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TSG Consumer Partners

TSG Consumer Partners is a founded in 1986 and headquartered in , that specializes in investing in high-growth, branded consumer companies across sectors including and personal care, and wellness, and beverage, restaurants, and automotive. With approximately $20 billion in (as of 2025) and a track record spanning over 35 years, the firm partners with founders and management teams through flexible structures such as minority or majority investments to accelerate brand growth, innovation, and market expansion. The firm, originally established as the Montgomery Consumer Fund in partnership with Montgomery Securities, has evolved into a global leader in consumer-focused , emphasizing long-term value creation with an average partnership duration of about five years. TSG targets companies with revenues between $100 million and $3 billion and EBITDA from $15 million to $200 million, providing not only capital but also operational expertise in areas like digital strategy, distribution, and . Notable current and past investments highlight TSG's impact on iconic brands, including e.l.f. Cosmetics in beauty, Planet Fitness in health and wellness, Dutch Bros Coffee and Duckhorn Wine Company in food and beverage, Backcountry in apparel, and Mavis Discount Tire in automotive. These partnerships have driven significant exits and growth, with the firm managing over 90 portfolio companies and closing multiple buyout funds since 1998.

Overview

Founding and Headquarters

TSG Consumer Partners is an American specializing in consumer sectors. The firm was founded in as the Montgomery Consumer Fund in partnership with Montgomery Securities. From its inception, TSG Consumer Partners has focused on investments in consumer brands, pioneering sector-specific investing as one of the first firms dedicated exclusively to this area. The firm's primary office is located in , , with an additional office in . As of 2025, TSG Consumer Partners manages approximately $13 billion in .

Investment Philosophy

TSG Consumer Partners' investment philosophy centers on partnering with exceptional founders and management teams to build and scale iconic consumer brands that resonate with consumers over the long term. The firm emphasizes long-term value creation by accelerating growth through strategic initiatives such as , , and expanded distribution channels. This approach is rooted in the belief that enduring brands, supported by operational expertise, can achieve sustainable market leadership and profitability. With over 35 years of experience as the first dedicated exclusively to the consumer sector, TSG has honed its ability to enhance category-leading brands by providing hands-on support tailored to each company's needs. The firm adopts flexible structures, offering minority or stakes in established companies poised for further beyond their initial successes. This adaptability allows TSG to align closely with partners while respecting the entrepreneurial vision that drives innovation in consumer products. To facilitate growth, TSG deploys a dedicated operational that delivers value-add services, including expertise in , financial reporting, and channel strategy. By leveraging in-house specialists and advisors from leading tech platforms like , , and , the firm helps portfolio companies implement advanced strategies and enter new markets efficiently. This collaborative model underscores TSG's commitment to active participation in , fostering in products and private labels without disrupting core operations.

History

Establishment and Early Investments

TSG Consumer Partners was established in 1987 as the Montgomery Consumer Fund, a partnership backed by an initial equity interest from the investment bank Montgomery Securities, marking one of the earliest dedicated vehicles focused exclusively on consumer products. The firm was co-founded by Charles H. "Chuck" Esserman and J. Gary Shansby, with Esserman serving as a key leader from inception. Esserman, who holds a BS in Engineering from the and an MBA from , brought prior experience from to drive the firm's consumer-centric approach. In 1988, Esserman and Shansby repurchased Montgomery Securities' stake, transitioning the firm to full independence and renaming it The Shansby Group to reflect their leadership. This buyout solidified the firm's autonomy as a specialized in middle-market branded companies, setting the stage for its growth in the landscape during the late 1980s and early 1990s. Under Esserman's ongoing stewardship as CEO, the firm honed its expertise in partnering with teams to brands. The firm's early investments in the and centered on , beverage, and retail consumer products, leveraging opportunities in established but underoptimized brands. A seminal deal was the 1988 acquisition of Cookies for $3 million, where The Shansby Group shifted the business toward grocery store distribution, boosting sales from struggling retail outlets to over $7 million by 1989. Another representative investment came in 1996 with the purchase of Compound W, a removal brand, which the firm revitalized through product innovation and pricing strategies to enhance profitability in the personal care sector. These initial deals exemplified TSG's strategy of targeting "orphan" consumer brands with strong market positions but untapped potential, laying the foundation for its long-term focus on the sector.

