My first mentoring session at ASOS HQ by Samantha Mcewen from Isolated Heroes

On Friday we had our first mentoring meeting with Alison Lewy from Fashion Angel at ASOS Marketplace HQ in Camden. To say I was a little nervous was an understatement!! Being the kind of person who panics over EVERYTHING, I had visions of getting out the lift on the fourth floor of Greater London House to be greeted by scenes of the devil wears Prada. I couldn't have been more wrong! My mind was automatically put at ease as soon as I entered the reception and was introduced to the lovely Alison Lewy and Letitia Allman from ASOS Marketplace.

Alison Lewy and Samantha Mcewen at ASOS head office

I have been following the Fashion Angel Website for some time now and monitoring their progress with other designers. Therefore I jumped at the opportunity when Fashion Angel announced that they would be working with ASOS Marketplace for a second consecutive year mentoring a young designer and developing the strategic and operational direction of their business to secure it's growth and sustainability.

As soon as we arrived at the building we were taken on a short tour and introduced to members of the buying and selling team, a host of stylists, the woman's wear department and most importantly the ASOS Marketplace team.We had a short sit down with James Hart (E Commerce Director of ASOS) who asked for our feedback on ASOS Marketplace and any changes we thought could be made as sellers. It was great to be giving the opportunity to have our ideas and opinions considered by someone in such an influential position. We were then shown inside the press showroom where there were Sooo many pieces that I wanted to take home!!

ASOS reception area

Soon it was time to get down to business and for our first mentoring session to start. Alison and I headed to one of the main meeting rooms where we sat down for a good three hours talking over everything from the Isolated Heroes brand history, to our current client base and where I want to take the brand in the next few years. It was great hearing Alison's advice and having someone who has so much experience in the fashion industry give us guidance.

Running a clothing label which is only in its first 18 months is an extremely daunting task as not only do I design and make all the pieces I also handle the majority of PR, Client liason and maintaining our website. Therefore sometimes the business sides of things become a little overwhelming and it is hard to find the time to map out exactly what the next steps should be. It was great to be able to sit down with Alison and set up some next clear steps for the brand. Alison gave me so much invaluable information on everything from fabric suppliers, manufacturers for our product, how to correctly cost our items and also some great guidance on trademarking and selling our products wholesale.
The first mentoring session has by far been the best business experience Isolated Heroes has had to date and we are now buzzing with information! I already cannot wait to get back down to London for the next one!

By Samantha Mcewen
www.isolated-heroes.com

See how Fashion Angel Business Mentoring can help your fashion business.

Using Fashion Industry Market Research For Business Development

Research is key to making any business successful and even more relevant to the fashion industry as the variety of products and diversity of your potential customer is vast. The information you gather from your market research will feed in to your business plan and help you identify where your products/idea will fit within the context of the following questions:-

1. What is the size of the segment of the market you want to operate in and how is it performing?
2. Who is your target customer?
3. Where and how do they shop?
4. What are the price points your target customer are willing to pay?
5. Who are your competitors?

Knowing the answers will help shape your product development and overall business direction.

Your research will encompass a variety of sources including national press, blogs,  market databases, trade magazines,  exhibitions, e-commerce platforms, and the high street.

In this post I'm focusing on the first question raised, as your starting point is to find out the size of the market, predict whether it’s an expanding or shrinking segment, and what the impact of the national and international economic climate is likely to be.

To find this out  there are on-line market prediction reports which give you information, statistics, insight, and analysis for every type of fashion and accessory product category. Large brands, marketing and advertising agencies all pay subscriptions to have this information, but the Business Library’s Business and IP Centre gives you free access to most of the main electronic research databases, and is a brilliant resource.

