emerging brands Archives | FASHION CROSS FUNCTIONAL

February 27, 2018

DESIGNER TOOLBOX: How Newsletters Can Help Your Fashion Business Achieve Solid Results

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Hi guys,
I witnessed a sad situation last week. I saw a fashion brand owner I worked with last year: she was totally exhausted. She has been posting relentlessly on social media for the past 6 months. She got a few likes and emoji comments here and there but in the end, her efforts did not bring the sales she was expecting. She was usually so peppy and full of passion but last week, she just llooked tired and fed up with everything.

I do not know if you have experienced this. That horrible feeling of deep fatigue when you end up questioning your choices. You were in for this whole thing because you were passionate about fashion. Remember? You just wanted to make beautiful clothes and share your passion to the world.
How did you end up there, desperately waiting for people to show up and wondering how to sell your clothes online?
I understand what you are going through: the struggle is real.
And I figured out that many fashion designers who start (actually even the ones who have been on the market for years and still struggle…) have ignored a totally basic tool.
Newsletters and e-mail marketing.

I know…

I am aware that the accessibility of a Facebook or an Instagram platform leaves the impression that everything is so easy. And it can be, if you use those tools properly.
But as you probably noticed, there is a lot of noise on social media and it is getting harder to get heard. According to Statista.com, in January 2018: there were 2.2 billion active users in Facebook and over 800 million users in Instagram. And numbers are going up as we speak, making it even more difficult to stand out.
So you absolutely need to think of an alternative to get your message through to your target audience and inform people about that cute little dress you just got in your store.

#1 – Why you are in a desperate need of a fashion newsletter

Let’s start with hard facts.

The ideal way for fashion brands to generate repeat orders

Here is one thing you need to know: an estimated 40% of purchases in e-commerce stores are generated by repeat customers.
What does it mean?
It means that 40% of the sales in your online fashion shop are generated by people who will buy from you again again and again.
Yes! A few raving fans can do miracles to your sales.

40% is massive: nearly half of your sales! And how can you make sure they keep hearing from your brand? The good old newsletter!

Your fashion brand needs to interact at least 7 times with a prospect before being able to sell

Yep. It is called the rule of 7. A prospect needs to interact and be in touch 7 times with your brand before buying from you. With social media becoming more and more crowded, you absolutely need a complementary way to reach your target customer.
How can you ensure that your message gets heard 7 times? Social media is one way but you can also send your messages directly to your prospect’s inbox.

Do not put all your eggs in the one same unpredictable basket

Thirdly you never know what will happen with social media. Today you have the Facebook or Instagram accounts of your followers but this is not a data you own. Facebook and Instagram own the information. And if for any reason they decide to change their platform, there is a risk you no longer have access to your own followers. It looks unprobable today but you never know!

At least with a newsletter you have an entire database with their email address. And this is at least an information that you own and can rely on.

Newsletters are just efficient. Period.

Emails are at least 4 times more effective in reaching your audience than Facebook for example. Email gets an average 20% open rate while Facebook has 5% talking about that same topic.
So I am not saying here that you need to forget about social media. On the contrary. All I am saying is that it is good to have the good old email to keep in touch with your customers.

A great way to tailor your message to your fashion brand and every single customer

The great thing with Fashion newsletters is: you can personalize the user experience. Because you reach them personally.
You will also be able customize your newsletter according to your brand identity. You can also use your subscriber’s first name.

You can connect on a more personal level and share more about your creative world.
In short, fashion newsletters contribute to create trust for your brand.

#2 What can you communicate with a newsletter?

I do get the issue of not knowing what to tell your audience about. And yet, you have a lot of things that you can talk about. To start brainstorming on this, you can also download our fashion newsletter brainstorming checklist.

Learn more about your audience first

Before you do this I highly encourage you to have an idea of what your customer is into. So even a basic analysis of your audience is enough to understand what kind of content they value.

