Mareile Osthus

𝗔𝗻𝗼𝘁𝗵𝗲𝗿 𝗔𝘂𝘀𝘀𝗶𝗲 𝗥𝗲𝘁𝗮𝗶𝗹 𝗜𝗰𝗼𝗻 𝗶𝗻 𝗧𝗿𝗼𝘂𝗯𝗹𝗲 – 𝗪𝗶𝘁𝘁𝗻𝗲𝗿 𝗘𝗻𝘁𝗲𝗿𝘀 𝗩𝗼𝗹𝘂𝗻𝘁𝗮𝗿𝘆 𝗔𝗱𝗺𝗶𝗻𝗶𝘀𝘁𝗿𝗮𝘁𝗶𝗼𝗻 Less than a month after Jeanswest, another iconic Australian retail brand, Wittner, the 112-year-old heritage footwear brand, has entered voluntary administration. Founded in 1912, Wittner has long been a trusted name for generations of Australian women seeking quality footwear. However, like many in the retail sector, the brand has faced mounting challenges in recent years. In a statement released yesterday, Wittner cited "growth in sales has been eroded by cost pressures from rising wages and occupancy costs, and more recently, challenging trading conditions and supply chain disruptions." At their peak, Wittner operated 70 stores and 30 concessions across Australia and New Zealand but has since shrunk to less than 30 locations. For now, it’s business as usual while administrators explore options to restructure or potentially sell the company. It’s always sad to see legacy brands hit this point, especially when they’ve weathered over a century of change. But this is also a reminder that even the most well-established retailers must keep evolving. Could this outcome have been avoided? And what lessons should other retailers be taking from this moment? #Wittner #Retail #RetailNews #AustralianRetail #RetailStrategy

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Stitch Fix Q1 results: 💰 Net revenue: +7.3% 🛍️ Active clients: -5.2% 💵 Revenue per client: +5.3% 📉 Net loss: $6.4 million The pleasing news from Stitch Fix is that revenue is back in growth and is up by a solid amount. Losses are also very moderate, which is a sea change from where the company was a while back. Active clients continue to moderate but churn is less than it was. It is also offset by higher revenue from existing users - which is a testament to the work Stitch Fix has done to make its service more relevant and compelling. In an age of overabundance and complexity there is a role for Stitch Fix. The service fills a need for those who want someone to translate all the choice into a more personalized offer. This, combined with stronger operating disciplines, makes the company one to watch. #retail #retailnews #earnings #fashion #services #apparel #econony

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𝗥𝗲𝘁𝗮𝗶𝗹 𝗥𝗲𝗱 𝗙𝗹𝗮𝗴’𝘀: 𝘄𝗵𝗮𝘁’𝘀 𝗿𝗲𝗮𝗹𝗹𝘆 𝗸𝗶𝗹𝗹𝗶𝗻𝗴 𝗔𝘂𝘀𝘁𝗿𝗮𝗹𝗶𝗮𝗻 𝗥𝗲𝘁𝗮𝗶𝗹𝗲𝗿𝘀 I’ve spoken to retail leaders from dozens of Australia’s largest groups and brands over the past few months, and many are still suffering from the financial impact of Covid. Since Covid, we’ve seen more than a dozen institutional Australian retailers collapse— Jeanswest, Rivers, Harrolds, Sanity, Colette, Alice McCall, and Noni B, to name a few. Most retail leaders are under pressure to do more with less, drive performance, cut costs, and keep their teams engaged, all while navigating market conditions, staff shortages, and an unpredictable customer. With all this being said, Bricks and Mortar Retail revenue still represents more than 𝟴𝟬% 𝗼𝗳 𝗮𝗹𝗹 𝘁𝗿𝗮𝗱𝗲 and is growing on average 𝟱% 𝗬𝗢𝗬. In addition to the pressures caused by Covid, consumer behaviour is shifting and economic conditions are tough. But the real issue? 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗶𝗻𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝗶𝘀 𝗲𝗿𝗼𝗱𝗶𝗻𝗴 𝗮𝗹𝗿𝗲𝗮𝗱𝘆-𝘁𝗵𝗶𝗻 𝗺𝗮𝗿𝗴𝗶𝗻𝘀. If you’re relying on outdated tools and data, spreadsheets, and guesswork, the writing is on the wall. 𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁’𝘀 𝗻𝗼𝗻-𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝗯𝗹𝗲 𝗻𝗼𝘄:  • Tighter visibility into what’s happening on the ground, across all stores  • Smarter staffing aligned to real customer demand, not static rosters  • Clearer accountability between HQ, field, and store teams  • Faster execution of tasks, promotions and campaigns  • Better execution with fewer errors and delays 𝗧𝗵𝗶𝘀 𝗶𝘀 𝗵𝗼𝘄 𝘆𝗼𝘂 𝗽𝗿𝗼𝘁𝗲𝗰𝘁 𝗮𝗻𝗱 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 𝗺𝗮𝗿𝗴𝗶𝗻𝘀. This is how you stay off the next list of retail casualties. The market won’t wait. But the leaders who double down on operational control and efficiency? They’ll be the ones still standing in 12 months. #Retail #Operations #Leadership #RetailTech #RetailLeadership #OperationalExcellence #RetailEfficiency #StoreExecution #ProtectYourMargins

