Premium Home Goods Brand: TJX Off-Price Channel Treasury Program
TJX off-price channel treasury program across TJ Maxx, Marshalls, and HomeGoods for a premium home goods brand managing four inventory cycles without disturbing full-price retailer relationships at Williams Sonoma and Crate and Barrel.
Growth in Conversions
Content Optimization
Organic Traffic
1682%
Dramatic Increase
Project Overview
Premium home goods brand needed an off-price channel program through TJX's TJ Maxx, Marshalls, and HomeGoods banners to clear excess inventory cycles without disturbing the brand's full-price relationships at Williams Sonoma, Crate and Barrel, and the brand's own direct-to-consumer site. Treasury control was the strategic priority, since the wrong inventory ending up in the wrong off-price banner at the wrong moment could trigger a full-price retailer pull. The program had to operate through the TJX Marlborough Massachusetts buying office under the treasury-only no-advertising rules that govern the off-price channel.
Execution
MOART designed a treasury inventory program with the TJX buying team in Marlborough, segmented the brand's SKUs into off-price-eligible and full-price-only tiers with the brand's commercial team, coordinated channel-distinct labelling and packaging differentiation that allowed the off-price assortment to be visually distinguished from full-price retail, managed no-advertising and treasury-only inventory routing through the TJX distribution network, and negotiated brand-protection clauses with each full-price retailer in advance of the first treasury cycle.
Project Results
4 inventory cycles cleared through TJ Maxx, Marshalls, and HomeGoods within 9 months, with zero full-price retailer pulls triggered and 87% inventory clearance against the treasury allocation while maintaining brand-protection coverage across the full-price tier.
Conclusion
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