Schlagwort-Archiv: Flächenproduktivität

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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Rohertrags-Alarm!

Schwere Ausgangssituation – Währungsturbulenzen als weitere Herausforderung Die aktuelle Euro-Schwäche trifft den Mode-Handel in einer bereits angespannten Situation: Frequenz geht nachhaltig zurück, Umsatz stagniert, die Läger sind voll, hohe Abschriften. Die Beschaffung kämpft mit steigenden Kosten, insbesondere aus China und anspruchsvollen Verlagerungen – bei denen Komplexität und Risiko steigen. Und jetzt auch noch über 15% […]

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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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Inspire Change – 10 Jahre Team Retail Excellence

Na, wieder einer dieser Retail-Montage? Umsatz Vorwoche -5% L4L, Kürzung Personaleinsatz entschieden, und mittags ins Projekt-Meeting gehetzt? Willkommen im Retail 2014, der Montag bringt den „Blues“.Für alle? Nein, nicht für die Intrapreneure und das gute Drittel der Brands/Retailer, die auch die letzten 10 Jahre engagiert den Marktveränderungen begegneten. 10 Trends, die alles veränderten Aus Anlass […]

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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 can be too high

A European brand retail director reported a 42% L4L improvement for its Regent Street flagship in spring of 2013. Improvements came after a store redevelopment. Still, he wasn´t happy: The store’s conversion rate is 30%, too high to him, indicating that the new windows didn´t create enough attention and footfall. Today the manager is executive […]

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Retail KPI Thought – Dress for Less

When planning the opening of a new hometown mega-outlet in 2010, the brand’s store development team sketched a store development concept, including 147 window & store mannequins. We calculated dressing and changing of mannequins will require 1.85 FTE p.a. and challenged the plan. Weeks later a majority of window mannequins spent the winter in the […]

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Missed Sales

In 2009 an upmarket German women’s wear specialty retailer found out 73% of its customers were not offered a second item when carrying their purchases to the cashier. From those that got an offer, 79% bought a second item. 2012 the retailer launched a sales performance program addressing conversion rate & UPT. We look forward […]

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Best Practice Brand Growth – Desigual is not the same!

In 2002 probably 100 European fashion „junior brands“, smaller € 10m sales, had all the ingredients to become one of Europe’s most desired brands in the new century. Desigual was one of them, making total sales of € 8m. When Manel Jadraque, Desigual’s MD, announces last month in Berlin, 2013 global sales are € 820m, […]

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Retail KPI Thought – Window Footfall

Germany has 45 million affluent consumers between the ages of 20 and 49 years, a large target group to pull from the sofa to the store. A German high street window (Kemper Top 100) has an average footfall of 8.6 mn p.a: traffic that potentially sees your window. Would you know how many of your […]

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Retail KPI Thought – Premium Retail Rents

€8-12/m² rent per day is the range of official asking rents for Shanghai’s top retail locations in Q2 2013. A price quote per day/sqm? Yes, this way it doesn’t look so ridiculously expensive to foreign expansion managers. Or is it because many stores will not see the end of the lease contract, having to close […]

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Retail KPI Thought – Cost of Quality in Store Processes

In spring 2012 store clerks of a UK premium footwear brand were encouraged to come early and get the stores ready for customers before the opening. With this central quality guidance the brand retailer spent 10+% of annual personnel cost outside of store business hours, as headquarter forgot to specify “no pay for hours outside […]

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Driving Store Performance

by Phil Turnbull and Tim Robinson   A Return to Local Decision-Making In his first book on management Peter Drucker advocated putting decision-making as close to the customer as possible. While we have seen technology drive us away from this in the intervening period, that technology has now caught up and local decisions based on […]

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