RETAIL EXPERT, GEORGE WHALIN, TO GIVE KEYNOTE AT EXPO25

Renowned retailing expert and best-selling author, George Whalin, will give the keynote address at the IFA’s EXPO25 on August 9 at the Hilton Chicago. Culling information and ideas from more than 40 years in the retail world, Whalin is the perpetual "student" of the topic. He visits thousands of stores annually talking with front-line employees, store managers, owners and customers. In this special presentation, Whalin will show formalwear specialists how to distinguish their stores to stand out from the competition. Issues covered will include: Why everything from store design to customer service to use of technology helps retailers distinguish themselves from the competition. How marketplace positioning helps the best retailers grab a larger and larger share of consumer dollars. How a small group of narrowly focused retailers have been able to grow and prosper year after year. Why consumer demographics, buying habits, and distinct ethnic groups will continue to play an important role in retail success. George Whalin consults with retailers helping them improve the operation of their businesses with strategic planning issues, marketplace positioning, merchandising and store layouts, and developing marketing and advertising programs. He is also author of the book RETAIL SUCCESS!, now in its eighth printing. The book will be available for purchase following the Keynote Address at the IFA’s EXPO25, August 8-12, 2006, Hilton Chicago in Illinois. For more information contact IFA at (312) 321-5139 or visit the web site at http://www.formalwear.org/members/events/.

SILVER EXPO SHINES WITH STERLING SUPPORT

As EXPO25 planners add finishing touches, exhibitors are eagerly waiting this spectacular event, giving it outstanding support and cooperation to make the milestone conference and convention a rousing success. They are mailing notices to customers, sponsoring the Welcome Reception, engaging their sales forces to promote the EXPO, distributing the registration brochure and flyers to their customers and really focusing on growing attendance. Many are also redesigning their booths! In short, EXPO25 will be tailor made with excitement! CSS/Chaplin marks its 20th year as an exhibitor, and Ken Pendley hits his 31st as a supplier! He’s thrilled with the EXPO25’s agenda and says so proudly: "For the first time, to the best of my knowledge, the IFA has made arrangements with several supplier members to give discounts on any merchandise not previously discounted to all IFA members for the duration of their membership. Hopefully this will be enough of an incentive to encourage continued membership and attendance at this and future EXPOs. "It is the only venue where the members can preview all the clothing and accessory lines, and have the opportunity to shop for a wide variety of supporting items such as garment bags, invitations, bar codes, computer software, and more." Realistic about the expenses and energy needed to do business, Pendley adds, "The cost of having salesmen on the road to visit each account has become more expensive over the last few years.  The best that a supplier can expect in today’s market is that their sales staff will highlight the larger accounts.  The more we support the IFA and aggressively promote attendance at the EXPOs the better for all." He notes that one of the most valuable benefits for the specialist members of the IFA is interacting with other specialists on the show floor or at the various functions the EXPO offers.  "These visits, or meetings, are an extremely valuable tool for buying decisions and operational ideas," he declares. CSS is proud to be a supplier member and supporter of the IFA and its member programs. Notes Pendley, "We are glad to show support for the EXPO through sponsorship and participation in its programs. We will be participating in the membership discount program and hope to show everyone the financial importance of attending and being a member." Martin Fox, president of the Formalwear Division, Fabian Couture Group International, eagerly awaits EXPO 25, too. He is also a key supporter of this special conference. "Our company has exhibited since the inception of the American Formalwear Association over 20 years ago," he proudly declares. Everything about EXPO25 fits to Fox’s likings. He’s very upbeat about the location since Chicago is a center for transportation and commerce (Chicago and Las Vegas are his favorite show sites). Fox is also happy with all interactions EXPO25 will offer. "Whenever one has an opportunity to spend time with their customers, it’s a good thing. All the consolidation that has been going on in both sides of the business the past five years it is more important then ever to see, for both customers and suppliers, who is left standing and what is their plan for the future.  The EXPO provides that opportunity," he states. When discussing what value EXPO brings to attendees, Fox notes, "The obvious, of course, is the ability to see many customers in short amount of time; especially when compared to traveling to see each account and the cost involved. Less obvious, but just as important, is the social ‘togetherness’ the EXPO affords and the ideas, relationships, etc. that evolve from such." Addressing specialists that might be undecided about attending EXPO25, Fox gives this advice, "It's more important then ever to attend, if for no other reason than to get an idea as to where their business is heading. With change comes opportunity. Sometimes it hard to see from a distance, but by being involved and experiencing first hand what is going on great ideas can develop. The Formalwear Division of The Fabian Couture Group International knows that diversity and margins are the keys to success in the formalwear business. With names like Joseph Abboud and the extensive Neil Allyn Career Apparel collection, this leading company offers both. As for specials and incentives, this company is participating in the IFA Gold Member Advantage 5% discount program to all specialist members. Ever the practical one, Fox concludes, "This, of course, will help offset the cost of membership and attending the EXPO for them." There’s a lot going on with FLOW Formal Alliance and Keith Ladsten is eager to share the good news.  The firm formerly known as Lord West Company merged with Formal 1 and created a new organization that will be extolled by a new booth, excitement surrounding the new company, sponsoring reception, and encouraging everyone to come to the EXPO to see the new line. FLOW Formal Alliance is also a staunch supporter of the IFA and Keith Ladsten is a board member. Since the company is so new, EXPO25 marks its premier as an exhibitor, however its components rack up a combined history of more than three decades. Look for the debut launch of FLOW Formal Alliance, LLC, combining power-house labels with incredible styling to motivate the consumer to fresh updated formalwear. Ladsten understands the value of opportunities EXPO25 will offer attendees. He feels it reinforces the need for a cohesive approach to the future. He also likes the fact that the event brings a comprehensive look at the latest in formalwear all in one location along with the ability to compare products and discuss with business peers issues specific to the tuxedo industry. "This will be a banner year for fresh new product as manufacturers come together to shape the future," Ladsten remarks. He adds, "We are excited to launch Spring 2007 at EXPO 25. Our combined dedication to supply the industry with continually improving premium products with consumer driven styling will fuel the profits of everyone in the future." Look for show specials, too. For comments, remarks and rebuttals go to Tuxedo Talk Forum.

