NY Market Week Retail Round-up

A New Optimism.

After a whirlwind New York market week in January: a wonderful feeling of hopefulness. Instead of worrying about survival, most merchants are newly focused on discovering key items and devising great marketing plans.

I started the week at a DLS meeting at MRket, where several retailers shared success secrets. Larry Helicher from TMB in Lancaster, Penn. just celebrated 40 years in business with an Italian Festival (food, opera, Vespas, Ferraris), a Humane Society event, Martini parties, a “Finer Things” weekend (scotch, cigars, champagne, diamonds) and a Made in Pennsylvania event. Helicher maximizes the charity connection by inviting a prominent person from that charity to work in the store on a Saturday. In this way, the store gets filled with that person’s friends, family, board of directors, and lots of press while the charity collects 20 percent of sales.

Bob Benkert from The Claymore Shop, with a 22 percent increase for fourth quarter (in Detroit!), attributes it to e-mail campaigns every two weeks and lots of personal phone calls. He also held a suit promotion in December, a buy-one/get-one event that featured Samuelsohn and Hickey for the Buy One and private label out of China for the Get One. Results were nearly double plan, and at 54 percent margins!

Johnell Garmany and Larry Garmany.

I caught up with numerous retailers at the various shows. Says Rush Wilson (Greenville, SC), “Fourth quarter was relatively good with increased traffic. Sportswear is clearly the moneymaker, especially moderate-priced lines like Peter Millar and Alex Cannon.” Notes Larry Garmany (shown with his son Johnell), “We’re looking for more opening priced sportswear but also for new companies and new ideas.”

Craig DeLongy.

Observes Craig DeLongy at John Craig, “I’m moving to less clothing but we did well with our wardrobe concept: two suits (Betenly), two shirts, two ties for $995. It’s not my normal customers but I’ll take it… In our contemporary store, we’re backing off denim, creating a fun mix that’s constantly changing.”

The Coffman brothers.

Admitting that clothing continues to be challenging, John and Bill Coffman are nonetheless bullish on soft coats, especially those from Peter Millar and Kroon. “The consumer is looking for value, but also for something different. If we educate him on these new sportcoats via more meaningful presentations, there’s huge potential.”

Jim Porter and Howard Vogt.

Voting against too much trading down, Jim Porter from Rodes in Louisville (shown here with Howard Vogt) is nonetheless optimistic, “We felt great energy in the market from both retailers (feeling positive about coming year) and vendors (showing great merchandise at all price levels). I think the better casual looks (Barbera outerwear, Dalmine knits, Etro jackets, Zegna sportswear) offer an opportunity to grow sales. Men are dressing tastefully in a new way, in clothes not presently in their closet!”

Karen and Murry Penner.

Murry Penner (M. Penner, Houston), just back from Italy, agrees, adding that his women’s business is fabulous, a good omen that men’s will follow. Also just back from Italy, Mike Zack (Circa 2000 of Plano, Texas) was finding great fashion at MRket. “I still believe in Made in Italy, both for inspiration and actual product. We built our business on Italian style: we can’t just abandon them over the exchange rate.”