Below are examples of what looking at recent market reports* can tell you:-

• According to the DCMS, the current value of the clothing and footwear market in the UK is estimated at £44.8 million. This is predicted to grow between now and 2017 to £53.1 million. The following shows the levels of expenditure in the UK in 2012 for different apparel categories:
• Womenswear expenditure was £21 million, a growth rate of 13% since 2007. It is predicted to grow a further 21% from now until 2017, to reach an expenditure of £26 million.
• Menswear expenditure was £10 million, a growth rate of 10.% since 2007. It is predicted to grow a further 19% from now until 2017, to reach an expenditure of £11 million.
• Childrenswear expenditure was £5 million, a growth rate of 7% since 2007. It is predicted to grow a further 14% from now until 2017, to reach an expenditure of £6 million.
• Footwear expenditure was £5 million, a growth rate of 6% since 2007. It is predicted to grow a further 12% from now until 2017, to reach an expenditure of £6 million.
• Accessories expenditure was £2 million, a growth rate of 17% since 2007. It is predicted to grow a further 18% from now until 2017, to reach an expenditure of £3 million.

It has been forecasted that volume growth in the fashion industry will not regain pre-recession levels until after 2017 but as you can see, there are areas that are  growing. Despite the recession, luxury brands continue to increase sales and profits, particularly the brands that export to South East Asia and the BRIC markets.

I'll be covering this area in more depth at our forthcoming workshop -
Fashion Business Planning for Success on 12th June.

Let me know what  interesting industry statistics you've discovered?

By Alison Lewy
Founder of Fashion Angel and author of Design Create Sell - a guide to starting and running a successful fashion business.

*Courtesy of the British Library Business and IP Centre

Samantha McEwan from Isolated Heroes announced as winner of business mentoring competition, sponsored by ASOS Marketplace

Isolated Heroes

We are delighted to announce that the winner of our second business mentoring competition, sponsored by ASOS Marketplace, is women’s wear brand ISOLATED HEROES founded by designer Samantha McEwan.

Samantha has won a place on the Fashion Angel business start up mentoring programme. During the six months programme the Fashion Angel team will work with her to develop the strategic and operational direction of the business to secure its growth and sustainability.

The competition was open to ASOS Marketplace sellers and continues our  commitment to nurturing and developing young creative talent to turn them into successful businesses.

The entries were judged by Fashion Angel Director, Alison Lewy and Rachel Humphreys, ASOS’s Senior Marketplace Manager.

Isolated Heroes

Alison Lewy, Fashion Angel’s Director welcomes this opportunity to support an aspiring design business in this way: “We were overwhelmed with applications which show the high demand for industry led mentoring support to assist fashion enterprises. It was a difficult task to choose a winner with so many strong entries. We selected Samantha as we loved the brand aesthetic and felt with the right support the business had potential for growth. Samantha will now have the opportunity to work with a team of high-level, industry professionals from Fashion Angel to ensure the on-going development and success of her business, as well as exposure for the Isolated Heroes brand.”

James Hart, E Commerce Director of ASOS, said: “We are excited to announce Isolated Heroes as the winning recipient of the mentoring programme with Fashion Angel.  Their entry stood out because of both their eagerness to learn, but also their clear ideas as to the way they wanted to develop their business and expand their label.  Samantha’s commitment to her collection on ASOS Marketplace has given her  the strong foundations on which the Fashion Angel mentoring program can build. We can’t wait to see her business grow.”

Isolated Heroes 

Samantha McEwan, Isolated Heroes Founder and Creative Director, said: “I am so excited to have won this competition and grateful to ASOS Marketplace for giving me the opportunity to be mentored by the Fashion Angel team and benefit from their industry expertise. I am looking forward to developing my business strategy and with their assistance, taking my business to the next level”

We can't wait to chart Samantha's progress over the coming months. For more information about our mentoring programme and how we can help your fashion business thrive go to the Fashion Angel Mentoring page.

Social Media for Fashion Brands Event Summary

Last week’s Social Media for Fashion Brands networking talk was one of the busiest yet and we were lucky  to have two guests on our panel this time.  This is a longer post than usual as so much was discussed.

Fashion blogger, Lois Waller, has built a huge following since she started her Bunni Punch blog in 2009, as well as over 5,000 twitter followers. She also runs her own PR agency Carrot Top PR, so has a unique perspective from both a PR and blogger's point of view.

Our second guest was designer Harriet Posner who has extensive experience advising labels on their branding and marketing strategy and has publishing a  book Marketing Fashion as a practical guide to the principles of marketing and branding. She also lectures on Fashion Business and Marketing at the LCF and Insitute Margioni and is about to launch her own label, Brompton Finch, which produces customised interior furnishings and fashion accessories inspired by flowers.

