Patterns of Fashion Business Success

Fashion retailers looking to compete with online warehouses need to consider playing up their hometown appeal. In Paraguay, a bank capitalized on local pride in a song about the country's Ypacaral Lake. During its 70th anniversary, the bank invited people to play the song on an installation of giant wind pipes. Visitors crowded around as soon as the display opened.

     Even though Rob Bowhan's "August" shop in a college town carries international streetwear for students from around the world, he hosts occasional performances by local hip hop musicians, hangs paintings by local artists, and features student models and musicians wearing the shop's clothes in his promotions.

     At age 17, when the British founder of House of CB, Conna Walker, launched her successful business, she hounded celebrities with emails asking them to wear her clothes and offering the outfits for free, if they managed to credit photos of them wearing her designs. Ms. Walker knew she wanted to dress curvy women who craved figure-hugging, covered but sexy clothes, often with revealing cutouts. Working with a neutral, not flashy, color palette and quality textiles, her bodysuits and clingy clothes manage to help women project a classy, not cheap, vibe. This House of CB titan knew she was lucky to find manufacturers willing to convert her drawings and explanations into technical directions and patterns. To spur future growth, she brings out new items every Monday, the way subscription cosmetic companies do. And she plans to open more stores and expand into an entire lifestyle brand with her own cosmetics and items for the home.

     Instead of hounding celebrities to wear his clothes, Daymond John of TV Shark Tank fame badgered rappers to wear his FUBU brand. His growth plan led him to invest in other startups, to write motivational books, and to share his life lessons on the lecture circuit.

Weekend Retail Therapy

Shopping for new clothes on a weekend is a favorite pastime, even when it's not raining. Around the world, I see marketers adding new twists to what some call the "retail therapy" experience.

     In a mall in Kazakhstan, shoppers find an indoor river, and they can ride an indoor monorail, just like the one at Disneyland. At the Mall of America in Minneapolis, there are carnival rides and an assortment of LEGOs kids and adults can use to build whatever they want.

     Slip on a ZOZOSUIT from the Japanese retailer, ZOZO, and the stretchy black bodysuit, with the help of a mobile app, takes perfect measurements for a new outfit. In your own home, the 150 white dot sensors covering the suit enable a 3-D scan to make, for example, custom-fit jeans for online purchase at prices starting at $58. But It's only a matter of time before in store customers also might expect to use this innovation to insure a perfect fit that doesn't require additional tailoring.

     UK retailer, ASOS, already entices customers with photographs and augmented reality (AR) showing how the same outfit looks on different body types.

     Mall customers in Chinese In Time retail restrooms can use augmented reality mirrors to test makeup products before using a mobile code to purchase Lancome, Benefit, or Shu Uemura cosmetics from the vending machine next to them.

     Brands have begun to bundle products with services. Adidas sneakers serve as metro passes in Berlin. Nike's NBA Jerseys connect wearers to digital content about their favorite teams and players. A Tuxe bodysuit comes with an offer for free online business and life coaching sessions.

     At REI Co-op, customers know the clothing, footwear, and camping gear they purchase meet sustainable business practices.

     Combat Flip Flops (combatfllipflops.com) converts objects used in warfare into flip flops and accessories. Melted unexploded ordinance (UXO) become jewelry.

     Graphic T-shirts say a lot these days. Keep looking until you find the message that suits you to a "T."