Then the content also depends on the kind of experience you want your target customer to have with your brand. But basically, you will be able to share more about your lifestyle and create a real connection with your readers. You have a whole space to tell about your brand story and your brand identity.

Show them what they missed on your fashion brand’s social media profiles

You can also get them engage more with you on social media by showing them what they have missed on social media. Depending on what you share but you can also give them a taste of the kind of content you have on your Instagram account (behind the scenes for example or events).

Generate even more trust

You can also show them customer reviews and show them what is trending in your shop right now.

Share news from your fashion business

You can also tell them about a new fashion item or an event that you launched. Basically any news in your fashion business can be shared here. Also news about an upcoming collection or a current campaign that you are preparing or what is in preparation in your workshops. There again, it depends on the audience, you need to get the feel of what they like.

Show that your fashion brand lives

You can share some lifestyle advice. How to wear your piece for example. Where people can wear it.

#3 – How can you get your audience to opt in?
In the service business it is easier to share things in exchange of an email address. With physical products it is more complicated. You are not going to give away a product in exchange of an email. So you need to think about what you can deliver to your customer for free in exchange of an optin.

Here are some ideas: you can do a styling quiz that helps to profile your audience. And in exchange of the results, you get the email.

You can send them the care instructions in exchange of the email address.
You can send styling advice, maybe get inspirations from a celebrity that resonates with your brand and put together a styling booklet to look like that celebrity.
Then of course, you can also give a discount in exchange of the optin. You can also market the newsletter as a priviledge and give the promotions in priority to the people who sign up for your mailing list.

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November 14, 2017

CASH & FUNDING: Raising Capital As A Fashion Brand

Hi guys,

In today’s post we interview Rachel Chicheportiche, the President of the high-end accessories brand Jerôme Dreyfuss. It is an excerpt from our book, The Fashion Business Plan, that explains what makes a business plan in the fashion industry so specific and helps fashion designers write their very own business plan.
Making soft and supple leather bags, as well as shoes, for the cool downtown girl, the brand has been carried by most stylish women in the world, including Julianne Moore, Keira Knightley, Sarah Jessica Parker, Diane Kruger and Jessica Biel. It has significantly expanded worldwide. Besides the Parisian flagship store, stores were opened in New York, London, Seoul, Tokyo and Taipeï.
Rachel Chicheportiche has managed both capital raising (MEUR 3) that enabled to fund the brand’s booming activity.

What were the key success factors that enabled the brand to raise capital?

Key success factors are mostly good products and good financials, to be able to raise capital it is important to explain your business plan and the potential of the company, on the other hand, team is crucial, there is no company without a right team.

You raised capital twice with the same investment company. Why did you choose them?

I choose them because we had a good fit, I rely on them and they rely on us. That being said, raising capital is always a question of conditions, they are prerequisite of any raise of capital. To define good condition we must know how the money will be used, and when.

Which elements of your presentation did the investors especially appreciate?

I think it is a mix of my personal energy and my strength of conviction, investment companies see so many people, if you want them to invest in our company, you have to convince them, to have them believe in your vision of the market, its evolution, and your way to address it.

Once the capital raised, what are the specific requirements from the investors? How do you report to them and what did you implement in order to satisfy those requirements?

Obviously financials reports which helps you to stay always on the safe side and to be sure you are in line with your strategy and you targets.

Which advice would you give to emerging fashion designers who think of raising capital to develop their brand?

The only thing I would say is: If you were an investor, would you invest in your company?
Think about it

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Interested in raising money for your own fashion brand?

Here is the tool you need to get for yourself. The fashion business plan provides you with a step-by-step approach to write it all down.

