success and
disappointment. Therefore, we
would characterize our apparel per-
formance as mixed. Key packages related to opulence, cozy and
bling,” she continued, “performed very well and experienced high
sell-throughs. The balance of the apparel assortment, however, disap-
pointed our self-purchaser, and we’re applying those learnings to our
go-forward assortment architecture. Therefore, in aggregate, Pink’s
Q4 comps were up slightly and category performance, as mentioned,
was mixed. Despite this result, we continue to feel positive about the

(Continued on page 10)

DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US

news www.patricecatanzaroofficial.com China expansion is “anchored with three
flagships that enhance the presence of
(Continued from page 9) Quick Delivery – Door To Door Prices Victoria’s in China, in Hong Kong, in
From XS to 4XL / Made to order Shanghai, in Beijing, and then opening
strength of the brand and our ability to serve smaller mall-based stores at sort of 5,000 to
and emotionally engage our customer.” another 10 to 11 stores; secondly, improving 7,000 square feet in all of the major tier 1 to
our performance in the UK; and finally, con- tier 2 cities.”
Martin Waters, president and CEO of tinuing to build on the success of our partner-
international operations at L Brands, spoke owned stores globally.” In all, L Brands lists There “will be significant growth year-
during the call about expansion outside of 813 partner-owned stores around the world. over-year,” in 2018, he predicted. “We’ll read
the U.S. “We continue to invest in China, through the early part of Q1, Q2 and then
which we believe will be a significant market Waters explained that the company’s make commitments for 2019 beyond that.”
for us. VSBA [Victoria’s Secret Beauty and
Accessories] stores and e-commerce through Waters emphasized Victoria’s Secret
the Tmall platform are both doing well. And moved cautiously into the country. “When
the seven full assortment [Victoria’s Secret] we opened the lingerie business in China,
stores, five of which were opened in the we started with two stores deliberately, just
fourth quarter, are progressing pretty much two stores, in different geographies, so we
as we expected.” could get a read on what was happening
with the sizing. As you would expect, we
He noted that “the UK business was very anticipated that the customer would come
challenging for us in 2017.” The company has up smaller than in other parts of the world
five Pink stores in the U.K. as well as 19 and we distorted merchandise accordingly.
Victoria’s Secret stores there and in Ireland. Well, as soon as we opened, we realized that
we hadn’t distorted anywhere near enough.
Waters continued, “In 2018, our priorities The customers’ significantly smaller than we
with respect to international are: firstly, con- see anywhere else in the world, and that
tinuing to scale in China, where we’ll open
(Continued on page 11)

10 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US

news Chapter 1:
Solving Problems Through Innovation
(Continued from page 10)
Our patented Smooth Slide Tip
shows up particularly in 32 band bras.” Wire solves the most common
He said that the five Victoria’s Secret stores most recently opened in complaint of women: being poked
by the hard tip of the wire. Our tip
China, “opened with at least 50% of their bra inventory in 32 band or
smaller.” is super soft and flexible,
providing a high level of comfort
The company’s online business in China has gone through three while wearing your bra all day.
phases, he continued. Initially it was shipping from the U.S. with a 14
day lead time. “We then morphed to Tmall Local, which is shipping close up of tip
on a next-day basis and business has been growing very rapidly. It is
now more than our largest store, as one might expect, and we’re see- The under wire is the foundation
ing growth day-on-day, week-on-week, and a really, really good of your fit and must fit the same
response to that. We’ll, also, this year, be adding a China.cn site so every time. Our process enables
that we can direct customers directly from all social media platforms repeatability. Your customer gets
to our own site.”
the same great fit every
Also during the conference call, L Brands CFO Stuart Burgdoerfer time she buys her favorite bra.
revealed “we’re making substantial investments in what I’ll call the
core technology platform for the Victoria’s Secret digital business. It’s “We are the Name behind your Brand: You are
a platform we’ve been running with for a long time that needs to be Only as Great as Your Supply Chain©”
updated, and we’re in the process of updating that. And it will provide
the foundation to do a lot of things from a customer standpoint that
we’ll look to do over the next several years.” He added the improve-
ments will “give us a foundation for global business over time on that
same platform, but 2018’s investment is a significant one, but I would
describe it as foundational.”— NM

The complete conference call can be found here:
https://seekingalpha.com/article/4152489-l-brands-lb-q4-2017-re-
sults-earnings-call-transcript?page=1

top financial officer at naked exits

The principal financial officer and vice president of finance at Naked
Brand Group has resigned as of March 23. Kai-Hsiang Lin has held
those positions since March 22, 2016.

