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1 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
1) TheUSretailindustryisexperiencingaperiodofrevolutionratherthanevolution.Threethingscharacterizethecurrenttransformation:traditionalretailerssuchasdepartmentstoresandspecialtyretailersareundergoinghugedisruption,emergingplayersindifferentsegmentsareintensifyingcompetitionandhighere-commercepenetrationischallengingbrick-and-mortarretailers.
2) Therateofchangeseemstobeaccelerating.Retailershavealreadyannouncedatotalof5,321storeclosuressofarthisyear,up218%yearoveryear,and11retailershavefiledforbankruptcyyeartodate.
3) Amidthisaccelerateddisruption,wehaveidentifiedanumberofpotentialsolutionsUSretailerscanimplementtoaddressthefundamentalchallengestheyface.
4) Theseincludefurtherstoreclosurestooptimizestorebases,transformingthestoreexperiencebeyondthetransactionalandimplementinginnovative,all-channelinitiativestocompetewiththeconvenienceofferedbye-commerce.
Deep Dive: The US Retail
Revolution Solution
Deborah Weinswig
Managing Director
Fung Global Retail & Technology
US: 917.655.6790
HK: 852.6119.1779
CN: 86.186.1420.3016
2 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
TableofContents
ExecutiveSummary.........................................................................................................................................3
TheUsRetailRevolutionHasAccelerated.......................................................................................................31)Storeclosurescanhelpretailersoptimizetheirfleets.........................................................................................62)Storesarenotdead,buttheyareinneedofamajortransformation.................................................................83)Increasinge-commercecompetitionisforcingretailerstofurtherinnovatetocompeteonconvenience.......10
Conclusion.....................................................................................................................................................11
3 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
ExecutiveSummaryTheUSretailindustryisexperiencingarevolution.Traditionalretailerssuchasdepartmentstoresandspecialtyretailersareundergoinghugedisruption,emergingplayersindifferentsegmentsareintensifyingcompetitionandhighere-commercepenetrationischallengingbrick-and-mortarretailers.Therateofchangeseemstobeaccelerating.Retailershavealreadyannouncedatotalof5,321storeclosuressofarthisyear,up218%yearoveryear,and11retailershavefiledforbankruptcy.
Inthisreport,welookbeyondthecurrentturmoilandsharesomepotentialsolutionsthatretailerscouldimplementtoovercomethechallengestheycurrentlyface.Storeclosurescouldhelpretailersoptimizetheirfleetsandmanystorescouldbenefitfromamajortransformation.Traditionalretailerscouldalsobenefitbymakingfurtherinvestmentstoexpandtheirofferingsandimprovedeliveryspeed,regardlessofchannel.
TheUSRetailRevolutionHasAcceleratedTheUSretailindustryisexperiencingaperiodofrevolutionratherthanevolution.Traditionalretailersarebeingconfrontedbyemergingcompetitors,fast-changingconsumerbehaviorandtheever-increasinginfluenceoftechnologyintheindustry.Therefore,theoldguardisbeingforcedtoundergodrasticchangesinordertoremainrelevant.Threethingscharacterizethecurrentretailrevolution:traditionalretailerssuchasdepartmentstoresandspecialtyretailersarebeingdisrupted,emergingplayersindifferentsegmentsareincreasingcompetitionandhighere-commercepenetrationischallengingbrick-and-mortarretailers.
Thepaceofchangealsoseemstobeaccelerating.Legacyretailersareclosingstoresatafasterrate,whilevalue,fast-fashionandbeautyretailerscontinuetoexpandtheirfootprints.Meanwhile,increasinge-commercepenetrationispushingtraditionalretailerstoadoptnewmeasuresinthefaceoffiercecompetition.
Asofmid-Junethisyear,wehavealreadywitnessedasignificantnumbersofstoreclosureannouncementsandretailbankruptcies.Wecalculatethatretailershaveannouncedatotalof5,321storeclosuressofarthisyear,up218%yearoveryear.Also,10retailershavefiledforbankruptcythisyear;thatnumberisalreadyhigherthanthenumberofretailbankruptciesfiledinallof2016.Rue21wasthelatest,filingforbankruptcyonMay15.BCBGMaxAzriaandTheLimitedbothfiledforbankruptcyearlierthisyear,andEasternOutfittersisclosing48stores,or56%ofitsstorefleet,aspartofitsbankruptcyproceedings.SearsandKmartareclosing10morestoresthanpreviouslyannounced,andconsumerelectronicsretailerHHGreggannounceditwouldcloseall220ofitsstoresafterfailingtosecureabuyer.