Harriet Posner, Alison Lewy and Lois Waller

The talk was kindly hosted by the American Intercontinental University and it was lovely to see their students mix and network with our business club members and fashion entrepreneurs that attended the event.

Most of us are aware of how important blogs and social media platforms are in helping promote a fashion brand, but don’t necessarily know how to utilise these platforms to the best advantage.

Fashion Angel networking talk audience

Below is a summary of the questions posed by the chair Alison Lewy, and some tips from the panel:-

Why does a brand need a blog, and to engage with bloggers?
• Fashion bloggers are good for outfit posts to promote your product. The aim is to get several influential  bloggers to feature your designs to have a wide reach.
• A label’s own blog is a brand building tool to create an emotional connection with your target audience.
• It is important to be clear about who you are trying to reach depending on what your product and target market is.

What makes a good blog?
• A blog should portray your brand in the best light and it should reflects your brands ethos - you shouldn't use it as a platform to moan about things
• Build a conversation and a relationship with the audience by talking about your business journey, what inspires you, sharing behind the scenes footage at your studio or before a catwalk show all  can help.
• Lois’s sees Bunni Punch as an informative tool that mixes up new and old brands, luxury and low end product outfit posts  - happy to include Primark if they produce something she thinks is cool.
• It should be linked to your twitter and Facebook account so they are updated when you post.

How does it help a label reach trade buyers?
• Buyers are now using blogs to research and find new brands – it’s much easier than trawling through websites. They have to be aware of the trends and so they look to the popular bloggers to feed them with up to date information which helps them filter through the brands that approach them.
• If you show at London Fashion Week, make the most out of the opportunity and invite bloggers to attend and wear your products so hopefully they will write about your brand in their show coverage.
• If your brand has built a big following on social media sites eg twitter & Facebook, the buyers will be more inclined to look at it, as it indicates there is a demand for your product.

How does a brand attract the attention of  bloggers?
• Use twitter or email to approach them.  Not all will respond but some will.
• Be aware that now many bloggers attend the shows and contact brands just to get free products, but don’t give anything back.
• Try to build an on-going relationship with a blogger who’s going to feature you on a regular basis.

Do you have to pay  bloggers to feature products?
• The fashion blogging world has changed and some of the influential bloggers do get paid for nearly all their posts. They are offered so much money  that it is no doubt hard to refuse, but it does change the nature of the relationship.
• Lois’s focus is on creativity and showcasing new brands that interest her, in some cases she may earn some money out of it , but it doesn't influence her choices.
• Hilary felt that it’s best to take a pragmatic approach – if a customer clicks on a blog link and then goes on to purchase that product she didn't feel there was anything wrong for the blogger to earn money from it providing the relationship is transparent.
• Consumers follow blogs to see a curated selection of products from a blogger that they feel has a style aesthetic they like, so it can be look on as a service to some extent.

Harriet Posner, Alison Lewy and Lois Waller

What are the important platforms to be on?
This depends on your business model  and your segmentation targeting and positioning – you need to understand and have a presence on the platforms used by your target audience.

Twitter
• Lois told us over 80% of her new clients are through twitter. It’s a powerful research tool for businesses as can be used it to search what relevant  people are blogging about.
You can investigate who the key bloggers are in your field of interest and then  follow them – hopefully they'll follow you back, thus helping to build your community.
• Hashtags can be used to help you find other interesting twitter feeds.

Facebook
• Facebook is particularly useful for customer communication, brand exposure and to drive traffic to a website.
• It is outstanding in terms of engaging people who like a brand, want to share their opinions and participate in giveaways and contests.
• A Facebook page should be kept updated to always look relevant.

Instagram 
• Useful picture sharing application .
• You can take a picture and instantly post it to twitter and Facebook  saving time.
• It lets users follow and like brands, therefore building your community.

Pinterest 
• This virtual scrapbook site is very relevant for fashion brands.
• Many brands are finding posting products on to boards translates in to sales
• It’s useful  for designers to create their own moodboards.
• It’s super quick to set up and update, so very user friendly.

Google+ 
• Google+ may not be very exciting and not much seems to be going on, however it is an important technical tool, as will be soon be the  only way to move up Google search rankings.

