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S ummary Independent retailers in Denmark are struggling to compete against ecommerce and the structural changes and increasing centralisation currently taking place in the retail industry. In order to stand a chance, it is crucial that retailers and suppliers look deeper into sales figures, according to the consulting agency Deloitte. As a business, it is essential to look into which collaborators Morten Steinmetz, Partner og rådgiver, Deloitte are most profitable. Partner and consultant, Morten Steinmetz, has followed the fashion industry closely for years, and according to him, financial reporting should be taken more seriously. - If suppliers followed the sales figures, they would be able to easily assess which retailers are profitable and which are not. Are some customers buying smaller quanti- ties all of a sudden? Such red flags must be OM DK COMPANY Omsætning: 2,8 mia. kr. Resultat før skat: 104 mio. kr. I 2017 forventer DK Company et resultat på minimum det dobbelte af 2016 og en omsætning, der runder 3,1 mia. kr. caught early on in order to minimize the risk of loss, says Morten Steinmetz. He points out that the retail industry’s cash flow is under pressure, which has paved the way for new buying patterns. It is possible for the retail channel to minimize capital tied up in stock by stocking up mid-season using the suppliers’ N.O.S. systems. The re- tailer can also let express items make up » Hos DK Company har vi erfaring med, at indtjeningen øges for såvel detailhandler som leverandør, når det lykkes at omdanne et traditionelt kunde-leverandør-forhold til et samarbejde eller tæt partnerskab. Men det kræver, at begge parter er åbne og deler informationer – for eksempel om, hvilke varer der kører godt, og hvilke der kører knap så godt. Herefter kan vi analysere på tallene og se på, om der skal forandres på for eksempel varernes placering i butikken. Vi tror på værdien af et stærkt samarbejde baseret på tal og analyser. Hos DK Company oplever vi, at jo større kunder, des mere professionalisme, dialog og åbenhed. Jeg har et valgsprog, der hedder: Tal lyver ikke. Jeg tror, det generelt i modebranchen vil være en fordel, hvis vi i alle led i højere grad baserer vores forretning på fakta frem for på følelser. Gennem et åbent og faktabaseret samarbejde kan vi skabe endnu flere successer i branchen « JENS POULSEN, CEO, DK COMPANY a larger part of the assortment in order to improve its cash flow. He adds that it is pro- blematic how the industry has accustomed customers to the scenario in which an item is available in the fashion stores for a long period of time only to later receive a heavy price cut on sale, midsale, Black Friday, Cy- ber Monday etc. Morten Steinmetz notes that a possible so- lution is to increase the turnover rate in the stores and to cut down on the assortment size and focus more on displaying the pro- ducts in inspiring and beautiful ways. Rains and Day ét are doing this particularly well. - The sell-through rate is a crucial key to success, says Morten Steinmetz. Deloitte has examined the fashion industry and pub- lished the report Modeanalysen 2017. It is available as a free download from Deloitte’s website, where it is also possible to dive de- eper into the topic and immerse oneself in interesting cases from the industry. MODEBRANCHEN. | ISSUE NO 01 JAN./FEB. 2018 | 113