Slides from Fashion Exposed Boo Radley Presentation

1. Boo Radley CEO, David Sibel

2. Australian Retail Sales $’000: 12 months to May 2012
0
$818
$1,076
$4,168 NSW
$2,337 VIC/TAS
QLD
WA
SA/NT
$3,577
1:1,000,000
TOTAL= $11976
Australian Bureau of Statistics, Raw Data 30th May 2012

3. Australian Retail Sales $’000: 12 months to May 2011
$1,110
$4,003
$2,454
VIC/TAS
NSW/ACT
$1,028
SA/NT
QLD
$4,677 WA
TOTAL= $13,272
Australian Bureau of Statistics, Raw Data 30th May 2012

4. % Change YTD May 2011/2012
TERRITORY PERCENTAGE CHANGE
2011/12
VIC/TAS 12% ↓
NSW/ACT 12%↓
SA/NT 25%↓
QLD 5%↓
WA 3%↓
AUSTRALIA 10%↓

5. Morgan Stanley Report on International
Clothing Retailers
Morgan Stanley is a global financial services firm headquartered in New York
City which operates in 42 countries, and has more than 1300 offices and
60,000 employees. The company reports US$304 billion in assets under
management.
“The report said Global Apparel brands Zara, Gap, Topshop/ Top Man,
H&M, Uniqlo, Victoria Secret, Abercrombie & Fitch and Forever 21 were
likely to have 182 Potential Stores in Australia by 2016 delivering 1.9
Billion in Sales.”
Morgan Stanley Report, 30th May 2012
“The generous lease terms their retailers will seek in top centers means
landlords will need to make up the difference from other retailers.”
Morgan Stanley Report, 30th May 2012

6. Uniqlo
One of the world’s largest
fashion groups will soon be
taking aim to Aussie
customers. Turning up the
heat on the nations battling
retailers.
Japanese fashion giant fast
retailing is planning a “huge
scale” expansion of its
Uniqlo clothing chains in
Australia.

7. CBRE Property Study
CBRE Group inc. (NYSECBG) a fortune 500 and S & P 500
company headquartered in Los Angeles is the worlds largest
Commercial real estate services firm (in revenue) having over
300 offices and 34,000 employees (excluding affiliates)
States:
A study of 326 of the worlds top retailers and their expansion
across 73 countries revealed
- “Australia is in the top 10 of markets North Americas
Target.”
- “London remained top of the leaders board for
internationals retailers with 55.5%.”
- “Australia tracks 28.8% percent of retailers included in this
study.”

8. CBRE Property Study (continued)
CBRE Director of Retail Services said:
“the development of new prime stock had helped
craft these opportunities.”
Peter Gold Head of Cross Border Retail added:
“Retailers are increasingly thinking in multi channel
terms and online shopping has allowed them to test
demand in a new country first before committing to a
physical store!”

9. Australia Number Two International
Market for US Retailers
Sure to add more fuel to the fire of the GST debate, US retailers Macy’s and
Bloomingdale’s are making public their intentions to target the ‘favorable’
Australian market.
June 29th 2012

10. Behavior Rating of Australian Retailers
against Overseas Retailers
P Behavior Performance Opposite/Counterfeit
R Speed to market Look is dated
O
Relevance to customer Wrong colour for me
D
U Meets customers needs No matching pieces
C
T Product performance Not flattering
Fashion events Too much work
M
A In store experience Over or under service
R Community participations Don’t do it
K
Social media/phone technology My customers don’t use Facebook
E
T Text media Can not get editorials
I Websites Costs too much
N
Charity work Don’t do it
G
“You can’t talk yourself out of a problem you’ve behaved yourself into”
Stephen R. Covey

11. Expect to Win
“I’m not going to believe
until we get to Paris that
I can’t beat Sky, because
if I do believe that, we
will be beaten by Sky.”

12. Are you Above or Below the Line?
Ownership
Accountable
Responsible
Blame
Excuses
Denial

13. Take Responsibility for Results
Activity Result
I have a Facebook page. I have 615 customers on my Facebook
page.
I SMS my customers. 63 women replied to my last SMS
through 1 too Many.
I am planning a Fashion Parade. 20 women came to my last fashion
night spending $200 each.
I provide great customer service. Every women that enters my store
receives a gift.
I give to charities I gave 10% of sales ($650) to charity in
our last fashion event.

14. Take Responsibility for Results
(continued)
Activity Result
I change my window every week. My window generates 50 new
customers walking in every week.
I never let a customer walk out unless I Our stores averages 80% repeat
think she looks good. business.
I have a website. My website gets 100 hits a week.
We always try to get a multiple sale. Our store average is 2 units per sale.
I host regular fashion events. I have 23 planned fashion events in
the next 12 weeks.
I leave brochures on my store every I have relationships with 12
where. organizations including, schools
hospitals, new home builders, banks,
government services, clubs, that all
regularly stock our catalogues.

15. Do the same thing.
You will not get the same
result.
Because the market is Different.

16. Be Different…
Jo’s Boutique

17. Adding Value

18. Building Relationships
Know
Like
Trust
Try
Buy
Repeat
Refer