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Tomorrow’s World Of B2B Sales

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Tomorrow’s World Of B2B Sales

The need for digital transformations in B2B sales is suddenly highly urgent. Digitizing your sales process saves time, reduces costs and increases sales. But how to get there? And what’s next? Recently we’ve spoken with clients about remote sales and digital strategy. As a result, we’re sharing our latest views on tomorrow’s world of B2B sales.

Digital First Is Happening Now

The past year we have seen a huge shift towards remote selling and digitalization in B2B sales. At the Amsterdam trade fair in January 2020 we asked over 200 participants about the importance of remote selling. Back then, it wasn’t considered a priority at all. A year later, with the pandemic highly impacting the fashion industry, the tables have turned. Now, digitalizing the sales process is an essential way for brands to continue during lockdowns.

Doing business digitally is a new reality to some. We spoke to over a dozen of our clients these past few months to see how they are doing and which challenges they’re facing. By sharing insights based on these conversations combined with our own views, we hope to offer some perspective and provide solutions for challenges you may encounter while doing remote sales.

Where To Start – Focusing On Content

The current covid crisis may be overwhelming, but it offers opportunities as well. Digitizing your sales process is not a quick fix, but a long-term investment. Digital is here to stay. As soon as trade shows pick up again, business is expected to accelerate. Making a digital transformation will benefit this process, as it brings time and cost efficiency.

So, how to proceed? The best way to invest in digital right now is to focus on self-service and content. By content we mean product images, model photography, detail shots, but also videos and CMS capabilities in the sales journey. Our clients indicate that the right kind of content results in the best possible sales experience for their customers now that seeing or touching the products is not an option.

Self-Service Serves You Well

In line with market trends and our client’s needs, our tools to show and sell collections digitally have an increased focus on self-service. Sales can be done remotely and even independently by your clients without compromising on the quality of their brand experience. With digital lookbooks for example, storytelling options help to convincingly convey your brand’s story from a distance.

During these challenging times, naturally we’re hearing back that there is an increased need to save costs. Self-service can be beneficial because of the substantial reduction in back-office costs it brings. Your clients can log in to view their orders, download product images and create a line sheet or brochure. Independently, without needing to contact your support team.

What’s Next?

Perhaps you’re wondering which steps are next in order to stay ahead. We’ve thought about this a lot and came up with three pillars that we’re investing in for the near future to help you future-proof your business:

1. Simplicity

Reducing complexity while at the same time offering more functionalities and possibilities to your clients. We are striving to constantly improve our tools and keep them intuitive and easy to use.

2. Connectivity

Connectivity is key in saving you time and effort. We aim for smooth integration with ERP software such as SAP, Microsoft Dynamics 365 and many more fashion specific ERPs. Our tools also have a strong connection with CRMs, PIMs and external services such as FashionCloud, Pay.nl, Adyen and DocuSign.

3. Data & insights

With user and order insights provided by our software, your sales representatives are equipped to make sales processes and order proposals smarter and analytically derived.

The Future: Efficiency

If we look ahead together, beyond this crisis, what will B2B sales look like? From what we are hearing and seeing, we expect real life sales to come back, but in a different way than before. That is why an omni channel approach could be an interesting way to move forward.

The presentation of new collections is likely to become more segmented; with a selection of key clients still coming to the showroom for an exclusive multi-screen experience, while the majority of customers explore collections digitally and (pre and re)orders via self-service.

If you aim for a smooth digital experience for your clients, your main gain is efficiency. Investing in digital means a tremendous efficiency boost and cost reduction for your business. Besides helping you to get through this crisis, digitalization allows you to shape your own future as a brand.

Contact Colect for a demo.

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Fashion

Womenswear SS22 color trends

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Womenswear SS22 color trends

Colour is key for consumers and SS22 saw fresh palettes that echoed the renewed sense of optimism happening amongst consumers. Soft eco influences, gender-fluid nostalgia and vibrant combinations bursting with positivity sought to reflect broader societal trends whilst still capturing the season’s playful mood.

Trendstop brings FashionUnited readers a first look at the key womenswear colour inspirations emerging on the Spring Summer 2022 catwalks.

Dry Leaf

Dry Leaf sees vintage influences meeting eco outlooks. A beautiful, natural colourway, it illustrates the importance of colour transeasonality. An innovative, emerging yet simultaneously timeless shade of green, Dry Leaf speaks to consumer desire for longevity and versatility and encompasses both feminine and masculine traits. In its merging of seasons and notions of gender, the colour is indicative of the cultural and mindset shifts happening across global society.

