Why Levi’s is opening 100 new shops at the same time as pandemic on-line gross sales increase retains rising



A Levi’s emblem on the window of a Levi Strauss & Co. retailer in London.

Chris Ratcliffe | Bloomberg | Getty Photos

Buyers are doing increasingly more buying on-line amid the pandemic, and that has each firms and buyers attempting to finest combine e-commerce and the normal retail retailer enterprise shifting ahead.

In 2008, e-commerce gross sales made up simply 3.6% of complete retail gross sales within the U.S., in response to information from eMarketer.

Amazon noticed its enterprise develop tenfold within the 2010s, Walmart additional established its on-line platform, new entrants like Wayfair emerged and virtually each retail model ensured it had a digital presence, as e-commerce boomed. By 2020, on-line gross sales made up 14% of complete retail gross sales.

The Covid-19 pandemic sped that development up much more, with e-commerce gross sales now anticipated to make up 15.3% of total retail sales by the end of this year, in response to eMarketer. That’s not anticipated to decelerate — that determine is predicted to extend to 23.5% of complete gross sales by 2025.

“The patron needs a seamless expertise. She or he needs to have the ability to work together with us in our shops in addition to on our web site and so constructing an omnichannel expertise has been important through the pandemic,” Harmit Singh, CFO of Levi Strauss & Co., mentioned on the current CNBC @Work Summit.

Mixing in-store and on-line procuring experiences

Levi Strauss & Co., which operates roughly 3,000 shops and shop-in-shops along with promoting its merchandise on-line and in different malls and retailers, has centered on scaling up its investments in its digital expertise whereas additionally preserving a precedence on what a buyer experiences procuring in particular person.

In Levi’s 2020 fiscal yr, practically a fourth of its gross sales got here through on-line procuring, whether or not instantly by way of Levi’s platform or by way of the digital presence of its wholesalers. In 2015, on-line gross sales made up lower than 10% of its enterprise.

Final yr, Levi’s launched a brand new experiential retailer in Palo Alto, California, as a part of its push in the direction of extra direct-to-consumer gross sales and fewer wholesale. There are a number of digitally-focused options of the “NextGen” retailer, together with integration with the corporate’s app, curbside pick-ups and contactless returns, and a listing assortment that’s pushed by native buyer information.

Singh mentioned that the corporate opened 100 new shops final yr and has plans to open greater than 100 this yr. A few of these shops would be the new experiential ones, the corporate beforehand introduced.

“We scaled up our investments in driving extra of a digital expertise,” Singh mentioned. “We have been in a position to check issues and scale issues at speeds we’d haven’t mentioned was doable pre the pandemic, and I believe it is actually helped firms like ours as a result of I believe we have been in a position to get much more agile and been in a position to ship the promise that we have got down to our customers.”

The steadiness between the in-store and on-line expertise through the pandemic additionally has led to modifications in the best way Levi Strauss thinks about its distribution infrastructure, which has grown in significance amid provide chain challenges.

Singh mentioned that the omnichannel technique on the consumer-facing aspect of the enterprise led the corporate to check out legacy distribution facilities — some that have been solely fulfilling merchandise for wholesale prospects, whereas different distribution facilities have been servicing the wants of e-commerce customers. It recreated the omnichannel strategy for its West Coast distribution after it started the ship-from-store technique, and he mentioned it results in stock efficiencies and a low value of service.

“I believe issues like that may make a giant distinction. Now we’re scaling our ship-from-store around the globe and we’re establishing extra omnichannel distribution facilities in Europe and different components,” Singh mentioned.

Estee Lauder has additionally pushed to make the web and in-store expertise extra seamless, including issues like digital try-on and having its magnificence advisors out there on-line, Tracey Travis, CFO of The Estee Lauder Companies, mentioned on the CNBC occasion.

“Our in-store experiences is so sturdy; it is essentially the place the corporate has been centered for a lot of, a few years,” she mentioned. “Ensuring that we’re investing in on-line and having as a lot of a excessive contact expertise on-line as we do offline was critically vital to make that client expertise extra seamless between on-line and offline.”

Deepening the web gross sales focus

“One of many issues that actually has occurred throughout this pandemic is we have seen an acceleration, in all probability [a] three- to five-year acceleration, by way of our on-line enterprise throughout all kinds,” Travis mentioned.

“Brick and mortar remains to be a really, crucial half” of Estee Lauder, however she famous how the pandemic shifted among the firm’s technique.

“Over the past 12 months, the precedence has been very a lot on-line and including functionality to our on-line channel, and on the identical time, attempting to evaluate how brick and mortar would recuperate, the place brick and mortar would recuperate, and the place we ought to be investing and the place we ought to be disinvesting,” she mentioned.

Estee Lauder, which owns manufacturers like Clinique, Mac, Origins, and its eponymous magnificence line, mentioned that 28% of its $16.22 billion in web international gross sales in its fiscal 2021 yr got here from on-line channels, in response to its earnings report. In North America particularly, on-line gross sales made up 40% of Estee Lauder’s complete enterprise, in response to firm filings.

Whereas on-line gross sales for Estee Lauder have greater than doubled in comparison with 2019, bodily retail remains to be a key element of the corporate’s enterprise. Twenty-one % of its international gross sales in its most up-to-date fiscal yr occurred in malls, whereas gross sales in journey retail environments, comparable to duty-free retailers in airports, made up 28% of its complete gross sales.

The long run for e-commerce and retail

How the steadiness between e-commerce and conventional brick-and-mortar gross sales continues to evolve can be an vital query that retail firms ask themselves as extra procuring shifts on-line.

Earlier this yr, the proprietor of Saks Fifth Avenue split apart the luxury retailer’s website right into a separate enterprise aside from its 40 shops. Within the transfer, it mentioned the brand new digital firm can be valued at $2 billion, or roughly double its annual gross sales.

Final week, activist investor Jana Companions took a stake in Macy’s and despatched a letter to the corporate’s board calling for a similar move. Jana had beforehand mentioned that Macy’s on-line enterprise might be worth about $14 billion, virtually double the corporate’s present market cap.

Macy’s e-commerce gross sales have practically doubled within the final 4 years, and the corporate forecasted 2021 gross sales to be between $8.35 billion and $8.45 billion.

Missed this yr’s CNBC’s At Work summit? Entry the complete classes on demand at https://www.cnbcevents.com/worksummit/




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