12 January 2024, Mumbai

Indians consider themselves bargain hunters: TOI's earlier survey 

 ``Indians are extremely skilled at bargaining (21%), as opposed to Singaporeans, who don't think they drive a hard bargain (17%)."

Video Insights

The Indian fashion landscape is heavily influenced by discounts, creating a vibrant but intricate scenario. While discounts attract customers with promised savings, their impact on the industry has both benefits and drawbacks.

This analysis explores the factors driving the discount trend, its consequences for various segments, and anticipates the potential future state of the Indian fashion market.

Fueling the discount furnace

Several factors stoked the flames of India's discount inferno. A fiercely competitive market necessitates aggressive promotional strategies. "Without discounts, your voice gets drowned," explains Ankur Bhatia, CEO of a rising menswear label.

The rise of e-commerce, with its flash sales and price transparency, further intensifies the pressure.

Additionally, managing inventory plays a crucial role. To clear unsold stock and make space for new arrivals, brands often resort to markdowns, like clearing instruments after a season's finale.

The Price Tango: Sell-Through, Margin, and the Harsh Reality

Indeed, discounts boost sell-through rates, yet they come with a double-edged sword. By consistently offering reduced prices, there's a risk of diminishing the perceived value of regular-priced items and conditioning customers to await sales.

This trend may result in price compression, putting pressure on profit margins, and constraining investments in quality and innovation.

Maximum Retail Price (MRP) can find itself overshadowed by the clamor of discounted figures. Meenakshi Singh, Founder of a sustainable clothing brand, expresses her concern, stating, "Customers cease to recognize the true value of our garments."

Winning Strategies and Cautious Steps

Myntra's sales skyrocketed during their ‘Big Fashion Days’ extravaganza, showcasing the power of discounts. However, experts point out the strain on margins.

In contrast, Fabindia's controlled discount approach, focusing on brand identity and value perception, has built customer loyalty without sacrificing profitability. Kavita Bhartia, CEO, Fabindia, emphasizes, "Telling the story of our weavers justifies our premium pricing."

Discounting's Uneven Symphony

Discounts impact segments and categories differently. Here is a look:

• Premium: In the exclusive realm of luxury, discounts are a careful balancing act. Brands such as Sabyasachi and Tarun Tahiliani tread cautiously, opting for exclusive trunk shows or time-limited sales. Their emphasis is on delivering a unique brand experience and maintaining exclusivity, with substantial price tags narrating stories of craftsmanship and heritage.
• Mid-Range: In this busy market, brands like Mango and Zara use seasonal sales, flash deals, and loyalty programs to attract customers seeking affordable luxury. However, the key challenge is to strike a balance between grabbing shoppers' attention and safeguarding profit margins.
• Economy: In this space, retailers like Max and Shoppers Stop, among others, target budget-conscious consumers by incorporating discounts into their business models. While this ensures affordability, it may also raise quality concerns and limit room for innovation.

Different Beats for Different Styles

Discount strategies also vary across categories:

• Menswear: Unlike the rapid discount frenzy in women's fashion, menswear follows a more measured approach. Brands like Raymond and Allen Solly prioritize brand loyalty and heritage, focusing on fewer but targeted discounts, such as corporate tie-ups or festive promotions.
• Womenswear: In this rapidly evolving sector, the discount is the fastest. From online flash sales to clearance racks in brick-and-mortar stores, the avenues for bargain-hunting seem limitless. While this caters to impulsive shopping, it also runs the risk of overstocking and accumulating unsold inventory.
• Kidswear: Discount are the softest in this segment. Brands like H&M and Mothercare understand the delicate balance between affordability and quality, offering strategic markdowns on seasonal clothing or end-of-line products. Frequent discounts can be counterproductive, as parents prioritize comfort and safety over mere price tags.

Statistical View

• The Indian fashion apparel market is expected to reach $119.3 billion by 2025. (Statista)
• Online fashion sales are projected to grow at a CAGR of 22.4 percent between 2023 and 2028. (Statista)
• The average discount offered during major sale events in India is around 50-70 per cent. (RedSeer Consulting)

The Future Symphony: Beyond Monotonous Thrum of Discounts

As the Indian fashion market evolves, brands must compose a more nuanced discount symphony. Understanding the unique needs of each segment and category will be the key to striking the right chords.

