DECEMBER 2012- FOCUS ON FASHION RETAIL by FOCUS ON FASHION RETAIL

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NYC showroom: 1370 Avenue of the Americas 3rd floor New York NY 10019 Tel. 212.977.8355 Corporate offices: 5252 Bolsa Avenue Huntington Beach CA 92649 Tel. 714.934.8800 Fax. 714.934.8005 Come visit us at upcoming FFANY November 28-30 at the NYC showroom www.titanindustriesinc.com

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EDITOR’S LETTER “Always do your best. What you plant now, you will harvest later.” (Og Mandino) BUSINESS MAGAZINE FOR SHOE, APPAREL & ACCESSORIES STORES

I started writing this letter with rather sad words and phrases, like “we’re going through turbulent times… uncertainty and despair”, and so on, but then- what for? Everybody knows where we are, everybody realizes what’s going on, and everybody is sick and tired of negative news already. It feels so comfortable blaming the economy, the weather, the neighbors, whoever or whatever that is beyond our control. So what? All that always has been imperfect and unfriendly, and circumstances always will be against us. Let’s talk about something positive and fun, shall we? Like, the future? The future is always exciting, because you CAN make it exciting. I hope and wish you to, that the upcoming year 2013 is a good one for all of us. And to better prepare for the new challenges and success, please review this issue carefully. Let’s make our dreams a reality!

“If you can dream it, you can do it.” (Walt Disney) The most anticipated article of this issue is the Top 10 Trade Shows of 2012 review. Based on our annual survey, we’ve published these results for your decision making on who’s who and what’s what. I admit, squeezing the shows for the official statistic and verifiable information was a Herculean task, but I am proud of the outcome and hope, you will appreciate it too. If you’re in the footwear business, you may find the featured article World Footwear yearbook increasing your professional awareness about the world’s footwear production and consumption. Also, the report from Lineapelle regarding upcoming trends in materials and colors for Fall 2013-Winter 2014 will expand your knowledge of the trends to come. The theme of this issue is Shoes & Accessories for Spring 2013, demonstrating proposals from the world’s top designers and leading brands. This is to get you some visual ideas on what people will most likely be wearing just few months from now. And of course, I am proud to present you in this issue the king of fashion himself, Mr. Giorgio Armani. Read the Five Business Lessons from the master and learn, and who knows, may be one day we will be writing lessons from you? And, if you need a celebrity to convince you what’s hot, we’ve got plenty of those in the “Celebrities and Fashion”, for your intellectual and philosophical pleasure, so to speak. Enjoy!

“The will to win, the desire to succeed, the urge to reach your full potential... these are the keys that will unlock the door to personal excellence.” (Confucius) With that, on behalf of all at FOCUS magazine, let me wish you Happy Holidays and a very Happy New year. May it be a year of NEW BEGINNING for you, your loved ones and your businesses. A want to thank you for your continuous support and appreciation of our efforts to make this magazine worthy of your interest. I’d love to hear your thoughts. Please feel free to contact me at editor@focusonshoes.com with questions, comments, suggestions or topics you’d like to see covered in future issues. Serving you better is our goal and privilege. Sincerely,

Alex Geyman Editor 4

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December 2012

FASHION RETAIL EDITOR: Alex Geyman GENERAL MANAGER: Dmitry Nelipovich ART DIRECTOR: Allison Moryl GRAPHIC DESIGNER: Pay Fan GRAPHIC DESIGNER: Laurie McAdams FASHION EDITOR: Francesca Trippoli SUBSCRIPTION: Sandra DaSilva RESEARCH: Shawn Lancaster SALES: Claudia Perez

table of contents: 4 Editor’s Letter - Make it BIG! 5 ON THE COVER - Olivia Palermo Presents Música 6 ENTREPRENEUR OF THE MONTH: 5 Business Lessons from Giorgio Armani 10 FASHION TRENDS SPRING/ SUMMER 2013 - Armani Fashion 13 FASHION SPRING/SUMMER 2013 25 FROM THE RED CARPETS: Celebrities & Fashion 30 REFERENCE: World Footwear Yearbook 36 FEATURED REPORT: The Top 10 Trade Shows Of 2012 42 FORECAST: Fall 2013/Winter 2014 Colors & Materials. Trends report from Lineapelle 46 MANAGEMENT: A New Year and a New Start 48 SUBSCRIPTION CARD All images and editorials in this issue are subject to copyright law and are the property of FFR and/or the owners/contributors. No images, designs or texts may be reproduced, copied, used whole or in part without written permission. FFR magazine disclaims responsibility for the statements, claims made by either advertisers or contributing authors. FFR magazine is not responsible in whole or any part of advertisement or typographical errors.

FOCUS ON FASHION RETAIL 25924 Viana Avenue, Suite 19 Lomita, CA 90717 USA Tel. (310) 784-0790 fax (310) 202-6027 General E-Mail: info@focusonshoes.com Web: www.focusonshoes.com © FFR- Focus On Fashion Retail

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ON THE COVER

OLIVIA

PALERMO Presenting MÚSICA by Carrera y Carrera

etail

Her Upper East Side style has placed her at the center of the fashion world. Her looks are impeccable and her accessories, the most desired. Olivia Palermo is a feminine woman radiating character, naturally chic and possessing her own unique style. She is frequently seen in the front row of international runway shows and in the style pages of the best-selling magazines.

Today, Olivia Palermo is known the world over as the New York socialite of the moment. An authentic it-girl, a woman who is a true trendsetter turning every piece of clothing or accessory she wears into a must-have item. On the cover of the December issue, she presents Música, the new collection from Carrera y Carrera, one of the Spanish brands she most admires and for which she is the spokesmodel.

DISCOVER MÚSICA WITH OLIVIA PALERMO Jewelry that expresses feeling

Melody, harmony, and rhythm are fused together in the new collection from Carrera y Carrera. Inspired by the music so intrinsic to Spanish culture, Música expresses and reinterprets emotion in each one of the exceptional pieces. An innovative collection designed to evoke the senses – full of volume and showcasing an exquisite matte-shine combination on gold, the company’s hallmark. An entire set of feelings and perceptions is transmitted through each piece, created as if they were melodies. Music transformed into jewelry; the art of carving gold yields breathtaking mini-sculptures in each unique piece. Melodía Ring in white gold with diamonds

Alegrías Ring in white gold with diamonds

Concierto Necklace in white gold with diamonds

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Alegrías Earrings in white gold with black and white diamonds

December 2012

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E N T R EP R E N E U R O F TH E MO NTH

5 Business Lessons from “Remain true to yourself and your philosophy”

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Lesson #1:

that’s classic but at the same time current,” says Armani. He understood that any business that refused to evolve and to adapt to the times risked becoming stale and losing its edge. On the other hand, he knew that changing too much, and straying too far from his original vision, would mean risking his reputation, his uniqueness, and his niche.

Sharpen but Never Stray From Your Vision “Remain true to yourself and your philosophy,” Armani once said. “Changing in the face of adversity will in fact diminish your credibility with your customers.”

“I find it gratifying that I have launched a lasting style,” he says. “But of course, I feel the need to reach forward to question myself, to take risks…I always want to refresh and renew.” Whereas Armani believes that the difference between style and fashion is quality, the difference between Armani and other designers is vision.

For over thirty years, Armani has made a name for himself as a designer whose clothing was elegant yet subtle. From day one, he has stood out from his competitors, including the likes of Gianni Versace, who chose instead to emphasize the sexuality of clothes over their subtlety, and has increased the risqué nature of his designs with each year they come out. In fact, the rivalry between the two Italian fashion houses grew so hostile that it was even the subject of much Italian press, until the murder of Versace in 1997. “I design for real people,” says Armani. “I think of our customers all the time. There is no virtue whatsoever in creating clothing or accessories that are not practical.” Armani’s approach to fashion was a pragmatic one. His vision was to create clothing that was both classic, that would stand the test of time, and that was meticulously designed. That was a vision he stayed true to throughout his entire career. However, Armani also acknowledges that, “You have to think of the future. If not, we would close down!” It is to this end that he has attempted to constantly modify his vision, updating it with the latest trends, but never backing away from his original philosophy of classic elegance. Unlike many of his competitors, Armani 6 6

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Giorgio Armani believes that fashion should evolve over time rather than change drastically each and every year. “I find that fashion recently has been a little too hasty,” he says. “Often times it’s put together quickly to catch the attention of the media, and I didn’t want to do that.” Although his way of dressing was a pioneering one at the time, and it certainly continues to catch the media’s attention, it is one that has gradually been developing and evolving over the decades. “It’s much easier to make something that’s spectacular and showy than to make something

Armani once said that his proudest accomplishment was that he “pioneered a way of dressing that emphasized comfort, at a time when clothes were still being made in an oldfashioned and rigid way.” But, while he is proud of his achievements, he remains ever the humble businessman: “I supposed it would have been great to invent something as classic and enduring as the tuxedo,” he says. “But if I was collecting royalties, I wish I’d invented the corkscrew.”

Lesson #2: Try Personalized Promotion On For Size As a child, Armani would eagerly await the trips his family used to make from his small town of Piacenza to Milan just to catch one of the latest films that had been released. “At the beginning I loved westerns and Italian comedies, but later I fell in love with the neorealist films that inspired my good friend Martin Scorsese,” he says. “It was like being transported from © FFRFFR- Focus Focus On On Fashion Fashion Retail Retail ©

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the harsh reality of life in post-war Italy to this magical place. The stars were so glamorous and larger than life that I wanted somehow to share in that.” Being the lifelong movie fan that he is, Armani decided to look for ways in which he could combine his passion for film with his passion for fashion. In a pioneering marketing move that revolutionized the two industries at once, Armani opened up a press office for his young company in Hollywood. “I established an office in Los Angeles to provide an additional service to our film industry friends because I’ve always been passionate about film,” he says. In little time, Armani had become the premiere designer for the A-list of Hollywood. Soon, other designers would follow suit, trying to outfit the hippest celebrities of the day, but few could compete with the already established and highly regarded Armani. His clothes began to be featured prominently in such films as Paul Schrader’s 1980 “American Gigolo”, and since then in over 150 other movies. He successfully gave Samuel L. Jackson an updated look for the remake of “Shaft”. More recently, he designed clothes for the 2004 film “De-Lovely”, the screen epic of composer Cole Porter’s life. His designs were so well received from that film that they went on to inspire much of Armani’s spring 2005 collection.

end, Armani took up the challenge of dressing the England Football Team for the 2006 World Cup. He recognized that “both on and off the field they have become icons,” and thus they always had to look good. He was also well aware of the media frenzy that would surround these players and what it would mean for business. Whether it is soccer players or actors, Armani has sought to attach himself – and his designs – to the people that would be seen the most, and to the people whose opinions on style would be highly regarded and emulated throughout the world. He was one of the first to do so, but he would not be the last. Indeed, he pioneered a unique method of marketing that would go on to become nothing less than the norm.

