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10 Scenarios for European Retail 2026

Had a tough 2015, fighting L4L? Need a little inspiration on preparing for a good start in 2016? Want to know what challenges will come next? Here come 10 trends with a high probability of shaping your future in retail in the year 2026. There is only 10 years left to prepare, so start early: […]

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Brands are only slightly pregnant!

How brands are missing opportunities for traffic, sales and profits in e.shops and cross-channel services By Oliver Kirchhof & Guido Schild   The online share of fashion sales in Germany, UK and France has passed the 10% mark and is headed for 20% – does that mean bricks & mortar will have lost 20% in […]

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Brand distribution 2020: Wholesale is the new retail

2014 began with a surprising bulletin from New York’s Ralph Lauren: “Net revenues for the full year 2013 increased 7% … wholesale revenues up 11% …”. Did any other fashion brand recently achieve more wholesale growth than retail growth? Has our long-time favourite for best practice growth strategy, finally lost it? Or is RL leading […]

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Bow Power: Our retail service KPI of the year

Customer service is visible and measurable, at least in Japan’s retail sector. The country has been known for its service culture for many years, and its retail salespeople stand out compared to their counterparts in other countries. Yes, department stores are dying here too, and retailers have needed to cut costs. But customer service continues […]

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Outlets and brand health

Did you know that in today’s competitive market an average fashion brand sells a good 40% of its assortment discounted? Do you know exactly what share of your merchandise is sold discounted? And are you in control of its development? If you want to be fully in control, here’s how: follow the example of leading […]

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Find of the month: How to manage shortage or how good can tea cookies be?

They tell in Hong Kong that these cookies are outstanding. Besides a great product it looks like this supplier knows to manage shortage. There is only one place in Hong Kong where these cookies can be bought. No matter what time and what weather there are always hundreds of people, often from mainland China, that are queuing […]

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Home is where the heart is – or: How to drive L4L by focusing on your customers

In times of annual strategy reviews and budgeting processes, (brand) retail executives ask themselves how to drive sales. Is the right thing to increase marketing spending to drive brand building and awareness or is it better to focus on frequency and conversion rate? In retail, home truly is where the heart is. Before you start […]

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Outlet Survival KPI

€10k/m² sales performance is benchmark for the majority of European brands. With this performance the majority of shopping centre manager would offer their best centre locations – if the centre is downtown! Due to the outlet shopping boom and limited space availability more often €10k/m² are just not good enough to let you stay in […]

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Conversion Rates in Saudi Arabia are 5 days late

It is common retail sense conversion rates vary, from location to location. A store in a train station, with mainly commuters in a rushing „need-to shop-mode“, likely has higher conversion rates (CR) than the same store at an airport, with mainly tourist in „waiting to board mode“. Good, if you know the „appropriate“ store KPI […]

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Engage Consumers to drive Store KPIs

There are many ways  to report inventory turns. As New York is a challenging retail place, retailers have to go special ways. Nygård’s Time Square store for example communicates stock turns on a live ticker (similar the NYStock Exchange) in the store window: „We sell a legging  every 45 sec“. Whatever the intended message, the […]

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“Global sourcing of retailers, importers and brands: trends, challenges and developments in sourcing countries”

FTA Panel Discussions, June, 25th, Brussels Moderator: Stuart Newman, FTA Legal Advisor Speakers: Signe Ratso, Director, DG Trade Oliver Schlömann, Partner, Retail Excellence Matthias Händle, Managing Director, HR Group Highlights This panel debate centred around developments and trends in the global sourcing market and possible reasons behind them. Speakers and participants in the audience discussed […]

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10 key success factors in brand partner distribution

(For part 1 of the this article, see here) You think the biggest risk in partner distribution is a store takeover or a temporary country exit? Puma’s CEO Jochen Zeitz may have thought so too, until Puma’s Greek distributor filed for bankruptcy in 2012. Puma informed the stock market that it may lose €115m; quite […]

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Brand distribution partnerships – or: How’s your marriage?

May 2014, Dubai: The CEO of a Swedish womenswear brand* is on vacation in Dubai and realizes his longtime Middle East distributor meanwhile operates 10 other brands. The brand’s previously strong position is melting as the distributor’s new distribution favourites get better locations in the new malls. The distributor believes the brand has lost its […]

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