Naked, a publicly traded firm, is apparently in the final stages of
completing a merger with Bendon Limited, a much larger privately
held, New Zealand-based company.

In a February 21, 2018 filing with the SEC, Naked reported, “The
outside date for completing the merger has been extended to April 27,
2018, subject to an extension which date shall not to be later than May
7, 2018, after which either party may terminate the Amended Merger
Agreement.” Originally the companies had planned to complete the
deal by mid-2017.

naked-bendon merger news fastechasia.com

The proposed merger between Bendon Limited and Naked Brand
Group has undergone significant changes, with Naked appearing to
have won better terms.

First, according to a February 21 release from Naked, its “stockhold-
ers will, upon the closing to the merger, receive approximately 9.0%

(Continued on page 12)

DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US APRIL 2018 • BODY 11

news the Merger Agreement is executed or the fmmg advising
LOI is terminated. If the Merger Agreement
(Continued from page 11) is not executed by February 10, 2017, or the
Merger is not consummated within six

of the outstanding ordinary shares” of the months thereafter.”

combined enterprise. When the deal was During the past year, Naked’s sales have Advisor to
first announced in January, 2017, Naked risen but its losses have continued, it’s team Cortland Foundations
shareholders were slated
to receive a 6.4% portion has moved into the Bendon in its recent acquisition by
of the merged entity. offices in New York and parts Rago Foundations, LLC
of its sales force have left.
Second, “Bendon will
pay an amount equal to As part of the announcement
of the new merger terms,

Naked’s net operating Naked’s CEO and chief cre- 718-676-4444 · Nick@fmmg.com/Nick.Monjo@gmail.com
loss each month until the ative officer Carole Hochman,
closing of the merger. declared, “I am proud of the

Naked and Bendon will hard work and continuous from $39.99 to $79.99. “The typical price for

work together in good effort that our team has put in a body ranges from $49.99 to $59.99,”

faith to optimize all costs to this amended merger agree- according to a spokesperson. Adore is sized

while continuing to ment with Bendon. We contin- small, medium and large, and “the collection

focus on the strategic ue to work towards finalizing will be available in stores by mid-May.”

growth of Naked’s busi- the registration statement, “The woman who wears Adore doesn’t

ness.” Those monthly which remains subject to the need a reason to wear lingerie; she wears it

losses could be signifi- SEC’s review, comment and just because she feels like celebrating every

cant. In its latest quarter, approval process. We believe moment. She is complicated and chaotic,

Naked reported an oper- that these amendments to the but is always sexy.” (See photto in the

ating loss of $900,070, Merger Agreement provide Lingerie section).

or an average of $300,023 per month. additional benefits for both our stockholders

Both companies have stated they hope the and the go-forward business.” — NM wacoal u.s.sales down in q3

merger, between Naked, a public company At Wacoal, a variety of factors led to a

with sales in its last full fiscal year of $1.8 mil- adore by allure decline in sales of “new products” for

lion, and privately-held Bendon, which Canada-based Allure Lingerie is launching a Wacoal’s U.S. division for the three months

claimed annual sales of $100 million, will new line, Adore by Allure, which it describes ended December 31, 2017.

result in a single publicly traded entity. as “intoxicating high fash- Meanwhile, Japanese par-

In the latest release Naked noted, “The ion lingerie and nightwear,” ent company Wacoal

outside date for completing the Merger has at the upcoming Altitude Holding Corp., sales fell

been extended to April 27, 2018, subject to an Intimates trade show in 0.4% and income plummeted

extension which date shall not to be later Las Vegas. 18.3% for the nine months

than May 7, 2018, after which either party “Adore is redefining the ending December 31, 2017.

may terminate the Amended Merger perception of lingerie as “Sales (on a local currency

Agreement.” Originally the companies being only worn ‘some- basis) of new products from

planned to complete the merger by mid-2017. times’ through its styles Wacoal International Corp.