Lois Waller’s tips:-

1. Get on twitter - if you’re not on it set up an account immediately!
2. Harass friends/family to like your page – this helps spread the word and move you up the search rankings.
3. When you start you have to be proactive and approach magazine press, bloggers, stylist and PR’s to promote your brand and  build your community of followers 
4. Use scheduling tools to allow you to write bogs in advance when you have the time, and then post them at a later date.
5. If you want to promote your product, try linking it to something that’s on trend using the relevant hashtag.
6. Network – it’s a small industry so face to face networking is the best way to get known . It’s also a great way of sharing expertise and forging collaborations. Even if you don’t have tickets,  go to London Fashion Week and trade shows to get to know the stylists and bloggers.
7. If you want to approach a lot of bloggers – try following them and asking them to follow back, so you can direct message them.

Harriet Posner’s tips:-

1. Content is key - think about your tone of voice - communicate with and project the values of your brand
2. Remember the 4 Cs of Content
   Create  - create engaging content ( See point 1)
   Context - what is the aim and purpose of the content you are creating?
   Conversation - how will your content support two way communication between you and your audience?  Use social media to listen to the conversation as well as generate content.
   Conversion - What does conversion mean to you for each platform?   Think about meaningful conversion points of different platforms.  Are you trying to get someone to sign up for a newsletter?  Do you want them to enter a competition? Are you wanting them to purchase? Is the aim to get them to like or reTweet?  Is the purpose to get a key influence or blogger to contribute or feature your work?
3. SEO - Make sure you use KEY WORDS wisely.  Think about the page title - put what you do before the brand name.  Don't forget to write Alt Tags on images using key words It helps with SEO and bloggers find your images.
4. Website links should be on key word anchor text, not generic words like ‘more’ or ‘click here’ – eg link black leather jackets to link and not ‘here’
5. People search Google by short phrases or 2 - 3 words.  Check the Google Key words tool - for example more people search for Milliner than Millinery. 
6. Use Lists – if you want to keep an eye on a competitor without the public knowing who you are following you can use secret list.

Social media gives you access to data and a way to reach your target customers and can play an integral  part of your overall marketing/communications strategy but basic marketing principles still apply.

Don't forget, it is a support of and not a substitute, for getting out there and meeting people face to face!

Let us know what works best for you?
By Alison Lewy

Tips on exhibiting at a Fashion Trade Show

With the S/S 14 selling season upon us, many designers and fashion labels are in the last stages of preparation for exhibiting at a trade show, whether at  London Fashion Week, or showing internationally.

So this seems a good time to highlight what I have learnt in my 15 years at showing at such exhibitions, as despite the hight cost of showing at a trade show, it's surprising how many brands don't make the most out of their investment.

Define your aims and expectations

As I explain in Chapter 7 of my Design Create Sell book, trade shows give you access to new national and international buyers and build brand awareness with stockists that wouldn't normally know about you.

Trade events offer opportunities to:-

• Find new trade buyers
• Find agents/distributors
• Meet, press, bloggers, /stylists
• See what your competitors are up to
• Get inspiration and new ideas.

It's helpful to be clear about what you hope to achieve and why you are showing. Some shows are more about PR than actually taking orders. If it’s your first time exhibiting, don’t expect to recoup all your costs at your first event. Buyers often want to see you for a few seasons before having the confidence to order.

Set yourself measurable goals – eg 5 new stockists, re-orders from existing customers, 20 new leads.

Tips and Check-lists

Pre-event

• Contact existing and new potential target customers – send them an invitation for the show and follow up with a call – try and get them to make an appointment to see you on the stand.
• Use your social media presence to promote where you are showing.  Post information, pictures and/or videos (perhaps a preview of a new product or video invitation to visit the stand).  The goal is to let people/prospects know the who, what, where, when and most importantly, the why they should visit you at the stand. 
• Be constantly in touch with whoever is making your samples to make sure they are on schedule.
• Plan carefully the sample collection you are taking with you to the show. Don’t make too many pieces as nothing looks worse than a cluttered stand – have some show-stoppers that will attract buyer/press/stylists – they may not be the pieces that sell but will attract attention. Ideally your collection should include entry/mid and high price points to attract a broad base of customers. 
• Design your stand 'fit-out' in advance. Check what is included in the stand package and order extras. It’s often more expensive if you order on the day.
• Make sure you've organised  the delivery of your samples/displays to the venue and ensure your samples are  insured on site, in storage and in transit
• If exhibiting overseas, choose reliable freighters and shipping agents and check they have all the relevant customs / import documentation in place.

