Processes & Operations

How to get Quality into your Brand Growth Planning 2018

Key learnings of 30 years strategic planning. A plea for enhanced quality and tips how to improve your planning, today.

In January, Reuters reported that 38 % of 406 major US companies prepared for 2017 with a zero-based budget (ZBB) approach, and cites a respective 2016 Bain study. How lifestyle brands had planned for 2017 is unknown, but in the light of the US retail environment, many brands had to apply major cost cutting exercises to adjust earlier plans.

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Have We Forgotten the Customer? The Necessary Fashion Retail Revolution

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International Expansion: Product Adaptation Without Jeopardising SKU Productivity

This post will answer the question “how much product adaptation is needed and healthy for a brand starting its international expansion?”

In answering the question, I am going to use examples from fashion and lifestyle companies, as I’ve spent the majority of my professional life in those industries.

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8 Excellent Weekend Reads for Brand Growth Strategy

Our Q1 blog visits are +99%, bounce rate -41%, subscribers doubled, likes & recommendations +100%, there couldn’t be a stronger feedback  the “Brand Growth Inspiration” blog is on the right track. Thank you to all authors, our readers & supporters.

In case you missed one of the valuable posts, here’s our bespoke selection of best weekend read for you. (more…)

The Digital Age needs Digital Leadership

If you look into the digital market, you will notice that there are no German or even European big players in the digital commerce business.

Jeff Bezos, Zuckerberg and the Google boys are leading the western hemisphere while clever and aggressive Asian entrepreneurs like Jack Ma or Robin Li are leading the Eastern world. So why is there no German Jobs? A Dutch Bezos? A French Ma? (more…)

Regain Growth & Performance by Promoting the Unsexiest Business Strategy: Good Workmanship!

Speed of global brand growth is slowing down. Fast mover strategies pay a high price for restructuring. Successful brands grow with brand best practices.

Whether Tommy Hilfiger convinces Zalando buyers with a digital showroom, a Royal Copenhagen store manager in Japan tracks KPIs by hand, or Lululemon enters new markets on grassroots values – brand best practices, small and large, enable brands to outgrow competitors. (more…)

24 Thoughts on How to Benchmark Retail Windows

Retail windows are expensive advertising spaces and often miss their commercial potential. We share 24 thoughts to inspire great window performance.

Our 2016 retail term of the year is ‘loss of traffic’. Internet competition brought another year of loss in consumer footfall. Many of our retail friends struggled to keep momentum and to motivate for improvements in sales.

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Managing the Impact of Double Digit Footfall Drops

How a new retail KPI can help to keep store performance on track and retail staff motivated when footfall drops.

Retail business always has been tough – but today’s challenges for bricks-&-mortar retailers seem to reach unprecedented heights, with footfall dropping up to 20% compared to last year, even in prime locations.  (more…)

Units Per Ticket Below 1: Get Effective in Cross Channel

In times of decreasing store footfall and sales, brand retailers focus on driving L4L strategies. This article advises how to drive sales per ticket.

In the old days, higher average selling prices were a convenient strategy to grow competition. This often worked, even though the number of tickets came down. But over the last few years, many retail managers focussed on monitoring conversion rates and units per ticket when driving same store performances – now we may have to look for new ways to grow L4L sales. (more…)

Retail Conversion Rates: Made in Saudi Arabia

Retail conversion rates vary and are heavily influenced by the quality of traffic and consumer shopping modes. This post offers examples and insights.

It’s common retail sense that retail conversion rates vary from location to location. A store in a train station, with commuters & tourists often doing last minute shopping (in need-to-buy-mode), creates rather high retail conversion rates. The shoppers know what they want and they have little time to browse. Airport shoppers on the other hand check-in early, but have lots of time to browse around (impulse-buy-mode). As a result, airport stores report rather low retail conversion rates. (more…)

Bow Power: Retail Customer Service KPI of the Year

Retail customer service is measurable, most notably in Japan’s retail sector. The country has been known for its service culture for many years.

Its retail sales staff stand out when compared to their counterparts in other countries. Yes, department stores are dying off in Japan too and retailers are cutting costs, but retail service continues to be superior. As retailer managers we still look to Japan with great respect for their service culture. How can they afford to hire so many retail service personnel? (more…)