“The ability of Naked to solicit alternative that easily traverse from the (U.S.) for the autumn/win-

transactions has been modified,” the release boudoir to nightwear by ter season did not achieve

continued, “so that Naked may solicit such layering with other outfits the level of sales recorded

transactions if the Merger is not completed in your closet,” the compa- for the corresponding peri-

by the outside date or if Bendon fails to pay ny explained. od of the previous fiscal

to Naked a monthly amount equal to the net The collection launches year, and growth in over-

operating losses of Naked.” Naked has with 26 pieces, “combining the-counter sales weak-

repeatedly postponed looking for another lace, sheer, sequins, tulle ened,” the company report-

partner (or an alternative transaction). In and wet look.” U.S. retail ed. “Further, sales were

January, 2017 it had “agreed to adhere to a prices for two or three adversely impacted by the

no-shop provision until the earlier of the date piece bra sets will range (Continued on page 14)

12 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US



news yen (about $92.8 mil- increased by 4% as com-

(Continued from page 12) lion at current pared to such sales for

management of inventories by certain depart- exchange rates) on the corresponding peri-
ment stores and the EC companies special-
ized for e-commerce and by damage from a sales of 148,416 million od of the previous fiscal
hurricane that caused distribution delays,
resulting in a decrease of 3% for the third yen (about $1.4 billion) year. Operating income
quarter (three months ended December 31,
2017) from such sales for the corresponding in the nine months improved over budget
period of the previous fiscal year.”
ended December 31, as a result of the absence
“Sales for the nine months ended December
31, 2017, however, increased by 5% as com- 2017 compared to of the non-recurring
pared to such sales for the corresponding
period of the previous fiscal year as a result of 12,085 million yen expenses related to the
overall sales driven by e-commerce sales
through our website and third-party e-com- (about $113.6 million) liquidation proceedings
merce websites, which continue to show
strong sales growth since the first half of the on sales of 149,019 mil- for our French subsid-
current fiscal year, as well as the initial prod-
uct delivery from an increase in the number lion yen (about $1.4 iary which we recorded
of department stores handling Wacoal brand
products during the first quarter of the cur- billion) in the same during the correspond-
rent fiscal year.”
period the year before. ing period of the previ-
“Operating income on a local currency basis
significantly contributed to the business The European inti- ous fiscal year, as well as
results for the first half of current fiscal year
due to a greater percentage mates brands that of minimizing selling,
of products sold at full price
and an increase in the per- Wacoal owns, a por- general and administra-
centage of sales from our
own e-commerce website, tion of which also sell tive expenses following
as well as an increase in the
gross profit rate which into the U.S. market, reported mixed results. the postponement of our website renewal for
decreased the percentage of
manufacturing overhead as “While sales on a local currency basis e-commerce sales.”
to cost. While we experi-
enced a slowdown in sales (Sterling pound) for Wacoal Europe fell
during the third quarter of
the current fiscal year, we below such sales for the corresponding peri- clo intimo: sexy, colorful
continued to incur costs
related to product listing od of the previous fiscal year due to the effect At the last New York Curve show we
advertisements and website
renewal to strengthen of loss of sales that could have been recorded stopped by to admire the colorful lingerie at
e-commerce sales. As a
result, operating income for from the brands which were liquidated in the CLO Intimo booth. We asked about
the nine months ended December 31, 2017
increased by 18% as compared to such operat- France, sales in the major markets, including new directions for the company, and about
ing income for the corresponding period of
the previous fiscal year.” the United Kingdom and the United States what seemed to be a sexier, more provoca-

Wacoal as a whole earned 9,868 million were strong. Sales through tive feeling with the collection.

14 APRIL 2018 • BODY third-party e-commerce web- Designer Claudia Ochoa, nodded, but

sites which specialize in sell- explained then (and expanded in follow-up

ing luxury lingerie were strong email exchanges), “We’ve always been pretty

in the United Kingdom and sexy, but wearable every day. Not so much

the United States. Sales of special occasion as feeling special all the time.

our swimwear increased and Bright colors and sexiness are what Colombia

showed high growth in North is all about and that’s where I’m from.”