Lesson #3: Stretch Your Brand but Do Not Let It Snap “When I began making jeans, the press was skeptical that someone who made luxury readyto-wear could start something so commercial,” says Armani. “But I considered it a medium to speak with a less affluent clientele.”

Armani’s target at Hollywood and his strategy of personalizing his promotions, getting the who’s who of celebrities to wear his clothes, has boosted his sales tenfold. He was the first designer to understand the appeal of celebrities and the impact having one of them in his clothes could have on the average consumer. Today, Armani continues to use that strategy in domains outside of the acting world.

To this end, Armani decided to create new product lines, including many less exclusive and less expensive spin-offs of his luxury label. He introduced Armani Jeans for casual clothes and Armani Exchange, which consists of trendier urban clothing. While he is primarily still known the world over for his fashion designs, Armani has moved on from clothing to launch product lines that include accessories, home furnishings, restaurants, car interiors, chocolates, and, most recently, hotels. “I have always paid great attention to having brands that don’t overlap,” he says. “I choose a brand for a particular market and balance my collections in terms of look, price, distribution and location.” Much like the risks he took in creating an androgynous and understated style of fashion, so too did Armani demonstrate his willingness to take risks with his business. However, in expanding his company, he made sure to examine exactly in which directions he was heading. He wanted to saturate the market with the Armani name, but at the same time, he had to make sure he was not cannibalizing his other lines or ruining his reputation for quality and luxury. With the same attention to detail he put into his designs, so too did Armani approach the idea of brand extension with caution. While keeping his core vision, Armani strove gradually to apply it to new ventures. It was not always an easy process. “When the supply of fashion items becomes so enormous, the consumer tends to choose the leading brand, which means that others are left behind,” he says. “And to establish real credibility…is no simple matter.”

Both on screen and off, Armani has designed his way into the hearts and onto the bodies of some of the biggest celebrities in the world. His clothes have become a regular feature at such big events as the Academy Awards. In fact, so many Hollywood actors have worn his designs to the event that when Vanity Fair decided to release its book “Oscar Night”, they asked Armani to write the forward.

“As a designer, it’s always good to stretch yourself,” he says, “and the challenge of dressing people whose bodies are fine-tuned and developed is one that I particularly enjoy.” To that

There were never any doubts when it came to Armani’s talents as a designer. However, when his partner in both life and business passed away, Armani was left to defend his talents as a businessman. He had little to no business experience but didn’t want to give up on his and Galeotti’s dream of expanding his company.

Giorgio Armani and wife

Armani recognizes that the trend towards brand integration is snowballing now, necessitating further caution for those entrepreneurs embarking down the slippery slope. For instance, while designers such as Louis Vuitton are known for their luxury accessories such as purses, wallets, and belts, it would be hard to make the transition into clothing. Likewise, Armani claims that “turning John Galliano’s ideas for Christian Dior into saleable prêt-a-porter is also difficult.” In fact, Armani was even once asked by Bernard Arnault, the Chairman and CEO of both Christian Dior and Moët Hennessy Louis Vuitton, to look at his companies’ runway lines and help determine what could be sold prêt-aDecember 2012

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E N T R E P R E N E U R O F THE MO NTH

If you have attended any of the shows listedbelow boy, not know what and wouldAs likea young to submit yourArmani opinion,did please do sothe according to these rules: for him. Today, he wants top designers but you hair and make up and it almost seems like I future held in store As a service to our worldwide Focus on really Fashion Retail be regularly conducts surveys to • Rate can’t audience, become credible shouldn’t here sort of – people might to make sureyou thathave theattended future isona the bright the shows scaleone of 1for sports cars did not offer with whatthe people werefootwear, wanting apparel pointand to Enzo Ferrari trade or not, but many ofrank them through and bigger, he wasis still hands-on when it came to determine satisfaction various accessories shows and to awful and 10 isBy awesome; overnight just on the think it’s a waste of my time,” he says. “But, I those 10, whowhere will 1come after him. taking a stand or for,favorites. so I concentrated on what people thought so. affiliated with any trade show, we • You choosing engineers. Many times workers would identify (see opposite ourpaying readers’ Being an of independent outlettonot basis huge adver-media need have a presence here to sort of control onmust social issuesyourself and embracing theside); concept of really wanted from a high-performance sports car,” find him walking the factory floor or even jumping • Your opinion must be fair and objective; believe that peoples’ opiniontising mustcampaigns,” be heard, it adds up to Being thegoing value of in ourterms services as well what’s on hair and as make up.” corporate social responsibility, Armani has comdifferent was aofgood thing toserves Lambohe in must to help assembleobserver, the products that carried • You be them an independent thesaid. needs of the industry. says Armani. mitted himself using fashion asnota employed force for rghini. Throughout his business career, he thought notname. affiliated withto any trade show; Armani’s need to have total control over ev- byhis One worker even commented that he positive social change. The innovations and differences between that separating fromishis was Please onlyout those that you have attended erywill aspect of hishimself operations onecompetition ofthe theTOP reasons wouldrate find whoevents the new employees were and Armani tried toissue take his customers’ As always, in has the closing be announcing and reviewing 10 • within Lamborghini’s products were of the year (November) we last 6 months. he has refused to give in to the temptation that “It is a fact that, in time the West, liveshowing in a spend with we them imaginations along withFor him from clothing to be conducting this survey throughout the year, offering TRADE SHOWS of 2011. that purpose, we will not restricted just to his new completion,society, please send thishow form FFR. Your personal so many otherscore designers haveitoftoselling offlist. their Uponcapitalist but that doestohenot mean that them wanted things other unrelated markets. He has leveraged his to rate performance of various shows. Events collected the maximum will make the final venture in luxury sports cars. will not disclosed, nor idea shared anybody. company or buying out smaller fashion houses information we cannot be be guided by the ofwith a social done.

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name to create a pre-established reputation in Lamborghini tractors were to scale up. Indeed, he is rare in the industry in conscience in our work,”Cost he of says. “Yes,Value fashion these other industries. In doing so, Armani has Organization, Services for Attendance, also set apart from their comThis was truer with the enPlanning, Convenience offered at attending/ your that he entirely controls his own business. This, design requires consumers to consume, but accepted the risk of making his entire chain vulTraffic Promotion the show gineers exhibiting business petition. He had some of and quality control staff, he says, is because of his need for independence we can do our bit for society by running our nerable. But, by approaching the strategy with the Atlanta first tractors that offered but it was not limited to those Apparel companies in a socially responsible way, and by caution, ensuring hisMarket products never overlapped, and creative control. four-wheel drive by 1962 and departments. When he built his creating products that promote respect for social andBIFF making sureBangkok each newInternational product launched was Fair “It gives me the freedom to pursue projects & BIL Fashion in 1966, Lamborghini Tracfirst automobile manufacturing and environmental issues.” contributing back to his core brand, Armani has and initiatives that I feel passionate about, even tori Bread came out with a synchroplant, he built the management & Butter come out at the forefront of brand extension in if in the short term they may not deliver a finanArmani believes thatclose at thebyheart of manageall nized transmission that was offices so his & Accessories Market the Dallas businessApparel and fashion worlds. cial return,” says Armani. When asked whether successful businesses areteam successful considered high-tech back ment couldrelationships. walk over to his foray into accessories, for instance, would Apparel & Accessory Market Thus, establishingthe positive interactions then.Denver He was the only one production floor between and see his company and its communities and con-“I making major technological what was going on everyday. ENKNYC sumers is a significant stepI needed towardstogeneratchanges to his products. knew what do to the Expo Riva Schuh ing healthy business performance. automobile I wanted to build, At Automobili Lambut needed the committed best workershisto FAME To this end, Armani has borghini, he was doing the help me, like I had for my traccompany to what he believes are positive Accessories Show sameFocusthing. Apparel Refining &the intors,” he said. social ideals. “The best way to make a conterior, as well as upgrading Francal tribution in fashionThis is towas promote thehisidea the engine, clutch and other true for heatKong Fashion Week that a fundamental interest in preservingcomthe partsHong of his automobiles to ing and air-conditioning environment is itself fashionable,” he says. separate hisKong vehicles from the& Gem pany, as well as all the businesses Hong Jewellery Armani Jeans was recently awardedstart. the Eco competition. He centered the he would eventually Later LA and KIDS MARKET Tex certification at the engine instead of placing in life, heEcological went back Trade to his Fair, roots Ecomoda, for and its usebegan of recycled it inLe theCube vehicle the way Ferraisingpolyester grapes and from bottles. The company alsoEven uses there certi- he rari,Mercedes-Benz Maserati and others were producing wine. not have been easier had he done it in partnerFashion Week fied organic cottonhad bought fromfarmers communities installing the engine, he set it the best and wine ship with the likes of Louis Vuitton or Gucci, Lesson #4: madeFashion in Peru that were once heavily dependent on Mercedes-Benz in sideways. This more Week Swim makers working for him. When already specialists in the field, Armani replies, the opium trade. Although collections room inMicro the cabManaging of the auto- Can Mean it came tohisgolf courses, do which Mess Around “Yes, but it would have kept me from seeing make use of fur, Armani says he tries do so he mobile. At the 1966 Eurohe got into after he“to retired, just what I myself could accomplish. This kind Moda Mega Success conscientiously.” spent a lot of time looking at peanMilano auto show, hisUomo Lamboof work is my entire life and the idea of seeing rghini raves courses aroundAmbasthe world. Mode à ParisHaute Couture If automobile there is one got thing Armani does well, aside others manage it would have been very difficult, In addition togolf being a Goodwill from the critics, clothes even though He knew what he wanted, but from designing of course, it is micro no, impossible.” sador for the UNHCR, the UN agency responMr. Brown he still had not an engine always hired themade best atolarge help managing. “Myput work is my life,” he says. “Even sible for refugees, Armani has also Armani is a free agent and he wants to keep MRket in the car. him carrycampaign out his ideas. though it isNew goodYork to take a holiday, after two commitment to the RED that was it that way. That is also the reason why he has vacations it is boring.” Pitti Imagine Uomo spearheaded by Bono and Bobby Shriver. A speThe interior was superiOut of all the things he refused to take his company public. “At the mocial line of RED products have been launched or toPitti anyImmagine otherreputation luxury sports accomplished in his life, he Armani’s as being a stickler for ment we are perfectly able to finance our projBimbo under Emporio Armani, of which portion of the way to move forward andstock be successful. Well, cars and as thewell design breathtaking, one automoalways pointed out that there were apeople around details, as a was workaholic, precedes him ects without going onto the market to raise Pitti W Woman the profits will good be donated to as thewell Global Fund “I to philosophy proved“If true. bile magazine laterIndeed, say. Lamborghini him that were workers, as smart. in the fashionwould industry. it is widelyprided that capital,” says Armani. we Many were tofarmers becomecovet a Fight Aids. He has also taken a very public stand a Lamborghini tractor and the Lamborghini auPremiere Classe himself on not but also had the luxury of working with some very good considered to beonly onebeing of hisdifferent, greatest assets, andbe- listed company, I would have to be constantly in supportThey of thelistened CatholictoChurch’s reconsiderasomething thattoeveryone thinks they engineers. ing better. HisDusseldorf products He also tomobile my ideas, then built what enabled him to growwere whilethehisbest. competition justifyingiscertain expenses my shareholdPremium tion of its stance against condom use. should own to show they successful. believed the Automobili to have what I wanted to my specifications every“Anything time,” he floundered. Whether heLamborghini is behind thehad scenes at ers, expenditures that areare sometimes absurdly that helps prevent the spread of HIV in Africa Men more “Personally would latertosay. onePremium ofchoices. his fashion shows orI thought working ittheimportant night enormous but which can produce an enormous must be encouraged,” he says. to launch new car every year tono show that we return. away in hisa company boardroom, detail is too And5: I don’t see why I should.” Private Lesson The mark of a successful businessperson is were and very active,” he would say. smallstill for here Armani’s attention. Armani is at the forefront companies having the knowledge that they of need good people Project Hire the Best Lesson #5: demonstrating their potential to be force for Before ever down even taking out the This slowed production, butsewing he thought around them to help them succeed. aHaving conSELECT- The Contemporary Trade Show change.inHetheis people refusingwho to operate inyou a bubble, Armani already doneapart his research itmachine, was essential to has setting his cars from the fidence work for and trust He hadConscience a sense of what was wrong with the designing luxury clothes for consumers irYour is Your Chicest Market ofmaterials. the Americas intoShoe the fabric Similarly, every competition andand this is exactly what(SMOTA) it at did. Out cars he owned and was certain that he could make that they will do things right is extremely imporAccessory respective of the world in which they all live. oneeverything of his fashion shows, Armani is always on of he taught his young engineers, the them better,Business to operating a business. Lamborghini knew SwimShow but he also knew he needed help. tant Much like he stood up in the face critics Since who the move. personally greeting hisabout models children didn’t people, have many chances only this and worked hard to find theseofpeople. one thing From most of them commented was When“We it came to hiring he wanted thought he would never make it as a businessThe Atlanta Shoe & Accessory to consulting the hairdressers about whattractors, stylesMarket to daydream,” recalls Armani. “It was wartime. that he wanted toFashion be different. His cars, his products have reached legendary status, you the very best. He would interview them personally man, so too is Armani now standing up for the to create for air-conditioners the evening, Armani involved There were very real, everyday problems. I didn’t burners were is better than his & and would have to say he accomplished his goal. The and Metropolitan New York Shoe, Apparel Accessories only he would make a decision on whom to social issues he believes in, and proving that any in every step(B&STA) along way. to Atthe times, he has he hire. Market haveThis timewas to think about my dreams for the fucompetitions. Whenthe it came automobiles true for his tractor company as well. company can do the same. Reprinted with permission evenThe personally taken over the job of make up ture. We were concerned with certain, very basic produced, this seemed to run truer. No one is sure New York Shoe Expo (FFANY) from www.evancarmichael.com Even as thegetting Lamborghini Tractori got and bigger artist, if he felt because it was being done according to a things: eating, cheap schoolbooks, whether it was he was trying to prove Reprinted with permission The Los Angeles Shoe Show his Transitsatisfaction. being able to go to the cinema on Sundays.” from www.evancarmichael.com