MEN’S FORMALWEAR LOW ON LUXURY MARKET WANTS LIST, BUT HAS PROMISING OUTLOOK

The luxury merchandise market is growing in population, product and buying power. While formalwear for men isn’t one of the most demanded categories at the moment, the potential for that to change is great due to the continuing upgrade of lifestyles. Unity Marketing’s Luxury Report 2006 is the definitive study of the luxury consumers’ buying and spending preferences, written by Pam Danziger, the nation’s leading expert on the ‘new luxury’ market. This report provides vital market size, growth and demographics for anyone and everyone that sells luxury, from marketers, advertisers, retailers, service providers. The Luxury Report 2006 is an essential tool to understand the dynamics of the luxury market, today and into the future. This important new study of the luxury market provides the results of a four-year longitudinal research study of the luxury market, which combines qualitative and quantitative methodologies. This report is compiled from detailed statistics collected in eight waves of Unity’s quarterly Luxury Tracking surveys during 2004 and 2005. In 2005 over 4,000 luxury consumers were surveyed. The average income of respondents in 2005 was $139,075 and the gender distribution was 65 percent female and 35 percent male. The average age of respondents was 42.9 years, with 47 percent of respondents being Baby Boomers and 38 percent being GenXers. Details about what these luxury consumers bought, how much they spent, where they made their purchases, and in certain categories the luxury brands they patronized are reported in four major categories of luxury. Significantly more product categories and more brands were included in the 2005 Luxury Tracking surveys, notably: Home Luxuries Art and Antiques (Specific data is collected on already-framed reproductions; unframed reproductions; custom-framed art or reproductions; other custom framing; original art; sculpture, statues, 3D art; antique furniture and collectibles; wall decor) Electronics and Photography Equipment (Computers; iPods and other MP3 devices; cameras; cellular phones; televisions; DVD/video players; audio equipment; home entertainment systems; PDA’s) Furniture, Lamps and Floor Coverings (Lamps and lighting; upholstered furniture; wooden furniture; rugs and floor coverings) Garden and Outdoor (Patio furniture; grills; lighting accents; fencing; power gardening equipment; decorative pots; garden statues; chimeneas and outdoor stoves; garden shelters; water gardens; porch and patio decorative accents) Home Decorating Fabrics, Wall and Window Coverings (Wall coverings, such as wall paper; ready-made curtains, drapes; window coverings, such as blinds, shades; home decorating fabrics for custom upholstery, curtains, drapes, etc.) Kitchen Appliances, Bathroom Equipment and Building Products (Kitchen appliances, such as stoves, ovens, refrigerators; bathroom equipment, such as tubs, showers, toilets, fixtures; kitchen equipment, such as cabinets, countertops; air conditioning/filtration systems; water systems) Kitchenware, Cookware, Housewares (Small appliances; cookware; bakeware; cutlery; storage and organization; barware) Linens and Beddings (Sheets and pillowcases; comforters, spreads; pillows and pillow accents; bath linens; mattresses and box springs; duvets and shams; feather beds and mattress covers; table linens) Tabletop, Dinnerware, Stemware, Flatware (Dinnerware, including fine china, ceramic or stoneware, serving ware