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What's the biggest shift shaping eCommerce in 2026? Local marketplaces. The Australia Post eCommerce Report 2026 is clear: online marketplaces outperformed every other category in 2025! We're now in a landscape where dedicated and retailer-led marketplaces co-exist and compete for shopper attention. Retailers aren't waiting for global players to set the pace. Many are building their own to grow faster, expand range, and give customers more choice without the weight of traditional inventory models. At Woolworths MarketPlus, this is exactly how we think about it. We use our marketplace to extend range across our customer banners, enter new categories, and meet more customer needs without compromising on service. The report makes one other point worth sitting with: the retailers who win will be the ones who balance utility and discovery. Easy to find what you need. Room to explore something new. Get that right, and conversion, basket size and loyalty follow. If you're shaping your next move in eCommerce, this report is worth your time. 📥 Download free: https://lnkd.in/gkr3pcWe Australia Post

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eCom brands - it’s Friday. Let’s fix your conversion rates. Every week, I share 5 low or no-code ideas that will move the needle fast. This week on Five Fix Friday: 🧵 Flannel – a premium Australian fashion brand with stores across AU + the US. So… how does their online experience stack up? 🧠 1. The Email Pop-Up Hits Like a Brick 📩 First thing you see is a full-screen pop-up asking for everything ✅ Add controlled friction: Start by asking if the visitor is shopping Men’s or Women’s, then capture details 🔍 2. Search Is Broken (and Confusing) • Searched “Men’s Jumper” → Got women’s clothes • Searched “Men’s Jersey” (their own label) → Got nothing ✅ Search should reflect your own product taxonomy 🖼️ 3. Collection Pages Lack Visual Consistency Some images are editorial lifestyle shots, others are standard product photos ✅ Pick a lane. Visual consistency builds trust and flow 🧢 4. Sparse Product Pages = Missed Opportunity 🧵 $500 item = high intent shopper ❌ No model photos ❌ No shipping or delivery info ✅ Add real-world context + reduce buyer anxiety 🛒 5. Upsell Confusion in the Minicart They’re upselling what seems like the same product… but cheaper? 😬 That’s just confusing. ✅ Clarify product variants or adjust logic to make upsells relevant Final Thought: Flannel has strong branding and premium positioning but right now the website doesn’t justify the price point. 🧰 Fixing product discovery, PDP content, and smart upsells = serious ROI 👉 What’s one thing that instantly turns you off on a luxury fashion site? Let’s hear it in the comments 👇