Wecalculatethatretailershaveannouncedatotalof5,321storeclosuressofarthisyear,up218%yearoveryear.
Asofmid-Maythisyear,10retailershavefiledforbankruptcy,morethanfiledinallof2016.
4 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
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lululemonathledca
LucyAcdvewear
Chico’s
Guess
MCSports
Macy’s
CVS
Staples
MichaelKors
GordmansStoresInc.
AmericanApparel
BCBG
JCPenney
CrocsInc.
WetSeal
BebeStoresInc
GameStop
hhgregg
SearsandKmart
TheLimited
AscenaRetail
Rue21
Gymboree
PaylessInc
RadioShack
Figure1:MajorUSStoreClosingAnnouncements:YeartoDate2017
Gymboreeannounced it would be closing 350-450 stores.Ralph Lauren’s store closing numberwas part of the 50-store closure planannounced in June 2016.Paylesswill close an additional 296 stores if negotiationswith landlords are unsuccessful.Ascenawill closebetween268and667storesbyJuly2019,dependingonnegotiationwithlandlords.Source:Companyreports/FungGlobalRetail&Technology
Astraditionalretailersareclosingstores,value,fast-fashionandbeautyretailerscontinuetoexpandtheirstorefleetsdespitethechallengingenvironment—andmanyofthemcontinuetooutperform.However,thenumberofannouncedstoreclosuressofarthisyear,5,321asofmidJune,up218%yearoveryear)farexceedsthenumberofannouncedstoreopenings(3,262,up53%yearoveryear).AmongthenotablestoreopeningannouncementsthisyearwasSephora’sstatementthatitplanstoopen70stores-in-storesinsideJCPenneylocationsthisyear.
Total: 5,321 announced store closures
218% year over year
5 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
Figure2:MajorUSStoreOpeningAnnouncements:YeartoDate2017
Aldiwillcompletea400-storeexpansionbytheendof2018.Walmart’stargetof59storesincludesnew,expandedandrelocatedstores.Targetisonlyopeningstoresinsmallformat.Macy’sBackstagewillbeopenedwithinexistingfull-lineMacy’sstores.Source:Companyreports/FungGlobalRetail&Technology
Stronge-commercecompetitionhaspropelledretailerstomakeanewwaveofchangestotheirbusinesses.Weareseeingmoredirect-to-consumerbrandsbuildingtheirofflinepresence.AmazonisopeningsomephysicalgrocerystoresandbookstoresinUScities.Traditionalretailersaretakingvariousmeasures,includingacquiringonlinepureplays,tobuilduptheire-commercecapabilities.Walmart,forexample,hasacquiredModCloth,ShoeBuyandMoosejawthisyearinordertoboostitse-commerceofferings.
Weseeanumberofpotentialsolutionsthatretailerscanadopttoaddressthefundamentalchallengesoftheongoingretailrevolution.
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Nordstrom
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Bonobos
Costco
Target
Dick’sSpordngGoods,Inc.
Walmart
HobbyLobby
H&M
Sephora
RossStores
Lidl
Ulta
FiveBelow
TJX
Aldi
DollarTree
DollarGeneral
Total: 3,262 announced store openings
53% year over year
6 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
1)Storeclosurescanhelpretailersoptimizetheirfleets.
Whatarethechallenges?Theretailindustryisoverstored,especiallyinthedepartmentstoreandspecialtyretailerspace.Ourownresearchshowsthatfiveoutofthesevenmajordepartmentstorechainslistedinthetablebelowexperienceddeclinesinsalespersquarefootoverthepast10years.Ofthegroup,Searssawitsstoreproductivitydropthemost;itfellby124%overtheperiod.