Expansion and Milestones

In the , TSG Consumer Partners solidified its position as a leader in consumer-focused by launching successive dedicated funds and pursuing transformative investments in emerging brands. A notable example was its 2003 acquisition of a 30% minority stake in Glacéau, the producer of vitaminwater, which TSG supported through national distribution expansion before selling its position in 2006, paving the way for Coca-Cola's $4.1 billion acquisition of the company in 2007. This period marked accelerated fund growth, with TSG closing larger vehicles to capitalize on the burgeoning demand for innovative consumer products. The 2010s brought further scaling through international expansion and high-impact domestic deals, enhancing TSG's global footprint in the consumer sector. In 2013, TSG invested in , backing the low-cost gym chain's operational growth and facilitating its in 2015, which raised $248 million and valued the company at over $1.4 billion. Similarly, in 2017, TSG made a minority investment in to fuel its store openings and brand development across the . To support overseas opportunities, TSG opened its first international office in in 2019 following the close of a $4 billion global fund, enabling deeper engagement with European consumer markets and cross-border expansions for U.S.-based portfolio companies. Entering the 2020s, TSG navigated economic headwinds including tariff disruptions and evolving dynamics in the consumer space by prioritizing resilient, value-driven investments. In a key move, TSG acquired CorePower Yoga in March 2025 to support the yoga studio chain's growth. Later in 2025, the firm completed its acquisition of EōS Fitness in July 2025, taking control of the high-value, low-price gym operator with over 175 locations to accelerate its national rollout amid shifting fitness trends. TSG also made investments in , , and PHLUR in mid-2025, and a strategic growth investment in Pura Vida Miami in November 2025. Across its nearly four decades, TSG has invested in 89 portfolio companies and executed 16 acquisitions over the last decade as of 2024, underscoring its sustained impact on consumer brand scaling and value creation.

Investment Strategy

Partnership Model

TSG Consumer Partners employs a hands-on model that emphasizes collaboration with founders and management teams to drive sustainable growth, providing strategic guidance while respecting operational autonomy to avoid . This approach fosters long-term relationships, typically spanning an average of five years, during which TSG invests time, capital, and resources to build enduring consumer brands. The firm supports portfolio companies through targeted enhancements in key operational areas, including capabilities, , and strategies. These mechanisms enable companies to scale efficiently, such as by improving channels, streamlining and , and refining efforts to strengthen market positioning. TSG's involvement is tailored to each company's needs, drawing on a proven that prioritizes and expansion without imposing rigid oversight. Deal structures at TSG primarily involve growth equity investments and buyouts, offered in minority, majority, or structured equity positions to align with the objectives of partner companies. Investments typically range from $100 million to $1 billion, targeting businesses with annual revenues of $100 million to $3 billion and EBITDA of $15 million to $200 million. Central to this model are TSG's operating partners, who play a pivotal role in advising on operational matters and leveraging a broad network of industry experts to deliver specialized insights and services. These partners contribute to enhancing portfolio company performance by providing expertise in areas like talent recruitment, process improvements, and , ultimately benefiting the firm's partners through value creation.

Sector Focus

TSG Consumer Partners primarily targets investments in the branded consumer sector, with core focus areas including health and wellness, home and auto, food and beverage, restaurants, beauty and personal care, and consumer technology. The firm seeks to partner with companies that demonstrate strong potential for category leadership and enduring consumer appeal within these industries. Investment criteria emphasize established brands exhibiting robust consumer loyalty and proven market traction, typically with annual revenues ranging from $100 million to $3 billion, enabling scalable growth opportunities. While maintaining a for U.S.-based opportunities due to its headquarters and historical portfolio composition, TSG remains open to global investments that align with its consumer-focused mandate. In recent years, TSG has evolved its approach to prioritize health-focused brands and those leveraging digital enablement, such as platforms and media-driven , to capitalize on shifting consumer behaviors toward and online engagement. This shift reflects broader industry trends while building on the firm's longstanding expertise in traditional consumer categories. TSG explicitly avoids early-stage startups, instead concentrating on mid-market companies with mature operations and clear paths to expansion, ensuring alignment with its value-creation model centered on operational enhancements rather than foundational development.

