The Hain Celestial Group

By: Mary Shelman and David E. Bell and Jose B. Alvarez and James Weber

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Synopsis: Hain Celestial manufactured natural and organic food and personal care products to be sold to retailers of these products. The company had grown successfully and profitably through acquisitions and organically for two decades. In late 2015, Hain faced challenges on several fronts. First, new consumers were interested in these products and these consumers had characteristics different from those of historical consumers in the segment. Second, the natural and organic market segment had been growing faster than the conventional market overall and was expected to continue to do so. This had caused large conventional manufacturers to enter this space increasing the level of competition for Hain. Third, this segment growth was also attracting a wider range of retailers wanting to sell these products and some of these retailers were introducing their own natural and organic brands.