Figure3.SelectedDepartmentStoreRetailers:SalesperSquareFoot,2006vs.2016
DepartmentStoreRetailer 2006 2016 Change
NeimanMarcus $611 $548 (11)%
Nordstrom $393 $498 21%
Kohl’s $256 $224 (14)%
Macy’s $172 $198 13%
Dillard’s $147 $126 (17)%
JCPenney $176 $121 (45)%
Sears $218 $97 (124)%Source:Companyreports
Thespecialtyretailsectorexperiencedabifurcationofstoreproductivityperformanceoverthe2006–2016period.Variousmid-tierspecialtybrandssawsalespersquarefootdeclineby18%–46%,whileoff-priceretailersenjoyedanimprovementofroughly30%.Wecontinuetoexpectmid-tierretailerstoannouncemorestoreclosures.
Figure4.SelectedSpecialtyRetailers:SalesperSquareFoot,2006vs.2016
SpecialtyStoreRetailer 2006 2016 ChangeTiffany&Co. $2,746 $2,700 (2)%
Coach* $1,959 $1,451 (35)%UrbanOutfitters* $705 $858 18%Chico’sFAS* $823 $686 (20)%
Bebe* $657 $539 (22)%FootLocker* $395 $515 23%AmericanEagleOutfitters $524 $428 (22)%
TJXCompanies* $289 $396 27%RossStores $305 $395 23%NewYork&Company $363 $375 3%
FinishLine $345 $369 7%Abercrombie&Fitch.Co $500 $343 (46)%GapInc. $395 $334 (18)%
Dick’sSportingGoods $218 $246 17%*FungGlobalRetail&Technologycalculations,basedoncompanyreportsSource:Companyreports
From2006through2016,variousmid-tierspecialtybrandssawsalespersquarefootdeclineby18%–46%,whileoff-priceretailersenjoyedanimprovementofroughly30%.
7 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
PotentialSolutionsClosingpoorlyperformingstoresispartofmanyretailers’initialstepstowardimprovingtheirstoreportfoliosandoverallcompperformance.Thestoresthatretailershavedecidedclosearelargelyunderperformersintermsofsalesandlikelymoresointermsofprofitabilityandfour-wallcontribution.Beyondclosingpoorlyperformingstores,certainretailersneedtoaddressthefactthattheysimplyhavetoomanystores.
RealestateresearchfirmGreenStreetAdvisorsestimatesthatthemajordepartmentstoreretailersshowninthegraphbelowwillneedtoclosebetween8%and43%oftheirstorestoachievethesamelevelofstoreproductivitythattheysawin2006.
Asmallanchorstorescontinuetoclose,weexpecttoseemoreclosuresofotherstores,moremallclosuresandadditionalbankruptcies.Wemaintainthat30%ofthe1,221mallsintheUSwillneedtobeclosed,andthatmostofthesearelower-tierpropertiesclassifiedasCandDmalls.
Figure5.SelectedRetailers:PercentageofExistingStoresthatNeedtoBeClosedtoReach2006SalesperSquareFoot
Source:GreenStreetAdvisors
GreenStreetAdvisorsestimatesthatthemajordepartmentstoreretailerswillneedtoclosebetween8%and43%oftheirstorestoachievethesamelevelofstoreproductivitythattheysawin2006.
8.0%
15.0%
20.0%
25.0%
31.0%
43.0%
0%
10%
20%
30%
40%
50%
Macy’s Bon-Ton Dillard’s Nordstrom JCPenney Sears
8 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
2)Storesarenotdead,buttheyareinneedofamajortransformation.
Whatarethechallenges?Morethan90%ofUSretailsalesarestillgeneratedfrombrick-and-mortarstores,accordingtotheUSCensusBureau.Forsometraditionalretailers—suchasWalmart,TargetandCostco—salesmadeinphysicalstoresstillrepresent95%–97%oftotalsales,accordingtocompanyreports.
Figure6.PercentageofRetailSalesMadeIn-Store:1Q06–1Q17
Source:USCensusBureau
Facedwithoversizedstorefleets,outdatedin-storetechnologiesandalackofengagingcustomerexperiences,manyretailersmustimplementchanges.Atmanystores,customersfindalackofexcellentcustomerservice,agooddealoffrictioninthepurchaseprocessandno“wowfactor.”
PotentialSolutionsRetailersshouldconsidermakingsignificantchangestotheirin-storeexperiencesandbewillingtotakemorerisksingeneral.
Storescanbecomegatheringplacesthatfosterasenseofcommunity,ratherthanjustbeingplacestotransact.Peoplearesocialcreaturesandtheyneedtoengagewithothers.Makingstoresagatheringplaceandcreatingasenseofcommunityprovidesanadditionalreasonforconsumerstovisitstores,whichcaneventuallygenerateadditionalsales.