Europe, Germany and “CLO Intimo (CLO being and acronym of

Australia, and sales also grew my name: CL O) was founded in 2003 and

as a result of the effect of the the idea was to create something that wasn’t

weak Sterling pound in the really in the market at that time: non-pad-

Eurozone area.” ded, no-wire soft bras that were colorful and

The company continued, sexy. Young minded styles with a definite

noting that “In our underwear South American (Latin) flavor, but better

business, sales of our plus-size quality than what was coming from there.

brand “elomi” products We started with European fabrics, but as

increased by 23% as compared Colombian fabrics got better, we moved

to such sales for the corre- exclusively in that direction.”

sponding period of the previ- Ochoa continued, “I think this still sets us

ous fiscal year, and continued to achieve high apart although there have been many new

growth, and sales of our swimwear products companies with varying styles. Our colors

under “Fantasie” and “Freya” were also are always very unique (we don’t follow

strong with an increase of 26% and 18%, trends) and our fit can compare to the best

respectively, and as a result, overall sales (Continued on page 16)

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Opportunities Available

These Firms Seeking Investors

· Intimates Firm, UNIQUE Concept
· Established Firm, Brands, Licenses, Private Label

· Swimwear Firm, Long History
· Women’s Loungewear, Sleepwear

fmmg advisors

Market Conditions Are Ideal For Investment
Contact Nick Monjo in confidence.

718-676-4444 · Nick@fmmg.com

(Continued from page 14) “expected to reach” $1.4 billion to $1.44 billion. on direct to consumer sales elsewhere in the

and biggest brands in the business. I grew Declared CEO Isaac Dabah, “The results world before introducing the line to retailers
up in a home based sewing company, it was reflect the strength in our Global Upper
my life from the minute I was born. Even Market and Schiesser business and the posi- here. The brand is owned by founder Jan
before that, my mother was sitting at a sew- tive contribution of our recently acquired busi-
ing machine while she was pregnant with ness (Delta Galil Premium Brands) – all dem- Hawley and James Sutton.
me, probably the first sounds I heard. I went onstrating the strength of our diversified port-
folio. We continue to focus on driving both The lingerie, which is usually soft white, is

composed of two fabrics. The lace, which

glows a soft green in the dark, “is made up of

to design school in Colombia, and when we organic growth and accretive acquisitions, and 30% polyester, 60% polyamide and 10% elas-

started the company I had already worked in seek new opportunities to apply our competi- tane which gives it just the right amount of

the business for 10 years in Colombia and tive and financial strengths to deliver share- stretch and support,” explained Hawley.
NYC. My mother, who still helps with holder value.”
designs, is a lingerie fit savant, no spec sheets “The accompanying non-glowing Italian fab-
just eye and experience.” “Our recently acquired Delta Galil Premium
Brands (DGPB) segment continued to be a ric we use feels so soft against the skin, like
“We are based in NYC and manufacture strong contributor to sales throughout 2017,
with small family owned companies in and remains an exciting growth opportunity tissue and it is 70% polyester and 21% elas-
Medellin, Colombia, so we
have one foot in each mar- looking ahead. We have sever- tane and is a woven stretch crepe fabric.
ket. We try to take the best al strategic initiatives and cat-
of both and make it work for egory expansions in place for Those in the know will immediately recog-
the U.S. market.” 2018 that are intended to maxi-
mize growth opportunities nized it as being the holy grail of lingerie
within that segment.”
fabrics. Combined together these two fab-

rics have made a simply stunning lingerie

collection that not only looks feminine but

feels soft to touch and against the skin.”

Currently the bras in the “Throughout the year, we Wholesale prices range from $9.05 to $16.45,

line range from $40 to $80 focused on making meaningful and are sized small, medium and large.
at retail, the chemises, from changes to the company that
$80 to $140 and the panties will improve our efficiency and “The collection is made up of bras, thongs,
from $18 to $40. Parts of the production capacity and best
collection are sold by such position us to develop the a scanty lace body piece, suspenders and a
stores as Azaleas, Brooklyn most innovative, high quality
Fox, Coup de Foudre, Oh products for our customers lace cuff, all priced very fairly,” continued the
Baby, Lulu’s Nouvelle, worldwide. We also enhanced
Birdies and Anthropologie. our focus on e-commerce, and founder. “The collection is currently avail-
Ochoa explained, “We do increased top-line growth to
two [collections] per year key customers, as well as our able in soft white however when the lights
proprietary brands.”
are off and the lace is glowing, the soft lace

swirls change to a mix of soft white and

green which looks heavenly especially over

the fabulous contours of the body.” Contact

LuminoGlow Lingerie at info@lumino-

with deliveries every month; “As always, we remain com- glow.com and 011 61 427 537 879. B