and decorative accents; crystal and glassware decoratives, stem ware, serving pieces, barware; flatware, including sterling silver flatware, serving pieces, decorative accents and other flatware) Personal Luxuries Clothing and Apparel (Women’s casual, dress/business, formal/evening, outerwear; men’s casual, dress/business, formal/evening, outerwear; teen’s clothing; children’s clothing; baby clothing) Cosmetics, Fragrance and Beauty Products (Fragrances, perfumes; bath and body lotions; face care; hair care; cosmetics and makeup; sun and tanning products) Fashion Accessories (Women’s handbags, shoes, brief cases, and fashion accessories, such as scarves, belts; men’s wallets, brief cases and men’s fashion accessories, including shoes, belts, etc.; luggage for men and women) Jewelry (Women’s and men’s jewelry by type, including necklaces, earrings, bracelets, rings, bridal/wedding, pins and brooches; women’s and men’s jewelry by material, including 14k and above gold, sterling silver, platinum, gold plate or vermeil, costume jewelry; and women’s and men’s jewelry by stone, including diamonds, other precious gemstones, semi-precious gemstones, pearl, faux or man-made, no gemstone content) Watches (Women’s and men’s watches by style, including formal/dress or casual/sports) Wine, Liquor and Spirits (Wine, champagne, vodka, whiskey, rum, scotch, cognac, bourbon, sherry/port) Pens, Writing Instruments and Desk Accessories Pet Products Automobiles (including brandsAcura, Audi, BMW, Cadillac, Jaguar, Infiniti, Land Rover, Lexis, Lincoln, Mercedes, Porsche, Saab, Volvo) Experiential Luxuries Dining Entertainment Home Services Spa, Massage, Beauty and Cosmetic Services Travel (Foreign and domestic luxury hotels, commercial air, resorts, cruises, group tours, adventure travel, private air travel) This report provides the facts and figures you need to develop winning marketing and business strategies. By working with the facts, not fantasies, you have a much better chance of success marketing to the luxury consumers. This report gives you a horizontal view of the luxury market, recognizing that luxury marketers compete not just with companies within their vertical product niche, but across all luxury categories as well. Within each category of luxury, the key drivers for purchase are studied, such as role of luxury brand in purchase decision; the influence of sales price on purchase; where the shopper bought their last luxury; why they bought luxuries; whether their luxury purchases were made a gifts; and other motivational factors. A special feature in Unity Marketing’s Luxury Report 2006 is a psychographic profile of the four key types of luxury consumers. These include: •X-Fluents (Extremely Affluent) who spend the most on luxury and are most highly invested in luxury living; •Butterflies, the most highly evolved luxury consumers who have emerged from their luxury cocoons with a passion to reconnect with the outside world. Powered by a search for meaning and new experiences, the butterflies have the least materialistic orientation among the segments, yet they spend nearly as much as the X-Fluents on luxury; •Luxury Cocooners who are focused on hearth and home. They spend most of their luxury budgets on home-related purchases; •Aspirers, those luxury consumers who have not yet achieved the level of luxury to which they aspire. They are highly attuned to brands and believe luxury is best expressed in what they buy and what they own. Here’s an excerpt on clothing purchases:

PRODUCTS AND EXPERIENCE MOST IMPORTANT TO UPSCALE CONSUMERS

AlixPartners, LLC the global corporate-advisory firm, released the 2006 AlixPartners Luxury Department Store Research Study, which has broad-reaching and important ramifications for high-end retailers, their suppliers and finance players that buy or sell companies in this segment of the retail business. The study pinpoints consumer expectations of luxury retailers in terms of product, price, experience, service and accessibility. Luxury-store customers responded that product is far and away the most important attribute for high-end retailers. On a one-to-five scale, product finished with a 4.16 average rating, followed by experience (3.82), access (3.81), price (3.69) and service (3.33). "Not surprisingly, our research demonstrates that consumers expect luxury retailers to offer a broad assortment of high-quality items in exchange for their loyalty and willingness to pay high-end prices for the merchandise," said Frederick A. Crawford, a managing director with AlixPartners in New York and a globally respected consumer expert. "But what is surprising is that of the seven questions we asked about product, consumers ranked items from exclusive and emerging designers dead last. This points to an emerging trend we see among consumers, even wealthy consumers, to choose products based on perceived value and style, not just a name. Increasingly, consumers of luxury products are valuing consistent quality across a broad range of fashionable and flattering products. This has important strategic implications for luxury retailers in how heavily they emphasize house and traditional labels versus the latest hot designers. " In terms of service, Crawford added, "While this attribute finished last among the five ways we measure what’s important to consumers, the devil is in the details. Basic services, such as the ability to easily return merchandise, and having an associate who is knowledgeable and available, are very important to luxury consumers. However many of the value-added services, such as salons and spas, personal shoppers, and delivery services did not score very high. While there is a lucrative and attractive segment of the luxury customer base that values these add-ons, they are not nearly as important as providing the basic services luxury consumers expect across the main store. It is therefore a mistake for luxury retailers to focus on the value-added areas at the expense of main-store." When asked about employee attributes, survey respondents said that they wanted to deal with courteous and respectful employees (4.54), while also being able to enjoy quick, hassle-free merchandise returns (4.53). The most important Access attributes, according to customers, are a clean, well-maintained store (4.54); ease of finding products (4.36); convenient hours (4.25); and convenient parking (4.25). Valet parking was much less important (2.37). In terms of Price, well-marked prices (4.27), significant savings during sales (4.17) and honest prices (4.14) were the most important attributes. In sharp contrast to mainstream shopping channels, getting the lowest price available (3.58) and prices remaining constant (3.70) are much less important to the luxury consumer. Research Methodology The 2006 AlixPartners Luxury Department Store Research Study asked 850 consumers 63 questions designed to understand what is most important to them when shopping in the luxury department store segment. Each question received a score from one (not important at all) to five (very important). The study also asked these consumers which stores were doing a good job on each of the following five purchasing criteria: price, product, service, access and overall experience. The results were tabulated across ten key demographic parameters and in total. The results enable AlixPartners and its clients to understand what is most important to each demographic set, as well as how retailers are doing both against consumer expectations and in relationship to each other.

MEN’S FORMALWEAR IS CHANGING QUICKLY

By Diane Forden, Editor of BRIDAL GUIDE Magazine There are definite changes happening in the formalwear industry as manufacturers seek ways to entice a new generation of grooms with greater attention given to styling, details and fabrications. The result is an exciting array of formalwear options for today’s style-savvy groom. Jackets, for example, have sharper, more body-conscious cuts, while flat-front pants offer a more contemporary vibe. Narrow peak lapels and shawl collars dominate on jackets with wider shoulder lines and one and two button closures. Inset lapels and grosgrain detailing also add fashion flair. Jacket lengths vary, too, with longer cuts appealing to the guy who wants to make his own singular statement. Stripes on tuxedos, shirts and vests provide lots of fashion versatility. Metallic stripes or pinstripes on black and white tuxedos abound. Black and white striped shirts look great when paired with white or black jackets, and striped accessories, whether in a subtle tone-on-tone, a black and white or multi-colored offer more fashion choices. Speaking of color, we’re seeing more of it as grooms celebrate their personalities with bold splashes or quieter shades. Accessories in different hues can instantly transform a tuxedo so that it better suits the mood and ambience of a wedding, be it a formal affair or a casual celebration. Bright colors, in particular, and tropical prints are ideal for the growing destination market. We’re also seeing more attention given to this segment of the wedding industry as manufacturers offer grooms linen formalwear and inventive shirt options (note the HORIZONLINE from FLOW Formal Alliance with its white, tan and navy linen collections and breezy guayaberas shirt.) More fun, tropical or nautical prints on ties, vests and cummerbunds (think anchors, lifebuoys, palm trees, fish and coconuts) are another sure way to address the destination wedding market. Finer fabrics are also being utilized to appeal to the groom who wants better quality and comfort. Linens, shantung and higher-thread-count wools for tuxedos and microfiber shirts are all part of this trend. Contemporary styling, modern cuts and stand-out details will continue to define the formalwear industry. Color will remain popular and more options for destination weddings will emerge. After all, even if it takes place on a beach, there is still a certain level of "formality" to any wedding celebration. And, just as most brides opt to marry in a wedding gown; her groom warrants his own unique ensemble. For comments, remarks and rebuttals go to Tuxedo Talk Forum.