Womenswear SS22 color trends

Boyhood Blues

Boyhood Blues, shades often worn by boys in childhood, offer a more playful interpretation on a classic tone, with a touch of nostalgia underpinning the palette. Adopting traditionally boyish tones for womenswear reflects the move towards gender-neutral dressing. As trends begin to move more slowly and transeasonality increases in importance, vibrant spring-like shades transcend the seasons and work equally well into Fall.

Womenswear SS22 color trends

Playful Optimism

A key colour grouping for SS22, playful Optimism with its heightened sense of colour expression reflects the sense of joy entering the market as consumers gain more positive outlooks for the future. Though hues are vivid there is still a high level of curation, intelligence and thoughtfulness put into colour combinations. Although the palette is fun, it is not frivolous, maintaining the artfulness of the designs.

Womenswear SS22 color trends

Exclusive Offer:

FashionUnited readers can get free access to Trendstop’s Spring Summer 2021 Key Colour Directions Report. Simply click the banner to receive your free report.

Womenswear SS22 color trends

Trendstop.com is one of the world’s leading trend forecasting agencies for fashion and creative professionals, renowned for its insightful trend analysis and forecasts. Clients include H&M, Primark, Forever 21, Zalando, Geox, Evisu, Hugo Boss, L’Oreal and MTV.

AUTHOR: AFP

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Video: Sarah Nouri SS22 collection

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Video: Sarah Nouri SS22 collection

In this video, fashion label Sareh Nouri has presented its SS22
collection at New York Bridal Fashion Week (NYFW).

Watch the video below.

Do you want to see more clothing collections? Click here to view the FashionUnited Marketplace.

Video: VRAI Magazine via YouTube

Photo credit: VRAI Magazine, YouTube

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Fashion

VF posts revenue and earnings growth, raises outlook

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Image: Supreme

Revenue at VF Corporation increased 23 percent or 21 percent in constant dollars to 3.2 billion dollars. Excluding the impact of acquisitions, the company said in a release, revenue increased 19 percent or 17 percent in constant dollars, driven by the EMEA and North American regions, which experienced a negative impact from Covid-19 in the prior year period.

VF’s wholesale business continues to be materially impacted by the timing of shipments due to port delays and logistics challenges.

“While the recovery has been impacted by further pandemic-related disruptions, we continue to see accelerating demand signals across our business, and our ability to reaffirm our fiscal 2022 revenue and earnings outlook is a clear testament to the resiliency and optionality of our model,” said Steve Rendle, VF’s chairman, president and CEO.

VF reports earnings growth in Q2

Gross margin for the quarter increased 290 basis points to 53.7 percent, and on an adjusted basis, gross margin increased 300 basis points, including a 20 basis point positive impact from acquisitions, to 53.9 percent.

Operating income on a reported basis was 558 million dollars and on an adjusted basis, operating income increased 56 percent or 53 percent in constant dollars to 534 million dollars, including an 8 million dollars contribution from acquisitions. Operating margin on a reported basis was 17.5 percent, while adjusted operating margin increased 360 basis points, including a 30 basis point negative impact from acquisitions, to 16.7 percent.

The company added that earnings per share were 1.18 dollars on a reported basis and on an adjusted basis, earnings per share increased 66 percent or 63 percent in constant dollars to 1.11 dollars, including a 2 cents contribution from acquisitions.

VF raises full year outlook, expects 30 percent revenue growth

VF added that for the full year revenue is expected to be approximately 12 billion dollars, reflecting growth of around 30 percent, including an approximate 600 million dollars contribution from the Supreme brand.

By segment, revenue for outdoor is now expected to increase between 25 percent and 27 percent versus the previous expectation of a 24 to 26 percent increase; revenue for active is now expected to increase between 35 percent and 37 percent versus the previous expectation of a 37 to 39 percent increase; revenue for work is now expected to increase between 19 and 21 percent versus the previous expectation of a 16 to 18 percent increase. International revenue is expected to increase between 24 percent and 26 percent.
By geographic region, in the EMEA region, revenue is expected to increase between 30 percent and 32 percent. In the Asia Pacific region, revenue is expected to increase between 12 percent and 14 percent. And, in the Americas (non-U.S.) region, revenue is expected to increase between 30 percent and 32 percent.

Direct-to-consumer revenue is now expected to increase between 34 percent and 36 percent versus the previous expectation of 39 percent and 41 percent, including Digital revenue growth of about 20 percent versus the previous expectation of 29 and 31 percent.

Adjusted gross margin is expected to be around 56 percent, which represents an estimated increase of around 270 basis points. Adjusted operating margin is expected to increase around 500 basis points to around 13 percent. VF further said that adjusted earnings per share is expected to be around 3.20 dollars, including an approximate 25 cents contribution from the Supreme brand.

VF’s board of directors declared a quarterly dividend of 50 cents per share, payable on December 20, 2021, to shareholders of record on December 10, 2021.

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