Portfolio Companies

Current Holdings

As of November 2025, TSG Consumer Partners maintains an active portfolio of approximately 90 companies across consumer sectors such as and wellness, food and beverage, , and automotive services, emphasizing growth through operational enhancements and market expansion. The firm focuses on value creation by partnering with management teams to scale brands, often taking majority or significant minority stakes where appropriate. Representative holdings include established leaders like and Dutch Bros, alongside recent additions such as EōS Fitness, , Phlur, and Pura Vida Miami. Planet Fitness, a leading low-cost chain, remains a core holding following TSG's majority stake acquisition in 2012, with ongoing collaboration alongside franchisee Sunshine Fitness to drive domestic expansion and membership growth to over 20 million members by mid-2025. Similarly, Dutch Bros, the drive-thru coffee chain in which TSG invested in 2017, continues as an active stake, with TSG holding shares valued at approximately $160 million as of Q2 2025 and supporting accelerated U.S. store openings projected at 175 new locations in 2026. In fitness, TSG's July 2025 acquisition of EōS Fitness—a high-value, low-price gym operator—for an estimated $1.5 billion (including debt) underscores its strategy in the sector, enabling further innovation in offerings and geographic reach under retained CEO Rich Drengberg. On the beauty and personal care front, the June 2025 strategic growth investment in DUDE Wipes, a men's grooming brand, aims to broaden product distribution and marketing amid rising demand for innovative hygiene solutions. Likewise, the July 2025 acquisition of Phlur, a modern fragrance brand, positions TSG to fuel category innovation and international consumer outreach through enhanced storytelling and retail channels. In November 2025, TSG made a strategic growth investment in Pura Vida Miami, a premium health and wellness café, to accelerate its nationwide expansion. Other notable active investments include Mavis Discount Tire, where TSG supports expansion in the automotive services space, and Revolve Group, leveraging growth in apparel. These holdings reflect TSG's emphasis on scalable consumer brands, with portfolio-wide initiatives focused on and to sustain long-term value.

Notable Past Investments and Exits

TSG Consumer Partners has achieved several high-profile exits through strategic sales and initial public offerings (IPOs), often realizing substantial returns on investments in consumer-focused brands. One of the firm's earliest and most lucrative exits was its stake in Glacéau, the maker of vitaminwater, which TSG acquired a 30% interest in during 2003 for approximately $15 million. In 2007, purchased the entire company for $4.1 billion, providing TSG with a significant multiple on its investment as part of the transaction following a partial sale to in 2006. In the nutrition sector, TSG exited its majority stake in thinkThin, a brand, in 2015 when it sold the company to plc for $217 million. TSG had acquired the majority interest in , supporting the brand's expansion in the better-for-you snack market during its holding period. The firm has also leveraged IPOs for exits in high-growth consumer tech and companies. TSG invested in in 2018 and realized a partial exit upon the company's 2021 IPO, which valued it at over $32 billion at debut. Similarly, TSG's 2017 investment in Dutch Bros Inc. led to a partial exit via the coffee chain's 2021 IPO, raising $484 million and highlighting TSG's role in scaling quick-service consumer brands. In fitness, TSG's 2012 backing of culminated in the company's 2015 IPO, which raised $447 million and established it as a leading low-cost gym operator. More recent strategic sales include the 2020 divestiture of TSG's minority stake in to (GBL), a Belgian investment , enabling the bike brand to pursue further international expansion after TSG's support in U.S. market entry. In 2024, TSG sold , an outdoor platform it acquired in 2015, to CSC Generation Enterprise in a transaction with the company generating about $1 billion in annual revenue during TSG's ownership. TSG's exit strategies typically involve IPOs for scalable platforms or to strategic buyers for established , with an holding of around five years to maximize value creation. These transactions underscore TSG's focus on partnering with management to drive operational growth before monetizing investments.

Funds and Performance

Fund Evolution

TSG Consumer Partners began its fund series in the late with smaller vehicles focused on buyouts in the U.S. consumer sector. The firm's inaugural fund, TSG1, raised approximately $100 million, followed by TSG2 at $67 million in 1994, emphasizing for branded consumer products and services primarily within the . Subsequent early funds continued this regional emphasis: TSG3 closed in 1998 with $510 million, TSG4 in 2002 with $500 million, and TSG5 in 2007 with $875 million, all under $1 billion and targeting middle-market consumer companies in food, beverage, apparel, and related industries. The mid-series marked a significant evolution, with fund sizes expanding to support larger transactions and a broadening geographic scope. TSG6 closed in November 2011 at $1.3 billion, enabling investments in more established brands while maintaining a core U.S. focus but beginning to explore international opportunities. This growth accelerated with TSG7, comprising TSG7A and TSG7B, which closed on November 17, 2015, with a combined $2.5 billion, shifting toward high-growth plays with global potential in sectors like health, wellness, and . TSG8 followed in February 2019, raising a record $4 billion, further emphasizing larger equity checks of $200 million to $800 million in high-potential companies worldwide. Fundraising trends at TSG reflect a proven track record, with each successive fund oversubscribed and progressively larger, driven by strong historical performance and confidence in the firm's expertise. TSG has closed nine funds in total. Performance has been consistently strong, exceeding 40% net IRR for TSG6 as of early .