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Following my comments to Inside Retail Australia in October about the struggles Australian retailers have with selling in New Zealand, I was asked to dive deeper into this topic. I created an online survey and received over 300 responses from kiwis across the country, and then conducted three in-depth interviews to distill some key insights and recommendations... It is behind a paywall, so hopefully you can read it, but they key takeaways are: To successfully navigate the New Zealand market, Australian retailers must move beyond the "mini-Australia" mindset Localise the Customer Experience (CX): - Contextual Marketing: Employ Kiwi talent (or even better, customers), imagery, accents, and local colloquialisms/ references in all online advertising and social media campaigns - Prioritise and Celebrate Local Infrastructure: Physical presence in New Zealand builds greater goodwill as it's seen as "investing back into the country" and supporting local employment Overhaul the Returns and Shipping Model: - Seamless Returns: This is non-negotiable for online clothing and non-grocery items. Offer easy returns, ideally with a New Zealand depot address, to minimise cost and inconvenience - the returns experience for kiwi customers is very different to what we currently have in AU... - Prioritise Free Shipping: New Zealanders generally prefer free shipping over fast delivery, even if it means waiting "a couple of extra days". Free shipping thresholds should be realistic. - Clarity on Pricing: Display all prices clearly in NZD, avoiding foreign currency checkouts that lead to "Oh s***, I thought I only spent this much" moments of frustration. Establish Trust Through Quality: - Focus on Durability: Align product offerings with the growing "quality over quantity" mentality. If your brand cannot compete on the lowest price point, ensure it wins on longevity. - Build Trust Signals: For new customers, offer an incentive like the "first two orders" free returns to mitigate the customer's perceived risk on sizing and quality. **For those of you who haven't clicked yet, I am a kiwi, from a small town in the South Island, who's been living and working here since 2009 https://lnkd.in/g_fzC9fu

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DTC multi-brand retailers I have 3 hard lessons to share from the Toys"R"Us ANZ collapse Toys ‘R’ Us Australia & New Zealand just entered administration for the second time, suspended from the ASX as buyers are sought for the business. Revenue in FY24 was just $7.7M but losses? ‼️ $19.4M. Here are 3 lessons every DTC brand or reseller should take seriously: Know your margins and your CAC If your customer acquisition cost is anywhere near your gross margin, you’re not scaling a business, you’re compounding losses. Example: selling a $59 LEGO set for $47.20, costing $29.50, with a $25 CAC = loss before fulfilment. Don’t mistake visibility for value Branded products like toys are widely available. Customers shop on price, not loyalty. Unless you’re differentiated by experience, service, or exclusivity, you’re just one of many and easily replaceable. Be conservative with infrastructure bets Post-COVID, they over-invested in warehousing and fulfilment, chasing e-comm growth that didn’t materialise. Just like Booktopia. Don’t let optimistic forecasts justify heavy OPEX/CAPEX - test, validate, then scale. 💡 Bonus insight: In FY24, losses exceeded total revenue. When every $1 in revenue costs you $2+ to earn, the model is broken. Capital won't fix that, only structural change will.

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What’s been happening in retail this week? · Frasers Group will relaunch MATCHES in 2026 after acquiring the brand name and intellectual property for £19m. · TOPSHOP TOPMAN will return to Australia through an exclusive partnership with MYER, launching online and in 56 stores in February. This supports a broader high street revival including European partnerships and a planned rollout across 32 John Lewis stores in the UK next year. · Superdry and Co will launch online in Argentina and open five stores in Buenos Aires with franchise partner Tango Fabric. Up to 45 stores are targeted across Argentina and LATAM over five years. · Frasers Group acquired Swindon Designer Outlet, a 250,000 sq ft site with over 3 million annual visitors, strengthening its retail and landlord strategy and following the recent Braehead Shopping Centre purchase. · Morrisons introduced Amazon self-service return kiosks in 350 stores with a nationwide rollout set to be completed in early 2026. · Waitrose & Partners introduced loyalty savings for MyWaitrose members shopping on Deliveroo, after rapid delivery orders more than doubled last Christmas. · Poundland & Dealz will close 14 more stores under its turnaround plan after its sale to Gordon Brothers, following 57 earlier closures. The retailer aims to operate between 650 and 700 shops, down from 800. · Naked Wines delivered adjusted EBITDA of £3.6m for the 26 weeks to 29 September, up from £1.7m last year, while sales fell around 20% to £89.5m due to a focus on profitability, reduced acquisition spend and higher-quality repeat purchasing. · Card Factory has issued a trading update to lower its profit guidance as lower football perstists. · Moonpig has posted revenue growth of 6.7% (£168.6m) in the six months to October, with pre-tax profits of £30.5m. In related news, CEO, Nickyl Raithatha, is preparing to step down with current COO of Auto Trader Group, Catherine Faiers, taking up the role in March. · River Island posted a pre-tax loss of £124.3m for 2024, with turnover down to £690.1m. A 2025 court-approved restructuring included 33 store closures, rent renegotiations and cost reductions, after which margins and costs improved and underlying sales in remaining stores returned to growth. · Victoria’s Secret & Co. narrowed its operating loss to £14m for the 13 weeks to 1 November as net sales rose 9% to £1.1bn and adjusted operating income reached breakeven. The retailer raised full-year sales guidance to between £4.8bn and £4.86bn and forecast fourth-quarter sales of between £1.62bn and £1.65bn. 💥 💥 💥     Three fifths of tasks carried out by workers in retail are set to be transformed by 2035 as retailers up AI investment. Join our webinar in partnership with Eversheds Sutherland where I'll be discussing the findings of our latest research exploring how to prepare for the next wave of AI-enabled growth. 📍 Register here: https://lnkd.in/eBeAa2_2