January through June and mitted to investing in new Are You receiving
July through December. products and resources to
Contact CLO at info@clostudio.com or drive sustained profitable growth and long- BODY NEWS ALERTS?
(212) 244-2414. (See photto in the Lingerie term shareholder value and, with a strong bal-
section). ance sheet, we have the necessary financial Important news affecting
resources to continue to innovate and grow -- your business can happen
any time. BODY will send
q4 sales -1% at delta galil both through organic means and strategic
acquisitions.” you free News Alerts to
Fourth quarter sales fell 1% at Delta Galil, help keep you informed.
Make sure your server is
but jumped 16% for the full year. Net income luminoglow packaging not blocking your alerts!
was up 8% in the quarter, but fell 6% for the LuminoGlow, recently introduced to stores Send your email address to
twelve months.
Delta earned $20.071 million on sales of in the U.S., has just added packaging for the ted@fmmg.com
collection, something retailers have request-
$371.637 million in the quarter ended December ed. The colorful new envelopes clearly depict And make sure to include
31, 2017 compared to $18.547 million on sales of how each style looks in normal daylight —
$376.315 million in the same quarter in 2016. bodynewsalert@bodymagazine.us
The firm earned $48.959 million on sales of and when the room is dark. as one of your trusted
$1.368 billion in all of 2017, compared to $51.902 Launched in 2009 in Australia, email addresses!
LuminoGlow first established retail markets
million on sales of $1.179 billion in 2016.

The company said that for 2018 sales were in that country and in Europe, then focused

16 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US

Looking for an INVESTOR
or BUYER for Your Apparel Firm?

Our Clients Are Currently Seeking:

· Established Apparel Wholesalers
· Branded, Licensed Or Private Label Firms
· Firms Selling To Consumers On The Internet
· Kids Sock or Sleepwear Companies
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· Patented Bra or Apparel Inventions

· Sexy Costume Companies

FMMG Advisors

Contact Nick Monjo in confidence.
718-676-4444 · Nick@fmmg.com

calendar

event & show dates 2018

2018 april 18-19 may 22-24 Javits Center june 20-21
New York, NY
april 8-10 Old Dominion Licensing Expo ubmfashion.com Old Dominion
Fashion Exhibitors Mandalay Bay Fashion Exhibitors
Stylemax Spring Virginia Beach Resort Convention Center june 10-12 Virginia Beach Resort
Chicago, IL & Conference Center Las Vegas, Nev. & Conference Center
The Merchandise mart 800-468-2722 (888) 644-2022 Accessories Circuit 800-468-2722
(312) 527-7750 odfe.org licensingexpo.com Javits Center odfe.org
stylemaxonline.com New York, NY
april 19-21 june 6-9 ubmfashion.com june 24-26
april 10-12
China International Dallas Market Center june 10-12 FMNC Show
Vows Brand Underwear Fair 2100 Stemmons San Meteo, CA
Atlanta Mart Shenzhen Convention Freeway, Dallas, Texas Coterie (415) 328-1221
Atlanta, GA & Exhibition Center (214) 744-7444 Javits Center
(404)-220-3000 Shenzhen, China dallasmarketcenter.com New York, NY fashionmarketnorcal.com
americasmart.com siuf.com ubmfashion.com
june 10-12 july 7-9
april 15-17 april 21-23 june 11-12
Accessories the Show Interfiliere Paris
FMNC Show Trendz Javits Center Off Price Porte De Versailles,
San Meteo, CA Palm Beach County New York, NY Penn Plaza, Paris, France
(415) 328-1221 Convention Center ubmfashion.com New York, NY +33(0)1 47 56 32 32
Palm Beach, FL (262) 782-1600 eurovet.com
fashionmarketnorcal.com (305) 718-4320 june 10-12
june 17-19 july 7-9
april 15-17 trendzshow.com Moda
Javits Center Neac Show Unique by Mode City
The Knot Couture april 29 - may 4 New York, NY Royal Plaza Trade Porte De Versailles,
Metropolitan Pavilion ubmfashion.com Center & Hotel Paris, France
125 West 18th Street Intimate Apparel Mariboro, MA +33(0)1 47 56 32 32
New York, NY 10011 Market Week june 10-12 (781) 326-9223 eurovet.com
(212) 515-3563 neacshow.com
may. 2-4 Fame
coutureshow.com
Trendz West
april 15-18 Bradenton Area
Convention Center
Neac Show One Haben Boulevard
Royal Plaza Trade Palmetto, FL
Center & Hotel (305) 718-4320
Mariboro, MA
(781) 326-9223 trendzshow.com
neacshow.com
may 3-6
april 17-19
Michigan International
Altitude Intimates Women's Show
Paris Las Vegas (800) 849-0248
Hotel & Casino southernshows.com/wde
Las Vegas, Nev.
(615) 924-4822 may 9-12
www.altitudeshow.com
The Bride Show