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Variations, nuances, juxtapositions. The world of Armani is multifaceted, as if observed through a kaleidoscope that separates, refracts and illuminates. It is ingenious in its use of shapes, fabrics, and its quality of workmanship. Subtle yet profound alterations create soft, naturally deconstructed fits, rendered fluid through the use of gossamer silk and organza. Light overcoats and short, beautifully tailored jackets fit like a glove, and are paired with flowing trousers, measured to perfection above the ankle, or shorts that suddenly bring the legs into sight. The low shoes are masculine yet tapered, the silver heels providing a shimmer of light with every step, while the high shoes come with rhinestone studded heels. Black, turquoise and grey are the main colors, accompanied by jade and light blue softened with white, brightened also in day wear by transparent yarns, crystal touches, and reflections. The sparkle is accentuated for the evening, with a constellation of stars on a navy blue background. Lightness is key, always, and with an added touch of nonchalance.

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FASHION TRENDS Emporio Armani: Neat

The concept of pure style is brought to an extreme pitch in a collection that reﬂects a ‘clean’ attitude, a way of being and expressing yourself that is simple and natural, and never too affected. A palette comprised of neutral hues with touches of gold/ bronze, and a range of warmer cinnamon and spice colors emphasizes the soft forms and perfect shapes. The effect is to cover the wearer’s skin as a form of natural make-up. For day there is a masculine suit with easy, feminine lines, enhanced by matt opaque silk: the trousers are straight and soft and tight at the bottom; jackets have regular shoulders and a barely marked waist, and there are matching light skirts, shorts and tops in the same fabrics and colors. The knitwear is ﬂuid and creates a youthful and fresh line in neutral pastel hues that are bright and cold. A new, light, extra-large foulard that enhances the sense of movement is held to the neck by a metal half moon accessory. As with evening make-up, for this time of day natural shades such as bronze, gold and platinum become iridescent. The design becomes bolder and more linear, and arms and legs are revealed: all-in-ones and dresses become shorter, and tops are dramatically strapless. The ethos of the moment is enhanced by natural leather or cognac-hued accessories with a saddlery feel: from the visor with raw edges, to driving gloves, to large hoop earrings.

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SPRING/SUMMER Glamorous and seductive, the Blu Collection features varying shades of blue tones that uniquely decorate the guilloche dials and straps. The collection highlights include a bold and masculine chronograph style with a rich blue croc leather strap complemented with a grey IP case and dial. A Retro style features an incandescent blue guilloche dial with scalloped texture design, Roman numeral indexes, and a subtle chronograph display, with a single crystal above the 6 index that adds elegance. For a more classic look, a stainless steel bracelet version displays a sophisticated navy dial with 2-eye chronograph display. The feminine models feature polished stainless steel bracelets, velvet blue dials, and sparkling crystal bezel perfect for the holiday festivities.

Rock & Republic For Kohl’s

December 2012

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FASHION TRENDS Carl F. Bucherer- stainless steel, rubber bezel, black dial with a black calfskin leather strap

Boseman Watch Co

Boseman Watch Co- multi-time zone reading, airforce inspired timepiece

Swatch

88 Rue- Black stainless steel PVD shiny set with 88 diamonds, engraved with signature Swatch- Bright Summer colors

88 Rue Du Rhone Swatch

ÂŠ FFR- Focus On Fashion Retail

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Carl F. Bucherer

December 2012

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Page 1

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FASHION TRENDS

2 013

SPRING/SUMMER

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SHWOOD BRAND BOOK

LOGO FAMILY MASTER LOGO - WORDMARK

LOGOS

ing, es k c o l m Fra or B Col ooden kw Thic

SHWOOD WORDMARK The Shwood wordmark is the mainstay of the brand’s graphic identity. This stand-alone master logo should be used in applications where the wordmark doesn’t require an exterior boundary in order to be clearly read. (On the product, business cards, letterhead and basic paperwork, etc.)

SUB-LOGOS

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SHWOOD LOCKUP This lockup logo should be utilized in any application where a consumer may not know what Shwood is.

SHWOOD AXES The Axe logo can be used anywhere they fit and the “ORE USA” maintains legibility. The Axes can also be used on their own in various applications.

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SHWOOD CIRCLE The Shwood circle should be used sparingly and only in applications where a boundary is needed around the wordmark in order for proper vis ibility and clarity. The main purpose of this logo is to prevent the wordmark from getting lost in busy surroundings.

Fla

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len

ses

December 2012

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2 013

SPRING/SUMMER

FASHION TRENDS Courtesy of MIPEL

Handbags

SIZES The everyday bag will be medium-sized, as in the past season. Large bags will only be used for specific moments such as for traveling, on vacation, or for business trips. “Small” bags will be used for evening or on formal occasions. Refined “micro bags” return with exquisite craftsmanship: shown off like a beautiful piece of jewelry, they’re often embellished with precious Bakelite, pony, or patent leather. Detail will remain a distinctive element of a bag that is understated, modern yet simple and that stands out for its more evident decorative stitching. SHAPES The bucket bag is making a comeback next summer and will come in countless versions: smooth leather, braided leather, fabric, straw (but not as much as other seasons) and even PVC. Tote bags will be large and very elaborate. The buzzwords will be roomy, functional, and practical: three adjectives that perfectly describe a bag of any shape. The clutch, as always, is super-elegant, and the minaudiere, embellished with stones, embroidery and appliqués, is a precious accessory for formal occasions. There are genuine jeweled micro bags that hold practically nothing: rather than a real bag, it’s a lovely accessory that’s a must. For men, bags will be big: oversized gym bags, totes, and briefcases are the choice for carrying the essentials of everyday life, at work or play. TWO STYLISH TRENDS: FASHION AND CASUAL Fashion: • The purity and simplicity of sleek lines, good quality materials and hardware used to make the bag such as hooks, zippers, and handles. Subtle patterns and floral prints. • Romantic style, which includes the Chanel chain, soft materials such as light goat leather used for sixties-style techniques, pleating, tucks, puffy details, subtle embroidery, baroque hardware and bows. • The eco-hedonist theme, which includes everyday bags that are practical (with pockets and compartments), secure (with zippers, hinge clasps, and locks), and with shoulder straps that accompany handles or are short. Note: the shoulder strap is an essential element and considered an accessory as well, which is why it often echoes details on the bag, like a smaller version of a flower that travels all along the length of the strap. It is often made of chain and worn wrapped around the wrist like a bracelet. • A crossover that combines different influences, elite accessories, imaginative clasps, a blend of simplicity and excess, elaborate materials used with matte finishes and in dusty shades. It’s everything and its opposite. This segment includes mesh.