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Integrating Apparel21 with Shopify isn’t a technical task: It’s infrastructure. For Australian fashion retailers running complex operations, the difference between a connector and a considered integration architecture becomes visible fast: • Inventory drift and overselling • Manual reconciliation and hidden data entry • Returns that don’t align financially • Store and ecommerce channels competing for stock When integration is engineered properly, it quietly enables scale: – Accurate multi-location inventory – Clean order lifecycle management – Reliable fulfilment visibility – Confidence to launch campaigns without operational risk Our latest post is for ecommerce leaders evaluating or rethinking their Apparel21–Shopify integration. It covers architecture patterns, inventory strategy, order state modelling, observability, governance, and what “good” really looks like in production. If integration is currently treated as plumbing in your organisation, this article may change that perspective. https://lnkd.in/g_vFGsfH

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What if your most loyal customers weren't just your best purchasers, but also your best investors? 😍 That's the goal of Birchal, a crowd-funding platform which has raised over $200m from 300 campaigns. This includes some well-known Australian ecom brands such as Outland Denim and The Sneaker Laundry. Of course, it doesn't always go to plan as seen with Zero Co - but we dive into that today. Today, I am lucky enough to sit down with Birchal's CEO, 🍇 Kirstin Hunter. Fun fact: we are also childhood friends, and Kirstin used to drive me to school in Year 12 because she was the first one to have her license and a car. What was most fascinating to me wasn't the ability to raise funds in a new way, but the amplification impact that can be made in these campaigns in marketing your brand and exciting your team. It's not just about the funding; it's about your most passionate supporters coming together because they share a belief in the vision. And perhaps most importantly, the model aims to help democratise investment. With only 2% of VC investment going to all-female founded teams, this is an alternative path for brands and their supporters to forge their own futures. A brilliant chat for founders (especially those with a strong mission) looking to explore different pathways to capital. And a little more serious than those that we had in the '96 Carolla back in the day. 🎧 Full episode in the comments

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US' Amazon posts $18.2 bn Q2 profit, expands fashion & AI capabilities Amazon has reported strong Q2 2025 results, with net sales up 13 per cent YoY to $167.7 billion and net income rising to $18.2 billion. AI-powered tools enhanced retail... https://lnkd.in/exUQp793

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If you are a small retail business you may be feeling that innovation has become synonymous with technology and, more worryingly, that technology driven innovation has become the domain of big retail businesses. Big retailers are making massive investments in technology hoping to innovate customer experience and reduce costs. Small retail businesses may feel that access to capital and therefore to technology is giving big retailers an innovation advantage. However, we argue that innovation should not be confused with technology and that small businesses have innovation advantages of their own as well as a group of allies that can help them succeed.  Andrew Smith Adele Coswello David Sutherland Josh Bannister

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I genuinely prefer to be on the other side of the camera, but when Kathryn Coleman told me I had an opportunity to be on Nathan Bush's Add To Cart podcast I couldn't refuse. The research is in, and the data is clear - Amazon is the No. #1 marketplace in Australia, and becoming not only a conversion engine, but a discovery driver as well. Marketplaces, and the rising tide of Social Commerce means brands more than ever need to be intentional about brand, channel strategy and communities. If you get the chance, please have a listen and let me know your thoughts - and yes I know I don't have a poker face 🤣

