Fashion
Retail view
Jacqueline Gold Chief executive, Ann Summers
Matt Davies Non-executive director, Dunelm
Richard Akers Managing director, retail, Land Securities
With overall growth in retail sales likely to be fl at during 2012, retailers targeting growth will need to take a bigger share of their respective markets and overall consumer spending. play out during 2012
Do you predict any growth in overall retail sales in 2012
beyond infl ation? Gold “It is going to be a diffi cult year for all retailers. The current zeitgeist was summed up by Sir Philip Green citing fl at as the new growth.”
Davies “No.”
Akers “It will be another tough year. Retailers will have to work hard for sales but we have some exceptional operators who can provide the right product at the right price and they’ll do well.”
FACTS
Roberts “We’ll see some modest growth in volumes. The British shopper is undoubtedly under the cosh, but there is still money to be spent. Retailers will have to work harder to part punters from their money, especially at full price, but the demise of UK retailing has been very much overstated.”
Shearwood “2012 will be an extremely challenging year, which will see an increase in the number of retail insolvencies and restructuring.”
Patrick “No. I think it will be a pretty fl at market for the next couple of years.”
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3232 winter 2010 spring 2012
asks a panel of six industry fi gures about how the battle will
How important will taking market share be to those retailers wanting
to achieve growth? Gold “Opportunity for growth in the current market will be hard won. This environment creates a climate of winners and losers. For the winners a strong brand and customer proposition will be a prerequisite.”
Davies “There are only two ways you can achieve growth – through market share or driving product innovation.”
Akers “I think we’ll see more retailers focusing on profi ts and margin and volume growth will be hard to achieve.”
Roberts “Over Christmas many retailers recorded massive growth in like-for-like sales but I dread to think what their margins look like as a result. Other retailers took a hit on the top line and market share, but their earnings will be much better for it.”
Shearwood “The challenge will be for retailers to give the consumer an overwhelming reason to buy their products at the customer’s convenience. Any growth will have to come from gaining market share.”
Patrick “Paramount. It’s the only way to ensure and achieve longevity.”
The retail view
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