Recent Fundraising

In January 2023, TSG Consumer Partners closed its ninth flagship fund, TSG9 L.P., with $6 billion in capital commitments, establishing it as the largest fund in the firm's and surpassing the initial $5 billion target. The oversubscribed fund drew commitments primarily from institutional partners, including plans, endowments, foundations, and wealth funds, as well as select family offices and high-net-worth individuals from around the world. TSG9 maintains the firm's core strategy of targeting high-growth, branded consumer companies with annual revenues between $100 million and $1 billion, while emphasizing sectors that have shown resilience in the post-pandemic landscape. This includes a heightened allocation to and wellness and categories, where consumer demand for innovative, purpose-driven products continues to expand amid evolving preferences for and . As of the closing, TSG9 had deployed over $1 billion across initial investments, underscoring strong execution in these focus areas. The closing of TSG9 elevated the firm's total assets under management to approximately $20 billion at that time, incorporating traditional fund commitments and co-investments. As of 2025, stand at approximately $14 billion. This positions TSG for sustained expansion, with ongoing opportunities to capitalize on consumer trends through flexible capital deployment.

Leadership and Operations

Key Executives

Chuck Esserman serves as the CEO and Founder of TSG Consumer Partners, bringing over 30 years of investment experience to the firm. He co-founded TSG in 1987 alongside J. Gary Shansby, evolving it from the Montgomery Consumer Fund established in partnership with Montgomery Securities, and has since led the firm's focus on consumer brands through multiple market cycles. Under Esserman's direction, TSG has grown into a specialist with approximately $13 billion in , emphasizing high-growth investments in branded consumer products. Jamie O'Hara is the of TSG Consumer Partners, elected to the role in March 2012, where he oversees transaction structuring, diligence, financing, and investment execution while serving as a member of the Investment Committee. Prior to joining TSG, O'Hara worked as a consultant at and as a corporate and securities attorney at , holding a JD from . His leadership contributes to the firm's strategic direction in sourcing and executing deals across consumer sectors. Hadley Mullin holds the position of Senior Managing Director at TSG, responsible for sourcing and evaluating new investment opportunities in high-growth consumer brands. She joined the firm in 2004 after working at in practice areas including consumer products, retail, and healthcare, and holds an MBA from as well as a from . Mullin's tenure underscores the firm's high retention among senior leaders, with her contributions shaping TSG's evolution toward international and e-commerce-focused strategies. Jenny Baxter Moser served as a Managing Director at TSG Consumer Partners from 2007 to 2023, following her MBA from and prior consulting experience at in consumer products and other industries. She focused on investments in high-growth consumer companies, serving on boards such as REVOLVE Group, where she led TSG's strategic minority investment in 2012, and is recognized for her role in driving the firm's growth equity approach. Other key executives include Sean Sullivan, appointed Managing Director and Chief Legal Officer in April 2025, who brings expertise in legal matters for consumer investments; Jessica Duran, promoted to in May 2025 while continuing as Chief Financial Officer since 2017; Dori Konig, Managing Director and Head of TSG Vantage since 2024; and managing directors such as Bill Cooling, Colin Welch (Head of and Offices), and Dan Costello, each contributing to deal execution and regional operations. The senior leadership team features a mix of professionals with MBAs from top institutions like Harvard, Stanford, and , and prior careers in prestigious consulting firms such as or roles, fostering a cohesive strategy under Esserman's long-term guidance.

Team Structure

TSG Consumer Partners employs between 51 and 100 professionals across its operations. The firm's team is structured around core functions, including over 20 professionals responsible for sourcing, evaluating, and executing deals in the sector. Complementing this are operating partners, numbering around nine as of recent assessments, who serve as industry advisors and provide strategic guidance to portfolio companies as independent contractors or employees. Support functions encompass accounting, administrative, and legal teams that handle operational, compliance, and back-office needs. The organization maintains a U.S.-centric presence with primary offices in ; ; ; and , while extending its global reach through a office established in 2019 to enhance sourcing and investment activities. Although without dedicated Asian offices, the firm leverages its network for deal sourcing in that region, aligning with its global consumer investment mandate. TSG emphasizes a culture rooted in deep consumer industry expertise, fostering collaboration among team members with backgrounds from leading brands and consultancies. The firm actively promotes , valuing diverse perspectives and experiences to drive innovative decision-making. Recent hires reflect evolving priorities, including specialists in digital value creation, such as the 2024 addition of a managing director to oversee commercial and digital initiatives within the TSG Vantage operations group. Additionally, TSG committed to sustainability efforts in 2021, integrating environmental considerations into its investment and operational strategies inspired by companies.

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