Tara Desai

#HotTake: Retail stores aren’t a shortcut to success. Retail offers bigger POs, visibility, and cash flow Yet, it doesn’t ensure brand sustainability Case in point: JLo Beauty Despite celeb status and prime placement at Sephora, She faced challenges resulting in a US exit Retail alone doesn’t secure loyalty or repeat sales Placement isn’t guaranteed forever For lasting success, think beyond the retail PO Some markers of a sustainable brand include: Authenticity, community, differentiated formulas, and true fans Building a lasting brand legacy requires more than a retail presence – 👋🏾 Hi, I’m Monique, a former retail buyer turned beauty industry advisor who helps emerging brands ready to scale at big retail. If you are ready to scale and invest, book a discovery call, and let’s see if we can work together.

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The FTC is suing to block Tapestry's merger with Capri. Once again, the FTC has created a totally artificial market of its own imagining: the accessible luxury market. It's artificial because people don't go out and say "oh I'll but an accessible luxury handbag today". They explore brands and look at a variety of options suited to their budget and then make decisions. And when making those decisions, even in the mid-priced market, they have plenty of choice. A quick glance at Macy's website reveals it stocks literally hundreds of handbag brands. There is no dearth of choice and, even as a combined entity, Tapestry and Capri cannot simply raise prices without the threat of losing market share. Unfortunately, the FTC has misread the market and failed to understand how brands work, how consumers shop, and the actual level of choice for the consumer. In my view, the FTC's rulings are getting out of hand. The agency is becoming extremely anti-business and needs to be reined in. https://lnkd.in/gKRj5ERT #retail #retailnews #markets #FTC #luxury #handbags #competition

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I enjoyed chatting with Inside Retail US about the FTC’s attempts to block the Tapestry x Capri Holdings Limited merger. As I told them, the decision does a great disservice to the retail industry and to American companies trying to create brand houses to rival those in Europe – at least in terms of scale. More importantly, however, the case is based on extremely poor logic and a misreading of how the market works. The FTC is meddling in areas that it doesn’t adequately understand. It all too often operates in a theoretical bubble that is divorced from reality. More of my views in the article… https://lnkd.in/eqXTmefT #retail #retailnews #regulation #luxury #handbags

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**Has the FTC gone MAD??** The Federal Trade Commission looks to block Tapestry's acquisition of Michael Kors and Capri Holdings Limited. Are we afraid there will be a monopoly on affordable luxury handbags? 🤣 🤣 My 12 year old niece can get a handbag made and be in market in 60 days. There's no barrier to entry from Coach or kate spade new york or Michael Kors to create a anti-competitive environ for other accessories and apparel companies. The retail and CPG industry is a challenging place and they need economies of scale to compete, and heck survive. SURVIVE! Dear FTC: Learn a thing or two about retail before you do something silly like this. Can we get Neil Saunders, and Rick Watson or Jason Goldberg or Jeremy Horowitz' down to Capitol Hill to share with congress how HARD retail is? 🤣 The combined merged company under Tapestry would have $12B in total sales. Google makes $12B every 2 weeks. Here’s some advice for The FTC, how about focus on the real predators of retail. Amazon is doing so much anti-competitive nonsense. How about Chinese companies Temu and Shein and their loopholes to ship goods to the US circumventing tariffs?? Focus on Big Tech FTC, they're the ones swallowing up the economy and stymying competition. Google, Amazon, Meta, Microsoft, Apple. Focus there, stay there...maybe break them up, they are killing innovation and crushing smaller companies left and right. When the FAANG behemoths buy companies, they are generally high tech and proprietary, with huge moats. And then the FAANGs get predatory and work on crushing their competitors. Retail brands can't do that Brands cannot create moats They can't crush competition The FTC failed 3 times blocking Meta and Microsoft acquisitions last year. I guess they need a W so they're picking on some smaller who doesn't have 40 mega-lobbyists in DC Is there a petition we can sign somewhere?? I have no stake in this merger, but please Like, Reshare if you agree with me so maybe we can influence the FTC to stand down https://lnkd.in/g6b-rQts

