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