Abu Dhabi National
Exhibtiion Centre
www.thebrideshow.com

30 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US

july 10-12 ubmfashion.com july 29-31 +44 (0) 844 588 8084 Mandalay Bay
www.moda-uk.co.uk Las Vegas, NV
AABCP Breast Care july 22-24 Curve New York ubmfashion.com
Harrah's Casino Jacob K. Javits aug. 7-11
New Orleans, LA MRket Convention Center aug. 13-15
(800) 892-1683 Javits Center New York, N.Y. World of Prom
AABCP.org New York, NY (212) 993-8585 Atlanta Mart Pool Show
(212) 686-4412 eurovet.com Atlanta, GA Mandalay Bay
july 10-16 ubmfashion.com (404)-220-3000 Las Vegas, NV
july 29-31 americasmart.com
Gift Show july 22-24 aug. 13-15
Atlanta Mart Stylemax Spring aug. 11-14
Atlanta, GA Project Chicago, IL Stitch
(404)-220-3000 Jacob Javits Center The Merchandise mart Off Price Mandalay Bay
americasmart.com New York, NY (312) 527-7750 Sands Expo & Las Vegas, NV
ubmfashion.com Stylemaxonline.com Convention Center, ubmfashion.com
july 14-17 Las Vegas, NV
july 22-24 july 29 - aug 1 (262) 782-1600 aug. 13-15
SwimShow
Convention Center Supreme Body&Beach ASD Show aug. 12-15 The Tents
Miami Beach, Fla. MTC World of Fashion Las Vegas Mandalay Bay
(305) 596-7889 Munich, Germany Convention Center Sourcing Las Vegas, NV
swimshow.com Las Vegas, Nevada Las Vegas ubmfashion.com
munichfashioncompany.com (800) 421-4511 Convention Centers
july 19-20 asdonline.com Las Vegas, NV aug. 13-15
july 22-24 ubmfashion.com
Premiere Vision july 29 - aug 3 MRket
Pier 94, New York, N.Y. Pure London aug. 13-15 Mandalay Bay
646-351-1942 Olympia London, Intimate Apparel Las Vegas, NV
premierevision.com Hammersmith Road, Market Week Accessories the Show ubmfashion.com
Kensington, London Mandalay Bay
july 22-24 www.purelondon.com aug. 1-2 Las Vegas, NV aug. 14-17
ubmfashion.com
Accessories Circuit july tba Swim & Active WWIN
Javits Center Collective West aug. tba The Rio Hotel
New York, NY Capsule Men's Anaheim Conv. Center Las Vegas, Nev.
(212) 686-4412 New York, NY Anaheim, CA Capsule (702)-682-3475
ubmfashion.com (212) 206-8310 activewearcollective.com Sand's Expo Center wwinshow.com
capsuleshow.com Las Vegas, NV
july 22-24 aug. 4-6 (212) 206-8310 aug. 19-21
july 23-25 capsuleshow.com
Accessories the Show Wasche und Mehr FMNC Show
Javits Center Texworld USA Dortmund, Germany aug. 13-15 San Meteo, CA
New York, NY Jacob K. Javits +49 221 99 22 390 (415) 328-1221
(212) 686-4412 Convention Center waescheundmehr.de Curve Las Vegas
ubmfashion.com New York, N.Y. Mandalay Bay fashionmarketnorcal.com
770-984-8016 ext. 2401 aug 5-7 Las Vegas, NV
july 22-24 TexworldUSA.com (212) 993-8585 aug. 22-25
INDX Show eurovet.com
Fame july. 27-29 Cranmore Park Dallas Market Center
Javits Center Exhibition Centre aug. 13-15 2100 Stemmons
New York, NY MMC Dessous Solihull, UK Freeway, Dallas, Texas
(212) 686-4412 Paradies 0121 713 4453 MAGIC (214) 744-7444
ubmfashion.com Schkeuditz, Germany indxshow.co.uk Las Vegas dallasmarketcenter.com
mmc-dessousparadies.de Convention Centers
july 22-24 aug. 5-7 Las Vegas, NV aug. 22-23
july. 29-30 ubmfashion.com
Moda Moda UK Lingerie Active Collective East
Javits Center LingeriePro & Swimwear aug. 13-15 Metropolitan Pavilion
New York, NY Antwerp, Belgium NEC Birmingham, New York, NY
(212) 686-4412 info@lingeriepro.be London, UK Project activewearcollective.com
lingeriepro.be