Squaremoon Copia

Borri Giovanni

Boldrini Pelletteria

Casual: • Primitive-row style, with fringe (also irregular), thick materials with visible topstitching, saddlery details, and also mesh and braiding that isn’t perfect and is composed of different materials; • Rebellious, streetwear, bags with irregular stitching, tears and scratches, embellished with burnished, rusty metal studs; • Super-active, with a sporty, modern, functional design and large oversized shapes; • Active-free time (leisure bags) with a slightly vintage look. Colors The color palette is inspired by moods and art, two worlds that are not parallel but continuously intertwine. Colors blend and the combinations are bold in all collections. Moods This theme includes chalice pink, bone beige, pale green, dull gold, tile red, majolica blue, aqua, and sky blue. Bright white remains the predominant color for summer, preferably in a patent leather version. Art This theme features brighter, vibrant shades: the color of reference is not white but lava red. Colors include new royal blue, parrot blue, citron yellow, orange, baby doll pink, rope beige, glazed chestnut, and emerald green. 18

December 2012

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Maria Biandr

Reptile’s House

Renato Angi

Ape Regina Mood Indigo

Carlton

The Frye Company Piquardo © FFR- Focus On Fashion Retail

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December 2012

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2 013

SPRING/SUMMER

For SS13 the runways teemed with luxurious satin, technical fabrics or and of course cotton bomber jackets. The silhouettes differed too, from puffy to minimalist.

Summer begs for prints, they’re bright and fun. The floral print trend continues, as does the foulard print, but with a twist of patchwork, paper or postcard prints work too. Twinkle toes! Sandals are back with a vengeance. From modern gladiators to fishermen’s strappy sandals are the must have accessory for SS13. In available in a variety of finishes and colors, they look great with the new carrot trousers and shorts.

Elle Italia Gritti

Casadei

Taccetti Linea Marche Ralph Lauren 20

June 2012

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FASHION TRENDS Marino Fabiani Stefania Pellicci

Giovanni Fabiani

Lalla Alia

Anna Sui BCBGMAXAZRIA ÂŠ FFR- Focus On Fashion Retail

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December 2012

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LUXSWIM

Red Carter Caffe Swimwear

Lisa Blue

Mary Trend FitFlop

Vicini

December 2012

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Shorts! The season’s trousers have one definite silhouette, carrot shaped leg and high waist. Perhaps not as commercial as other seasons, this new trouser is a welcome breath of fresh air from those low-slung pants men everywhere continue to wear. No less comfortable, as the slouchy fit is still a must, the new, casual look is a valid alternative. Pakerson

Francheschetti

Maros

Doucal’s

Hugo by Hugo Boss

Tommy Hilfiger

Todd Snyder

Due Elle

FitFlop Butteri Fabi

Ballin Franco 24

December 2012

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From the Red Carpets

CELEBRITIES

Fashion

Why do people all over the world wear the clothes that they do? Is it because they saw them on a famous person walking the red carpet? Or, they saw it in a magazine that said it is the latest trend and this is a must have item for the season? According numerous studies, it is likely that all these strategies are influencing women and men today. The fashion industry has almost unlimited resources at its disposal. Information and photographs that appear on the Internet instantaneously reach millions of women. Immediately, they know which fashions are in and which are out. They find out very quickly what they should be wearing and what they shouldn’t.

A long-established tradition used by the fashion industry to set trends and market their designs has been to work with famous people to model their clothes. With the arrival of various reality and music shows, the multiplicity of award shows, the public is bombarded with a flood of designs to choose from. However, the ultimate message from the fashion industry is; “if a famous person wears this – it must be cool and therefore you must have it too!” TV and movies have taken center stage when it comes to both entertainment and fashion. This strategy proves to be a winwin situation for both the fashion industry and celebrities as they cash in on the free items that various designers throw their way.

A constant theme in fashion marketing is to create ideas or themes for what it means to look good or look attractive. That is, part of marketing strategy is to generate ideas in people’s heads about what kinds of clothes they need to wear in specific situations – the work environment, social situations, special occasions, etc. The fashion industry continues to use a number of strategies to set trends. These include using celebrities to model their clothes/ accessories at popular events, featuring that in magazines, websites and broadening the demographics they design for and market to.

Actress/ Activist Stephanie Drapeau wearing the Divaís Dream 700 carats Rutilated Quartz necklace from theAlison Julien Collection at the 2012 Emmys GBK’s Gifting Lounge. Images courtesy of ISpektorphoto.com

Alex Geyman

Director Spike Lee wearing his Jaeger-LeCoultre AMVOX 2 during the 69th Venice Film Festival

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December 2012

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The new James Bond girl Berenice Marlohe wearing the Tiger ring in a white gold, diamonds and a smoky quartz by Carrera y Carrera

Actor Colin Firth and wife Livia at the 2012 Golden Globe Awards. Livia wore the Maximus Ring 18k yellow gold, cushion cut 7ct citrine, 1.10ctw diamonds set in white gold

Celebrities, like Silvester Stallone, Arnold Schwarzenegger and Daniel Bernhardt appreciate the craftmanship of this new Patravi TravelTec timepiece from Carl F. Bucherer, featuring 18k rose gold, black dial with a black calfskin leather strap 26

December 2012

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©© FFRFFR-Focus FocusOn OnFashion FashionRetail Retail

11/15/12 12:18 PM

Model Jerry Hall (in Escada wearing Montblanc Haute Joaillerie ‘Bouquet’ necklace and ‘Seven Stars’ stud earrings) attends the Montblanc “Collection Princesse Grace de Monaco” World Premiere presentation in Monte-Carlo, Monaco

wards.

Singer Janet Jackson attends de Grisogono Glam Extravaganza in France

Designer Nicole Miller walks the runway at the Nicole Miller Spring 2013 fashion show during Mercedes-Benz Fashion Week on September 7, 2012 in New York City

Singer Nicole Scherzinger wearing a Cengiz Abazoglu ensemble (corset and skirt) to the ‘Men in Black 3’ London Premiere. She is accessorized with Vanessa Leu earrings, a Vanessa Leu ring and an Adeler ring.

Singer Neon Hitch attends the Falguni & Shane Peacock Spring 2013 fashion show during Mercedes-Benz Fashion Week on September 11, 2012 in New York City © FFR- Focus On Fashion Retail

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Actor/Directo Robert De Niro attends Tribeca film festival in Qatar D e cDoha, ember 2 012 27

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Model Iman attends Mercedes-Benz Fashion Week Spring 2013 in New York

Actor Pierce Brosnan wearing a Squadra Rose Gold Jaeger-LeCoultre watch attends the Venice Movie Stars Lounge during the 69th Venice Film Festival on September 2, 2012 in Venice, Italy

Model Adriana Lima wearing the IWC Schaffhausen watch at the 22nd SIHH High Jewellery Fair in Geneva, Switzerland

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Nicole Richie wearing the Silk Organza Gown with Hand Cut Leather “Scale” Embroidery from Mathieu Mirano collection at the 2012 ALMA Awards

Actress Jessica Lange wearing Carrera y Carrera jewelry collection at the 64th Primetime Emmy Awards

feb

J u nFocus e 2 0 1On 2 Fashion 28 Retail © FFR-

11/15/12 12:18 PM

las regi

brands you live in brands to discover february 19, 20, 21, 2013

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REFERENCE

December 2012

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South America

Europe Africa North America Oceania

C s t a m t w T t l G

Chart 2 - Distribution of Footwear Consumption by Continent (quantity) 2011

Country Pairs (millions) World Share 2 762 15.9% 1 China 2 248 12.9% 2 USA 2 202 12.7% 3 India 4.3% 740 4 Brazil 697 4.0% 5 Japan 526 3.0% 6 Indonesia 429 2.5% 7 Germany 424 2.4% 8 France 2.1% 372 9 United Kingdom 336 1.9% 10 Italy Table 2 - Top 10 Footwear Consumers (quantity) 2011 30

Africa

Seven Asian countries are counted among the world’s top 10 producers, a list in which China’s leadership is undisputable. Brazil is the only non-Asian country among the top 5 producers. In the bottom half of this list, Mexico has exchanged places with Thailand although they show very similar figures. Italy, the top European producer, just makes it into the world top 10, with a number of other countries such as Turkey and Iran very close.

South America

Asia

Share of World Consumption (%)

At the continental level, apparent consumption seems to be more dynamic, although no major changes can be expected on a year-to-year comparison. In 2011, Europe and North America yielded some market share to Asia and Africa, with South America and Oceania holding their positions.

3 32

Chart 1 - Distribution of Footwear Production by Continent (quantity) 2011

Country Pairs (millions) World Share 12 887 60.5% 1 China 10.4% 2 209 2 India 3.8% 819 3 Brazil 804 3.8% 4 Vietnam 700 3.3% 5 Indonesia 298 1.4% 6 Pakistan 276 1.3% 7 Bangladesh 1.2% 253 8 Mexico 244 1.2% 9 Thailand 207 1.0% 10 Italy Table 1 - Top 10 Footwear Producers (quantity) 2011

Consumption

North America

The other continents’ shares have only marginally changed from the previous year, with Africa showing a slight increase and others minimally decreasing.

Europe

APICCAPS estimates the worldwide production of footwear to have reached 21 billion pairs in 2011. Asia continues to be the powerhouse of the footwear industry, with an overall share close to 90%.

Asia

Production

Share of World Production (%)

World Footwear Yearbook

China is the world’s largest market for footwear, in terms of quantity, closely followed by the USA and India. Compared to the previous year, the USA share showed some decrease whereas those of the other two countries increased. In the second half of the top 10 table there have been some changes in the ranking of European countries, with Germany and France coming above the United Kingdom and Spain.

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North America Africa South America

221

Exports Asia dwarfs all the others continents as a footwear exporter, with 84% of the world total. Europe is a distant second, with 11%. Although the general picture is basically the same as the previous year, North America has slightly increased its share overtaking Africa in this table.

Chart 3 - Distribution of Footwear Exports by Continent (quantity) 2011

Asia

Africa

South America Oceania

Country Pairs (millions) World Share 10 170 73.1% 1 China 2.6% 362 2 Hong Kong 2.3% 316 3 Vietnam 229 1.7% 4 Italy 207 1.5% 5 Belgium 206 1.5% 6 Indonesia 194 1.4% 7 Germany 1.0% 143 8 Netherlands 141 1.0% 9 Thailand 130 0.9% 10 Spain Table 3 - Top 10 Footwear Exporters (quantity) 2011

North America

China alone sells almost three out of every four pairs of shoes exported worldwide and is followed on the list of the main exporters by its special administrative area of Hong Kong. However, Hong Kong’s exports maintained the downward trend they have shown throughout the last decade and are now less than half of what they were ten years ago. Vietnam, Indonesia, and Thailand complete the group of 5 Asian countries in the top 10 table. The other five top exporters are European, led by Italy, which has a narrow margin over Belgium and Germany, followed by the Netherlands and Spain.