Storescanalsoserveasahubforservices,offeringtravelbooking,drycleaningandhairsalons.Retailstoreshaveanopportunitythatonlinestoresdonothaveintermsofprovidingamemorableexperienceforcustomersthatwilltranslateintolong-lastingcustomerloyalty.Thebeststoreexperienceisnotsolelyabouttransacting,butaboutmakingcustomers’timeinthestorethebestpartoftheirday,leadingtothemwalkingoutofthestoreholdingthebrandinhigherregard.
Facedwithoversizedstorefleets,outdatedin-storetechnologiesandalackofengagingcustomerexperiences,manyretailersmustimplementchanges.
91.50%
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9 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
AtupdatedAppleStores,forexample,consumerscanplayandlearninadditiontomakingapurchase.ManyconsumersvisitAppleStoresnotjusttobuyaproduct,butbecausetheyenjoyasenseofgatheringthere.AthleticbrandssuchasLululemonAthleticaregularlyofferyogaclassesandrunningclubstocustomersinordertocreateasenseofcommunity.RetailersasvariedasPetSmartandUltaarealsoprovidingadditionalservicestotheircustomersin-store.AtPetSmartstores,customerscansendtheirpetstodaycampsandaccessveterinariancareandgroomingservicesfortheirpets,allofwhichdrivestoretraffic.AtUlta,beautyservicesareanintegralpartofthestoreoffering:customerscangettheirhairandnailsdonein-storeinadditiontobookingskincaretreatmentsandmakeupsessions.
Source:iStockphoto
TheVitaminShoppeisrevampingexistingstoresasexperiential“wellnesslocations,”offeringin-storebeveragebars,openspacestogather,samplingcountersandhealthenthusiastson-site.HomeappliancesstorePirchofferscomplementarycookingandbakingclassesinstoressocustomerscanexperiencetheproductsinaction.Customerscanalsoreservestorespacesforprivateparties.
Shoppingmallscanupgradetheir“retailtainment”offeringsaspartoftheimprovedshoppingexperience.TheMallofAmericahasaddedindoorrollercoasterstoitsentertainmentofferings.TheDubaiMallhasthelargestindooraquariumintheworld.ChinesemalldeveloperWandaGroupbuiltanentertainmentspaceinthenorthernChinesecityofJinanin2016thatincludesshoppingmalls,sportsfacilitiesandathemepark,allunderoneroof.
ManyconsumersvisitAppleStoresnotjusttobuyaproduct,butbecausetheyenjoyasenseofgatheringthere.
10 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
3)Increasinge-commercecompetitionisforcingretailerstofurtherinnovatetocompeteonconvenience.
Whatarethechallenges?E-commercecompetitorssuchasAmazonprovidecompellingoffersthatcombineconvenienceandvalue,forcingtraditionalretailerstocompeteincreativewaystodifferentiatethemselvesfrome-commercepureplays.Amazon,thedominantforceinonlineretail,accountedfor53%ofonlineretailsalesgrowthin2016,accordingtoSliceIntelligence.In2016,Amazonrecordeda25.2%increaseinsales,whilethee-commerceindustryoverallaveragedonlylow-double-digitgrowth.Thee-commercechannelhasseenthefastestgrowthinretail:onlinesalesaccountedfor4.2%oftotalretailsalesin2010,butthatpercentagehadgrownto8.5%bythefirstquarterof2017,accordingtotheUSCensusBureau.
Source:iStockphoto
PotentialSolutionsToincreasetheirprofitabilityandmarketshareintheiroverallbusinesses,traditionalretailersneedtomakefurtherinvestmentstoexpandtheirofferingsandimprovedeliveryspeed,regardlessofchannel.
Retailerscanprovidemoreconvenientlast-miledeliveryoptionsforcustomers.Astheshoppingjourneybecomesmorecomplexforcustomersandmoreexpensiveforretailers,wecontinuetoseecompaniesadoptingcreativee-commercefulfillmentsolutions.Anincreasingshareofpurchasesarebeingfulfilledthroughclick-and-collectservicesandthird-partycollectionpointssuchasneighborhoodlockers.