November 7, 2017

BRANDING: 6 Common Mistakes Designers Do When Defining Their Fashion Brand DNA

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Hello guys,

Fashion brand DNA: what makes a brand unique.
I’ve had some quite passionate discussions with some of you about the DNA of your fashion brand. Lots of the designers I exchange with now start understanding that this industry is not only about designing good looking pieces. Now you are more and more aware that the fashion brand DNA is a vital foundation of your business and that it is the number one thing you should start working on when you launch a fashion brand.
So some of you sent me their fashion brand DNA descriptions. Since I have been so swamped lately, I was not able to deliver you an individual feedback. So I did this live video yesterday with the common mistakes you guys do when defining your fashion brand DNA.
Historically the fashion brand DNA is not the core thing that I am known for in this business. What I am really known for is writing business plans for fashion businesses. After having drafted some fashion business plans for emerging brands, I have written a book about exactly that: Fashion business plans. I also teach fashion business planning at the ESMOD Paris fashion school.
However the reason why fashion brand DNA came up so frequently in the fashion FXF blog posts, our live videos and so on, is because I found out that it is the key ingredient of your success, even to get funding. And lots of fashion brands fail because they have not sufficiently worked on that part. In the framework of my work with fashion brands, I had opportunities to exchange with different actors of the fashion industry: fashion press experts, fashion buyers, fashion event managers and I found out that what actually made a fashion business interesting for all those people, even what made a fashion brand interesting to fund, was the impact that it delivered. Because impact means sales which increases your chances to make more profits. And the brands that delivered the strongest impact were those with a very well defined brand DNA. Maybe you have seen our last live when we talked about using Instagram to get featured in the fashion press: Sara who shared her expertise started her work by defining the brand DNA.

So starting from there and observing the successful brands, I came up with a method to generate a cohesive brand DNA for a fashion business. It is all in the book I wrote. And the good thing is that after discussions we had on that subject, you guys start giving it a thought from the beginning. I know it can be a tough exercise for many of you.
So here are the common mistakes designers do when describing their fashion brand DNA.

Mistake # 1: No Fashion Brand DNA

Not having a fashion brand DNA is a big mistake. I know a designer who had great intuition. He was doing high end street wear. He designed amazing pieces, he had lots of talent. He had a real gift in crafting a nice shape for women’s body. But he never took the time to do any introspection and understand what made his work so unique. Plus he had lots of imagination so his designs went all over the place. And he lost himself. And since he never took the time to understand what his signature was, the sales decreased, the success vanished.

So to avoid having that kind of one time success that you did not do intentionally, work on your DNA first.

Do things on purpose.

Mistake # 2: Defining a fashion brand DNA for the sake of defining one

It shows immediately: you see sentences that are there for no reason. This is not an exercise where you have to fill in the blanks. You are not telling a story just to tell a story. It has to really mean something and be perceptible for your audience.
For example I saw on one designer who wrote that “she did a cruise in the Caribbean island for some time”. Then I checked the designs and I did not see the Caribbean influence at all. Why do you put that there if there is no link with your design? If you add a sentence into your brand DNA, make it really mean something. What you say should really mean something to the aesthetic of your band and what you say in your fashion brand DNA should systematically be visible on your designs. If you say it is a conservative design with a discrete crazy twist, then each time you create something a bag, a scarf, a hat, trousers, antyhing, you should design something conservative and add that little crazy touch you talked about.
Your fashion DNA description is the promise that you deliver to your customer.

Mistake #3: Lack of personality

Some designers used generic words such as chic, elegant. I tend to grow allergic to those terms…

You have to go the extra mile and spice up the words you are using.
Add some personality to it. Is it “Bon chic bon genre?” is it daring? Is it conservative? Is it audacious? is it whimsical? Dig deep into yourself and make it sound exciting.
It is FASHION, you are here to dazzle and wow your audience.

And the way to do that is to do as if the brand was a person, with its personality traits, the little details and the flaw that makes its charming. Give some depth to your DNA.
Some designers are not inspired and have difficulties describing who they are. In the fashion business plan book, you have a workbook with all kinds of adjectives that you can use to qualify your brand. We use it in our individual workshops as well and the designers I worked with love it in the end because they can really see if they resonate with that.