 Stand Display

• Don’t have a physical barrier between you and the buyer.
• Keep your display simple and minimal.
• Maximise space especially vertically.
• Ensure you order enough lights.
• Have some display above head height so it can be picked out over a crowd.
• Keep the look of your stand consistent with your brand identity so that buyers recognise you at subsequent events.
• Allow for a space to sit and write orders. 
• Think about taking a computer display or tablet to show off your website/videos   and to give  access to your social media pages to allow users to “Like” the brand on Facebook or follow on Twitter.

Paperwork/Info to take with you

• Order book.
• Lookbook/marketing materials.
• Line sheet/Wholesale price list.
• Business cards.
• Press packs.
• Information on lead times and delivery dates/minimum orders.
• You will be selling your products at wholesale price so it is customary to show prices exclusive of VAT. If showing abroad it is helpful to have prices in local currency eg euro or dollars. You may be asked for the Recommended Retail Price (RRP)which is the price the retailer will sell the product at including their mark up
• Bulk prices for large orders.
• Info on your trading terms eg pro-forma, 30% deposit - balance on delivery, or credit?
• Notebook to record comments and enquiries  from / about (potential) buyers next to business card stapled to page as an aide memoir for follow up phone calls after the show.
• Make daily notes on the day’s events and feedback from customers so you remember what you should take into consideration when planning next seasons collection and events.
• Deadline for placing orders.
• Stationery including plenty of pens, stapler, staples and sellotape.

Staffing the stand

• Take water – it's often hot and dehydrating at exhibitions
• Wear comfortable shoes and clothes
• Brief all staff (as they may be temporary)so they are knowledgeable on the product and terms.
• Staff should always smile be friendly but not overbearing – not stand at edge of stand and make a barrier.
• Keep your stand clean, tidy and dust-free.
• No eating on stands! Arrange someone to cover breaks.
• Always, always ask for business cards from visitors.

 After the event

• Follow up order confirmations and chasing new leads. Contact everyone you saw and thank them for coming. 
• Continue to post pictures and video from the event.  Again social media can also assist with your follow up.  It provides the opportunity to present images, messages, video and other branded content in such a way that will allow potential customers to learn about the brand.
• Produce a final budget working out expenditure versus sales – was it worth it.? Remember though, with a trade show can’t tell for a while as takes a while to generate orders. 

Finally - make sure you enjoy it. Let me know how you get on!

You can find out more about trade shows and how to decide what other sales channels are available for fashion brands at our forthcoming Routes to Market workshop on 2nd October 2013 .

By Alison Lewy

Fancy winning a copy of Design Create Sell - a guide to starting and running a fashion business?

We're super excited about the launch of our new Twitter competition.

3 lucky winners will receive a copy of  Design Create Sell - a guide to starting up and running a fashion business.

All you have to do is retweet this message:-

We've got 3 copies of Design Create Sell to give away. RT #fashionbook & follow to win. Who doesn't want help with their fashion biz?? 

This essential guide, written by Alison Lewy, fashion industry expert and founder of fashion business accelerator Fashion Angel, will give readers an overview of the fashion industry and what makes it tick. It will guide them through the issues they need to think about before they start and take them through the key steps involved in setting up a new business.

Readers will learn how to conduct the research needed for their business plan and get practical guidance on building their brand, getting their product made, marketing & PR and how and where to sell products. This comprehensive book will inspire fashion lovers to turn their dream into a reality!

Can't Wait? You can order the book now from the Fashion Angel Shop

Competition Terms & Conditions

●     Fashion Angel is solely responsible for all aspects of the competition

●     Participants must follow @FashionAngel1 and use the #fashionbook so we can  DM the winners

●     Entries close: 23.59 on Monday November 12th 2012

●     Open to UK residents only

●     No cash alternative. Prizes are non-transferable

●     Only one entry per person

●     Entrant’s data is covered by UK data protection laws

●     The winner will be announced on the FA homepage and through its social media networks.