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Ulta Beauty's recent Q1 earnings report highlights a significant shift in the beauty retail landscape, suggesting that the industry may be entering a period of moderation following years of explosive growth. While Ulta saw a modest 3.5% increase in net sales and a 1.6% rise in comparable store sales, these figures represent a slowdown compared to previous quarters. CEO Dave Kimbell attributed this deceleration to intensified competition and changing consumer preferences. Despite new brands and strong engagement with luxury products, Ulta experienced mid-single-digit declines in makeup sales, a sign that last year's growth surge is tapering off. This shift is not unique to Ulta; the broader beauty sector is grappling with similar challenges, as indicated by rising competition from online platforms like Amazon and successful in-store collaborations such as Sephora within Kohl's. Do the trends Ulta reference point to a potential industry-wide slowdown as inflation and economic pressures mount, impacting consumer spending habits even in the resilient beauty category? The phenomenon known as the "lipstick effect"—where consumers continue to purchase small luxuries during economic downturns—appears to be losing some of its protective power. Ulta's strategic adjustments, including lowering annual sales guidance and planning new brand collaborations, aim to regain momentum. However, these measures reflect a broader recalibration within the beauty industry, signaling that even this previously robust sector is not immune to the evolving economic landscape and competitive dynamics. #BeautyTrends #UltaBeauty #CosmeticsIndustry #MakeupSales #EconomicImpact #BeautyMarket #ConsumerTrends #RetailGrowth #InflationImpact #LipstickEffect

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Come for the treasure hunt, stay for the shareholder returns. Last year, The TJX Companies, Inc., owner of MARSHALLS LLC, TJ Maxx & HomeGoods, and TK MAXX (Europe), generated over $50 Billion in revenue, more than Macy's and Nordstrom combined. This success was not generated from online sales but based on #BehavioralEconomics and applied human psychology, e.g., "bargains and the treasure hunt." The latest quarter was further proof of this resilience. Both TJX Cos. and Ross Stores, Inc. reported this week that comparable-store sales rose 3% in their quarters ended May 4 compared with a year earlier as inflation-pinched consumers sought out deals. This marks the seventh consecutive quarter of comparable sales growth for TJX and the sixth for Ross. Ross, whose consumers skew low-to-middle income, has been lowering prices to drive sales. TJX, with a higher-income clientele, has been able to raise prices selectively without much pushback. Bad times aren’t required for good times at these retailers—they were growing in 2021 when consumers were feeling flush. TJX, Ross and Burlington Stores, Inc. collective share of the #apparel and #footwear specialist market ballooned from 25% in 2019 to 31% last year. Off-price is likely stealing market share from home retailers, too. TJX’s HomeGoods business saw comparable-store sales rise 4% last quarter, while Ross Stores said the home category outpaced overall company growth. That contrasts with anemic home-related sales at retailers like Target and Beyond, the company that took on Bed Bath & Beyond’s website. Can off-price retailers keep growing? Weakness at other apparel brands suggests that they can. Recognizable brands such as Nike, lululemon, and Coach owner Tapestry have hit speed bumps on sales growth. Where there is unsold inventory, there are buying opportunities for off-price retailers. There could be a big wave of inventory from recent bankruptcies at EXPRESS and teen-focused rue21, as they close hundreds of stores. The wave of store closures also should help boost foot traffic at off-price retailers. Off-price historically has been the biggest beneficiary of apparel store closures. In addition to bankrupt retailers, Macy’s has announced plans to close 150 stores. UBS analysts estimate that more than 16,000 apparel stores could close over the next five years. This hasn’t gone unnoticed. TJX and Ross shares have appreciated 92% and 40%, respectively, over the past five years. They are now among the most expensive U.S.-listed apparel-industry stocks. They trade at forward-12-month earnings multiples that rival Nike’s and recently outpaced Lululemon’s. Off-price retail stocks aren’t cheap, but premium products never are. Well covered by Jinjoo Lee for the The Wall Street Journal

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"Generalizing is a wasted effort and it's what gets retailers in trouble with excess inventory to irrelevant product assortments." Adore this commentary from the inimitable Liza Amlani. Highly recommend it as a read. Generalization is a symptom from our over-stretch to efficiency. We are biologically attracted to efficiency as it reduces effort which burns (what were once precious) calories. We therefore seek out every way we can improve efficiency in how we make stuff, how we think, and how we do things. It has a true cost though, which is articulated beautifully by Liza. Customers aren't formed in factories, and their behaviors and preferences change all the time. Even what they say are their preferences don't always align to their actions. It's an old school way of thinking and in a world of this much data down to individual level, we can do better.

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“If you look at consumer purchasing decisions, people choose the lowest price for the best perceived quality and style,” said Elena Bridgers, who launched her slow fashion line Hera California. “That’s rational. It’s a really small segment of people who live their values when it comes to sustainable fashion.” Is there room in the market for brands that put sustainability first? Is there a market space for truly sustainable fashion or is it just a dream of a few? Who can change this industry to be more sustainable for all the consumers? Will only the rules imposed by legislators be able to do it? What will be the role of the DPP in the evolution of a more sustainable fashion industry? #Sustainablefashion #sustainability #traceability #circularity Arcangelo D'Onofrio Natasha Franck Laure Betsch Martina Schiuma Romain Carrere Francesco Pieri Guido Mengoni Alois Bertona Gianpaolo Azzini Veronica Monni Amit Gautam Matthieu Hug Shameek Ghosh Jason McIntosh Piero Puttini Carlo Giardinetti, MBA giorgio macor