Not responsible for errors. Please check dates with shows before making plans. Got an intimate apparel industry event, and want to let people know? Send us the information for consideration in an upcoming calendar.
Please include a contact phone number, email and web address, if available. Send all submissions ATTN: BODY Calendar, 2826 Stillwell Ave., Brooklyn, NY 11224. Or, email Ted Vayos at Ted@bodymagazine.us.

DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US APRIL 2018 • BODY 31

finance 4% increase in international comparable store which include such intimates labels as
sales.” Meanwhile, Calvin Klein North
pvh: q4 sales, income up America revenue increased “13% (also on a Warner’s, Olga and Speedo, revenue “was flat
constant currency basis) to $464 million com-
PVH income in the fourth quarter of 2017 pared to the prior year period as a result of compared to the prior year period. Comparable
strong wholesale performance across all cate-
rose to $107.9 million on higher sales of gories and a 4% increase in North America store sales increased 1%. Earnings before
comparable store sales.”
$2.38 billion, compared to income of interest and taxes for the quarter decreased to
Sales for Tommy Hilfiger “for the quarter
$100.5 million on sales of $2.00 billion in increased 22% to $1.1 billion (increased 15% $8 million from $13 million in the prior year
on a constant currency basis) compared to the
the same quarter in fiscal 2016. prior year period. Tommy Hilfiger period, primarily driven by an increase in
For the full fiscal year ended February 4, International revenue increased 37% to $702
million (increased 24% on a constant currency marketing expenditures as compared to the
2018, income was down slightly to $536.1
million on higher sales of $8.44 billion com- basis) compared to the prior year period, prior year period.
pared to earnings of $548.7 million on sales of driven by exceptional performance across all
$7.79 billion for the year ended January 29, regions and channels, as well as the benefit of PVH is projecting increases in both sales and
2017. The company sells a variety a 53rd week in 2017. Tommy Hilfiger
of apparel, including intimates and International comparable store sales increased earnings for the full year 2018. “Revenue in
underwear. 6%. Tommy Hilfiger North America revenue
increased 5% to $439 million (increased 4% 2018 is projected to increase approximately 7%
Chairman and CEO Emanuel on a constant currency basis) compared to the
Chirico noted “These results are prior year period. The increase in revenue was (increase approximately 4% on a constant cur-
ahead of our long-term targets, driv- principally attributable to a 10% increase in
en largely by strong momentum in comparable store sales offset, in part, by a rency basis) as compared to 2017. Revenue for
our Tommy Hilfiger and Calvin reduction in wholesale off-price distribution.”
Klein businesses.” He added, “We the Calvin Klein business is projected
continued to make investments that At the company’s Heritage Brands division,
centered around areas most impact- to increase approximately 9%
ed by the changing dynamics in the
industry - the growing prominence (increase approximately 7% on a
of digital, the importance of having
a nimble and responsive supply constant currency basis). Revenue for
chain and our ever-present commit-
ment to driving consumer engage- the Tommy Hilfiger business is pro-
ment. We encouraged our associates
to be forward-thinking, with a focus jected to increase approximately 8%
on adapting to the evolving con-
sumer environment, enhancing our (increase approximately 4% on a
brands and their competitive posi-
tioning across product lines and constant currency basis). Revenue for
geographies, and better aligning our
business to make it easier to initiate the Heritage Brands business is pro-
and effect change.”
jected to be relatively flat.” It added
Chirico concluded, “We believe
that the incredible brand power that “earnings per share on a GAAP
behind Calvin Klein and Tommy Hilfiger
positions us well in the marketplace against basis will be in a range of $8.76 to
our competition and will drive continued
momentum, as reflected in our 2018 outlook.” $8.86 compared to $6.84 in 2017.”