Focusing on value, personalized offers, and omnichannel experiences can help brands move beyond the monotonous cycle of discounts and create a sustainable melody that resonates with customers.

2024: A Turning Point in the Fashion Narrative?

With changing consumer spending patterns and a growing chorus demanding value and sustainability, 2024 could be a pivotal year for the Indian fashion industry.

Brands that orchestrate a delicate balance between compelling narratives, ethical production practices, and strategic discounts will be poised to lead the fashion symphony in this evolving landscape.

5 Key Insights 

1. Competition Fuels Flame: Fierce market demands discounts to be heard, especially online.
2. Sell-Through Tango: Discounts boost sales but risk devaluing regular prices and squeezing margins.
3. Uneven Symphony: Luxury treads carefully, mid-range balances deals and profit, economy prioritizes discounts with potential quality concerns.
4. Gendered Beats: Menswear discounts slower, women's faster, kidswear softest with focus on value and quality.
5. 2024: Beyond Discounts? Brands need to move beyond monotonous discounts, crafting sustainable strategies with personalized offers and value-driven narratives.

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08 January 2024, Mumbai

WHY India

Gone are the days when Indian men's ethnic wear was relegated to dusty shelves, pulled out only for weddings and festivals.

In 2023, the market witnessed a revolution, transforming itself into a vibrant, dynamic space driven by fashion-conscious men, bold experimentation, and a surge in national pride.

As designer Kunal Rawal aptly quips, "The Indian man is finally shedding his inhibitions and embracing his cultural heritage through his wardrobe."

Let's delve into the key trends, successes, and challenges that marked this evolution, along with a glimpse into what 2024 holds:

The Rise of the Metrosexual Maharaja:

• Market Boom: According to Technavio, the Indian ethnic wear market reached a whopping USD 18.68 billion in 2023, growing at a CAGR of 8%. Rising disposable income, a burgeoning middle class, and a surge in fashion consciousness among Indian men, particularly in Tier 2 and 3 cities, fueled this growth.
• Trendsetting Designs: Brands like Tasva ,Manyavar, Sabyasachi, Manish Malhotra, and Rajesh Pratap Singh led the charge with exquisite fusion wear, blending traditional silhouettes with contemporary cuts and fabrics. Nehru jackets with floral prints, sherwanis in linen blends, and kurta-pant combinations with bold colors became must-haves. As designer Tarun Tahiliani affirms, "Fusion is the future of ethnic wear."
• Celebrity Endorsements: Bollywood A-listers like Ranveer Singh and Ayushmann Khurrana donned ethnic wear on red carpets and in movies, normalizing it for everyday use and influencing fashion choices across demographics.

Beyond the Big Names:

• The Indie Surge: A wave of young, independent designers like Kunal Rawal and Shantanu & Nikhil emerged, catering to niche segments with experimental designs and sustainable practices. They leveraged social media platforms like Instagram to build loyal followings and bypass traditional retail channels.
• Regional Flavors: Local brands like Chennai Silks and FabIndia adapted regional weaves and styles to a national audience, showcasing the rich tapestry of Indian textiles. This fostered cultural appreciation and inclusivity within the market.

Challenges and the Road Ahead:

• Counterfeiting: The rampant proliferation of imitations and cheaper alternatives posed a major challenge to genuine brands struggling to maintain quality and price points.
• Limited Online Presence: Many smaller players lacked the resources for robust e-commerce platforms, hindering their reach and potential.
• Sustainability Concerns: The environmental impact of textile production remained a pressing issue, demanding more eco-conscious practices from brands and consumers alike. As actor Ayushmann Khurrana, a vocal advocate for eco-conscious fashion, emphasizes, "Sustainability is not just a trend, it's a responsibility."

2024: A Canvas of Possibilities:

• Tech-driven Retail: Virtual try-on tools and AR/VR experiences are expected to enhance online shopping, bridging the gap between physical and digital stores.
• Hyper-personalization: AI-powered platforms will recommend outfits based on individual preferences and body types, creating a more bespoke shopping experience.
• Sustainable Solutions: Increased adoption of organic fabrics, upcycling initiatives, and responsible manufacturing practices will be crucial for long-term growth.

Going forward

In 2024, the Indian men's ethnic wear market stands poised for even greater heights.

With a clear focus on innovation, inclusivity, and sustainability, it's a story set to be woven with vibrant threads of tradition and modern flair, echoing Ramnik Taluja, CEO of Manyavar, who declares, "The Indian man is no longer shy about expressing his personality through his attire."