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A successful "ugly" brand needs the culmination of a few factors to get it right. The art of the "ugly" shoe lies in mastering comfort, marketing, and cultural resonance. Unsuccessful brands tend to falter with one or several of these. The ugly shoe trend is part comfort, part clever marketing, and largely due to cultural resonance following the pandemic. HeyDude failed to deliver on the comfort front, and the designs weren't appealing. Uggs, Crocs, and Birkenstock have the redeeming qualities and relevance to make it work. #Trends #Fashion #Branding

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"It’s about extending our ability to find incredible brands we believe our customers will love and introducing them to those brands at a bigger scale, without the cost of a #wholesale model.” A lot to applaud in Nordstrom's #marketplace launch (#TLDR their vision is to become "The Spotify of #Fashion") ... enabling broader, deeper assortments; building out extended sizes; making marketplace items accessible to in-store #stylists; offering tailoring and alterations; and perhaps most importantly, allowing in-store #returns for marketplace purchases. In addition, I think they should use this as an opportunity to extend beyond "#gifting, #home, and #outdoor" and build share of wallet across a broader range of products and services. For some retailers, a marketplace is a chance to try and become #TheEverythingStore. For most, however, it's an opportunity to curate a range of goods and services that are tailored to your target customer(s), without the requisite costs of setting up #fullstack teams., processes, and #OTB to support. https://lnkd.in/g9aR6sjE

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An article in The Business of Fashion on "Fashion's Golden Opportunity With Older Shoppers"... Is total and complete BS. There is an opportunity across ALL shoppers. Dividing them up by descriptors that have been used for decades is just not going to cut it anymore. While teaching fashion marketing at Fashion Institute of Technology last Fall, there were modules on generations and how they spend, how they consume information, etc. I had to add caveats to each statement in the textbook because you can't make these types of assumptions anymore. This is an old school way of marketing. We can't put customers into these buckets anymore as there are so many other data points to consider. The affluent customer shops at Walmart, Target and Costco Wholesale. The tech boom will go through another cycle and you will have more younger customers with disposable income. Resale luxury is bought by Gen Z to the boomer. Generalizing is a wasted effort and it's what gets retailers in trouble with excess inventory to irrelevant product assortments. The customer has evolved across generations and we need to stop generalizing to avoid marketers look at the data in just 1 way. #retail #retailnews #fashion #fashionmarketing #bof

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In this Expert Analysis #3E's Cassidy Spencer stitches together the details of the Fashion Environmental Accountability Act, a.k.a. the New York Fashion Act. What does the Met Gala have to do with supply chain best practices for sustainability? Read our blog to find out: #supplychain #nycfashion #NewYorkFashionAct

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Nike ranks fourth on Depop and second on eBay with over 219,000 and 893,000 items, respectively. #Retail #TextileRetail #ApparelRetail #RetailNews #DailyNews #Nike #ApparelResources #ApparelIndustry #RetailIndustry #FashionBrand

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🔥 Hot Off the Press! 🔥 Dive into my latest column in TJC's Summer Issue! "9 Strategies to Elevate Your Customers' In-Store Experience." Running a successful jewelry retail business requires continuous innovation and strategic approaches to attract and retain customers. Here are effective ways to expand your business by enhancing your overall customer experience: 1. EMBRACE VIRTUAL SELLING: Explore virtual selling options by offering virtual appointments and creating sales videos. Even post-COVID, virtual selling remains a successful method to connect with customers. 2. PROVIDE FREE WATCH BATTERIES WITH A TWIST: Offer free watch battery replacements while customers wait. This low-cost service allows customers to explore other items in your store while their watch is being serviced. This simple gesture can lead to additional sales. 3. COLLABORATE WITH INFLUENCERS: Partner with social media influencers or local celebrities who align with your brand. Hosting influencer events generates free content for your store and expands your reach to their followers. Influencers can help promote your products authentically and engagingly. 4. HOST EVENTS STRATEGICALLY: Hosting events can contribute up to 10% of your annual sales. Collaborate with local businesses, offer targeted marketing based on past purchases, and invite vendors to showcase their full lines or pieces created exclusively for your store. 5. DEVELOP A LOYALTY PROGRAM: Implement a loyalty program to reward customers for their ongoing support. Exclusive discounts, early access to collections, and special perks create incentives for repeat purchases and build long-term customer relationships. 6. EXPAND INTO CUSTOM JEWELRY DESIGN: Differentiate your store by expanding into custom jewelry design. Find a supplier that offers unique customization options and set yourself apart in the market. 7. PARTNER WITH WEDDING AND EVENT PLANNERS: Establish partnerships with wedding and event planners to become their preferred jewelry provider. Offer promotional discounts for their clients, provide custom jewelry for special occasions, and collaborate with florists to display fresh flowers in your store. 8. COLLABORATE WITH LOCAL PHOTOGRAPHERS: Partner with local photographers to offer free or discounted engagement sessions. This collaboration not only attracts potential customers but also positions your store as the go-to destination for wedding-related jewelry. 9. ENHANCE THE IN-STORE EXPERIENCE: Focus on personalized service, knowledgeable staff, and aesthetically pleasing displays. A positive in-store experience encourages customer loyalty and word-of-mouth referrals. Stay innovative and adapt to your target audience’s evolving needs and preferences. Creating memorable experiences will contribute to building a strong and loyal customer base. Ready to take your jewelry retail business to the next level? Let's elevate your customer experience together! 🌟