●     Entrants acknowledge that by entering the competition they are authoring Fashion Angel to contact them with relevant information.

●     Entrants’ data will not be passed to third parties.

●     Fashion Angel reserves the right to withdraw, change or cancel the competition at any time.

Diary of a Fashion Start up - Part 1

We are pleased to host a new series of guest blogs from Meeka Harrison-Topham who's blog my fashion start up chronicles the issues faced by an aspiring fashion business entrepreneur.


Business plan 101

Putting pen to paper and churning out a 15 page document mapping out the backbone of your business can be an excruciating task, despite the wealth of resources and guides at our finger tips via the web. To help me along the way, I decided a bit of interactive focus wouldn’t go amiss, so last Thursday I found myself biking over to Tottenham Court Road to attend a workshop run by Alison Lewy of Fashion Angel, entitled “how to write a business plan”, aimed at fashion design businesses.

While these kinds of workshops inevitably put forward the same guidelines and tips contained in business guide books which you can get for a fraction of the price, the money spent was well worth it  – as the interactive style workshop ensures that you come away with better presentation skills, a clearer idea of the strengths and weaknesses of your idea, and maybe a fruitful contact or two found through networking.

Here are some key points I took away with me from the workshop:

• A business plan is essential to provide a clear structure for your business, as well as to create momentum and keep you along the right path.
• Research is key, and will form the most labour intensive part of the process, from looking at your market segment, ideal customer, competitive field, price points, to targeted boutiques.
• Financial forecasts can be brutal tasks, but are vital in order to draw all the aspects of the plan together in numerical form, and of course ensure that you make money!
• Business plans evolve – they are not static, so keep on adding to it as your business grows and changes

The workshop put a useful amount of emphasis and time on how to put together financial forecasts, and to monitor cash flows – no doubt both the dreaded nemesis of any designer! So all in all a productive morning, and very useful to meet Alison, who has just written a book called “Design, Create, Sell”, offering advice on cracking the hard nut of the fashion industry, which I’m sure is vital reading…

FASHION ANGEL FOUNDER ALISON LEWY LAUNCHES NEW BOOK “DESIGN CREATE SELL”

FASHION ANGEL FOUNDER ALISON LEWY LAUNCHES NEW BOOK

“DESIGN CREATE SELL”

a guide to starting and running a successful fashion business

We are pleased to announce that Alison Lewy, experienced designer and founder of fashion business accelerator Fashion Angel, has released a brand new book  Design Create Sell, an essential guide to this fascinating industry which will give readers an overview of how it works and what makes it tick.

As demand for British fashion soars and the number of designers setting up fashion labels increases every year, Alison gives readers everything they need to start their own successful fashion business.

Produced by Brightword Publishing in partnership with Country Living Magazine, this book will guide readers through the issues they need to think about before they start and take them through the key steps involved in setting up a new business. Readers will learn how to conduct the research needed for their business plan and get practical guidance on building their brand, getting their product made, marketing & PR and how and where to sell products.

Alison welcomed the opportunity to write the book and support aspiring fashion businesses in this way:

“Setting up a new business is difficult and the fashion business model is unique and has its own challenges. I wanted to draw on my background of running a fashion brand, and experience of working with and mentoring designers , to produce a practical step by step guide to help fashion labels start, develop and grow their businesses.”

The book is being published as a celebration of the success of London Fashion Week  to support the designers that contribute to an  industry that contributes over £21 billion to the UK economy.*

With consumers in the UK spending over £30 billion each year on clothing, shoes and accessories, and with 33% of people saying they try to buy British when they can, now is the perfect time to turn that passion into a successful business!**

This comprehensive book will inspire designers to turn their dream into a reality!

*The Value of the UK Industry, The British Fashion Council / **Make It British

DESIGN CREATE SELL by Alison Lewy
Published 30th September 2012 by Brightword Publishing,

ISBN: 9781908003348, Paperback/eBook, RRP: £12.99/£5
Available from the Fashion Angel Shop and in all good bookshops