Early sales are not effective
08.10.2014 8556

Early sales are not effective

Last summer, sales in shoe stores began very early - from mid-June. Do retailers plan to follow the same strategy in the fall, given that the market during this period traditionally “freezes” before the start of New Year's hype? How do they plan to stimulate sales - by creating “unique offers” or by direct discounts “minus 20%”?

“We believe that early sales can be expected from retailers who sacrifice margins in favor of getting funds as quickly as possible,” said Stanislav Koloskov, Director of Marketing and Advertising, ALBA. - Already, some sellers have officially launched the discount season and are announcing special prices with a discount of up to -30% for the new collection, thereby driving the entire category (shoes and accessories in particular) into difficult conditions when all players have to adapt to the same discount conditions in damage to one's own marginality. In the end, the consumer will finally get used to the very fact of permanent sales, which will lead to a strong drop in sales at full price. The consumer will simply wait for the discount, and such trends already exist. For our part, we will try to stay within the framework of the planned mark up and launch the official sales season closer to mid-autumn. ”

According to Natalia Sokolova, marketing director of RALF RINGER, discounts are a necessary measure, resorting to which retailers are forced by weather conditions. “If sales are low, then everyone waits for a while, looking at each other, and then, through a chain reaction, they launch promotions and sales. In the current season, the beginning of autumn turned out to be warm, so brands have already begun to offer discounts in one form or another. In my opinion, an early sale (for example, 20% for everything) is not very effective - it is better to use this format for presale. Therefore, for example, we managed to launch the motivating campaign “20% for the second pair” twice, each of which lasted three days, capturing the weekend. Each time, sales growth was around 20%. ”

Last summer, sales in shoe stores began very early - from mid-June. Do retailers plan to follow the same strategy in the fall, given that the market during this period is traditionally ...
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