Case Study
calvin kleinPost $2.9B Warnaco acquisition, I was recruited to Calvin Klein [PVH Corp] to revitalize the $225M underwear and intimates division.
Intro
How We Shifted Online Penetration 175% In Two Years
With department stores oversaturated for Calvin Klein, I pivoted the legacy brand toward e-commerce, forging bold B2B partnerships and amplifying the award-winning #mycalvins campaign to ignite digital growth, boost brand equity, and skyrocket profitability.
MERGERS & AcquisitionS
Scaling Growth Post-Acquisition
Challenge
Waking a $2.9B sleeping giant.
Post-acquisition, Calvin Klein faced a double hurdle: blending Warnaco’s culture with a legacy brand while reversing years of sales decline in a $225M U.S. underwear and intimates division ($1B globally). The iconic name was intact, but the business was fading—demanding a growth surge across men’s underwear and women’s intimates. With $2.9B on the line, I had to align sales, design, marketing, finance, and supply chain, optimize SKUs, and ignite profitability. Failure wasn’t an option.
Post-acquisition, Calvin Klein faced a double hurdle: blending Warnaco’s culture with a legacy brand while reversing years of sales decline in a $225M U.S. underwear and intimates division ($1B globally). The iconic name was intact, but the business was fading—demanding a growth surge across men’s underwear and women’s intimates. With $2.9B on the line, I had to align sales, design, marketing, finance, and supply chain, optimize SKUs, and ignite profitability. Failure wasn’t an option.
Solution
Unleashing a multichannel juggernaut.
I fused Warnaco and Calvin Klein cultures with razor-sharp transparency and accountability, then streamlined the team to match skills with growth potential. On product, I hit the gas—relaunching men’s basics with bold new packaging and capitalizing on women’s Modern Cotton Collection, the industries hottest seller, by air-freighting stock to meet explosive demand and slashing SKUs for focus. The right product at the right time sparked a revenue surge. Then, I rewrote the retail playbook, launching Calvin Klein into Saks Fifth Avenue, Urban Outfitters, and Dick’s Sporting Goods—firsts in the brand’s storied history—while driving an e-commerce push with premium partners. Multichannel mastery delivered a $3M EBITDA boost, lifting the division to $40M.
I fused Warnaco and Calvin Klein cultures with razor-sharp transparency and accountability, then streamlined the team to match skills with growth potential. On product, I hit the gas—relaunching men’s basics with bold new packaging and capitalizing on women’s Modern Cotton Collection, the industries hottest seller, by air-freighting stock to meet explosive demand and slashing SKUs for focus. The right product at the right time sparked a revenue surge. Then, I rewrote the retail playbook, launching Calvin Klein into Saks Fifth Avenue, Urban Outfitters, and Dick’s Sporting Goods—firsts in the brand’s storied history—while driving an e-commerce push with premium partners. Multichannel mastery delivered a $3M EBITDA boost, lifting the division to $40M.
Sales Increase
$16M
CAGR
7.1%
Market Share
+550 bps
EBITDA
$40M
I had the great pleasure of working with Jeremiah at Calvin Klein. His leadership of the sales team was absolutely transformative to the brand – from growing existing accounts to creating new channels for both men’s and women’s. A true partner and collaborator – Jeremiah is someone who thinks big, plans strategically, and delivers results.