Apparently, You Can Be Too Sexy†

Wall Street Journal, February 29, 2008 — Victoria's Secret likes to ask in its marketing, "What is sexy?" Now the lingerie chain is trying to figure out, "What's too sexy?"

The chief executive of the brand known for its provocative televised fashion shows and alluring stores made an admission yesterday. In her mind, the brand has become "too sexy" — or at least the wrong kind of sexy.

"We have so much gotten off our heritage," CEO Sharen Jester Turney said in a conference call with analysts. Responding to the past year's weak sales and focus-group feedback, she said, "We will return to an ultra-feminine lingerie brand to meet [customer] needs and expectations."

CEO Says Victoria's Secret Brand Has Gone Too Far

Mediaweek, February 29, 2008 — IT'S NO SECRET THAT VICTORIA'S Secret is struggling. The division of Limited Brands, like so many other retailers, has been wrestling with declining foot traffic at malls, and an economy that isn't exactly sending women screaming for new dainties. This week, it announced that same-store sales in the fourth quarter fell an extremely unflattering 8%.

But for once, a retailer isn't blaming all its problems on high gas prices and a scary economy: During a conference call with investors, CEO Sharen Turney conceded that the brand has strayed too far from its roots, getting too young and too sexy, with a product assortment that just isn't tempting shoppers the way it used to.

Retailers' Panty Raid on Victoria's Secret†

New Lines, Shop Openings Target Hot Fashion Lingerie; 'Inner-wear as Outerwear'

Wall Street Journal, June 20, 2007 — Lingerie wars are coming to a mall near you.

Retailers including J.C. Penney Co., Target Corp. and Kohl's Corp. have discovered that fashionable underwear for women is a hot trend. To cash in on it, they are launching lingerie lines or giving old ones a makeover or redecorating dressing rooms and offering professional fitting services. Other companies, including Chico's FAS Inc., American Eagle Outfitters Inc. and Charming Shoppes Inc.'s Lane Bryant, have created stand-alone lingerie stores.

Victoria’s Secret uses science and art to sell

DMNews, January 17, 2007 — Delivering value to customers is the way to conversion, said Mark Giresi, executive vice president at Limited Brands Inc., at the National Retail Federation’s annual show Jan. 17.

For Limited Brands, clothes become the accessory†

Specialty Retailer Stresses Lingerie, Beauty Products; Seeing P&G as Role Model

Wall Street Journal, March 8, 2005 — Mr. Wexner, 67 years old, is pushing Limited to develop new nonapparel products faster and demanding that the company look to other businesses for advice and partnerships