Mistake #4: A gap between what you say you are, the design you show and your visuals

I guess some designers always dreamt of a certain image and once they start their own brand, they used the words they were dreaming to become one day.
For example, I had a streetwear brand calling its pieces timeless…

This does not go together! Timeless is a classic design. So it should not be used just because you like the sound of it.
One other mistake I saw is the use of symbols in the logo that had absolutely nothing to do with anything. The brand was selling women’s workwear made of wax fabric but there was an odd shoe in their logo. And they did not even sell any shoes! So why would you use shoes in a logo if your brand is not about shoes?
Another one gap I saw: one designer wrote he was selling luxury design. But the site did not deliver the luxury effect and the logo was not luxury at all. The font was very weird, in a weird blue color. Ideally the graphic design and the visuals should be done with professionals. But in doubt, use a very sleek font, a variation of Helvetica or Lato. But do not use complicated handwritten fonts for your logo.

Mistake #5: too technical descriptions

I see lots of sustainable businesses that do that mistake. They get too caught up in the technical details of what they do. They strongly believe in what they do, which is okay but they totally forget to make their customers dream.
A fashion piece should ALWAYS be desirable. Do not forget: your customers will buy from you firstly because they think the designs look good and your pieces make them feel something special. Of course, your beliefs and the ideas you defend are important. But saying that you are an activist against animal testing or waste should not make you forget about the style.

Style and personality should always come first.

Mistake #6: lack of cohesion

Sometimes designers put too many different adjectives together. As a result, the brand DNA description becomes incoherent and cofusing. Sometimes they are afraid to miss out on sales and they try to target everyone. So the fashion brand DNA becomes this mix of words that do not match.
But who are you? and what is your brand about?

In my fashion brand DNA workshop, I help designers generate a cohesive image. Since some designers do not necessarily have the words to express who they are, I offer individual workshops in which we go through styles but also a huge list of words that describe a personality. And they pick three of them that they feel most correspond to them. And during this exercise, it is sometimes difficult to get designers to focus because some of them want to talk to everyone.

One designer picked exuberant and sleek in the same brand DNA description. It does not go together. Is it exuberant or is it sleek?
Pick one. And preferably the one that corresponds to your design.

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Interested in seriously working on your fashion brand DNA?

Here is the tool you need to get for yourself. The fashion business plan starts with a workbook on the brand DNA and explains how the DNA can build up to a tailored strategy for your fashion business.

October 31, 2017

DESIGNER TOOLBOX: How Small Fashion Brands Can Use Instagram To Be Featured In Vogue

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Hi guys,
I know how Instagram became important to fashion today, including to small brands. After you having how to get featured by Instagram influencers and the 3 Instagram mistakes small fashion brands keep doing, we decided to end the series of Instagram tools with the main takeouts of last week’s Facebook Live session.
We interviewed brand lover and marketing project manager Sara El Khouya Ali. Passionate by the product development and the client experience in the luxury and fashion industry, she made her debut in retail and marketing in prestigious houses such as Chanel, L’Oréal and Berluti.
She recently worked on consulting assignments for fashion brands such as Ioanna Deschamps, a French Romantic, Chic and Modern brand of handmade hats. During a year she helped the emerging fashion brand to better use communication tools especially Instagram to gain visibility.
In this interview she shared how she helped the French hat brand get exposure in the biggest names of the fashion press.

Sara you helped French brand Ioanna Deschamps get a quite impressive coverage in the fashion press (Vogue Japan & UK, Elle UK, Harper’s Bazaar US, Les Eclaireuses, Socialter, The Hat Magazine) using Instagram. Can you explain to us how you did that?