IN THE WASH

(In the Wash is a column of fun facts, gossip and other things going around that have ties to the men’s formalwear industry) Miami Vice- the movie starring Jamie Fox and Collin Farrell- opens July 28. Does this mean a return of pink, purple, mango, etc. colors of formalwear ala the line from After Six in the ‘70s? Happy 110th Birthday, Tuxedo! One hundred and ten years ago (1896), in Tuxedo Park, New York, Griswold Lorilland introduced a dinner jacket without tails. This cutting-edge idea resulted in the tuxedo (aren’t you glad he didn’t live in Assawoman, Virginia, Frankenstein, Missouri, or Roachtown, Illinois.) In the July issue of ESQUIRE (page 52), a reader’s letter inquires: "How do I buy a tuxedo that will be fashionable now and in 30 years?" The reply: "Try a one-or-two button tux in a wool-0hair blend, perhaps in a hopsack weave… Choose peaked, not notched, labels, which are less susceptible to whims of fashion than a shawl collar. Go for single-pleat pants with waistband side tabs for a bit of size adaptability…." Expofil experts see these trends: Regal purple, in high intensity shades edges dapper dressing further towards the eccentric English dandy. An ode to color: Lilac. … Inspiration again comes from uniforms, sometimes derisively…A serene, refined mood based on a balance between comfort and aesthetics, luxury and simplicity, modernity and elegance….Fine traditional materials are at the forefront, often combined with high-performance materials or the new environmentally-friendly materials…A bias towards a sophisticated grey-toned color palette…. Consumer awareness of environmental and humanitarian concerns has been steadily gathering momentum over the past few years. The luxury goods industry took this on board some time ago. Environmentally sound fashion is above all fashion. Design is a sine qua non for bringing it out of its niche market status. Don’t bother selling this customer. The SmokingGun.com reports: Claiming that the bride in an arranged marriage was too ugly for his son, a Massachusetts man is suing friends who sought to set up the New Delhi nuptials. In his lawsuit, Dr. Vijai Pandey contends that he traveled with his family to India to meet his 37-year-old son Pranjul's future wife, but was "extremely shocked" to discover that the woman was "ugly," had "protruded bad teeth," and could not speak English or hold a conversation. The family called off the ceremony, noted Pandey in his Hampden Superior Court complaint. The lawsuit, which seeks $200,000 in damages, names as defendants Lallan and Kanti Giri, a Maryland couple whose niece was the proposed bride. As Pandey sees it, the Giris are guilty of, among other things, fraud and conspiracy for trying to arrange a union with their unattractive relative. Along with supposedly suffering emotional distress, Pandey alleges that the derailed wedding cost him money spent on travel and long-distance telephone calls. Men’s Wearhouse said consolidated sales for the fiscal month ended July 1, 2006 rose 9.2% versus prior year. Comp store sales were up 3.7% in the U.S. and 4.7% in Canada. For the year to date, sales were up 7.1% to $781.5 million, with U.S. comps up 3.4% and Canadian same-store sales up 4.9%.

NEW EDITOR, NEW LOOK; DeMASI JOINS IFA

Tony DeMasi, Editor of Formal Times The International Formalwear Association announces that Tony DeMasi is the new editor of FORMAL TIMES. An award-winning journalist and humanitarian (in 2003, Georgia Pacific Corp. named him one of "America’s Heroes"), DeMasi’s roots are heavily tied to the men’s formalwear industry. A former model and stylist, DeMasi worked with After Six Formals in the l970s, and modeled for many of Philadelphia’s (his hometown) most respected fashion resources including Bonwit Teller, Gimbels, John Wanamaker and Saks Fifth Avenue. He also modeled formalwear at independent fashion shows and TV programs. He thanks Ken Hall, now of The Formalwear Division of The Fabian Couture Group International, for many opportunities and cooperation in those modeling years. DeMasi’s connection to the men’s’ formalwear industry goes back to his childhood. His mother and many relatives were formalwear designers and tailors at various locations throughout Philadelphia. DeMasi has a Masters of Arts degree in Communications, a Bachelor of Arts Degree in Fashion Merchandising (from Philadelphia College of Textiles and Sciences), is a certified wedding expert, a member of the Association of Bridal Consultants and a collector of men’s formalwear. You’ll have a chance to meet DeMasi at the IFA EXPO on August 10 & 11 at the Hilton Chicago.