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09 January 2024, Mumbai

Premier lingerie brand, Wacoal India, has launched its latest AW 23 collection tilted, ‘Embrace.’

Celebrating femininity, the collection features delicately designed lace patterns that enhance the attractiveness of each of the lingerie pieces. The intricate lace details have been paired with cutting-edge technology to ensure a perfect fit and maximum comfort.

More about brand

Available in delightful coral, Blue, Black and Purple, Grey colors Wacoal India has launched lavender colors to capture the allure of the 2023–24 seasons. The collection includes a 3/4-cup wired bra, a padded wired t-shirt bra, a non-padded bralette, a lace-necked chemise, and a bikini panty.

Quotes

Pooja Merani, COO, Wacoal India, says the collection blends delicate lace details with unparalleled comfort.

It redefines lingerie as an expression of a woman’s confidence and beauty.

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04 January 2024, Mumbai

Rewind 2023

The year 2023 marked a pivotal moment for the Indian apparel retail sector, navigating both triumphs and challenges as it rebounded from the pandemic blues.

Amidst the industry's resilience, the focus shifted from mere revenue figures to a strategic landscape, presenting a tapestry of successes and obstacles demanding careful navigation.

Brick-and-Mortar Giants: Precision in Growth Strategies

Shoppers Stop, a stalwart in the retail domain, crafted a commendable 45% YoY revenue surge in Q2 FY24. This surge was fueled by a strategic approach, riding the wave of premium brand demand and festive cheer.

The retailer's conscious effort to curate a differentiated shopping experience and adapt to evolving consumer preferences proved that brick-and-mortar establishments can thrive, even in the digital age.

Trent Ltd., the parent company of Westside, reported a substantial 32% revenue increase in Q3 FY24, showcasing the effectiveness of its omnichannel strategy. Their success narrative revolves around elevated product offerings and personalized customer service, weaving a seamless tapestry of online and offline experiences for consumers.

E-commerce: Crafting Digital Dominance

In the realm of e-commerce, Myntra emerged as the undisputed champion, boasting a record 52% YoY growth in Gross Merchandise Value (GMV) for Q3 FY24. Amar Nagaram, Myntra's CEO, emphasized their continuous innovation and brand portfolio expansion, key elements driving their digital gold rush.

Nykaa Fashion, the beauty and fashion e-tailer, mirrored this success with a 47% YoY jump in quarterly sales. Their strategic approach, rooted in a curated brand selection and a focus on conscious beauty, underlines the rising tide of mindful consumerism in the digital marketplace.

Luxury's Allure: Strategic Inclusions for Market Exclusivity

Reliance Brands Ltd.'s prestigious additions of renowned luxury brands like Sandro, Maje, Balenciaga, and Valentino, added an exclusive touch to the Indian market. This strategic move aligns with the surging demand for high-end fashion, a trend RBL aims to capitalize on, enhancing India's fashion tapestry.

FabIndia, a champion of handloom and artisanal products, recorded a 26% YoY sales increase, strategically tapping into the growing traction of conscious consumerism. Simultaneously, Sabyasachi Mukherjee's Saree Couture experienced a bright 38% YoY revenue rise, showcasing the enduring charm of heritage weaves.

Tangled Challenges: Strategic Unraveling for Future Success

Rising Costs and Competitive Challenges

Despite vibrant successes, challenges persist. Escalating input costs pose a threat to profit margins, while intense competition keeps the market dynamic. The emphasis on "operational efficiency and cost optimization" becomes paramount, as noted by the CEO of a renowned retailer, to navigate complexities and maintain a competitive edge.

Omnichannel Integration Hurdles

Omnichannel integration remains a hurdle for some, demanding a seamless blend of online and offline experiences. Analysts prescribe strategic measures such as data-driven decision-making, personalized customer engagement, and embracing sustainable practices as imperative for future success.

Threads of Optimism: Strategic Paths to a Fashionable Future

Looking forward, the Indian apparel retail landscape promises a vibrant tapestry woven with threads of optimism.

Rising disposable incomes, expanding internet penetration, and a growing demand for international brands serve as positive indicators. Strategic adaptation to changing trends, prioritizing customer experience, and embracing technology will shape the fashion narrative of India, one strategically stitched moment at a time.

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