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At the recent Canton Fair, I had an interesting chat with a footwear retailer from Australia who was scouting new suppliers. He asked a great question: "Why partner with a sourcing company like Central Team Global when we could just connect directly with factories?" It's a fair point, and one I hear often. Here's why many brands choose to work with experienced sourcing partners like us in the footwear industry: 1. Expert Factory Matching: We don't just point you to any factory—we leverage our extensive network and years of experience to filter and recommend the best matches based on your specific needs, such as product specs, volume, timelines, and compliance requirements. This saves you from trial-and-error headaches. 2. Third-Party Quality Assurance: We act as an independent layer of oversight, conducting rigorous inspections and audits to ensure consistent quality, safety standards, and ethical practices—protecting your brand and end consumers from potential risks. 3. Streamlined Efficiency: Sourcing new factories for seasonal collections or product lines can be time-consuming. We handle the heavy lifting, making the process faster and more reliable so you can focus on design, marketing, and growth. Beyond that, we offer supply chain diversification across our partnerships in China, Cambodia, Laos, Kenya, and Sri Lanka, helping mitigate risks like tariffs or disruptions through flexible, multi-country options. Our deep industry knowledge also means we provide insights on trends, regulatory compliance, and negotiation support for optimal value—focusing on quality and long-term partnerships rather than just the lowest cost. If you're a brand or retailer exploring footwear sourcing solutions, let's connect or message me—happy to discuss how we can support your needs! #FootwearSourcing #SupplyChain #GlobalTrade

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Gap is back in Australia. But this time, it’s not going solo. Instead of opening its own stores, Gap has partnered with Myer. That shift says a lot. Because this isn’t just a retail relaunch. It’s a go-to-market strategy reset. Gap tried direct expansion before. It didn’t stick. Now it’s returning with a different play: 👉 Leverage local distribution 👉 Plug into existing foot traffic 👉 Borrow relevance from a trusted retail partner At the same time, Myer gets something it needs: 👉 A globally recognised brand 👉 Cultural relevance with younger shoppers 👉 A refreshed product mix So both sides win. But the bigger pattern here? Global brands are rethinking expansion. Instead of: Build stores → drive traffic → create demand It’s becoming: Partner locally → access demand → scale faster And timing matters too. Gap isn’t just coming back. It’s coming back after rebuilding cultural relevance. That’s key. Distribution gets you reach. Relevance gets you pulled in. Without both, expansion struggles. So this move isn’t just about selling clothes. It’s about: combining distribution + cultural timing + local leverage. The question is: In today’s market, is it smarter to build presence… or plug into it?