Thank you Bako for your invitation! A pleasure to share my experience in brand image!
And indeed being visible is one key issue for fashion emerging brands, to attract prospects, their future clients. For Ioanna Deschamps, to develop her brand, there are two axes: the retail approach and the brand image management. I choose to give her some pieces of advice regarding her communication strategy. For your information, I am a Marketing specialist and Communication is an extension of my business skills. I was comfy to help her and to make her brand gain visibility.
Basic advice:

Choose a professional photograph and organise shootings to highlight the features of each hat (packshot and with a model).
Publish some pictures that explain the inspiration of the current collection.
Alternate with posts including quote (fashion, music, literature, paris, women empowerment)

Major results: the number of followers suddenly increased and Ioanna Deschamps was contacted by Direct Messages or by email. She then described her brand, told her story as a hat lover and the magazines wrote an article and published one of the iconic fedoras “Orchidée” or “Pensée”.

So which steps should an emerging fashion brand follow to achieve the same result?

First and major step: deeply analyse your brand DNA, redefine your brand with simple words, if necessary draw a mind map with a lot of adjectives and pick the most relevant and impactful ones. That helps you create your own signature.
Another type of work: make the effort of introspection, close your eyes and remember why you have decided to create your brand, your product, your universe. That will give elements to justify how unique your brand is, how you have been thrilled to launch your brand. This first work is a major step to build one’s own storytelling.
Second: Now you know storytelling is the key. How to make it real?
It depends on your budget, dear emerging brands!

You could make a brand movie or feed your facebook with articles related to your sector or with launching product campaigns. But actually it’s common to first create an Instagram account having a proper biography and a link to your website. Use the hashtags that define your own signature, the ones, which are relevant to easily find your brand on the feed.
Then, as I have said, publish some pictures so that we rapidly recognize the brand signature (colours, the writing or font, mood) and why not create your own hashtag like #hatspiration for D’Estrée.

You worked in the sales and marketing department of fashion and luxury brands such as Chanel, L’Oréal and Berluti. Did it help you obtaining those results? How?

During my missions at Chanel, L’Oréal and Berluti, all the projects I led had to take into account the respect of the brand image. I propose to explain for each brand what I have learned from them, how they deal with their brand DNA.

Chanel (Retail Marketing Manager): there was a training at the beginning to better know the House, it was like a summary of the chapters of Inside Chanel. Besides I always quote the Inside Chanel chapters for the emerging brands, to help them to build their storytelling.

Example of my loyalty project: the French stores were aim at encouraging the purchase of ready-to-wear products. Several tools were at their disposal to contact their loyal customers: emailing (newsletter), mailing (last brochure), private event (La Veste Event, private concert of Vanessa Paradis, after-show cocktail, privatisation of a Museum section…), phone calls, etc

L’Oréal (Product Manager): I joined a brand (Decléor), which just had been bought by L’Oréal. It implied to restructure the brand products collection, to redefine the brand signature as you were supposed to build the 2016 marketing plan. Several changes were expected to make the brand a luxury one and the luxury and fashion codes were reused: the colour (give up the yellow colour, too cheap and go for the gold colour instead), highlight the founder Solange Dessimoulie, starify the iconic product of the brand, the Aromessence, an oil serum, and finally use all the references to nature and vegetation.
Berluti (Special Order Manager, Leather product lines): I was part of the special order and bespoke team at a international scale. I was close to a perfect luxury service propose to clients. The signature of the brand was in the product itself: the high quality of the leather and the use of patina, a total handmade product that makes it exclusive and unique for the client. If you see the Instagram account, there are always references to the leather (calf to alligator skin), it is very light and “male”.

Knowing this, I was inspired to work with Ioanna and to help her to better understand on what she was expected to show on her instagram account to attract magazines, retailers and clients.

If you had 1 top advice for emerging brands to be seen on IG: what would it be?

Be clear on what you are and what you want to show, the brand is part of you, so share a part of yourself, be closer to your future customers.

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Download our Instagram quick checklist for small fashion brands

What to put in your bio to make it compelling, what you should do before posting and a nice app to keep your content nice and cohesive