Discussing its Calvin Klein business in During the conference call with
detail, PVH explained, “revenue in the Calvin
Klein business for the quarter increased 23% analysts to discuss the financial
to $977 million (increased 18% on a constant
currency basis) compared to the prior year results, Chirico spoke about the
period. Calvin Klein International revenue
increased 33% to $512 million (increased company’s acquisition of True &
23% on a constant currency basis) compared
to the prior year period, driven by outstanding Co, an online retailer of intimates, in
performance in Europe and Asia, including a
early 2017. “We’ve definitely seen

the company move into PVH with-

out a hitch. We’ve managed to retain

the talent, we’ve managed to keep

the systems up and running and it’s

been a good learning experience for

us. Just to put it in perspective,Bit

was a fairly small acquisition in

PVH.” He continued, “As we look

backward at the acquisition, we did

talk about some of the benefits of

data. We are working with the True team, and

the True team is working with the PVH team.

We have seen some benefits across division-

ally particularly in the underwear and the

women’s intimates categories and consumer

data is a focus for us and we are moving it

forward through True and with our underwear

and intimates group with PVH.” — NM

The complete conference call transcript can

be found here: https://seekingalpha.com/

article/4160085-pvhs-pvh-ceo-manny-chiri-

co-q4-2017-results-earnings-call-

transcript?page=1. B

32 APRIL 2018 • BODY DAILY NEWS UPDATES AT WWW.BODYMAGAZINE.US

shapeez • (877) 360-8426 • STACIB@SHAPEEZ.COM

shapewear

tc shapewear BY cupid • (404) 625-5215 • ecrawford@cshape.com

euroskins • (800) 222-0026 • VP@EUROSKINS.COM

rago • (718) 728-8436 • info@ragoshapewear.com

winning edge BY tc shapewear • (404) 625-5215 • ecrawford@cshape.com

active

· ·clo intimo (212) 244-2414 info@clostudio.com

lingerie

dominique • (800) 664-5447 • INFO@DOMINIQUEAPPAREL.COM

nubra • (909) 598-8808 • daren@bragel.com

fine lines • russ@eastoninternational.com • (201) 391-3492

brabar • 908-208-6151 • BRABAR@innerwearbasics.com

daisy corset • (314) 587-9218 • SALES@DAISYCORSETS.COM

corin • (888) 982-8949 • info@valenslingerie.com

patrice catanzaro · commercial@patricecatanzaro.info

·escanté (800) 888-1321 • escante@escante.net STYLE 57182H

exquisite form • (514) 858-9254 X 224 • SBRONK@BLINTIMATES.COM

jezebel • (412) 841-7216 RobG@felinausa.com

music legs, (888)-507-5347 • sales@musiclegs.com

· ·adore by allure (800) 800-495-4454 george@allurelingerie.com

impudique · charlotte catanzaro · commercial@impudiquedecatanzaro.com · 00 33 (0) 491 091 470

changewear • (503) 777-2159 • sales@changewear.com

· ·parfait (562) 213-0604 sales@parfaitlingerie.com

· ·mod FROM parfait (562) 213-0604 sales@parfaitlingerie.com

jacques levine • (973) 379-5806 • EAST COAST: DEBRA@JACQUESLEVINE.COM shoes & slippers

WEST COAST: JEANINE@JACQUESLEVINE.COM