She doesn’t have to have it….

For the past several years women’s apparel sales have been lackluster. Handbags and shoes have taken the spotlight and continued to outperform while apparel languishes. The excitement in shoe and bag design is palpable. Designers have continued to up-the-ante in footwear and bags, in bold colors, fresh materials and pushed the limits on new shapes. Confidence has spurred a creative explosion in these categories. This has added up to multiple seasons of big personality accessories winning hearts and wallets, in a down cycle of consumer sentiment.

Women’s apparel is another story. Here are several reasons for the depressed fashion phenomenon.

There is a lack of creative risk taking in apparel by wholesalers and retail merchants; call it retail sameness, fear of failure, wholesale and retail firms have a bad case of stage fright. They’re driving with eyes in the rear view mirror and trading down on quality. Many look to the past for the future and figure the safe road is the way to hunker down. Recessionary assortments of apparel are a counter intuitive bland diet for a customer with no appetite. Consumers have to be stopped in their tracks and wined and dined with fresh novelty and must-have styling.

There is a dearth of contemporary brands for the wealthiest segment of the market. Boomers+ have the money, but there is a lack of fashion forward casual brands suitable for the aging customer. This segment must choose between dowdy mature offerings or “do I look foolish” in this uber-short contemporary dress? Consequently, they turn to forward accessories to look current without looking like a sorry soul. This is an opportunity to reach a big underserved market.

Size matters. There is a lack of larger sizes for an “expanding” population of all ages. Women bigger than a size 12 or 14 can’t find much in most specialty or in mainstream areas of department stores. A huge part of the population is literally ignored. Larger women have to turn to the democratic accessory and beauty departments for a fashion update.

It is frustrating to shop for apparel in traditional store formats. Most women today are strapped for time, have short attention spans and an overwhelming sea of options. It is difficult to shop for an item, when most department and specialty stores are organized by collection.  If she needs a white top, she is forced to shop a whole store or department to find the item. A harried consumer will bypass department stores for the ease of shopping a simpler format with item depth, like J. Crew. Handbags, shoes, cosmetics, jeans and lingerie tend to outperform other areas. These departments are classifications, not collections and easier to shop. Part of the rapid growth of online shopping is that it simplifies the process. It quickly nets the offer to classifications.

The best accessories come from wholesale branded companies like Prada, Kate Spade, Tory Burch, Longchamp, Coach, Michael Kors, to name a few. Bags and shoes are two areas where there is little private label. Consumers are validated by brand authenticity and the inherent status of branded accessories. For the most part, private label apparel is subject to large committees of leadership, who all put their stamp on the offer. Subsequently, they can water down the soup.

Accessories are the easiest way to update last year’s wardrobe. Apparel like accessories, is an emotional buy. It is unfortunate that most traffic doesn’t covert to a sale, only a disappointed customer. Compelling merchandise is the key way to improve conversions. If wholesaler and retailers continue to offer vanilla assortments, the consumer will continue to spend her disposable income on the latest accessories and technology.

 The following pictures are “best-foot-forward” displays from some major retailers. Their brand identities are indistinguishable. Do you think “she’s gotta have” this merchandise?

Dix&Pond is the blog of Dix&Pond consulting…strategic and creative product development and brand consulting.

One thought on “She doesn’t have to have it….

  1. You nailed it, guys.
    As an older person (who still loves clothes) who is reasonably shaped (like women were in the 50’s) who wants comfort coupled with style —
    I’m out in the cold!
    What’s left? Accessories. Exactly.
    Even Chico’s, who once saw our market and courted it, has abandoned us for silly stuff, at least in the catalogues (stores are better).
    And as for shopping ease and convenience, a hearty amen to your complaints.

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