4 2

Imports Europe leads the ranking of world importers. However, after reaching a maximum of 44% in 2008, its share of the world total has been declining for the last three years. At the other end of the table, Africa’s imports have been growing steadily over the last decade.

Chart 4 - Distribution of Footwear Imports by Continent (quantity) 2011

The top 10 importing countries have not changed from last year. The USA keeps their undisputed leadership, still importing almost one out of every four pairs traded internationally, even if its share has declined. Reflecting Europe’s importance in terms of imports, seven European countries make it into this table. The UK no longer leads this group, having been overtaken by Germany and France. Japan and Hong Kong complete the list of the most significant importers.

F79689.indd 31

Europe

Asia

Share of World Production (%)

Full version available at www.worldfootwear.com Reprinted with permission.

Europe

Share of World Production (%)

2012

Excerpts from the report by APICCAPS - Portuguese Footwear, Components and Leather Goods Manufacturers’ Association.

Country Pairs (millions) World Share 22.4% 2 302 1 USA 619 6.0% 2 Japan 593 5.8% 3 Germany 480 4.7% 4 France 455 4.4% 5 United Kingdom 4.1% 425 6 Hong Kong 358 3.5% 7 Italy 354 3.4% 8 Spain 2.5% 256 9 Russian Fed. 245 2.4% 10 Netherlands Table 4 - Top 10 Footwear Importers (quantity) 2011 December 2012

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REFERENCE

T c p o w a C a a K t t c t E t e

Dynamics of International Trade World footwear trade keeps its strong upward trend. Again in 2011 a new record was set with total world exports for the first time above 100 billion US dollars, up 15% from the previous year. The number of pairs exported reaching almost 14 billion Cumulatively, over the last decade, the quantity exported nearly doubled and an impressive rise in value of 143% was recorded.

I p U e a

Chart 5 - World Footwear Exports 2001-21011

S c l t w c ( E A e s

Prices have also been going up. In 2011 the average export price worldwide reached 7.39 USD, slightly higher than the previous maximum of 7.31 USD reached in 2008. Over the decade this represents an increase of 27%. However, as seen in Chart 6, after a period of near stability, up to 2005, average prices have shown considerable volatility rising sharply from 2005 to 2008, only to fall over the next two years and rise again in 2011.

T l U t r t a g t A t K y Chart 6 - World Footwear Exports Price 2001-21011

December 2012

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ÂŠ FFR- Focus On Fashion Retail

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ÂŠ

The Big Players The product mixes of the different countries, and their different levels of price, explain that China’s dominance of the world market is less extreme when analyzed in terms of value than, as in Table 3 in terms of quantity. Still, China represents 38% of the value of all footwear exported worldwide, with another 5% corresponding to Hong Kong. Vietnam, Indonesia and India are the other Asian countries among the top 15 exporters. Together these five countries represent more than half of the world total. They are joined by nine European countries led by Italy, which together correspond to 31% of world exports and in fifteenth place, Brazil.

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

Country USD (millions) World Share Average Price $3.87 39 374 38.3% China $45.32 10.1% 10 376 Italy $14.70 5 317 5.2% Hong Kong $16.20 5.0% 5 123 Vietnam $22.66 4 392 4.3% Germany $20.16 4 172 4.1% Belgium $15.65 3.1% 3 227 Indonesia $20.55 2 933 2.9% Netherlands $22.04 2.8% 2 870 Spain $30.18 2 409 2.3% France $32.00 2 091 2.0% Portugal $12.61 1 421 1.4% India $15.90 1.4% 1 400 United Kingdom $24.35 1 391 1.4% Romania $11.47 1 296 1.3% Brazil

Table 5 - Top 15 Exporters in 2011 (Value)

Italy charges the highest average export price (45 USD), followed by Portugal (32 USD) and France (30 USD). At the other end of this scale, China exports at an average price of just below 4 USD.

Chart 7 - Average Export Price among Top 15 Exporters

Seven out of the nine European countries present in the table of the 15 largest exporters are also among the top 15 importers of footwear, where they are joined by three other countries from the same continent (Russia, Austria, Switzerland), explaining Europe’s importance in world imports. Among the non-European top exporters, only Hong Kong is also a significant importer. The table of top importers by value is led, with a very large margin, by the USA with a share that is more than two and a half times that of Germany, ranked second. This despite the fact that the USA pays one of the lowest average prices (10 USD) among this group; only Japan and Spain, sixth and tenth in the table, pay lower prices. Austria is the single country in this list to pay an average price above 20 USD. Korea entered the top 15 table this year, taking Australia’s place.

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

USD (millions) World Share Average Price Country $10.10 22.3% 23 245 USA $14.69 8.4% 8 717 Germany $13.55 6 506 6.3% France $15.83 5 662 5.4% Italy $11.35 5.0% 5 169 United Kingdom $8.17 5 062 4.9% Japan $11.40 4 850 4.7% Hong Kong $15.39 3.8% 3 940 Russian Federation $14.14 3 465 3.3% Netherlands $8.42 2.9% 2 977 Spain $11.89 2 322 2.2% Belgium $12.72 2 089 2.0% Canada $21.42 1 596 1.5% Austria $13.29 1 536 1.5% Rep. of Korea $18.72 1 402 1.3% Switzerland

Table 6 - World Top 15 Importers in 2011 (Value)

Chart 8 - Average Import Price among Top 15 Importers © FFR- Focus On Fashion Retail

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December 2012

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Million USD Country

World Data Map

December 2012

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Million Pairs

Exports

Imports

Exports

Imports

181 Albania 27 Argentina 45 Australia 931 Austria 4 172 Belgium 1 296 Brazil 177 Bulgaria 224 Canada 135 Chile 39 374 China 34 Colombia 160 Croatia 570 Czech Rep. 747 Denmark 37 Ecuador 14 Egypt 69 Estonia 156 Finland 2 409 France 4 392 Germany 80 Greece 34 Guatemala 5 317 Hong Kong 385 Hungary 1 421 India 3 227 Indonesia 78 Ireland 49 Israel 10 376 Italy 45 Japan 144 Korea, Republic 201 Malaysia 411 Mexico 2 933 Netherlands 20 Norway 110 Pakistan 1 130 Panama 22 Peru 11 Philippines 543 Poland 2 091 Portugal 1 391 Romania 30 Russian Federation 7 Saudi Arabia 284 Singapore 151 Slovenia 33 South Africa 2 870 Spain 262 Sweden 274 Switzerland 899 Thailand 409 Tunisia 398 Turkey 228 United Arab Emirates 1 400 United Kingdom 1 023 USA 5 123 Vietnam

31 395 1 333 1 596 2 322 428 98 2.089 925 1 289 477 189 790 989 118 94 94 384 6 506 8 717 588 115 4 850 299 149 184 448 413 5 662 5 062 1 536 259 718 3 465 721 73 1 153 255 138 1 070 606 343 3 940 433 560 214 905 2 977 949 1 402 220 18 816 678 5 169 23 245 25

12 2 2 28 207 113 13 12 35 10 170 2 4 51 22 4 1 3 3 80 194 10 2 362 28 113 206 8 2 229 1 9 31 22 143 1 8 102 3 3 39 65 57 6 1 28 8 3 130 9 4 141 27 93 76 88 78 316

8 23 132 75 195 34 18 164 134 43 64 18 188 49 10 10 5 22 480 593 65 11 425 29 106 32 38 42 358 619 116 33 68 245 26 16 108 34 118 115 56 73 256 43 67 16 206 354 49 61 56 2 52 131 455 2 302 2

Production Consumption 8 118 3 2 1 819 15 8 11 12 888 53 10 4 9 30 49 2 4 24 31 3 21 1 23 2 209 700 1 3 208 79 5 68 254 1 1 299 1 42 79 32 61 44 52 86 12 2 47 94 1 1 245 44 188 0 5 25 805

4 139 133 49 22 740 20 160 110 2 761 115 23 142 36 36 58 5 22 424 430 58 29 64 24 2 202 526 31 42 336 697 111 70 299 104 26 308 7 73 194 108 51 59 302 127 51 10 249 318 41 58 160 18 148 55 372 2 249 136

ÂŠ FFR- Focus On Fashion Retail

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The Atlanta Shoe Market … where buyers and sellers come together over more than 1,800 lines for the largest, most productive, most important show of the season — every season.

COME TOGETHER. THE ATLANTA SHOE MARKET FEBRUARY 23-25, 2013

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& RENAISSANCE WAVERLY HOTEL

FOR SHOW INFORMATION CONTACT 706.923.0580

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FEATURED REPORT

The Top 10 Trade s s always, the last issue of the year features the results of our annual survey determining our readers’ favorites among international fashion industry trade shows. Throughout the year, we’ve offered to rate the performance of various marketplaces, and based on returned responses, we’ve selected the Top 10 Trade Shows of 2012. In making our selections, we considered events fully rated by at least twenty different people. Ratings were based on a scale of 1 to 10. The shows with the highest scores made our list. We asked for fair and objective opinions from reviewers who were neither employed by nor affiliated with a trade show. Next, we contacted the featured shows’ organizers for official facts and figures, which we’ve published here exactly as furnished. The most important criterion for the survey was overall satisfaction, and all Top 10 shows have earned satisfaction ratings of at least 50% and above. The purpose of this survey is to give you, our readers, the information you can use. I’ve had countless endorsements from both wholesalers and retailers, that a complete editorial like this would help greatly in planning the future trade shows participation. It is unfortunate, that for some reason some of the surveyed shows have decided not to disclose the data of how many exhibitors, buyers attended the show, size of the venue, cost of participation, etc. I’ll leave it up to you to decide why, to me it’s obvious.

Without even looking at the provided (or, not provided) stats, I can say that most, if not all the trade shows in 2012 have experienced downsizing and decline in attendance. This is my personal observation. Just the reality of the world we live in today- the turbulent worldwide economies foremost, but also such factors, as the growing number of competing events often taking place almost simultaneously at different locations, increase in volume and quality of Internet trade, just to name a few. Retailers have become very selective and careful placing even small size orders and therefore, tend to attend only those events that potentially can deliver better value for their businesses. Issues in consideration: variety of goods and services at the show, convenience, cost, and personal satisfaction- if the show appears boring, too stressful, they choose to go elsewhere. These all are the objective factors that define today’s situation and I believe, this trend will continue into the future.

