Once upon a time the Aisonne sales team was invited to call on Tiffany & Company Japan. Sales were not what they would have wanted them to be, and a concerned individual in the local organization arranged for us to meet with their then Sales Director. On meeting this gentleman, we asked one of our favorite questions: “How often do you visit your stores?” His response was, “Oh, I’m not that kind of Sales Director.” (more…)
Archive for the ‘Simply Retail’ Category
Not that kind of Sales Director
Wednesday, September 27th, 2006The New Zaibatsu – Japan’s Retailers Rush to the Altar
Saturday, March 25th, 2006In the past twelve months, Ito Yokado has reorganized itself into Seven & I Holdings and bulked up with Seibu and Sogo department store holding company Millenium Retailing. Motoya Okada’s already quite beefy Aeon group has continued its push to bulk up — even going so far as to wrestle with Don Quijote over a box lunch / home replacement meal manufacturer. A score of other retailers have begun casting furtive glances at other retailers outside their immediate industry. What’s going on? (more…)
Retail – Global or Local?
Sunday, March 12th, 2006As a retailer’s primary market matures, two conversation threads begin to resonate in the boardroom. Do we introduce a new concept in a market we know well? Do we take a concept and corporate culture we know well and expand abroad? Or do we do both?
In 1993, having spend the better part of a year putting together The Gap’s Japan market entry plan I had opportunity to present to The Gap’s executive committee. Five minutes into the presentation, Mickey Drexler quietly rose and left the room — thus making it eloquently clear that The Gap would not be going to Japan that year. Had there been a discussion it would have only repeated the conversations taking place around these strategic choices at that time. Namely with thin resources, Gap Shoes still in test, Gap Body and Old Navy about to launch and a raft of other issues, was it the appropriate time to start Japan?
The companies and concepts change, but the conversations remain the same. What is the most efficient allocation or re-investment of a retailer’s cash flow once their core market matures? (more…)
Japan GMS woes: Playing the Monkey in the Middle
Monday, January 30th, 2006Japan’s General Merchandise Stores, most notably represented by Ito Yokado, Aeon (Jusco) and Daiei face a significant shift of consumers away from their stores. Don’t underestimate the challenge this sector faces just to maintain share, much less regain ground. (more…)
Retailers talk to each other
Saturday, December 3rd, 2005Retail is a village. Despite being in direct competition for the customer’s wallet, as a general rule, retailers communicate more among each other than do manufacturers. (more…)