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🕶️ 𝗙𝗶𝘅-𝗙𝗶𝗿𝘀𝘁 𝗙𝗿𝗶𝗱𝗮𝘆 #𝟭𝟭 𝗬𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗵𝗮𝘃𝗲 𝗮 𝗹𝗼𝘆𝗮𝗹𝘁𝘆 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 You have a second sale problem Most DTC brands never earn loyalty Because they never earn the second sale 📉 74% of first-time DTC buyers never return (Repeat, 2024 Retail Benchmark Report) 📈 Only 28% of Australian eComm customers make a second purchase (Shopify ANZ Benchmark Data, 2024) ⏳ After 30 days, your chances drop off a cliff (Bluecore Repeat Purchase Study) 🧠 Returning within 16 days doubles customer LTV (RJMetrics Behavioral Cohort Analysis) You’re not scaling loyalty You’re reacquiring ghosts And you're paying for it. Twice. 💡 At The Iconic, when a customer hit just 𝟮.𝟯 𝗽𝘂𝗿𝗰𝗵𝗮𝘀𝗲𝘀 they were 𝟵𝟬% 𝗹𝗶𝗸𝗲𝗹𝘆 to become long-term buyers (Mareile Osthus shared this stat and it’s gold) McKinsey research shows customers who reach a third purchase are 𝟵𝟬% 𝗺𝗼𝗿𝗲 𝗹𝗶𝗸𝗲𝗹𝘆 to become loyal buyers, with 𝟯 𝘁𝗼 𝟱𝘅 𝘁𝗵𝗲 𝗟𝗧𝗩 (McKinsey, Customer Loyalty Insights 2023) Zaius found third-purchase customers drive a 𝟭𝟲𝟬% 𝗶𝗻𝗰𝗿𝗲𝗮𝘀𝗲 𝗶𝗻 𝗿𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻 (Zaius Repeat Purchase Behavior Report) But most brands never get that far Because they never fix the second 👉 First to second is the tripwire 👉 Second to third is the switch 🧪 𝗧𝗵𝗲 𝗧𝗿𝘂𝘀𝘁 𝗧𝗲𝘀𝘁 The first order is interest The second is trust It’s the moment where browsers become buyers or ghosts 🔁 𝗧𝗵𝗲 𝗖𝗼𝗺𝗺𝗶𝘁𝗺𝗲𝗻𝘁 𝗟𝗼𝗼𝗽 The third purchase is where habit begins It’s not just another order, it’s a commitment That’s the switch where loyalty economics finally kick in ⏳ 𝗧𝗶𝗺𝗶𝗻�� 𝗗𝗲𝗽𝗲𝗻𝗱𝘀 𝗼𝗻 𝗪𝗵𝗮𝘁 𝗬𝗼𝘂 𝗦𝗲𝗹𝗹: • A skincare customer might reorder in 3 weeks • A fashion buyer might return in 3 months • A rug buyer? Not for 3 to 5 years But the principle holds If you don’t design the second purchase You won’t earn the third Whether it’s in 30 days or 3 years ✅ 𝗙𝗶𝘅 𝘁𝗵𝗲 𝗙𝗶𝗿𝘀𝘁: • Build a dedicated second sale flow • Nudge them in the first 7 to 21 days • Re-segment buyers who haven’t repurchased by day 30 • Test bundles, cross-sells, and second order incentives • Track percent of first orders that convert to second and how fast This is 𝗟𝗼𝘆𝗮𝗹𝘁𝘆 𝗘𝗰𝗼𝗻𝗼𝗺𝗶𝗰𝘀™ Not gimmicks Not points But commercial control We built the 𝗟𝗼𝘆𝗮𝗹𝘁𝘆 𝗔𝘂𝗱𝗶𝘁™ to diagnose exactly this Because the best brands don’t chase loyalty They design it 💬 𝗧𝗟;𝗗𝗥: The 𝘁𝗵𝗶𝗿𝗱 𝗽𝘂𝗿𝗰𝗵𝗮𝘀𝗲 is the loyalty switch But the 𝘀𝗲𝗰𝗼𝗻𝗱 is the tripwire 𝗙𝗶𝘅 𝘁𝗵𝗲 𝗳𝗶𝗿𝘀𝘁 And your whole growth engine shifts into gear 👇 Run the 𝗟𝗼𝘆𝗮𝗹𝘁𝘆 𝗔𝘂𝗱𝗶𝘁 now https://bit.ly/3ZYtV0y

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Once again, Australian retailers claimed their spot as the third top-selling country globally on Shopify during Black Friday-Cyber Monday - behind only the US and UK. 🇦🇺 In one weekend we saw $14.6 billion USD in global sales, and Australian merchants didn't just participate - they led: 📈 15% increase in Aussie consumers purchasing from Shopify merchants 🛍️ 54% surge in offline retail (POS) sales 🌏 14% cross-border orders 🤓 Some nerd stats for those wanting to geek out care of Farhan: 📜 At peak, we processed 11TB of logs per minute 🌐 Shopify’s edge (post-CDN) averaged 312 million requests per minute across BFCM, peaking at 489 million requests per minute ⚙️ At peak, our global Kubernetes fleet ran over 3.18 million CPU cores ⚡️ Powered largely by MySQL 8, our database fleet sustained 53.8 million queries per second and 4.28 billion row operations per second at peak 💨 Our CDN served 183 million requests per minute, with 97.8% from cache for fast responses. At peak, we ran 23.2 million async jobs per minute Over the weekend I was fortunate to speak to Sky News Australia about the realtime data, insights, and trends we’ve been seeing - showing how Aussies are shopping not just for price deals, but searching for true value from the brands they love.

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