Organization/ Planning/Promotion

Traffic/ Attendance

Convenience

Services offered at the show

Cost of attending/ participating

Value, Importance for your business

SATISFACTION, %

voted, %

MAGIC

66%

90%

The Atlanta Shoe Market (TASM)

66%

35%

FN PLATFORM

62%

50%

FFANY NEW YORK SHOE EXPO

60%

25%

GDS + Global Shoes

60%

50%

MICAM ShoEvent

58%

90%

WHO’S NEXT PARIS

58%

25%

Sole Commerce + Coterie

54%

40%

52%

60%

52%

25%

over all score, 60 max

ENKWSA

BREAD & BUTTER Berlin

AVG. BO COS

2012

COMPARING W/ 2011

Undisclosed

n/a

Undisclo

ENKWSA

160,000 sq ft

+10%

Undisclo

FFANY NEW YORK SHOE EXPO

100,000 sq.ft

n/a

Undisclo

FN PLATFORM

Undisclosed

n/a

Undisclo

GDS + Global Shoes

375 sq. ft (41.694 sq. m)

n/a

from €13 and u

Undisclosed

n/a

Undisclo

614,835 sq. ft (68.315 sq. m )

-3%

Undisclosed

n/a

Undisclo

Sole Commerce + Coterie

303.000 sq. ft

n/a

$5,950 x 10

The Atlanta Shoe Market (TASM)

320,000 sq. ft

+ 40%

$675 (1 10') furn

WHO’S NEXT PARIS

742,095 sq. ft (82,455 sq. m)

+ 38%

Undisclo

BREAD & BUTTER Berlin

READERS SATISFACTION WITH ... (on the scale of 1 to 10)

December 2012

c w l e h w

The #1 trade show of 2012 on the list is MAGIC. The show has earned its highest score for delivering the most satisfaction over EXHIBITING AREA, NET EVENT all. Huge selection of goods and services, educational seminars, (in alphabetical

TRADE SHOWS RATING BY FOCUS READERS

h y T a

Nevertheless, based on the results of our survey, the top 10 shows listed in this article have provided the most value for the businesses under given circumstances and I hope, they will continue their efforts to bringing together both buyers and sellers for a better trade in 2013.

order)

THE TOP 10 TRADE SHOWS OF 2012

f a e i w c

MAGIC MICAM ShoEvent Project

1723 FOS 2012 December 20121113_R3.indd 36

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2012

€166/m

1723 FOS

e shows of 2012 fashion presentations and entertainment. The show’s portfolio comprises a cluster of different semi-independent shows under MAGIC’s umbrella, each devoted to specific lifestyles and price points. One of these shows is FN Platform (#3)- well performing footwear event. I always enjoy the working atmosphere at MAGIC, this is the most comprehensive and crowded event in America. I am pleased to say, that the FFANY (#4) and the TASM (#2) also have shown better satisfaction with their performance throughout the year, offering a comprehensive selection of footwear in all categories. The TASM seemingly has managed to significantly expand in space (+40%) and to add new categories- good job! The MICAM show (#6) is the most influential shoe event when it comes to high quality and fashion footwear. The show is comfortable, well-planned, featuring a multitude of mostly Italian shoes at moderate to luxury price points. Attending MICAM is not work, but close to religious experience for shoe lovers- it’s just unfortunate that the current economy has caused this beautiful event to downsize and underperform comparing with the last year, yet still steadily remaining among the Top 10. Other European shows, like the German’s GDS (#3), BREAD &

EA, NET

AVG. BOOTH COST

COMPARING W/ 2011

2012

ADMISSION COST (buyers)

n/a

Undisclosed

free to trade

+10%

Undisclosed

free to trade

n/a

Undisclosed

free to trade

n/a

Undisclosed

n/a

FREQUENCY / YEAR

DURATION, DAYS

BUTTER (#10), and the WHO’S NEXT Paris (#7) have done pretty well under tough economic condition, according our readers. I haven’t personally attended these events (yet) and thus, cannot add any personal comment. The events organized by the ENK Intl: the ENKWSA (#9) and the Coterie/ Sole Commerce (#8) have demonstrated sturdy performance throughout the year. Apparently, the new direction of the ENKWSA to focusing on supplies and low cost footwear only worked well, answering the needs of the buyers, according the survey. Again, it has been a very tough year for the trade. The overall satisfaction and/or value for the business ratings have dropped for all shows without exception, comparing with the surveys years before. Yet, all the events that made it to the Top 10 list have demonstrated, that they are important and appreciated in their efforts to connect buyers and sellers. We’d like to congratulate shows organizers and extend our good wishes for their continued success. And to all trade show buyers and sellers, we wish you Happy Trading! Alex Geyman

EXHIBITORS 2012, avg per show comparing with 2011

DOMESTIC

Undisclosed Undisclosed Undisclosed

Undisclosed

Undisclosed Undisclosed Undisclosed

Undisclosed Undisclosed

800

Undisclosed

38%

62%

6,000

Undisclosed

400 brands

600 brands

3,600

400

4,000

free to trade

Undisclosed Undisclosed

1,000

Undisclosed

from €135/m2 free to trade and up

1,235

Undisclosed

3,800

+8%

1,573

-1%

DOMESTIC

290

INTL

200 brands

945

Undisclosed

free to trade

-3%

€166/m2

free to trade

n/a

Undisclosed

free to trade

Undisclosed Undisclosed Undisclosed

n/a

$5,950 (10' x 10')

free to trade

Undisclosed Undisclosed

+ 40%

$675 (10' X 10') furnished

free to trade

Undisclosed Undisclosed

+ 38%

Undisclosed

€ 30

2 10:45 PM

Undisclosed Undisclosed

TOTAL

n/a

VISITORS 2012, avg per show

973

45%

600

55%

INTL

comparing with 2011

TOTAL

Undisclosed Undisclosed Undisclosed 50%

50%

22,223

20,504

Undisclosed Undisclosed

Undisclosed Undisclosed Undisclosed 20,501

Undisclosed

41,005

Undisclosed -3%

Undisclosed

Undisclosed Undisclosed Undisclosed

Undisclosed

200 + 1,400

Undisclosed

Undisclosed Undisclosed

25,000

Undisclosed

1,890 brands

+ 5%

4,075

400

4,475

+2.5%

2,000

Undisclosed

68%

32%

65,682

N/A

December 2012

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The Top 10 Trade Shows Bread & Butter Berlin

BREAD & BUTTER BERLIN #10

B&B Berlin is the international tradeshow for contemporary urban clothing culture; apparel, footwear, accessories. FEATURED MERCHANDISE: Apparel, Footwear, Accessories CATEGORIES: Womens, Mens PRICE POINTS: Off-Price/ Budget/ Moderate/ High-End/ Luxury Mainly upscale. Main admission criteria: Focus is on original brands that have a clear USP, which are accepted by their competitors and which play a role in contemporary clothing culture. Brand portfolio is revised each season. FREQUENCY: 2 times/year DURATION: 3 days LOCATION: Airport Berlin- Tempelhof, Berlin, PRODUCER(S)/ ORGANIZERS: BREAD & BUTER GmbH & Co. ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: N/A SHOW DATES IN 2013: January 15-17 July 2-4 WEB SITE AND CONTACT PHONE: www.breadandbutter.com +49 30 400 44 - 0 38

December 2012

ENKWSA

ENK International provides the forum for the fashion world to conduct business. ENK’s portfolio of 29 + events include WSA, an event featuring women’s, men’s and children’s footwear and accessories. FEATURED MERCHANDISE: Footwear, Sourcing CATEGORIES: Womens, Mens, Children PRICE POINTS: Budget, Moderate FREQUENCY: 2 times/ year DURATION: 3 days LOCATION: Sands Expo Center, Las Vegas, NV PRODUCER(S)/ ORGANIZERS: ENK International ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: N/A SHOW DATES IN 2013: January 29-31 July- TBD WEB SITE AND CONTACT PHONE: www.enkwsa.com www.enkshows.com/wsa (212) 759-8055

FFANY NEW YORK SHOE EXPO

The FFANY New York Shoe Expo, conveniently located at the Hilton New York Hotel in midtown Manhattan, features approximately 600 fashion footwear brands exhibiting in booths, hotel show rooms and FFANY Member NYshowrooms. FEATURED MERCHANDISE: Footwear, Handbags and Accessories CATEGORIES: Womens, Mens, Children PRICE POINTS: Off-Price/Budget/Moderate/High-End/ Luxury FREQUENCY: 4 times/ year DURATION: 3 days LOCATION: Hilton New York Hotel and FFANY Member Showrooms, New York, NY PRODUCER(S)/ ORGANIZERS: FFANY – Fashion Footwear Association Of New York

ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: N/A SHOW DATES IN 2013: February 5-7 June 5-7 August 5-7 December 4-6 WEB SITE AND CONTACT PHONE: www.ffany.org (212) 751-6422

FN PLATFORM

FN PLATFORM, the shoe show at MAGIC, showcases over 1,600 new, emerging and established footwear brands encompassing the full range of footwear for Men, Women, Juniors and Children. FN PLATFORM has quickly established itself as the premier must-attend global gathering in North America for the footwear industry to gather, network and do business. As part of MAGIC’s global marketplace, FN PLATFORM offers informed access to universal trends, fashion intelligence and industry insight via educational seminars and initiatives. This fuels business by enabling attendees to shop footwear within the context of what consumers will be buying and

wearing next season, which translates into more informed purchasing decisions and increased retail revenue. The industry’s #1 resource for discovering new vendors and uncovering new trends, FN PLATFORM brings together top retailers, brands and decision makers to build business, exchange information and foster relationships. FEATURED MERCHANDISE: Footwear, Services CATEGORIES: Womens, Mens, Children PRICE POINTS: Budget/Moderate/High-End FREQUENCY: 2 times/ year DURATION: 3 days LOCATION: Las Vegas Convention Center Las Vegas, NV PRODUCER(S)/ ORGANIZERS: Advanstar Communications ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: N/A SHOW DATES IN 2013: February 19-21 August- TBD WEB SITE AND CONTACT PHONE: www.magiconline.com/fn-platform (310) 857-7500

GDS

GDS offers different segments and individual lifestyle worlds in which exhibitors present their latest collections of women’s, men’s and children’s shoes, bags and accessories.