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For months, the $8.5 billion merger between Tapestry and Capri Holdings Limited has seemed like a done deal. But could the FTC throw a wrench in the works? Possibly, if a recent report in The New York Times is to be believed. According to discussions I’ve had, there are some concerns about the sale of handbags through outlet stores and the fact a merger may reduce competition and increase prices in that space. This seems a very pernickety point. Higher end fashion brands do not, primarily, compete on price, even at outlet stores. And it’s not like there’s a dearth of competition from other brands, in either the outlet or full-price space. However, the FTC’s more muscular stance on mergers might mean it is fishing around for any excuse to prevent a merger – one that has already gained approval in the EU and Japan. I enjoyed chatting with The Business of Fashion about the latest on the deal. #retail #retailnews #fashion #handbags #competition #mergers

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‘Chinese fast fashion giant Shein has been seeking an initial public offering for over a year now. The company was rejected for membership to the U.S.-based National Retail Federation, and numerous U.S. lawmakers including Senator Marco Rubio have expressed their support for the SEC blocking any potential U.S. IPO for the Chinese company. But now Shein has apparently abandoned its attempts to go public in the U.S. Instead, Bloomberg reported that Shein will likely IPO in London as soon as this week. The IPO would reportedly value Shein at over $64 billion, making it one of the largest IPOs in the history of the U.K. Shein, which is based in Singapore, still needs approval from the China Securities Regulatory Commission for the IPO to go through. Shein is clearly shifting its strategy for reaching Western consumers. The ongoing trade war between the U.S. and China has made Shein’s U.S. inroads more difficult. In the last year, specifically as a counter to China, the U.S. has introduced legislation like the Americas Act aimed at strengthening trade and manufacturing ties between countries in the Americas.’ #apparel #retail #ipo #fastfashion

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How to Scale a Black Beauty Brand - Sheena Butler-Young (The Business of Fashion) Most brands, especially at retail, will inevitably face a crucial decision: whether or not to identify as “Black.” To grow, scale and garner critical investment, Black beauty brands (and most brands) often need to demonstrate “broad appeal,” or that they can sell their wares to customers outside of a small or singular demographic[...] While securing a retail partnership is often seen as a major milestone for beauty founders — a sign they’ve “made it” and are poised for growth [...]. Partnering with a retailer brings a host of new challenges, from the logistical complexities of launching in hundreds of stores simultaneously to scaling up supply chain infrastructure and carving out a marketing budget.

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For those of us working in Sustainability in fashion it can feel lonely. When I worked at Theory 19 years ago, one of my responsibilities was to develop all the trims. I insisted that all metal trims be "nickel free" Nickel is a hard silvery-white metal that may cause irritation to the skin. Exposure can harm the lungs, stomach, and kidneys. Exposure to nickel may lead to cancer. Workers may be harmed from exposure to nickel.This was not popular because nickel finishes are super shiny and appeals to design sensibilities and cheaper. Luckily I had the authority to insist that we only use nickel free products. Eight years ago when I was heading up production at 3.1 Phillip Lim we were faced with the dilemma of a coating on a fabric that would make it waterproof but contained PFAS, versus a coating that would only be water repellent that did not contain PFAS. Again I insisted we should proceed to not use the waterproof coating despite sales would like it to be waterproof. PFAS is a forever chemical that has health effects on immunological, developmental or reproductive, hepatic, hormonal and carcinogenic – basically everything from asthma to testicular cancer. There is now the beginnings of a ban on them. Often there may not be regulations or awareness of the harm many of the materials or substances used in the production of clothing. Sustainability at a fashion company is not a department that drives revenue, your actions are often not popular like turning over rocks in the supply chain. But your work is important and vital. As I reflect on actions I made in the past this week, I am grateful that I insisted and that they had impact for both people and the environment.

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Today's The Robin Report "undresses" the denim trends & consumers behaviors toward them... (so no more pinch rolled levi's? 😉 ) Takeaway: Retailers that have direct, conversational interactions with consumers and manufacturers will be better positioned to produce what consumers want. Read and Subscribe to get real opinions, insights & more delivered every day. ➡️ https://lnkd.in/eAkYa73Z

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