Competing with single brand stores

Q: In my area, I’m seeing more and more single brand stores, and some of the brands I carry are actually becoming competitors. What can I do to fight this trend?

A: I am hearing about this problem with a lot of my clients, who worry that they cannot compete against the depth of presentation in single brand stores.

What I tell multibrand stores is that you should be competing with your editing skills. Your ability to edit the collections down to the most important pieces, and then show your customers assortments with a clear point of view, that is your edge — it’s your brand! Add one-of-a-kind customer service to this mix, and you have some real tools to compete with. Don’t underestimate the importance of your store’s branding and point of view.

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avatar About Steve Pruitt

Steve Pruitt is founder and Senior Consultant of Blacks Retail Analysis and Blacks Consulting. With over 30 years of experience, Steve is one of the most respected merchandise analysts in the industry. His specialty is apparel merchandising and he has worked with clients in every sector of this category. Steve’s approach is highly customized; he tailors his analyses to the particular needs and market of each client. His work ties together the merchandising piece of the business with the client’s overall financial goals to increase sales and streamline operations. Steve is also a trusted general business consultant, known for his ability to help retailers plan growth and manage change.
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  1. avatarscotti gaylord says:

    I have been suggesting for nearly twenty years for retailers to develop their own brand identity. Private labels that reflect the store’s taste and style level can compete with the big brands IF one has the conviction.

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