 urban authentic: cult-status heritage brands  urban fresh: popular, mainstream fashion, lifestyle and urban fashion brands  urban active: brands blending utility with design  design attack: design newcomers with lifestyle products and collections  white cubes: progressive high-fashion labels  upper style: established high-quality brands  prime²: established high-quality brands for men’s shoes  superior: medium-priced international fashion collections  essential: mainstream-fashion quality brands  kidwalk: children’s shoe brands  shop & deco: shop fitting and furnishing products  shop & deco: shop fitting and furnishing products FEATURED MERCHANDISE: Footwear, Apparel, Accessories, Services CATEGORIES: Womens, Mens, Children PRICE POINTS: Off-Price/ Budget/ Moderate/ High-End FREQUENCY: 2 times/ year DURATION: 3 days LOCATION: Fairgrounds, Düsseldorf, Germany PRODUCER(S)/ ORGANIZERS: Messe Düsseldorf ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: N/A SHOW DATES IN 2013: March 13-15 September 11-13 WEB SITE AND CONTACT PHONE: www.gds-online.com Tel. (312) 781-5180

GDS December 2012

The Top 10 Trade Shows

MAGIC

MAGIC Every August and February, the fashion industry converges in Las Vegas for the largest and most influential event in the business – MAGIC. MAGIC brings together the entire industry to create the world’s foremost fashion marketplace, hosting global buyers and sellers of men’s and women’s apparel, footwear, accessories and sourcing resources. MAGIC is where new trends surface and develop into what will be seen on the consumer. The show’s goal is to connect and inspire the fashion community, fuse diverse trends, while offering incredible service to its customers. MAGIC also offers an impressive seminar series with world class speakers. Several shows within MAGIC include: WWDMAGIC (women’s), MAGIC MENS/WEAR, FN PLATFORM (footwear), S.L.A.T.E, Street, POOLTRADESHOW, Sourcing at MAGIC. · MAGIC consists if several shows (listed below). (Alex, as u know--FN PLATFORM is the shoe show at MAGIC)  WWDMAGIC: The largest showcase of women’s, juniors’, tweens’ and kids’ apparel, footwear and accessories, connecting fashion’s most influential buyers, brands and trends.  FN PLATFORM: The industry’s united forum for footwear professionals, showcasing the entire spectrum of men’s, women’s, juniors’ and children’s branded footwear amidst all the trends of the season.

 S.L.A.T.E: A curated gathering of the best in progressive streetwear and sport-fueled lifestyle brands—fusing subculture, art and music. Featuring RIDE Unltd., the new destination for action sports at MAGIC.  STREET: The destination for global street style, representing every trend and influence in today’s young men’s market: from athletic sportswear to hiphop culture, California lo-fi and everything in between, reflecting a bold, brash and in-your-face lifestyle.  MENS/WEAR: The definitive event for men’s fashion, featuring a fresh representation of weekend casuals, denim-driven sportswear, tailored clothing and stylish outerwear collections.  PROJECT: PROJECT features the most directional brands and attracts the most influential retailers in the global marketplace uniting them in a dynamic and community-focused atmosphere designed to drive commerce, creativity and connectivity 365 days a year.  POOLTRADESHOW: The leading art and design-driven fashion tradeshow for emerging brands—where the visionaries of retail come to scout hot new items for the boutique market from 200 contemporary men’s, women’s and accessory brands.  SOURCING at MAGIC: North America’s largest sourcing event, featuring 700+ manufacturers, fabric and design resources from 40+ countries, along with trend forecasting and industry seminars. FEATURED MERCHANDISE: Apparel, Footwear, Accessories, Services CATEGORIES: Womens, Mens, Children PRICE POINTS: Off-Price/Budget/Moderate/High-End/ Luxury FREQUENCY: 2 times/ year DURATION: 3 days

WWWD Magic 40

December 2012

LOCATION:Las Vegas Convention Center and Mandalay Bay Convention Center, Las Vegas, NV PRODUCER(S)/ ORGANIZERS: Advanstar Communications ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: N/A SHOW DATES IN 2013: February 19-21 August- TBD WEB SITE AND CONTACT PHONE: www.magiconline.com (310) 857-7500

The Atlan

MICAM ShoEvent

Micam ShoEvent/theMICAM is the international exhibition of footwear sector, reserved to manufacturers, distributors, agents and representatives. FEATURED MERCHANDISE: Footwear CATEGORIES: Womens, Mens, Children PRICE POINTS: Off-Price/ Budget/ Moderate/ High-End/ Luxury FREQUENCY: 2 times/ year DURATION: 4 days LOCATION: Rho Fiera, Milan, Italy PRODUCER(S)/ ORGANIZERS:ANCI Servizi Srl ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: Micam Shoevent changes to theMICAM

S M W w

S C f r

F C P F D L P A T E T c S F W w

T g R O T f

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The Atlanta Shoe Market

Who’s Next Paris

SHOW DATES IN 2013: March 3-6 September 15-18 WEB SITE AND CONTACT PHONE: www.micamonline.com +39 02 438291

Sole Commerce

Sole Commerce (the footwear show within Fashion Coterie) Selected/edited assortment of “better” fashion footwear and handbags focused on better/fashion retailers. FEATURED MERCHANDISE: Footwear, Handbags CATEGORIES: Womens, Mens PRICE POINTS: Moderate/ High End/ Luxury FREQUENCY: 2 times/year DURATION: 3 days LOCATION: Jacob Javits Center, New York, NY PRODUCER(S)/ ORGANIZERS:ENK International ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: Expended presence of European collections. Launch of TMRW within Sole Commerce to highlight new emerging collections. SHOW DATES IN 2013: February 24-26 September- TBD WEB SITE AND CONTACT PHONE: www.enkshows.com/sole (212) 759-8055

The Atlanta Shoe Market (TASM)

The Atlanta Shoe Market is held in Atlanta, Georgia twice a year at the Cobb Galleria Centre and The Renaissance Waverly Hotel. This show is held “Under One Roof” and is managed by Southeastern Shoe Travelers Association which is a non profit association for manufacturer’s representatives. Their purpose is © FFR- Focus On Fashion Retail

to foster cordial relationships between manufacturers, retailers and salesmen in the shoe industry and related fields as well as providing trade shows and educational seminars to their members and retailers. Since August 2012 Show The Atlanta Shoe Market added “The Work & Western Zone” which is located in the Renaissance Hotel & Convention Center. This space connects to the Cobb Galleria Convention Centre and will be the home for The Work & Western Categories. In order to use all the available space in our current location The Atlanta Shoe Market has taken over permanent mall stores as well as the surrounding Food Court for additional exhibit space. This space is called “The Shoe Court” and it is located on the lower lever of the convention center. The “Kids Shoe Box” held in the Grand Ballroom located in the Renaissance Waverly Hotel & Convention Center and features over 110 children’s brands. “The Fashion Collection” is located in the main ballroom in the Cobb Galleria Convention Centre and features 200 brands High End Luxury Brands. “The Fashionada Third Floor” located in the Renaissance Waverly Hotel & Convention Center also features High End Luxury Brands. The $5 Hot Buffet served daily is available for all attendees in The Galleria Restaurant located in the Cobb Galleria Centre. The Opening Night Cocktail and Casino Night is a 4 hour cocktail party featuring entertainment and plenty of food. Attendees enjoy dancing and the casino night. This is complimentary to all attendees is held in the Cobb Energy Performing Arts Centre. Bus Service is available throughout the evening. All attendees enjoy complimentary parking at the Convention Center and a Complimentary Continental Breakfast is served daily in all exhibit locations. FEATURED MERCHANDISE: Footwear, Accessories CATEGORIES: Womens, Mens, Children PRICE POINTS: MOff-Price/Budget/Moderate/High-End/ Luxury FREQUENCY: 2 times/year DURATION: 3 days LOCATION: Cobb Galleria Centre and The Renaissance Waverly Hotel & Convention Center in Atlanta, GA PRODUCER(S)/ ORGANIZERS: Southeastern Shoe Travelers Association, Inc ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO

THE SHOW IN 2013: The Atlanta Shoe Market will have extended hours of the show to accommodate the growing number of retailers that are attending the show. In addition additional space is being used to accommodate the growing number of exhibiting companies SHOW DATES IN 2013: February 23-25 August 17-19 WEB SITE AND CONTACT PHONE: www.atlantashoemarket.com (706) 923-0580

WHO’S NEXT PARIS

WHO’S NEXT PARIS is an essential meeting point for international fashion professionals. The trade show takes place twice a year in January and July. A result of the fusion between 2 historical trade shows: WHO’S NEXT and PRET-A-PORTER PARIS, WHO’S NEXT PARIS proposes a global and transverse offer and is a world leader with 2,000 international brands. Womenswear, menswear, urbanwear, young designers, fashion accessories, WHO’S NEXT PARIS covers all the sectors of contemporary fashion and delivers a comprehensive fashion information, unique in the world. FEATURED MERCHANDISE: Apparel, Footwear, Acessories. CATEGORIES: Womens, Mens PRICE POINTS: Moderate/ High-End FREQUENCY: 2 times/year DURATION: 4 days LOCATION: Parc des Expositions, Porte de Versailles, Paris, France PRODUCER(S)/ ORGANIZERS: Wsn Developpement ANTICIPATED ADDITIONS/ CHANGES/ ADDITIONS TO THE SHOW IN 2013: N/A SHOW DATES IN 2013: January 19-22 July 1-4 WEB SITE AND CONTACT PHONE: www.whosnext.com 0033 (0) 140137474 December 2012

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TRENDS FORECAST Prepared for FOCUS ON FASHION RETAIL by Ellen Campusano president of the Committee for Colour and Trends

FALL 2013/WINTER 2014

Colors & Materials TRENDS REPORT FROM LINEAPELLE Leathers and materials at Lineapelle, the international supplier fair held in Bologna, Italy provided new fashion choices for every segment of the footwear and leather goods industry. Colour was plentiful, but any shade in wine, purple and green family stood out. The important incoming trend of 19th century romanticism was amply represented with opulent leathers and materials in elaborate scroll patterns and glamorous metallics. Shiny patents co-existed with gentle suede, and animal prints evolved into fantasy creatures. Op art prints borrowed from the 60s but evolved into a futuristic, tech look. A more masculine, casual story surfaced with bold, matural grains ideal for a pared down aportive mood in footwear and accessories.

FASHION BASICS

Wine, purple, and green – regardless of the texture – punch core neutrals.

METALLIC SPARKLE

Colourful iridescence, matte metals, mirror finishes, sequins, smooth or printed – metallic leathers keep on shining.

