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Look anywhere this winter and then you can discover someone wearing canada goose, parka, or vest. The Canadian-based clothing retailer has become so successful at marketing its puffy, doughboy jackets as elite winter wear that they’re among the season’s most widely used brands. The company’s parkas, identified by the round, two-inch patch in the left sleeve as well as the coyote fur-trimmed hood, once warmed arctic explorers and Canadian Rangers, however nowadays are commonly spotted on celebrities like Emma Stone. Recently, like North Face fleece jackets and L.L. Bean bean boots, the white goose down-filled jackets have grown to be well-liked by college students.

What sets Canada Goose aside from other outerwear companies are its exorbitant prices-$745 for a women’s coat, $245 for a hat at Bloomingdales. Prices will go as high as $1,700.

But those steep costs haven’t hurt business a lttle bit. Fortune magazine reports that over the past decade, Canada Goose has seen revenues explode from $5 million to a lot more than $200 million, with many experts predicting that figure could rise to $300 million in the end on this year.

Element of Canada Goose’s success can be caused by playing up its humble founding five decades ago in a small warehouse in Toronto (the outerwear remains to be manufactured in Canada). And whenever private equity firm Bain Capital acquired a majority stake within the company in 2013 for a rumored $250 million, it were required to promise to maintain the manufacturing there.

Canada Goose can be a marketer’s dream, says Susan Fournier, School of Management Questrom Professor in Management and faculty director of your MBA Program. Fournier invented a subfield of promoting on brand relationships and researches how companies create value through their branding.

BU Today spoke with Fournier about Canada Goose’s ultrasuccessful logo and the methods it has formed relationships using its customers.

BU Today: Why is Canada Goose this type of popular brand today?

Fournier: I don’t have their marketing campaign looking at me. All I know is their marketing originates from grassroots. They had a solid narrative, and after that it started getting picked up by certain groups. People started to consider hardcore Canadians braving the cold, and so it was a fad then transitioned from the fad in to a strong brand. I believe it’s mostly concerning this and keeping prices high, not losing their mind with sublines like making lighter fall jackets, as an illustration. Also protecting distribution so that they don’t appear for much less store like TJ Maxx or perhaps outlet. It’s that, being smart enough to not kill it.

So you’re praoclaiming that some brands damage anything they have by expanding too quickly?

I feel that’s the situation with tons of things. Burberry has come back now in popularity, however they were in danger for a while, and exactly the same thing was true with Calvin Klein. They made their brands too available. If you’re gonna be exclusive, availability-both distribution and pricing-is definitely the complete opposite of that, so you will need to balance that tension really carefully.

Inside a marketing strategy, you will find the four Ps: product, place, price, and promotion. The pricing as well as the distribution are the main to get a brand like this. It’s growing, everyone wants it, so it’s tough to say, “Well, we’re not intending to make it available for everyone,” as you always wish to serve shareholders and make the most important profit.

Is price the key barrier for accessibility?

I feel distribution, too. Barriers to accessibility would additionally be, “Can you get hold of it?” You will need to work a little harder to locate it. This brand has exclusive distribution; it’s not everywhere. Those are two barriers.

There’s a great deal of hardy outerwear available-L.L. Bean, North Face, Patagonia. How have those brands convinced folks that winter gear is fashionable and even a luxury item?

That’s interesting too. The North Face has exploded hundreds and countless percent over the recent years, and so they could risk blowing the whole thing up. But everyone is still into their ultra down coats, therefore they continue to be hanging within. But they’re kind of at this close edge.

At some point, several of these brands were only present in small communities, like L.L. Bean was once for fishermen and hikers, then again they broadened. I do believe that’s step one; you begin to shift the category frame that you think of this as. It’s not hard-core expedition wear, it’s about outer fashion. Outerwear remains to be outerwear, but you don’t have to go with an arctic expedition anymore.

The first step is transitioning the manufacturer to fashion. Remember Swatch? The innovation in Swatch was that watches used to be about timekeeping, and then they caused it to be about fashion. They told customers that in case they got a new Swatch watch, it was actually like that they had 10 watches due to the interchangeable bands. Same thing with eyeglasses. You used to have one pair, and from now on people often have several with various designs.

Then it’s part of a trend that people are willing to pay more for. Folks are paying more once and for all quality things on the whole. Look at the iPhone like a great example. Who within their right mind goosejacka to invest $800 on the phone? But we’re succeeding enough being an economy, and it’s become easier for many people.

Have you thought about the backstory for brands like Canada Goose? Is it important produce a narrative around a product to reach your goals?

During these narratives you really feel like you can know the founder as a person. They’re adventure seekers. It’s the exact same thing with Patagonia and L.L. Bean. I believe that’s a tremendous factor. Maybe more in contemporary consumption, more so in past times 10 or 20 years, this idea of a narrative is essential. There are numerous brands around that in case you don’t use a story, along with a character in your story, you’re behind. Such as your English classes, you will need a character along with a plot to produce a good story.

Possessing a story differentiates you and gives your brand authenticity, that is crucial for brands today. Harley Davidson is a great example-they may have this founder myth. The founders of Snapple were hugely essential for getting Snapple above the ground; these folks were window washers. When you dig into several of your top brands, every one has these mythologies. And so they have some credentials in relation to authenticity.

Canada Goose doesn’t do plenty of advertising; it relies instead on product placement in movies and word-of-mouth. What’s so effective about that sort of advertising?

That’s form of what I was getting back to. The wonder here is they don’t have a marketing campaign having a capital M, meaning traditional stuff. Instead, they’re doing cultural branding. Cultural branding means you desire your brand to naturally become part of the culture-quite simply, placing the items to the audience the place you want it to gain traction.

The process is that you simply try to get people to take advantage of the product and focus on it with their friends. That’s not at the disposal of the marketing team; that’s at the disposal of the consumers. It’s considerably more powerful and credible, far more approachable. You wish to become component of culture. Whenever you become component of culture, then you can find into a movie by using a scene where the characters have been in a really cold climate. Hollywood wants brands which are hot since they convey lots of meaning, and yes it keeps going. Those who are fashion bloggers want the emblem because it’s a thing that keeps going. It has authenticity; it’s not planning to seem commercial, and it’s not pushing a product or service.

Why has Canada Goose decided to target the college market?

I don’t know the response to that without seeing their marketing plan. I could see teenagers as being a target; I don’t know if it’s just college. But you figure college students might have the ability to afford these matters, and that it’s a good target audience, one that’s hip. They’re not targeting youngsters.

A BU student developed a parody patch and raised money on Kickstarter to produce the patches. Does Canada Goose make use of parodies such as that?

All depends around the parody, but eighty percent of parodies are type of good. If they’re going for your primary message, and discrediting you, that’s probably not a good idea. By way of example, Matthew McConaughey did a series of Lincoln car spots, and folks made parodies that hit a tad too close to home.

But take the case of Snuggie. Those blankets were for sale on infomercials, then your parody world got ahold of these, and tons of parody commercials got loaded onto YouTube and that’s when that brand went nuts. A brandname wants individuals to accept them as an element of today’s cultural fabric.

Every brand wishes to have this product that everybody wants, hence the challenge would be to ensure that it stays cool. The exam for Canada Goose will likely be coming up, and let’s see when they can ride this wave rather than kill it.