Click-and-collect:Integratingphysicalstoresandonlineshoppingchannelshasprovenaneffectivestrategyforcompetingwithe-commercepureplays.Physicalstoresprovideconvenientpickuplocationsforcustomers.InasurveyconductedbyInternetRetailer,morethan70%ofrespondentssaidtheypreferin-storepickuptoavoidshippingcosts,while32.2%citedconvenienceasatopmotivatingfactorfortakingadvantageofin-storepickup.Forretailers,in-storepickupoftendrivesstoretrafficandincrementalsales.Target’smanagementhassaidthatone-thirdofshoppers
Toincreasetheirprofitabilityandmarketshareintheiroverallbusinesses,traditionalretailersneedtomakefurtherinvestmentstoexpandtheirofferingsandimprovedeliveryspeed,regardlessofchannel.
11 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
purchasesomethingelseinthestorewhenpickinguptheirTarget.comonlineorder.
Neighborhoodpickup:Wehavealsoseeninnovativelast-miledeliveryoptionsthatutilizeresidentialneighborhoodfacilities.DropSpotisamobileappthatturnsneighborhoodstoresintopackagedeliverylocations.Customersreceivepackagesthroughanetworkofneighborhoodmerchantsandthemerchantsenjoyincreasedtraffictotheirstoresinexchange.Thecompanyhasenlistedmorethan1,000merchantsacrosstheUStobecome“dropspots”forpackages,andthatnumberisexpectedtodoublebytheendof2018.
InChina,packagesareoftendeliveredtopassword-protectedcommunitylockersthatarelocatedclosetoresidentialbuildings.Shoppersreceiveatextmessagewithapasswordtounlockthecommunitylockerandtheycanpickuppackagesattheirconvenience.
IstheOnlineMarketplacetheAnswertoCompetingwithAmazon?Weareseeingmoreretailersdeployonlinemarketplacesinanattempttoboosttheirofferingswithminimuminventoryrisk.Amazonhasledthetrend:FungGlobalRetail&Technologyestimatesthatthird-partysellersonAmazonsoldaround$69billionworthofgoodsin2015,andthosesellersareexpectedtosellmoreunitsthanAmazonitselfthisyear.
WalmarthasrampedupitsownmarketplaceofferingbyacquiringJet.comandinvestinginJD.com.HomefurnishingsretailerCrateandBarrellaunchedacuratede-commercemarketplacethatoffersuniqueproductsselectedbyitsmerchants.Thecompanycanoffercustomersmuchgreaterselectionaswellasproductsthatcomplementitsownbrandsthroughthismarketplace.
Whilethemarketplacemodelcouldbeonesolutionforretailerslookingtoexpandtheire-commerceofferings,theoptionismoresuitableformulticategory,big-boxretailersanddepartmentstoresthanitisformonobrandretailers.Marketplacesandmulticategoryretailoperatemoresimilarly,soitseemsamorelogicalstepfortheseretailers.
ConclusionTheongoingretailrevolutionisexpectedtointensify,andwearelikelytoseeevenmorestoreclosuresandretailbankruptcies.Formanyretailers,however,storeclosuresshouldeventuallyimproveprofitabilityandstoreproductivity.Afterclosingunderperformingstores,retailerswillstillneedtomakesignificantchangestotheirexistingstoreexperienceofferings.Beyondinvestments,retailerswillalsoneedtoinnovatetocompetewiththeconvenienceandvalueofferedbythee-commerceplayers.
Someinnovativelast-miledeliveryoptionsutilizeresidentialneighborhoodfacilities.
12 DeborahWeinswig,ManagingDirector,FungGlobalRetail&[email protected]:917.655.6790HK:852.6119.1779CN:86.186.1420.3016Copyright©2017TheFungGroup.Allrightsreserved.
July7,2017
DeborahWeinswig,CPAManagingDirectorFungGlobalRetail&TechnologyNewYork:917.655.6790HongKong:852.6119.1779China:86.186.1420.3016deborahweinswig@fung1937.comJingWangResearchAssociate
HongKong:8thFloor,LiFungTower888CheungShaWanRoad,KowloonHongKongTel:85223004406London:242-246MaryleboneRoadLondon,NW16JQUnitedKingdomTel:44(0)2076168988NewYork:1359Broadway,18thFloorNewYork,NY10018Tel:6468397017
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