8 7

LOV

6 1. & 4. Guanaco, 2. American Supply, 3. Sicerp, 5. G.B. Leathers, 6. Macchini

Lace sc

HIGH POLISH

Patent leather and luxurious high polished calfskins add sophistication. 9

31 31

13 14 16 11

12 7. Meridiana, 8. Enterprise, 9. Pellegrini, 10. Coripel, 11. Eustaquio Canto, 12. Stefania

December 2012

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13. Stefania, 14. Faeda, 15. Fresco Pelle, 16. Guanaco, 17. Meridiana

32 32

11/15/12 12:19 PM

SOFT SUEDE

L o s

chini

Smooth, printed or embossed suede coexists and compliments the shine factor. 23

SCROLL WORK

Embossed wrought iron scrolls and 19th century patterns create rich, tactile, dimensional leathers.

wallpaper

20 25 26

22 18. & 19. Zabri, 20. Genesis, 21. Ponte Vacchio, 22. Sicerp 30

23. Atema, 24. Colortex, 25. Pellegrini, 26. Jolly, 27. Pellegrini, 28. Futura Leathers

FANTASY CREATURES

Snake, croco and lizard prints morph into imaginary creatures in unexpected colour ways and new finishes.

LOVELY LACE

Lace screen prints and flocked patterns continue a romantic mood.

31 31

da, anaco,

32 32

35 29. Sicerp, 30. Morelli, 31. Sicerp, 32. Meridiana ÂŠ FFR- Focus On Fashion Retail

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33. & 36. Meridiana, 34. & 35. Onda Verde, 37. Timbrados Rubio December 2012

11/15/12 12:19 PM

TRENDS FORECAST

SATIN, VELVET & TAPESTRY 38

Opulent upholstery fabrics evoke 19th century Victoriana.

43 38. Eustaquio Canto, 39. Colortex, 40. American Supply, 41. Colortex, 42. Colortex, 43. Eustaquio Canto

BOLD GRAINS

Elephant and buffalo grains, often with novel finishes, provide a sportive/casual alternative.

OPTICAL ILLUSIONS

Small-scale geometric patterns trick the eye.

44. Omnipel, 45. Chiorino, 46. Pellegrini, 47. Thule, 48. Pellegrini 44

December 2012

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53 49. & 50 Pellegrini, 51.- 53. Natalie ÂŠ FFR- Focus On Fashion Retail

11/15/12 12:19 PM

FEBRUARY 5–7, 2013 TUESDAY–THURSDAY

Hilton New York Hotel & Member Showrooms

SAVE THE DATE

June 5–7, 2013 Wednesday–Friday

ovel ive.

Download FFANY’s iPad App to view the show directory. FFANY.ORG

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MANAGEMENT

A New Year and a Fresh Start By Harry J. Friedman, Founder/CEO, The Friedman Group

anta is usually good to me during the holiday season, but he sure makes me wait until the last moment. Just when it seems like I’m getting too old for this business, a cus¬tomer comes in and makes it worthwhile again. I must admit, I do get motivated when business is good. I’m happy, and everyone around me feels good too. Here comes the New Year. I suppose it’s time to make some resolutions and plans for this year.

suppliers to help with product knowledge. I might even invest in some educational materials on salesmanship and customer service for the staff. It couldn’t hurt. I was reading about some of the Japanese compa¬nies. It appears that they train their people one day of each week. I definitely need to do a better job of training than I have been.

My first resolution is to set up a worthwhile goal. Not only for the store, but for all the people who work here. I realized last year that no one seemed to know where we were headed. Somebody once told me the easiest way to motivate people is to find out what they want and set up a goal—something they can reach for. I’ve decided we need to do about 15% over last year to make some of these things happen.

My third resolution is writing down some of the policies and procedures here at the store. I don’t relish the idea of writing all that information down, but each time we hire someone new, we are burdened with trying to remember everything there is to know about working here. One time last year there was an argument with one of the sales¬people about a return. He thought it was okay to give cash back on a return without a receipt. Of course, we can’t do that. If it was down on paper somewhere, there wouldn’t have been any confusion. The problem is I only have so many hours in a day!

The second resolution is gaining information. You know, information is power, and I need to start gathering more of it both for me and for the staff. The competition is really getting fierce. I plan on getting my

Advertising is my fourth My sales staff says they could use a few more cus¬tomers who come in and buy because of an ad or special sale. I know it would help, but what do I need a sales

December 2012

resolution.

staff for if all I do is have sales? On the other hand, if people don’t come in, there won’t be anyone for the salespeople to sell to. My fifth resolution is difficult: setting up a bonus or commission program for my salespeople. I never liked the idea of commission. I don’t want the salespeople fighting over the customers. It would make for a bad situation and reputation if the customers felt the pressure of commission salespeople. I do have a friend that makes it work though. He explained that it is management’s responsibility to control the atmosphere in a store, and it doesn’t have to be pushy.

b j t o d e t t t t

He says that if you create an equal opportunity for everyone to greet customers, and make it a big offense to take another salesperson’s customers, it can work very well. I can see my hair turning gray already. But I must admit, I like the idea of rewarding the people who can really sell. It would solve the problem of a store bonus, where we re¬ward the poor salesperson and punish the great salesperson. I have a salesperson who always hides when customers come into the store. With a store bonus, he gets the same as the person who helps a lot of customers. I sometimes wonder why I haven’t sold this business. © FFR- Focus On Fashion Retail

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s r

Not getting the sales increases you want?

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My sixth resolution is to clean up the outside and the inside of the store. It’s been four years since I had the outside painted. I guess the building could use a little bit of the brush also. I just came back from vacation, and of course I had to stop in some stores that were in the area. I was in one store where you would’ve thought an interior decorator designed it. I kept thinking that I was an expert, and that my knowl¬edge and service were the important things. Just between you and me, that store sure was appealing. I would have liked to talk with the owner, but the store was too busy to bother him. My seventh resolution is to purchase one of those pointof-sale computer systems. I think it’s time. It will help with inventory

UNITED STATES • MEXICO • CENTRAL AMERICA • COLOMBIA • ECUADOR ARGENTINA • CHILE • BRAZIL• NEW ZEALAND • AUSTRALIA • SOUTH AFRICA • INDIA

control, payables and payroll. If for no other reason, my wife will be much happier if I don’t have to work nights and weekends catching up on all the pa¬perwork. It will be so wonderful to know what my stock levels are at the touch of a but¬ton, and we won’t have to spend so much time taking physical inventory! This will allow me to buy smarter for the store.

trade show and spend a couple of days rather than a couple of hours? I would also like to see some of the other stores around that I have heard are very successful. There are so many things to do. Yes, I’m going to appoint a store manager to run the store. I hate to admit it, but someone who isn’t all caught up in the past might do a better job for the future.

For my eighth resolution, I’m going to take a huge step, and make one of my salespeo¬ple the store manager. I’m starting to realize that I have no time to plan for the success of the store. I wind up doing everything, mostly because I haven’t trained anyone to take the responsibility. If I have a store manager, I’ll be able to implement the other seven resolutions that I’m so excited about. What would it be like to go to a

number nine

I’ve avoided

resolution

long enough.

I’m going on a diet. My tenth resolution was a promise to Har-

ry Friedman that I would wish you all a Merry Christmas, a great holiday selling season, good health and a very prosperous new year. I wanted to, but I didn’t know how. (You just did.)

e About the Author:

Harry J. Friedman is an internationally acclaimed retail consultant and Founder/CEO of The Friedman Group. Since 1980, his retail sales and management techniques have been used by over 500,000 retailers worldwide. For information on upcoming free retail webinars, seminars, training programs, on-site training or eLearning, call 800-351-8040, email info@TheFriedmanGroup.com or visit www.TheFriedmanGroup.com.

e s

2 10:47 PM

December 2012

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Phone: _________________________________________________

Fax: _______________________________________________

Name: _________________________________________________

E-Mail: _____________________________________________

MARKETING SURVEY

Please fill out this form completely, answering ALL questions. Incomplete or inaccurate entries will not be considered. I certify that I am: oA Retailer__________________(signature) / oNot a Retailer

If a retailer, please tell about your store: Specialty: oMen oWomen oChildren

Age Group: oInfants And Kids oTeens o20-30 o30-45 o45+ Retail Price Point: oDiscount oBudget ($20-40) oModerate ($40-70) oUpper Moderate ($70-120) oLower High End ($120-$200) oHigh-End ($200-$400) oLuxury ($400+) Store Type: oIndependent oBoutique oDept. Store oChain Store 1-5 Locations oChain Store 5+ Locations Merchandise:

oShoes Only oApparel Only oAccessories Only oAll

Lifestyle:

oDress oCasual oAthletic oComfort oSpecial Occasions oWestern oDance oUrban oEthic oBeach oGothic/Alternative/Other __________________________________________________________________

Best Selling Brands _____________________________________________________________________________________ Notes About Your Store __________________________________________________________________________________

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Your Primary Business Sources (describe): o Trade Magazines __________________________________________________________________________________ o Consumer Magazines _______________________________________________________________________________ o Trade Shows ______________________________________________________________________________________ o Internet oCatalogs How Do You Find New Merchandise?: oAt Trade Shows oResponding To Ads oSellers Contact You At Trade Shows You: o Know Exactly What You Need And Who Sells It o Know Exactly What You Need But Don’t Know Who Sells It o Just Looking How Frequently Do You Purchase Merchandise For Your Store?: o Every Month oEvery 3 Months oEvery 6 Months Your Average Purchase Is: oLess Than $1,000 o$1-5k o$5-10k o$10k+ Your Priorities Are (Please RATE, 1 is most important): oPrice oFashion oBrand o‪Quality oOther _____________ RETAILER: Please name your 3 biggest headaches to which you want to find a solution: 1. ________________________________________________________________________________________________ 2. ________________________________________________________________________________________________ 3. ________________________________________________________________________________________________ Any Suggestions/ Comments to help FFR to become more helpful to your business? __________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________

December 2012

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Focus on Fashion Retail is a direct mail business magazine, distributed ONLY to targeted audience. If you have received this copy of FFR with the mail, it’s because your business’ description matched the criteria set by our advertisers. Please fill out the marketing survey below to be included in our database for a consideration to receive FFR occasionally, regularly (or never again) - depending on marketing preferences of our advertisers (US retailers only).

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The fooTwear show for

fast fashion + one stop production The LarGesT GaTherING of fasT fashIoN BraNDs & PrIVaTe LaBeL sUPPLIers

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